You’ve got to be able to deliver an offer in context so the owner clearly knows the price is right. With my Coaching Tip this week we’re going to look at putting price in context and presenting it in a way they can understand, accept, and act upon.
I’ll give you an example of using multiple buyer offers to put owner expectations in context. By doing this they’ll be more likely to negotiate on price, and you can get them the best possible deal for their property.
As agents, we’ve got to put information in perspective for our clients so they can make better quality decisions. The market changes daily and A-grade properties will always sell right away. It’s the C-grade properties we have to get really good at negotiating for.
Knowing that there’s always a next buyer is the secret to being a great agent. It allows you to put the price in context for the seller so they can understand that your recommendation is the offer they should work with. It’s the agent with the best advice who wins.