The “Walk Away”

In real estate, one of the most critical things we do is negotiations.
That’s where we feel BIG NUMBERS are either won or lost. Have you
ever asked yourself, why don’t buyers and sellers represent themselves
and do the negotiations themselves?
Well, in my experience it’s two-fold: One, they are too personally
invested so they can’t use the right tools like leverage. And two, they
don’t know HOW. In order to be successful you need to use tact, be
respectful, KNOW THE MARKET, and KNOW THE OTHER SIDES’ pain
points. In short, you need seasoned objectivity and trained
professionalism.
As an example, just yesterday, I used the leverage of a “Walk Away”,
and after 3 days, we got a credit of $7,000 for my buyer after the seller
said they would only give $1,000. My clients were stunned.
So, If the person representing you doesn’t show you that they have
these qualities, and isn’t willing to do the hard work of negotiations,
tell them about me. It’s my goal to never leave a penny on the table.
It’s actually what makes my job enjoyable.
Ron Arnold Doing Real Estate in the Unrealtor way