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Negotiation? I find the most tough part is negotiation, seller asking you to sell high and buyer ask you to buy low, we stuck in the middle and the pressure to convince them to reach a agreement seems to be such a stressful thing to do? i find it so tough and the experience is so unpleasant, what do i need to tell seller to reduce price and how do tell buyer to increase budget? How do handle those situation and how do you face the stress? Can you feel happy when you stuck in the middle, or for the money sake? I need some help on it!!! please advice, very much appreciated!!!
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4 Answers

Negotiation is part of our life and business. You will need a mentor to assist you. We support our point of view to the clients with 'material facts and data sheet'
Pls check this site for more info.
www.catherinepang.com Read More
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  • Alvin
    Thank you, agreed it's a daily butter, wish to turn this bitter butter to a sweet one !
Kevin Chung 莊國賢
Dear Alvin

Negotiation is not a science, but an Art.

There is no formulas in Arts. An Artist practice, practice and practice till they become skillful in what they do.

However, if you are doing the same thing again and again, you can't expect a different result. You need a good mentor to coach you and constantly help you to make incremental changes to your negotiation skills.

As for pricing, you need a mindset change. It is not the seller or buyer who decide on the price. You the closing agent decide on the closing price and bring your buyer and seller to that price [period]

How to do it? Find a good mentor or buy me coffee.

Kevin Chung B. Info Tech, Cert-in-CES
DTZ Debenham Tie Leung (SEA) Pte Ltd
HP: +65 96855070  Read More
1
  • Alvin
    Can you be my mentor unconditionally? I can buy you coffee.
Hello Alvin,

Thank you for your query on "negotiations".

It is a topic that has got many new agents stuck between the sellers and the buyers where one party is insisting on a sky price, and on the other hand, the buyer who wants a "good buy".

As you rightly have pointed out, both do not exist.

HOWEVER, contrary to popular belief, the art of negotiations is part science, part art. If I were to put a ratio onto it, it would look something like:

Art: 20%
Science: 70%
Luck: 10%

Let me explain.. An agent who leaves the full quotient of a successful deal to negotiations being an "ART" is as good as an agent who rides purely luck to close the deal. In such a case, do more charity or attend a religious group and that might enhance your chances of a successful close.

On the other hand, how does one turn negotiations into a "SCIENCE"? Knowledge is the key.

Let me explain, an educated "Buyer" will never pull a basement number out when making an offer. An example, the buyers that I serve, have on more than one occassion MATCHED the asking price of the sellers without negotiations, and then close the deal.

Sellers on the other hand, have priced their units to close on the first offer.

How is this possible? It all lies in educating both parties into the realities of the real estate market that the buyers and sellers are buying/selling into.

THIS is where real agents make their mark and value add to the deal. Agents who are able to share their professional expertiese to buyers/sellers to influence their views with hard and persuasive evidence will achieve the desired result.

An educated buyer/seller

Such a buyer/seller once convinced that you are a mark above the rest, will have you as their representative agent for life.

I once had a cobroke agent ask me,

"Has your buyer viewed any units in the development before?"

My reply was,

"Yes, all viewed through me, this buyer is exclusive to me."

My cobroke agent got a shock.

On the other side of the equation, sellers will ask a high price ALWAYS telling you the agent that their unit is the best in the market. Familiar?

Would it be difficult to organise viewings for the seller to be a "buyer" for the day to see and appreciate the other units on the market, and to understand the market sentiment on the ground BEFORE, pricing their own units to sell?

This, my friend is where real estate and negotiations is a science.

Rightly so as well since knowing the properties and its unique characteristics will allow the sellers and buyers to achieve a more realistic price.

True real estate agents are professionals who have good knowledge of their work and products.

The other agents are magicians who have made the art of negotiation seem like a magic show, and then rely on blind luck to close their deals.

Once the homework is set aside, closing the deal is as much an exercise in psycology, as it is an exercise in "luck" for the other elements to fall into place and successfully close the deal!

Hope this sheds some light on your query. Do let me know if you have any further questions on how you might want to develope the "Science" aspects of your negotiatons.

Best Regards,

Mervin Tang
Senior Marketing Associate

CEA Reg No. : R030951Z
Huttons Asia Pte Ltd

Mobile: (65) 9184 0208 
Website: http://www.SGrealestate.sg Read More
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  • Alvin
    This is certainly the most comprehensive answer, I would like to thank you for your writing and your time.

    You have not recruit but to answer the question in great detail. I love it very much.

    A lot of text, still digesting.

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