If you're wondering why Homesale Realty pros have a higher closing rate than the rest, one of the biggest reasons is negotiation skills. By combining a strong marketing program, proactive customer service, and excellent negotiation, you maximize value in every transaction.

No matter whether you are representing the buyer or the seller, negotiation skills are paramount. Without them, you can't reach an agreement, satisfy your client, and win the commission. This is often an unfortunate event all around, since sellers want to sell and buyers want to make a buy.

Once you put aside problems of mindset, issues that drive buyers and sellers apart are often small ones. For example, it will always be difficult to get through to a seller who has over-priced a home. However, minor repairs or other hiccups should not sink an entire sale.

Negotiation expertise is one of the biggest reasons why both buyers and sellers benefit from a real estate agent. However, you don't have to be a "natural" at negotiating to achieve your goals. Practice these negotiation skills, and you'll serve your clients better:

1. Be Ready to Walk Away (and Make Sure Your Client Is, Too)
   In some ways, the best buyers are those who never "fall in love" with a home. They know they don't have to bend over backward to meet unreasonable conditions. No matter how much your client loves a home, it's a good idea to discuss the red lines that will cause them to walk away. Being able to leave a negotiation gives you a tremendous amount of leverage.
   
   
2. Change Demands Into Open-Ended Questions
   People are more likely to agree to ideas they thought of. Instead of ultimatums, go into real estate transactions with the desire to ask questions. This softens negotiating positions as people across the table reconsider their assumptions. For example, instead of demanding a certain amount for a roof fix, ask, "How much do you think a roofer would charge to fix the leaks?"
   
   
3. Begin With Common Ground
   Negotiation is inseparable from selling. In sales, you always want the other party to begin by saying "yes," even if it's to something small. With that in mind, every negotiation can begin with a list of points of agreement. Not only does this put everybody into a more cooperative mindset, but it also clarifies which areas the negotiation will have to focus on to succeed.
   
   
4. Start with Market Value as a Guideline
   A good listing agent will brief a seller on the fair market value of a home. This is largely based on recent sales of similar properties in the area and helps take personal bias out of the equation. When representing a buyer, don't assume this has happened already. Do your own research and be ready to start the negotiation from that position, especially if the home is lingering on the market.
   
   
5. Use Contract Clauses to Your Advantage
   It's easy to become intimidated by complicated contracts. A well-written contract, however, will serve your client's interests and also keep the floor from dropping out from under the other party. One of the best clauses to become familiar with is the escalation clause: This allows you to step in and offer slightly more than the best offer the would-be seller has received.

Negotiation is one of the skills that can separate a good real estate agent from a great one. That said, many people worry negotiating "isn't for them." With help from experienced mentors, you can get past anxiety or shyness and start building confidence with real skills.

Contact BHHS Homesale Realty to learn more today.