The Price of Light...
There is an old saying by Arthur Nielsen, "The price of light is less than the cost of darkness."
You also might remember the famous Gordon Gekko quote from the movie Wall Street: "The most valuable commodity I know of is information."
There are many rules to negotiations and while we can’t always manufacture leverage for buyers in a hot seller’s market, we know what it takes to get things done to get you the best deal possible.
Part of our job to accomplish this goal is to get as much free information as possible so that you can decide the best way to proceed.
At the end of the day, everything is your call, but the more information and insight we can give you along the way, the more transparency into the mind of the seller (and their agent), the better decisions you will make and the better deal you will get.
We know this is our job and we instill this into ALL of our agents. If you want an attractive agent with a nice car, there are many around, but if you want one that knows their role as an information gatherer as the precursor to being a highly strategic negotiator, then this is a quality you need to prioritize when selecting an agent to represent you in your home sale and/or purchase.
I Always ask a seller's agent what their seller's minimum acceptable number is. 95% of the time it doesn’t get answered, but you would be shocked to see how easily some agents will actually divulge such critical information.
Some agents try to avoid confrontation, but remaining composed and being confortable in conflict of negotiations is a big part of how an agent adds value. Sharing their seller's bottom line number gets the deal done, but how much is the seller leaving on the table?
I often feel bad that the sellers have no idea that it wasn’t random luck that we ended on their ‘bottom line’ number, but they had choices when they selected their agent, just like my clients did.
When I preview property before a showing and before my client even realizes that this house is the perfect one for them, I already start to gain valuable insight through casual conversation with the seller themselves.
Me: “Why are you moving and how soon are you looking to sell?”
Seller: “Well, my husband has already relocated and we can’t join him in Virginia until we sell the house. We've been apart for too long and we are REALLY hoping to get an offer soon.”
Me: "Well this place probably hasn't sold because of the work it needs, what is the lowest offer you would consider?"
Isn’t this the kind of information you would like to know before placing an offer?
Call us today – we are experienced and we know how to negotiate to get you the best deal.
Christine DiCarlo, Broker, Reméo Realty