Negotiating is part of buying a home many clients worry about. That's why Homesale Realty puts more emphasis on it than the average firm. When you negotiate confidently on behalf of clients, you really stand out.

That's not all, of course. You could save buyers thousands.

The problem? Most people don't know exactly where to begin building their negotiating skills. The chance to practice doesn't come up often in daily life – and when it arises during a transaction, the stakes are often high. How can you get ready for that next bidding war before it happens?

These techniques will help you sharpen your negotiating skills no matter what level you're at now.

1. Start with a Positive, Confident Attitude
   If you feel intimidated by the thought of negotiating, don't worry: You're not alone. It's crucial to embrace a growth mindset. A growth mindset simply means your level of skill is under your control and isn't some fixed, inborn "talent." As you commit to invest time in your negotiating skills, you are unlocking your path to the improvement you want.
   
   
2. Define Your Ideal Outcome
   Research will help you take the right approach to your negotiation. Review what you know about the players involved, which points are non-negotiable, and where concessions may be possible. Determine what your objective is, then think through what might serve as a win for both sides.
   
   
3. Think Creatively
   Often, that "win-win" scenario is more achievable in real estate than elsewhere – to get there, though, you need to be creative. For example, think about a seller who is motivated to close a deal fast but has multiple offers. What could your client do that would help them in time or convenience rather than cash?
   
   
4. Know the Motivations of Both Parties
   First-time buyers can fall prey to "all-or-nothing" thinking. As their agent, you must keep motivations in mind: What drew your buyer to this property? And why is the seller selling right now? This can open your eyes to common ground or, if it comes to it, help your client see that other properties can meet their needs.
   
   
5. Use Data to Your Advantage
   Sellers are notorious for over-valuing homes, and this is often a sticking point in negotiation. Use data to your advantage. Background research on recent sales in the area will show when a price isn't justified or strengthen your hand in the event a home inspection comes back with issues.
   
   
6. Use Active Listening
   Listening carefully – to buyer and seller alike – is a skill all real estate professionals must hone. You never know when you might learn something that will change the equation completely. Don't be afraid to take notes or, with others' consent, record meetings or calls for later reference.
   
   
7. Start with Points of Commonality
   It's always good to start off any discussion with the things that both sides have in common. This helps give the impression that you are willing to work together, not simply playing hardball. As anyone in sales or marketing knows, a little "yes" now can prime the way for a bigger one later.
   
   
8. Prepare for Common Objections
   Over the course of your real estate career, you're bound to become familiar with common objections. Get used to answering these by practicing with a mentor or colleague. This will get the right muscle memory in place so you can be authentic, clear, and straightforward while managing your emotions.

Having an experienced mentor who understands negotiation is the key to learning fast. Contact BHHS Homesale Realty to learn more about joining the team that supports your efforts every step of the way.