Tripartite Negotiation Skills for Real Estate Agents

Real estate agents’ tripartite negotiation skills

Real estate agents need to master many skills in their work. Below are the three-party negotiation skills for real estate agents that I bring to you. Welcome to read.

The concept and mentality of negotiation

1. The purpose of negotiation: to form a win-win situation, to satisfy the first needs of both parties as much as possible, and to control with momentum Negotiations are more likely to succeed by establishing a mutually equal position rather than suppressing either party with momentum. (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 infect the other person with enthusiastic body language.

The significance 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;

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.

Negotiation precautions and steps

Before:

a. First determine how much the buyer wants to negotiate, and then call the buyer to tell him that the price difference is too big. Many times, the owner of the house is unwilling to come out to talk, and then he makes a phone call and says that the owner reluctantly agrees to come out and talk. (This method can also be used for homeowners).

b. Make an appointment for both parties and tell the buyer that he must bring a deposit and increase the price before coming out for negotiation. Otherwise, don’t waste both parties’ time, and indicate that there is a group of customers who bid higher than you, but they have not yet Let the homeowner know, so take advantage of the opportunity.

c. The homeowner will find out the best price first and change the schedule.

d. Determine the price of the buyer and seller, and set the price of both parties.

e. The person in charge of the reservation should arrive 30 minutes in advance for pre-school education.

f. Buying and selling bring money, and both parties bring power.

g. Seating arrangement.

h. Venue arrangement and removal of on-site information (meeting room information, whiteboard information, window advertisements).

i. Shaping the rarity of both parties (buyer, product) cannot be missed.

j. Determine the subject and assisting persons.

Medium:

1. The broker stated three key points:

a. The meeting between the two parties was transparent and open.

b. Both parties are very sincere.

c. If we meet in the past and talk about this gap, we will definitely make it happen.

2. Chilling:

The two sides introduced each other, and they agreed with each other, but they were not familiar with each other.

1. Get to the point:

Price exposure, the first wave of price difference mediation.

2. Persistence of both parties:

Pull one side away, persuade both parties, make appropriate concessions, adjust prices, and use the second wave of strong persuasion. (Negotiate with the weaker party)

3. 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.

4. The price is close, and the deposit receipt is produced: both parties insist...

Next:

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 to note:

1. Let your customers feel your sincerity and solid work at all times.

2. Transaction is the first priority under any circumstances.

3. When negotiating, strive to capture at least one party.

4. Agents must be appropriately persistent and always be good people.

5. Don’t release the price until the end.

6. During promotions, red faces and white faces cooperate tacitly.

7. Brokers must control the pace of negotiations in their own hands.

8. Brokers should be cautious when making commitments to any party and must leave room for themselves.

9. When negotiating, try to achieve "four more and one less", that is: listen more, see more, think more, do more and speak less.

10. If we want to convince a client, we must first make the other party feel that we are thinking about him. This is true even if we talk about it separately.

11. Show your hard work at any time during negotiations.

Factors affecting the transaction during the negotiation

Property address, ownership situation, method of obtaining property rights, year, gift of coal, cable, water, electricity, furniture and appliances and other hardware facilities, transaction price, delivery Time, withdrawal method, withdrawal time, payment method, bank loan, buyer's creditworthiness, broker, etc.

Things to note during negotiations

a. 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 for the buyer and seller to negotiate freely. Seat;

b. Try not to negotiate on the phone.

c. Negotiators should introduce themselves and the buyer and seller to each other before starting negotiations;

d. During the negotiation process, in order to avoid causing injustice to the customer and favoring one party We must always maintain a middle ground if the negotiation is not smooth or suspended due to the impression;

e. Negotiation principles: watch the mood, act according to the situation, respond tactfully, and appear sincere.

f. 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. ;

g. Negotiators must control the pace and atmosphere of the on-site negotiation during the negotiation process, maintain the dominant ideas of mutual respect and mutual understanding among the three parties, and enable the buyer and seller to negotiate on the premise of equality and voluntariness;

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h. When the two parties are at a deadlock during the negotiation process, it is recommended to temporarily suspend the negotiation. Negotiators should tactfully separate the two parties temporarily and work separately to ease the awkward atmosphere and restart the negotiation;

i. During the negotiation, the agent should serve as the main line of the entire negotiation process to guide and help The buyer and seller negotiate around the signing matters, and neither the buyer nor the buyer should be allowed to talk about their own topics unrelated to the signing for a long time, thereby distracting the attention of both parties and disrupting the pace of the negotiation;

j. Negotiation process In the contract, 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 contract signing;

k. Jiren should respond to customers correctly Proactively provide detailed explanations for various questions and doubts raised, but do not make promises lightly, verbal guarantees, or other words and deeds that violate company regulations;

l. During the negotiation process, you must promptly grasp the customer's psychology and dynamics. , anticipate the situations and situations that will arise, and coordinate and control them in a timely manner;

m. During the negotiation process, our negotiators must not intensify the contradictions, but should make the best of the situation, first change the topic, and then slowly ease it. Do not Create difficulties for signing the contract;

n. 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.

o. Leave yourself some room when negotiating prices

p. As an intermediary, we need to charge intermediary fees (commissions) from both parties.

q. Negotiation Don’t lean toward any party (let customers and owners feel that they are fair)

r. Be confident and confident when negotiating with customers, and don’t be overwhelmed by the momentum of customers or owners. I feel that I am a professional real estate consultant

s. Try to avoid discussing controversial issues between the two parties and use other advantages to make up for the disadvantages

t. Don’t do it when you are not sure. Make any promises to customers easily

u. Try not to ask both parties to meet for talks if you are not sure

Things to note after negotiation

a. If the negotiation is successful, you should Sign the contract immediately and check the documents brought by both parties;

b. If the negotiation is unsuccessful, do not wait for too long and waste the customer's precious time. The client should be allowed to leave alone and the client should be given sufficient autonomy to fully consider it. However, in the later period, the real estate consultant should promptly track and maintain the contract and strive for another opportunity to sign the contract;

c. Regardless of whether to negotiate or not, the client should be left with To leave a good impression, customers should politely send both parties to the door when leaving, shake hands and say goodbye, reflecting our professional and meticulous service concept, establishing the company's brand image, and laying a good foundation for the next negotiation.

Negotiation essentials:

1. Buyers and sellers usually take opposing positions. Therefore, when customers raise issues or shortcomings, they must stand on the same page and agree with their views first. Present our reasons at the right time to convince him. Note: Generally speaking, buyers accept "people" first and then begin to accept "things". Therefore, a friendly agent is also what makes a lasting impression on the buyer.

2. Try to make the other party relax during the negotiation, but you must maintain a high degree of alertness and humorous conversation. In other words, no matter at any time or on any occasion, you should choose the golden mean; "relaxed but not casual", "alert but not serious", and pay attention to adjusting the expression and changes of your face at any time - "smile".

3. To control the other party’s emotional reaction, we must first control our own emotions. Therefore, we need to have enough patience and not be afraid of customers’ criticism and criticism. We should maintain a good demeanor, do not get angry easily, and show good things at any time. If you can't hold your breath, show impatience, or let the other party control your emotions, it will be easy for the other party to find flaws or misunderstandings, resulting in half the result with half the effort or failure of the negotiation.

4. An agent should first direct a play (layout) with the buyer and seller respectively, and then perform the perfect performance during negotiations. However, the agent is the one who fully knows the content of the entire play. Instead of being led by the buyer or seller. (Negotiation is giving the most perfect performance);