Mario Daniel Sconza Buying, Selling & Investing System
Your Home Sold Guaranteed Or We Buy It!*
+Mario Daniel Sconza and home owner must agree on price and closing date
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
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…
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?
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
What they want and what they will accept are usually not the same thing
May I please have your endorsement
At my office, we track 14 sources of properties besides MLS Homes.
You want to think about it? No problem...
I've got some calls to make... How about you take some time to talk about it and think about it and call me back in when you are ready.
I will cap my commission of the asking price.
I will provide the options you want and the answers you need.
How much did you pay for the last agent that did not sell your home?
Why don't we... and... while you are doing that... I will try to sell it too.
How much are you looking to save?
I'm willing to share some time.
I work for free until I produce an offer that is acceptable to you.
Would you please provide me an opportunity to earn my commission.
When would you like to see the moving truck pull up?
I won't provide services without the possibility of compensation.
This is going to be your decision and I will provide options and guide you through them.
You need to find that property first... and... some of these properties might not even be listed with a Realtor... if you don't know about these properties then you miss out on the opportunity.
Are you sure you wouldn't reconsider receiving these properties as well...
The signature is a sign of good faith that if you do buy a home you will let us know so that we don't continue searching.
We will cap our commission at whatever the asking price is now.
It has already been reflected on the offer.
May you please provide me your authorization here.
May you please provide me with an endorsement signature?
When we last spoke, you indicated… is that still what you are looking at for a time frame?
There are 79 fields of criteria that I search.
I want to do a really good job for you.
The direction of the offer is changing.
We will never understand the value from the market unless we are on the market.
The value in the market is what they shown us and the value from the market is what are they showing us.
Let’s establish clarity on the process.
I have some ideas but I wonder what you think.
Would you be interested in homes for example that have electric baseboard heating?
Are you open to hearing what we may be able to do to help you?
That requires a series of adjusted expectations
Mould in the attic does not necessarily mean mould in the house
There is less sticker shock when the Buyer attends the home inspection
The closer we come to that the easier it may be to move him off of it
There are some budget constraints that we are working with
I am looking forward to the Buyers/Sellers support as well
I don't want to take a commissionectomy on the deal
We will see to there being a modification in compensation
Are you ready to put me to work for you
Do you feel I have what it takes
Could you see how that might benefit you
Are we in agreement on this
There is far more downside if you get it wrong than upside if you get it right
1. Buyer can pay you directly 2. You may add it as a Seller Concession 3. You may add your fee to the purchase price
Increase your price reduce your commission or a combination of both
The Seller wants to give you the opportunity to negotiate your commission
The Seller wants to give you the opportunity to set and negotiate your compensation
Do you see the value in the price
Let us please be certain the offer is reflective of the compensation request
We will 100% work with you on the compensation structure
There will likely be some sensitivity around sale price
Place on the confirmation of co operation and representation what you feel the commission payment should be and we will build that in to the price
Name and name wanted to give you the opportunity to negotiate your own commission
They will come in with whatever it is they feel they are worth
It is easier to work with them the offer price and terms are better and they are more communicative
They will not not show it because of the commission
No matter how hard I attempt if when I bring a Buyer to a property they do not like they will not buy it
We market to the Buyers. Agents do not sell homes. They show them.
We are paying them thus they work for us and I want them to do their job
We want to give you the opportunity to negotiate your commission infers we are giving you the opportunity to earn it
All of a sudden the paper work is in order and the sale price is higher
When I receive the offer there are fewer mistakes because now they want to earn their fee
I am able now to qualify this Realtor's client with them over the phone
When I put a $1 commission on the MLS it sparks a reason for a call. Questions reveal interest
Very often we are teaching them how to fix their offer because it is laden with mistakes
That makes it very difficult to negotiate
Most Realtors do not want to call other Realtors. Very often when we receive an offer it is an e mail in the inbox that is not appropriately registered with very short response time opportunity thereby limiting our ability to perhaps create peripheral interest from other Buyers who have looked at the home