It can get demoralising pretty quickly when you’re the only person showing up for your open for inspections. In my Coaching Tip this week I’ll tell you why having no more solo offers is the one thing you need to concentrate on, however tempting it may be to take the first offer you get.
There are three people involved in every negotiation: the owner, the buyer, and the next buyer. It’s this second buyer who is most important because they make the current buyer look good.
I’ll explain how you can use this second buyer’s offer to show your seller why the first buyer’s offer is the one they should accept. The one key thing that drives markets is urgency. It’s the reason a buyer is willing to pay more.
The lesson here is to always present offers in context. There has to be a second, lower offer to compare so your seller can clearly see how much of a premium they’ve actually got. That’s why no more solo offers can be taken forward to your sellers, and it’s how you’ll ultimately bring more deals together.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.