A Complete Guide to Negotiation Skills for Real Estate Agents
Negotiation skills are a must-have professional skill for every real estate agent. Putting yourself in a leading position in negotiations will allow you to communicate with your clients and let them follow your ideas, which can be a great success. Increase the probability of closing a deal. Below is a complete guide to real estate agent negotiation skills that I compiled for you. I hope it will be useful to you.
Negotiation skills of real estate agents
1. Negotiation concepts and mentality
1. The purpose of negotiation: a win-win situation, which should satisfy both parties as much as possible The first requirement is to control the situation with momentum instead of suppressing any party with momentum, and establish an equal position with each other, so that negotiations are more likely to succeed. (Because the intermediary is an intermediary service person, a bowl of water is the same)
2. Do not damage, defame or despise the interests of innocent third parties (such as introducers, Feng Shui masters, lawyers, friends of the other party, etc. ) You should use every trick to defeat him professionally and logically, and use enthusiastic body language to infect the other person.
2. Timing of Negotiation
1. When there is a gap in price and other transaction conditions, interviews can help narrow the gap, speed up the intermediate links, and increase the probability of closing the deal;
< p> 2. When the price and other transaction conditions are similar, face-to-face interviews can best grasp the buyer and seller, reduce transaction variables, and promote quick transactions.3. Negotiation Steps
Step 1: Preparation
1. First determine how much the buyer wants to negotiate, and then call the buyer to tell him the price. The difference was too big, and the owner was unwilling to come out to talk. Then he made a phone call and said that the owner reluctantly agreed to come out and talk. (This method can also be used for homeowners).
2. Make an appointment for both parties, tell the buyer that he must bring a deposit, and that he must increase the price before negotiating. Otherwise, do not waste both parties’ time, and indicate that there is a group of customers who have bid higher than you, but they have not yet Let the homeowner know, so take advantage of the opportunity.
3. The homeowner will find out the best price first and change the schedule.
4. Determine the price of the buyer and seller, and set the price of both parties.
5. If you have scheduled a reservation, please arrive 30 minutes in advance for pre-school education.
6. Buying and selling bring money, and both parties bring power.
7. Seating arrangement.
8. Arrange the venue to clear on-site information (meeting room information, whiteboard information, and window advertisements).
9. Shaping the rarity of both parties (buyer, product) cannot be missed.
10. Determine the subject and assisting persons.
Second step: Negotiation
1. The agent must first state three key points:
1) This meeting between the two parties is transparent and open.
2) Both parties are very sincere.
3) This gap will definitely be resolved if we meet in the past.
2. Chilling:
The two sides introduced each other, and they agreed with each other, but they were not familiar with each other.
3. Get to the point:
Price exposure, the first wave of price difference mediation.
4. Both parties insist:
Pull one side away, persuade both parties, make appropriate concessions and price adjustments, and then use the second wave of strong persuasion. (Negotiate with the weaker party)
5. Separate persuasion between the two parties:
Negotiators visit both parties to provide appropriate information to influence the judgment of both parties and promote the transaction.
6. The price is close, take out the deposit receipt
Step 3: End
1. Fill in the deposit receipt.
2. Sign the contract as soon as possible (bring in the signing conditions during the negotiation).
3. Send one party away:
The buyer accepts the offer, the seller changes the schedule, and the last effort.
4. Failure handling:
Review ways to improve afterwards and analyze the causes of failure.
Things that real estate agents should pay attention to during the negotiation process
1. Real estate agents should remind everyone present to turn off their mobile phones or set them to silent mode to ensure that the entire contract negotiation process is not disturbed and arrange it well. Buyers and sellers have their own seats;
2. Try not to negotiate on the phone.
3. The real estate agent should introduce himself and the buyer and seller to each other before starting negotiations;
4. During the negotiation process, in order to avoid causing injustice to the client and favoring a certain party, If the negotiation is not smooth or suspended due to the impression of one party, the real estate agent must always maintain a middle ground;
5. Negotiation principles: watch the mood, act according to the situation, respond tactfully, and appear sincere.
6. When negotiating, you must pay attention to your voice, speaking speed, and intonation. Do not be arrogant or rude, nor be too humble. You must maintain a correct work attitude and reflect the fairness and seriousness of the contract signing. < /p>
8. When the two parties are at a stalemate during the negotiation process, it is recommended to temporarily suspend the negotiation. The real estate agent should tactfully separate the two parties temporarily and work separately to ease the awkward atmosphere and restart the negotiation;
9. During the negotiation, the agent should serve as the main line of the entire negotiation process to guide and Help the buyer and seller to negotiate around the signing matters, and do not allow either party to talk for a long time about their own topics that have nothing to do with the signing, thereby distracting both parties and disrupting the pace of the negotiation;
10. Negotiation During the process, the broker should give a detailed explanation and description of the entire transaction process and spare parts to reflect professional and high-quality service and lay a good foundation for the next signing;
11. The broker should respond correctly Proactively explain various questions and concerns raised by customers in detail, but do not make promises lightly, verbal guarantees, or other words and deeds that violate the company's regulations;
12. During the negotiation process, it is necessary to grasp the customer's psychology and 13. During the negotiation process, our negotiators should not intensify conflicts and should take advantage of the situation, first change the topic, and then slowly ease it. Don't create difficulties for signing the contract;
14. When the buyer and seller are very insistent on their opinions, you can use the method of "I don't want to fight, just draw the ground and defend it" to temporarily freeze it.
15. Leave yourself some room when negotiating prices.
16. We are an intermediary and we need to charge intermediary fees (commissions) from both parties.
17 , Don’t lean towards any party when negotiating (let customers and owners feel that they are fair)
18. When negotiating with customers, you must be confident and confident when speaking, and don’t be swayed by the momentum of customers or owners. Overwhelming, I feel like I am a professional real estate consultant
19. Try to avoid discussing controversial issues between the two parties, and use other advantages to make up for the disadvantages
20. When you are not sure Don’t make any promises to customers easily;