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Who is Representing Your Buyers?

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By Verl Workman

Top agents around the world are taking back control of the negotiation process and truly representing their buyers. Here are some of their best practices that may help us change the value proposition of using a REALTOR® in the eyes of today’s consumers:

Include a requirement in your offers that the offer must be presented to the sellers and their agent by you, the buyer’s agent, and remind them that they are required to present all offers to their sellers. (Give the listing agent the option to allow you to present your offer via a virtual meeting such as GoToMeeting or Join.me.)

Create a video of the buying family talking about why they love the home and want to make the offer. (This personalizes the offer, so it’s not just about price. Including images of the children choosing rooms and playing on the swing would be a nice touch to the video.)

When presenting a less-than-full-price offer (or even a more-than-full-price offer) virtually, go live on the MLS to discuss how you came to the offering price based on real data. Encourage additional input from the listing agent if a different price may be justified.

Always treat the seller’s agent with respect. Remember that you and the listing agent are in this together and that the goal is to finalize this transaction and many more in the future. This is not a competitive or confrontational negotiation between enemies, rather a professional negotiation where both parties are looking out for their clients in a professional manner. When done correctly each party feel like they got the best deal for their client and both clients value the input and negotiation skills of their agent. Everyone wins!

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