It’s not unusual for things to get heated during a home buying negotiation. Buyers sometimes let their emotions get the better of them, which can hurt their chances of completing the transaction. It can also cause the agent to lose a sale.
The agent’s role in real estate negotiations is a complex one. On the surface, agents are responsible for helping buyers get a good price on a new home. They also need to be able to step in and defuse tense negotiations between the buyer and seller. This takes a certain amount of patience and knowledge of how to handle these situations. These are a few ways that agents can help buyers settle down and improve their chance of having a successful negotiation:
- Remind them about why they’re looking to buy. When buyers let their emotions take over, they might forget the reason why they want to buy in the first place. Agents should steer their focus back to this reason, whether it’s more room or a more affordable mortgage. This helps buyers focus on what’s best for them, rather than letting anger or frustration cloud their judgement.
- Don’t make it seem like a competition. Agents should make buyers feel like they’re aiming for a win-win result instead of competing to see whether they’re the winner or loser in negotiations with sellers.
- Share stories. An agent’s role in real estate negotiations can be thought of as a mediator. In order to fulfill this role, agents should have some relevant personal anecdotes handy to share with buyers. These stories can help them see things from a different and more agreeable perspective.
Want to ensure that you have a reliable agent for your real estate transaction? Contact ERA Real Estate, and visit us on Facebook.
Photo: Vichaya Kiatying-Angsulee via Freedigitalphotos.net
