The Art of Negotiating… The Power of Negotiating… whatever you want to call it.
All successful Realtors must be good negotiators.
What makes a good negotiator?
• Know you sellers or buyers goals
What are their needs? how much are they willing to sell for? How much are they not willing to go over in the purchase of a home? What is important to them? Timing, price, move date? If we don’t have heart to hearts with them at the beginning we will be negotiating blindly.
• Negotiating is give and take
When you negotiate (in my experience), both sides need to be satisfied with the outcome.
• Offer…Counter-Offer…Counter offer…Counter offer….
An offer is never finished until both people have come to a meeting of the minds. Along the way, you can add or change things in the contract to make it more acceptable to both sides. If you didn’t add that tractor in the first go round and the sellers want more money, then ask for the tractor. 
• Trust is important in negotiating
We all have a reputation to other Realtors whether we like it or not. Over the years many agents have said to me, that they enjoy working with me on an offer. I work hard in representing my buyer or seller but it does not have to be arrogant, mean or hostile. I am sure if you think about it there are agents in your area they you love to work with and agents you say, "never again."
• Never give up, Never give up, Never give up
As I tell agents when I get a low offer, "I will negotiate the heck out of it until there is nothing left to negotiate." Sometimes offers come together and sometimes not. But, keep working at it. In Michigan there is no such thing as a low ball offer the first offer. We are thrilled to get an offer.
• Leave your ego at the door
There is no room for ego’s in real estate negotiating. It is not about us, it is about them. We are hired to sell the home, we are hired to be professional and get the best terms for our clients. To act high and mighty will not win friends or get the best deal for your client.
• Each party has valid concerns, put the shoe on the other foot. 
Many times since I work with buyers and sellers (mostly sellers) I point out to them but yourself their shoes. I play devils advocate to get them to see how they would feel if they were on the other side.
Negotiating is an art. As you grow in your Real Estate career, you will grow in experience. Learning scripts and then making them your own is one way to do it.
Hopefully these few tips will help.
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If you live in the Ann Arbor Area and need an experienced negotiator give us a call.
Missy Caulk & Team can be reached at 734-216-2822 or email: Missy@MissyCaulk.com
Our TEAM of 6 buyer associates are available to help you relocate to Ann Arbor, Saline, Dexter, Chelsea, Milan, Ypsilanti Township, Clinton, Manchester, Whitmore Lake, or throughout Washtenaw County, MI.
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Missy Caulk & Team can be reached at 734-926-9797 or email: Missy@MissyCaulk.com
Our Team of 6 agents are available to help you relocate to Ann Arbor, Saline, Dexter, Chelsea, Milan, Ypsilanti Township, Clinton, Manchester, Whitmore Lake, or throughout Washtenaw County, MI.
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Stay strong, stay faithful, stay honest, stay loving, stay true to who you are, most importantly stay true to who God is as you'll be who you are, and you'll be happy, you'll be you, you'll be free. -Jamie Caulk
