Getting an offer on a property is not just about the purchase price. In this Coaching Tip, I’ll show you how to find the leverage point in every negotiation by finding out and understanding all the elements of an offer.
You need to know all the terms of the deal before you present it to the client. I’ll show you where to find the leverage point by asking the right questions as you evaluate the elements of the deal.
Most agents think their only leverage point is multiple buyers, but what if you only have one buyer? In that case, the leverage point is on that buyer, and I’ll show you why you need to find out the particular reason the customer prefers this home over others.
The leverage point actually has nothing to do with the market; professional negotiators don’t deal on price. It’s all about why this buyer wants to buy this home because urgency drives price in any market.