Tony and Suzanne Marriott's Phoenix Arizona Real Estate Blog

head_left_image

How Do You Negotiate?

Wouldn't sign a Buyer Broker agreement and appears to be a "real estate expert".  I'm surprised this clown...I mean fellow...needs any help at all in failing to meet his objectives!  :-)  

How Do You Negotiate?

answering emailI got an email from a buyer a while back. I had met him at an open house I was holding. It wasn't my listing and he acted like he knew more about the listing than I did. Maybe so. There is a lot of information out there. I asked if he wanted to look at some comparable properties. He said maybe.

I got an email from him a few days later. "How would you negotiate for me?" he asked. I could tell from talking to him at the open that he had read about the bubble and then the shadow inventory, and he was sure prices were going down more. He told me about how much less than asking other homes were selling for. So I pretty much guess that more than anything, he wanted the deal of the century.

I wrote back: There are two ways to negotiate. you can negotiate from a position or you can negotiate from merit. If you want to negotiate from a position you are essentially saying that you won't go over $xxx,xxx for that house. Your reasoning might be comps or condition. But you take a stand and see if the seller rolls over. That would tell me that you don't really care about the house, you only care about getting a deal. On the other hand, if the house has merit, if it meets your needs, if you can afford it, if there isn't any other property that meets your needs as well, for the same price, then it's worth trying to find a way to make the purchase work so that the seller's needs are met as well.

He wrote back: No, I want to know how you will make the seller sell at a lower price.

I knew the seller had received an offer at a lower price and it didn't work out. It might now and I would help the buyer with it, but it had to make sense.

I wrote back: It sounds to me like you are trying to defeat the seller. That is one style of negotiating. It will work if the seller and his agent are both accommodaters. They may just roll over, and give you the house for what ever you want. But they didn't to the last person. If both the seller and you were compromisers, we might reach agreement, but you would have to give up some of your desired features. I really don't know what they are other than a lower price than the home is currently listed for. On the other hand, with an offer too low, as you suggested you might make, the seller might just withdraw. We would go no where with this if the other party will no longer speak to us. I suggest we try to collaborate with the listing agent and the seller. We'll need to negotiate more after the inspection and possibly after the appraisal.  Some how we can tweak their needs with ours, once I know what yours are. I need to know why you want this house so I can build a case for you. Or maybe, there is a better house somewhere else that will work as well.

Apparently this buyer, a buyer who wouldn't sign a buyer's agency agreement, a buyer who didn't seem to have needs other than to get a house for way less than the listing price, a buyer who is perhaps, not a buyer at all, didn't like my idea that we try to work with a plan that would accomplish the goal of closing a sale. He seemed to want a negotiator who would help him make it fail. I didn't hear from him again, nor did I pursue him as a client. I don't think he really wanted to be a homeowner. I think he only wanted a deal.

Market analysis

Search Listings

Website

Glenn Roberts
Lake and Company Real Estate
206-524-3665
Seattle Residential ~ I Do That 

Lake logo

Licensed broker since 1985 offering spectacular service to buyers and sellers in greater Seattle, with particular interest in Green Lake, Ballard, Phinney Ridge, Wallingford, Ravenna, Bryant, View Ridge, Roosevelt and the University District.

Referrals from past clients and other agents always make me smile.  

About the Authors - Updated 2018

If you are considering a Traditional or Short Sale of your home in Phoenix, Scottsdale or any location in Maricopa County Arizona, you owe it to yourself to talk with the BVO Luxury Group @ Keller Williams Arizona Realty to determine whether Tony and Suzanne Marriott are the best real estate Brokers in the Phoenix and Scottsdale metropolitan area to help you with the Successful Sale of your home.

Tony and Suzanne have personally Listed, Sold and Closed more than a hundred Short Sales with the highest list to close rate in the Phoenix Metro Area!

Tony Marriott - Chief Operating Officer - BVO Luxury Group @ Keller Williams Arizona Realty

Suzanne Marriott - Chief Learning Officer - BVO Luxury Group @ Keller Williams Arizona Realty

Associate Brokers, REALTORS
BVO Luxury Group
Keller Williams Arizona Realty
How Do You Negotiate?
share
Wouldn't sign a Buyer Broker agreement and appears to be a "real estate expert". I'm surprised this clown… I mean fellow… needs any help at all in failing to meet his objectives! :-) Glenn Roberts |… more
Ask your agent if they are away who covers their business?
share
"When selecting an agent to represent you in a real estate transaction you need to know their procedures for working with you. " We set the expectations right up front. We're in the office 7am-3pm Monday through Friday… more
Why I Won't Do a 1-legged Meeting
share
" When I am brought over to be interviewed to possibly list a house, I need all the decision makers present " A rule we live by. In fact, that was one of the prompts to offer listing presentations via GoToMeeting -… more
My proudest accomplishment with ActiveRain
share
A great "outside the box" analogy by the leader of ActiveRain. A fresh perspective serves to provoke in depth consideration of the question, rather than just scratching the surface! "Do you have any… more
Under Water in Maricopa? Time is running out…
share
It's been over 3 years since the Maricopa market started to tumble, and while it's not still in free-fall, one can tell from the property tax records amongst other resources that housing prices are still declining. Those under water in… more
Under Water in Phoenix? Time is running out…
share
It's been over 3 years since the Phoenix market started to tumble, and while it's not still in free-fall, one can tell from the property tax records amongst other resources that housing prices are still declining. Those under water in Phoenix… more
Under Water in Scottsdale? Time is running out…
share
It's been over 3 years since the Scottsdale market started to tumble, and while it's not still in free-fall, one can tell from the property tax records amongst other resources that housing prices are still declining. Those under water in… more
Under Water in Peoria? Time is running out…
share
It's been over 3 years since the Peoria market started to tumble, and while it's not still in free-fall, one can tell from the property tax records amongst other resources that housing prices are still declining. Those under water in Peoria… more
Under Water in Buckeye? Time is running out…
share
It's been over 3 years since the Buckeye market started to tumble, and while it's not still in free-fall, one can tell from the property tax records amongst other resources that housing prices are still declining. Those under water in Buckeye… more
Under Water in Peoria? Time is running out…
share
It's been over 3 years since the Peoria market started to tumble, and while it's not still in free-fall, one can tell from the property tax records amongst other resources that housing prices are still declining. Those under water in Peoria… more