PRESENTING AND NEGOTIATING THE OFFER
Let’s set the stage:
You’ve written the offer and it’s time to present it to the sellers. Do you simply fax it over to the listing agent and await their response?
Let me ask you this, is that truly representing the buyer? Of course not.
Call the listing agent and let them know you would like to personally present the offer.
Here are some of the key steps to presenting and negotiating the offer:
- Give the sellers some personal background on the buyers, what they are looking for, their qualification abilities, how many homes they have looked at and what they appreciate about their home.
- Provide the sellers with a current snapshot of the marketplace (the same information you provided your buyers with when they decided on what price to offer)
- Review all of the major details of the offer; contingent or non-contingent, inspections, date of closing, etc. Then move to price. Upon presenting price, be silent and listen.
- Be sure to have all your documents and disclosures in order.
If you’ve done your job and you have a good agent on the other end, you will walk away with an accepted offer.
Your next tip will focus on listing strategies. Until then I wish you all continued success
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Century 21 United Realty Inc. Brokerage/CENTUM Core Financial Inc.
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