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
• ruthlessly strategic
• 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… 
• What if…
• 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?
• Obedience, loyalty, disclosure, confidentiality, accounting, conscientious skills 
• Honesty → Honesty accounting competence
• Options, alternatives ramifications to choices
• 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
• That is the suggested manufacturers retail price
• Contemplate buying now while prices are fair and refinance later when everyone else is entering the market to take advantage of the great rates which will likely lead to an increase in prices
• I am waiting on the offer
• When might I anticipate it
• Does your Company have a policy that would prohibit you from negotiating your fee when working with Buyers
• Is your Buyer interested in Buying this house
• The commission is unlimited
• Once incentive leaves so does interest
• The only offer you need to make is the one they will take
• Hello, hope all is well. So sorry for the delayed response.
• Commission percentage is actually as requested and can be negotiated 1 of 3 ways.
• 1) it can be added to the purchase price - (so technically the lender is paying)
• 2) it can be added to the closing cost, if your buyer has the funds for your commission. Reflecting on the ALTA statement as just another cost incurred with closing the loan.
• 3) if your buyers just do not have the funds for your commission and your services, it can be added to the sellers contribution portion of the contract and the seller will pay your commission
• Double ending is twice the work and therefore we deserve twice the pay
• What do they want why do they want it and how can I help them get it Bridge the gap
• Why don't we leave the transaction fee out of the equation for now and if you think we did a good job you could pay it then
• This can be an adjusted price. It is not set in stone.
• If the value that they placed on the home is not being reflected in the offering price then we will...
• That serves as a counter part
• At times we want this turns in to we will take this
• The best time to sell is when you have a Buyer
• A Buyer that wants to buy and they are motivated to execute on the vision they have with what they want to do with what they are Buying
• A seller who wants to sell and it is a good time fie them to do that
• If you want tomorrow's money then you have to wait until tomorrow
• May you please sign the engagement agreement
• Your pay is subject to what the offer is
• Would you be willing to pay $495 to receive $3000 worth of Benefit