Done Deal!

The Real Estate Agent's Guide to Mastering Negotiations

Seth Weissman, Katharine Oates

• Publisher: Forefront Books
• Year: 2023
• eBook ISBN: 9781637631874
• Edition: 0
• Topic: Business
• Subtopic: Real Estate
• Index: Business

Whether you are a seasoned pro who has seen it all or a newer agent establishing your business, Done Deal! will help you understand the challenging context in which today's negotiations take place—and how to guide your clients through one of the most important decisions they will ever make. Seller's big pay day? Buyer's bargain? Somewhere in between? Whether your residential real estate market is piping hot, lukewarm, or cool, navigating the terrain is no small feat. Emotions can run high. The fine-print details feel daunting. And the largest transaction most people will ever be part of carries long-term implications for buyers, sellers, and their families. Enter Done Deal! The Real Estate Agent's Guide to Mastering Negotiations. Designed to equip real estate professionals with the negotiation tools necessary to succeed in even the most complicated deals, this timely book blends purposeful strategies with practical examples. Drawing on decades of shared experience working closely with REALTORS® through thousands of transactions, along with a wealth of insight into the multiple facets of complex deal-making, attorneys Seth Weissman and Katharine Oates have crafted a highly readable, easy-to-understand guide. Along the way, they share time-tested principles for:

• Approaching each negotiation with fresh eyes, since no two deals are exactly alike
• Cultivating patience, persistence, and a focus on the big picture
• Building credibility and a reputation rooted in ethical excellence
• Creating leverage, a sense of urgency, and other key negotiating tactics
• Knowing when (and how) to protect your clients from themselves
• ... and much more.

Table of contents

• Cover
• Title Page
• Dedication
• Acknowledgments
• Introduction
• Chapter 1: What Makes Residential Real Estate Negotiations So Difficult?
• Chapter 2: Understand Your Client and Remember That It’s Their Negotiation
• Chapter 3: Setting Realistic Expectations
• Chapter 4: Know the Value of Properties You Are Negotiating to Buy or Sell
• Chapter 5: Ask Lots of Questions and Listen
• Chapter 6: Learn to Be Hyper-Observant
• Chapter 7: Learn the Value of Friendliness
• Chapter 8: Credibility, Bluffing, Lying, and Other Ethical Issues in Negotiating
• Chapter 9: The Different Types of Negotiators You Will Likely Meet
• Chapter 10: Put Yourself in the Role of a Mediator
• Chapter 11: Keep Focused on the Big Picture
• Chapter 12: Learn the Value of Patience
• Chapter 13: Learn the Value of Persistence
• Chapter 14: Creating Positive Leverage
• Chapter 15: The Value of Negative Leverage
• Chapter 16: Creating a Sense of Urgency
• Chapter 17: Learn to Size Up the Parties
• Chapter 18: Filter Communications to Keep the Deal on Track
• Chapter 19: Try to Enlist the Other Agent’s Help
• Chapter 20: Learn to Signal the Other Agent When Things Get Dicey
• Chapter 21: Repeatedly Tell the Listing Agent Why Your Client Loves the House
• Chapter 22: Expect Occasional Extreme Behavior from Other Agents
• Chapter 23: Be Careful Making Ultimatums
• Chapter 24: Don’t Split the Difference Unless It Is Logical to Do So
• Chapter 25: Win-Win Negotiations Are Largely a Myth
• Chapter 26: Leaving Room to Negotiate Concessions
• Chapter 27: Quid Pro Quos
• Chapter 28: Don’t Bargain Against Yourself
• Chapter 29: Get the Details in Writing
• Chapter 30: Responding to Objections
• Chapter 31: Learn How to Use Texting and Email Correctly
• Chapter 32: Negotiating Toward a More Precise Price
• Chapter 33: There’s a Lot More to Negotiate Than Price
• Chapter 34: Save the Tough Stuff for Last
• Chapter 35: Speak Confidently, Even When You Are Not Feeling Confident
• Chapter 36: The Challenges of Negotiating with Your Client
• Chapter 37: Get Your Client to Properly Prepare the House
• Chapter 38: Marital Dispute Resolution Techniques Often Work Well in Negotiations
• Chapter 39: Never Gloat in Winning a Negotiation
• Chapter 40: Weird Things Buyers and Sellers Do in Negotiations
• Conclusion
• About the Authors
• Copyright