Learn some of the building blocks of negotiation, and how leveraging tools like home warranty coverage can help you make it a win-win for everyone.
Most people are afraid of negotiating because they do not want to lose the deal. Take the stress out of it by taking stock of yourself and your surroundings, and formulating a plan. Keep in mind that the purpose of any negotiation is to find a common ground for both parties involved. Learn some of the building blocks of negotiation, and how leveraging tools like home warranty coverage can help you make it a win-win for everyone.
Know your worth
In a competitive market that is increasingly offering flat-fee commission models, it is important to know where you stand in comparison to other real estate professionals. Identify what your competitive advantage is and what sets you apart from the pack. Experience is beneficial but numbers speak volumes: How many successful closings have you had in the past month? Knowing what your unique selling points are can help you better negotiate your commission, especially in a low-listing area or market.
You can easily find out what the average home sale price is by state by doing a little research online and visiting websites that can help you stay informed on current real estate pricing in your area. Fluctuations in the marketplace can directly affect listing prices, so knowing your market is a great first negotiation tool if your buyer is asking for a lower price, or if your seller wants more than the median listing price in your area. In addition to market trends, real estate professionals should listen and pay close attention to their prospects. For instance, if the sellers have already bought another property, there may be some urgency on their part to sell and you can leverage this information to your advantage during the negotiation process.
Prepare for the inspection
Advising your buyers to have a home inspection contingency or a “due diligence contingency” can help them avoid costly repairs. A contingency home inspection enables the buyer to have the home inspected within 5-7 days of purchase, and to back out of the purchase or ask for a re-negotiation contingent upon certain repairs or replacements. If your sellers aren’t too eager, you can suggest that they provide home warranty coverage that will help cover the cost of those future repairs and replacements.
For questions on how American Home Shield® can help set you apart with home warranty coverage, please contact your AHS® Account Executive.
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