Being a strong negotiator requires a thorough understanding of not only the real estate sales process, but also how to get to from point A to point B without sabotaging your deal.
In many cases, the agent who is representing you in the sale of your home may need to sell your home more than you do. Consequently, his/her negotiation strategies and advice could be biased and can shave thousands of dollars off the proceeds check you receive at closing.
The Certified Home Selling Advisor® is a hired gun – a top-flight negotiator who negotiates from a position of strength – who knows what it takes to get you the results you want.
He/she is a positioning expert who gets your home the attention that it needs and manages the expectations of the co-op agents who bring buyers about what your needs are. The Certified Home Selling Advisor™ always probes the co-op agent to get information about the buyer to make sure you’re in the best position to succeed.
Certain laws vary from state to state so be sure to ask your Certified Home Selling Advisor® to explain their representation choices to find what you are most comfortable with.
The Law of Negotiation requires that the Certified Home Selling Advisor® use a Straight Line Negotiation method that ensures your bottom line is safe, and always gives you the ability to walk away if at any time it appears you’re not getting what you need.
Additionally, the Law mandates that the Certified Home Selling Advisor® use a Peace Treaty Mindset to seek mutual advantages for you and the buyer in the negotiation and to point out the victories the co-op agent has earned to make negotiation on other, bigger issues easier down the road.
Lastly, the Certified Home Selling Advisor® does everything to manage your expectations upfront to avoid a “rope a dope” move by buyer agents at the last minute to kill the deal. This part of the negotiating process is vital to maintain control over as home inspection results are usually the #1 reason a deal falls apart.
If you’re currently speaking with other agents, find out what their negotiation strategy is and see if it measures up to the Law of Negotiation that’s adhered to by the Certified Home Selling Advisor™.