Scripts & Dialogues Negotiations

• Sometimes we have to make decisions based on assumptions
• Allow me please to do some quiet investigation
• We have intensified the activities
• If I was representing you I am quite certain you would want me to respect your wishes
• How soon can you get the offer presented
• Are the offers in person or by email
• Have you had any other offers
• Any threats of offers?
• May you please send me a copy of the survey and seller disclosure if any
• How soon can you get the offer presented to the seller
• Is there an element of negotiability in existence
• It seems to me a virtual certainty that . . . 
• Give me a cheque, you can have the deed.
• We are willing to offer a higher price and we ask for a higher commission.
• You may want to consider a responding position
• May I please buy that for less
• inclusive of that 3% if we could get them their net bottom line number would that be ok
• it is imperative that comes from proceeds of sale
• Counter proposal replaces sign back
• It has an impact on the firm decision of the seller
• 29 years shows up to every 5 minute decision I help you make
• they will be amazing stewards of your legacy
• I'm concerned that you are not negotiating from a position of strength with time on your side
• this may very well be an exercise in what to expect next time around
• the person who wants out will often cater to the person who wanted to stay in
• Let's take a look at it from the buyer's perspective
• the price measured in dollars is often irrelevant to the value
• we are x$ per month/week/day away from a deal here
• the best weapon in a negotiation is options
• I really do believe it is worth your consideration to sit and examine this
• form 801 is to verify the reality of any offers besides yours as communicated to you by a co operating broker
• asking price and value are completely unrelated
• might accept will accept likely to accept
• I don't want what you have but don't take what I earned
• if we submit an offer tonight with contingencies there is no risk and if we wait until tomorrow the risk is the home will no longer be there
• we are not trying to intimidate him by asking for things
• what we are wanting to do here is lay down some key principles
• what is the price at which if I don't offer I will be disappointed to find tomorrow it sold for that
• disassociate the value of the home with the asking price
• what made it in the agreement is what matters
• is there a specific closing date that would help them
• I will plant seeds on it
• negotiating against myself is not fun
• we educate, navigate and direct you instruct
• we will ask the seller to pay for it through credits
• the commission will ultimately reflect on the purchase price negotiated through the agreement of purchase and sale
• We could look at that as a comparable sale however it may work against you and here is why
• At what price are you willing for that home to not be yours
• let's play this out. It is important for us to negotiate before we speak to the seller
• would you like to speak to the Realtor right now to gather more information about the house
• would you consider a responding position
• firm it up and figure it out
• I think I've got something for you but I am working hard to do better
• when you make the offer is the incorrect time to start negotiating the deal
• write in to the contract what you want the seller to pay you according to your Buyer Agreement
• don't confuse representation with negotiation
• make the connection points to the seller and the why of the Buyer
• let us work together to sell you since there will likely be other people wanting to Buy simultaneously
• purchase and sale agreements commoditize you
• negotiate in increments of .25%
• I'm really sorry that I was not clear about that
• that seems to be a reasonable concession
• it is a small fee we charge to help offset the cost of all the extra services we provide
• I don't want to lose your Business over a percentage point. What if we receive it from the Buyer
• if you sold your home for $630,000 and paid 2% is it better than selling it for $640,000 and paying 2.5%
• I'm not trying to slip that under the radar
• it is really important the fees are rolled in to the agreement
• I must not have explained how important the closing costs are to my Buyers
• if you are a day late or a dollar short it is null and void
• I am asking you to consider an exception with me making a concession
• if we add more value why would our fees go down
• make yourself an ally with a common enemy
• suggest, propose, recommend. dont tell
• the flexibility and terms is becoming inflexible
• When you start looking at things based on what you need vs what the market will bear You will run in to challenges
• the only way to win in today's market is to pay more for it than anybody else thinks it's worth
• ruthlessly strategic
• a contract is words binding someone to do something or not do something
• a contract is a written binding promise
• every deal has to stand on it's own merit
• I am a historical cost believer not a future cost predictor
• we have dropped the price multiple times to reflect the conditions of the Market
• they own multiple properties
• negotiate the possession but be rigid on the closing
• Agreeing and agreement are not the same thing
• "DO YOU WANT TO INCREASE THE PURCHASING POWER OF YOUR MONEY By SELLING TODAY OR INCREASE THE DOLLAR VALUE OF YOUR ASSET [mAYBE]¿ BY WAITING FOR TOMORROW" I
• The main reason we price drop is that we don’t trust that anything that cost more that the cheapest is worth what it costs
• The best negotiating tool is truth
• My compensation is not part of the difference
• What do you need to see, hear or feel to help you choose my solution to meet your needs 
• Everything is negotiable without being ridiculous
• The only house that does not need a repair is one that has just been repaired.
• We would find it extremely difficult to 
• We are not flexible on the price but
• That’s not workable but 
• That’s not possible because … but…
• There may be room for flexibility
• They want to make this work but… 
• What if…
• I was wondering..
• Can you do better than that?
• If we were willing to do that then what could we expect in return?
• Eagerness should be sheltered
• Confidential issues of motivation, urgency, financial position, and personal secrets – when revealed – undermine negotiating
• Time can be your friend or enemy. Market conditions change
• Most concessions are made at the very end of a negotiation when time is running out
• * I would like to have a good look at your offering, see what I can gain on understanding and show some ideas on value together with strategic solution to help sell your house fast with little to no aggravation and for more money
• Although we have different jobs, we are not adversaries
• We have a common objective – seller wants to sell – buyer wants to buy 
• Listen and analyze. Don’t react.
• Let’s get a good grasp on the properties…
• What if we did … instead … would you be more receptive to our offer?
• If your client did… then we might…
• I am wondering… although your clients wants to do… Would they consider … instead?
• If your client did that  we might be willing to….
• Each negotiation is uniquely crafted to address the personalities involved
• Prepare and identify question and assess the state of your position. Discover their interests, explore options, bargain concessions, and trade package the agreement, evaluate for future reference.
• I am obligated to ask about items that are deemed confidential by law but they should not be answering
• Make me an offer and if its too much I will tell you 
• Dear prospect, I have been unable to connect with you in the last little while. I am starting to get concerned for you. Are you ok?
• Let’s do this… I don’t mind.
• Let’s put ourselves in a position of strength 
• I will advocate your position
• At what price do you longer want the property and what does it have to have in it?
• Obedience, loyalty, disclosure, confidentiality, accounting, conscientious skills 
• Honesty → Honesty accounting competence
• Options, alternatives ramifications to choices
• Negotiations involve use or abuse of information, economic realities of supply and demand that forecast an outcomes potential success, ultimate objectives
• Sometimes negotiations occur without the negotiators knowledge prior to the real negotiation
• you may not receive what you want however at some point you will accept what you receive
• All we need is the one offer you'll accept
• We will engage in the how can we make this deal work game
• From agreement stems the Buyer and Seller not from what you think the price should be
• Price is what we ask. Value is what we agree to.
• If I had a Briefcase right now and it had 1,000,000 in cash in it would you take that for your home
• You only need one offer and that is the one they will accept
• Few things mess up a great Real Estate deal like a smart lawyer
• This is an agreement stemming from a proposal that will lead to a contract if that is what you want
• Price is what we ask for whilst value is what we agree to
• It is not a great deal for them and it is not a bad deal for you which means it is a great deal for everyone