The process for presenting the counter-offer in real estate sales

Today I cover the process for presenting counter-offers in real estate sales, to ensure that they are accepted by buyers.

At this point in the negotiation many agents are so close but so far away from the sale, and the missing link is the one skill that allows them to obtain a successful outcome.

Imagine a person running through thick fog. They could be immensely close to their destination but they would never know it.

These salespeople lose the listing and waste all their hard work and effort.

They are characterised by a very low list to sell ratio and end up being what I call the 3 “D’s”:
– Disappointed
– Desperate
– Depressed

The salespeople who get this right are like runners running in a thick fog, but they have a GPS to guide them to their exact destination.

They have a clear plan of action to follow.

These salespeople are characterised by the three “C’s”:
– Consistency
– Confidence
– Control

Case Study: 
An agent I’m working with named Bec is changing the way she thinks about herself and her career.

In the last eight days she achieved more results than she did in her last two months of sales.

What does she attribute this to? Commitment to the right actions to get results.

How to present counter-offers in real estate sales

STEP 1: The Prior Appointment

Always have the next appointment made after you have taken their initial proposal.

 Do not be trapped into delivering news over the phone. 

If the negotiation is being done, at night ask them to leave the light on for you.

STEP 2: Speed is Essential

24 hours is an eternity in real estate. 

In today’s technological age things change very fast and this information is passed on very quickly.

If another house they have been considering with a competitor is reduced, they could change their focus very quickly and all your hard work is wasted.

CASE STUDY: I sold a property to a couple from Hill Street Gawler South, subject to sales of their fine, old cottage.

They said that they would not list their house with me because they had a friend in real estate. 

They were adamant about this. So I got a 24 hour listing to bring a buyer through.

The buyer offered that afternoon and I put the sale together that night.

I ran into the other agent and he said: “You got lucky with that one!” It wasn’t luck; it was speed and skill.

STEP 3: Enthusiasm

When you go back to see the buyers, be upbeat and enthusiastic.

Say: “Come on, let’s go and sit at your kitchen table as I have some exciting news for you. The vendor has agreed to accept this figure which is just fantastic, isn’t it?”

Enthusiasm sells. 

If there is no enthusiasm at this stage of the sale, it loses momentum like a car running out of petrol.

With an injection enthusiasm it’s like filling up with high octane fuel; it runs ever so well and so will your career.

Always see the buyer in person with a counter-offer, act with speed without being pushy and always have a positive mental attitude with enthusiasm and your sales will soar.

To find out more about how to create more consistency in your results and add an extra $100,000 to your income in the next 12 months click here for a complimentary one hour training session.