Scripts & Dialogues Negotiations

Negotiations
  • Sometimes we have to make decisions based on assumptions
  • Allow me please to do some quiet investigation
  • We have intensified the activities
  • If I was representing you I am quite certain you would want me to respect your wishes
  • How soon can you get the offer presented
  • Are the offers in person or by email
  • Have you had any other offers
  • Any threats of offers?
  • May you please send me a copy of the survey and seller disclosure if any
  • How soon can you get the offer presented to the seller
  • Is there an element of negotiability in existence
  • It seems to me a virtual certainty that . . . 
  • Give me a cheque, you can have the deed.
  • We are willing to offer a higher price and we ask for a higher commission.
  • You may want to consider a responding position
  • May I please buy that for less
  • inclusive of that 3% if we could get them their net bottom line number would that be ok
  • it is imperative that comes from proceeds of sale
  • Counter proposal replaces sign back
  • It has an impact on the firm decision of the seller
  • 29 years shows up to every 5 minute decision I help you make
  • they will be amazing stewards of your legacy
  • I'm concerned that you are not negotiating from a position of strength with time on your side
  • this may very well be an exercise in what to expect next time around
  • the person who wants out will often cater to the person who wanted to stay in
  • Let's take a look at it from the buyer's perspective
  • the price measured in dollars is often irrelevant to the value
  • we are x$ per month/week/day away from a deal here
  • the best weapon in a negotiation is options
  • I really do believe it is worth your consideration to sit and examine this
  • form 801 is to verify the reality of any offers besides yours as communicated to you by a co operating broker
  • asking price and value are completely unrelated
  • might accept will accept likely to accept
  • I don't want what you have but don't take what I earned
  • if we submit an offer tonight with contingencies there is no risk and if we wait until tomorrow the risk is the home will no longer be there
  • we are not trying to intimidate him by asking for things
  • what we are wanting to do here is lay down some key principles
  • what is the price at which if I don't offer I will be disappointed to find tomorrow it sold for that
  • disassociate the value of the home with the asking price
  • what made it in the agreement is what matters
  • is there a specific closing date that would help them
  • I will plant seeds on it
  • negotiating against myself is not fun
  • we educate, navigate and direct you instruct
  • we will ask the seller to pay for it through credits
  • the commission will ultimately reflect on the purchase price negotiated through the agreement of purchase and sale
  • We could look at that as a comparable sale however it may work against you and here is why
  • At what price are you willing for that home to not be yours
  • let's play this out. It is important for us to negotiate before we speak to the seller
  • would you like to speak to the Realtor right now to gather more information about the house
  • would you consider a responding position
  • firm it up and figure it out
  • I think I've got something for you but I am working hard to do better
  • when you make the offer is the incorrect time to start negotiating the deal
  • write in to the contract what you want the seller to pay you according to your Buyer Agreement
  • don't confuse representation with negotiation
  • make the connection points to the seller and the why of the Buyer
  • let us work together to sell you since there will likely be other people wanting to Buy simultaneously
  • purchase and sale agreements commoditize you
  • negotiate in increments of .25%
  • I'm really sorry that I was not clear about that
  • that seems to be a reasonable concession
  • it is a small fee we charge to help offset the cost of all the extra services we provide
  • I don't want to lose your Business over a percentage point. What if we receive it from the Buyer
  • if you sold your home for $630,000 and paid 2% is it better than selling it for $640,000 and paying 2.5%
  • I'm not trying to slip that under the radar
  • it is really important the fees are rolled in to the agreement
  • I must not have explained how important the closing costs are to my Buyers
  • if you are a day late or a dollar short it is null and void
  • I am asking you to consider an exception with me making a concession
  • if we add more value why would our fees go down
  • make yourself an ally with a common enemy
  • suggest, propose, recommend. dont tell
  • the flexibility and terms is becoming inflexible
  • When you start looking at things based on what you need vs what the market will bear You will run in to challenges
  • the only way to win in today's market is to pay more for it than anybody else thinks it's worth
  • ruthlessly strategic
  • a contract is words binding someone to do something or not do something
  • a contract is a written binding promise
  • every deal has to stand on it's own merit
  • I am a historical cost believer not a future cost predictor
  • we have dropped the price multiple times to reflect the conditions of the Market
  • they own multiple properties
  • negotiate the possession but be rigid on the closing
  • Agreeing and agreement are not the same thing
  • "DO YOU WANT TO INCREASE THE PURCHASING POWER OF YOUR MONEY By SELLING TODAY OR INCREASE THE DOLLAR VALUE OF YOUR ASSET [mAYBE]¿ BY WAITING FOR TOMORROW" I
  • The main reason we price drop is that we don’t trust that anything that cost more that the cheapest is worth what it costs
  • The best negotiating tool is truth
  • My compensation is not part of the difference
  • What do you need to see, hear or feel to help you choose my solution to meet your needs 
  • Everything is negotiable without being ridiculous
  • The only house that does not need a repair is one that has just been repaired.
  • We would find it extremely difficult to 
  • We are not flexible on the price but
  • That’s not workable but 
  • That’s not possible because … but…
  • There may be room for flexibility
  • They want to make this work but… 
  • What if…
  • I was wondering..
  • Can you do better than that?
  • If we were willing to do that then what could we expect in return?
  • Eagerness should be sheltered
  • Confidential issues of motivation, urgency, financial position, and personal secrets – when revealed – undermine negotiating
  • Time can be your friend or enemy. Market conditions change
  • Most concessions are made at the very end of a negotiation when time is running out
  • * I would like to have a good look at your offering, see what I can gain on understanding and show some ideas on value together with strategic solution to help sell your house fast with little to no aggravation and for more money
  • Although we have different jobs, we are not adversaries
  • We have a common objective – seller wants to sell – buyer wants to buy 
  • Listen and analyze. Don’t react.
  • Let’s get a good grasp on the properties…
  • What if we did … instead … would you be more receptive to our offer?
  • If your client did… then we might…
  • I am wondering… although your clients wants to do… Would they consider … instead?
  • If your client did that  we might be willing to….
  • Each negotiation is uniquely crafted to address the personalities involved
  • Prepare and identify question and assess the state of your position. Discover their interests, explore options, bargain concessions, and trade package the agreement, evaluate for future reference.
  • I am obligated to ask about items that are deemed confidential by law but they should not be answering
  • Make me an offer and if its too much I will tell you 
  • Dear prospect, I have been unable to connect with you in the last little while. I am starting to get concerned for you. Are you ok?
  • Let’s do this… I don’t mind.
  • Let’s put ourselves in a position of strength 
  • I will advocate your position
  • At what price do you longer want the property and what does it have to have in it?
  • Obedience, loyalty, disclosure, confidentiality, accounting, conscientious skills 
  • Honesty → Honesty accounting competence
  • Options, alternatives ramifications to choices
  • Negotiations involve use or abuse of information, economic realities of supply and demand that forecast an outcomes potential success, ultimate objectives
  • Sometimes negotiations occur without the negotiators knowledge prior to the real negotiation
  • you may not receive what you want however at some point you will accept what you receive
  • All we need is the one offer you'll accept
  • We will engage in the how can we make this deal work game
  • From agreement stems the Buyer and Seller not from what you think the price should be
  • Price is what we ask. Value is what we agree to.
  • If I had a Briefcase right now and it had 1,000,000 in cash in it would you take that for your home
  • You only need one offer and that is the one they will accept
  • Few things mess up a great Real Estate deal like a smart lawyer
  • This is an agreement stemming from a proposal that will lead to a contract if that is what you want
  • Price is what we ask for whilst value is what we agree to
  • It is not a great deal for them and it is not a bad deal for you which means it is a great deal for everyone
  • What they want and what they will accept are usually not the same thing
  • May I please have your endorsement
  • At my office, we track 14 sources of properties besides MLS Homes.
  • You want to think about it? No problem...
  • I've got some calls to make... How about you take some time to talk about it and think about it and call me back in when you are ready.
  • I will cap my commission of the asking price.
  • I will provide the options you want and the answers you need.
  • How much did you pay for the last agent that did not sell your home?
  • Why don't we... and... while you are doing that... I will try to sell it too.
  • How much are you looking to save?
  • I'm willing to share some time.
  • I work for free until I produce an offer that is acceptable to you.
  • Would you please provide me an opportunity to earn my commission.
  • When would you like to see the moving truck pull up?
  • I won't provide services without the possibility of compensation.
  • This is going to be your decision and I will provide options and guide you through them.
  • You need to find that property first... and... some of these properties might not even be listed with a Realtor... if you don't know about these properties then you miss out on the opportunity.
  • Are you sure you wouldn't reconsider receiving these properties as well...
  • The signature is a sign of good faith that if you do buy a home you will let us know so that we don't continue searching.
  • We will cap our commission at whatever the asking price is now.
  • It has already been reflected on the offer.
  • May you please provide me your authorization here.
  • May you please provide me with an endorsement signature?
  • When we last spoke, you indicated… is that still what you are looking at for a time frame?
  • There are 79 fields of criteria that I search.
  • I want to do a really good job for you.
  • The direction of the offer is changing.
  • We will never understand the value from the market unless we are on the market. 
  • The value in the market is what they shown us and the value from the market is what are they showing us.
  • Let’s establish clarity on the process.
  • I have some ideas but I wonder what you think.
  • Would you be interested in homes for example that have electric baseboard heating?
  • Are you open to hearing what we may be able to do to help you?
  • That requires a series of adjusted expectations
  • Mould in the attic does not necessarily mean mould in the house
  • There is less sticker shock when the Buyer attends the home inspection
  • The closer we come to that the easier it may be to move him off of it
  • There are some budget constraints that we are working with
  • I am looking forward to the Buyers/Sellers support as well
  • I don't want to take a commissionectomy on the deal
  • We will see to there being a modification in compensation
  • Are you ready to put me to work for you
  • Do you feel I have what it takes
  • Could you see how that might benefit you
  • Are we in agreement on this