The right way and the wrong way to present an offer in real estate sales…

There is the right way to present an offer in real estate sales and there are many wrong ways.

If you are receiving frequent offers and not having many accepted, then you are frustrated and losing money.

Especially if you lose the listing to another agent.

So we must avoid the pitfalls that come with taking short-cuts, even though they are a great temptation and only then will we have many of our offers accepted.

One of my coaching clients Andre called me to say he had lost an offer and ultimately the buyer because he pushed too hard to get the buyer up in the first instance.

So he had gone from a verbal offer to really pushing the buyer up verbally, then the buyer withdrew their offer.

What I told him helped him to rectify this and put the next sale together with another buyer.

Step 1: If possible get the offer in writing before starting the negotiation.
If the buyer is a bit nervous take the offer without pushing too hard, but you must always get them up from this initial price.

Step 2: Let the buyers know that their offer is likely to be rejected and you will come back to them with what the owners can afford to accept.

At this point study their body and talk language.

You will have a feeling if they will raise their offer.

Step 3: Call the owners and let them know the amount and immediately make an appointment to see them as soon as you can.

Step 4: When you arrive at the vendors home, get straight to the point – they appreciate this.

They will either be happy, indifferent or angry. If they are angry – do not react.

Tell them that you are not asking for acceptance and that this is the start of the negotiation.

Tell them that when you come back to them after going back to the purchaser with a figure they are happy with, then that will be decision time.

Step 5: Raise the price they are happy with.

Show the seller that you are working hard for them to get them the best price possible.

Next week I will show you how to present the counter offer to the buyers and get them up to their highest price.

Heart surgeons have a checklist that is ticked off over and over again.

How would you like to go under the knife with a surgeon that would take some short-cuts? It would be a horrible feeling, wouldn’t it?

The same applies with the seller; if you don’t follow all the proper stages of negotiating the sale for them, then they will get nervous and not trust you.

In good markets you can go from offer to sale but in tough markets you must go through the process and make more sales.

If you want to use the system that I used to average 12 listings and 11 sales per month, then you should consider attending the next Success in Real Estate, which is being held in February in Sydney.

At Success in Real Estate I show you exactly what to do every day to become unstoppable and how to get to the top in real estate, so that in ten years from now you will have financial freedom and have the choice to work or not.

So if 2019 is the year that you want to see great growth in sales, book a call with me and we can run through where you are at, and map out where you can be in 12 months from now.