If you can access the right data to support your position, you’ll have a better chance of satisfying the clients you represent, says Christine Wilczek, a Lemont broker-associate who is among her organization’s national sales leaders.
“If you’re truly working in the best interest of your client, you should have a tremendous amount of data to support your negotiating position,” says Wilczek. “Don’t just pull numbers from the sky and expect everyone to believe and understand where you’re coming from. Base your assumptions on real market numbers, do the actual analytical research, and then show everyone the results of that research during the negotiation process.”
Two other successful professionals quoted in the article – Sandra Hamilton of Re/Max Professionals in Springfield and author John Mayfield of Farmington, MO – remind REALTORS® that skillful negotiations include much more than selling price. They include property repairs, radon mitigation, mine subsidence and more.
Read “Polishing Your Negotiating Skills” from the October issue of Illinois REALTOR® and find out how your approach compares. You’ll also get access to Negotiation Tool Kit from the National Association of REALTORS® (NAR).
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