Real Estate Negotiation
Negotiating…everybody does it, in every facet of life. Most people think that haggling over a few dollars at a garage sale makes them an expert. They may have even bought a few homes over their lifetime, or taken a class, or learned how to talk real fast…does that make them an expert negotiator? What about a professional real estate agent that has helped others to buy and sell hundreds of homes? Everybody negotiates, but do they do it properly?
Real Estate is one area of business where the ability to negotiate properly, in a systematic and effect manner, is critical to the success of all parties involved. It is imperative for today’s real estate agents to become experts in the art of negotiation so they can satisfy their clients and build a respectable reputation among their peers. This skill is not something you can typically pick up overnight, but takes years of practice and experience to develop.
But experience is not enough. Take my swimming for example. I’ve been swimming for well over 20 years, but my form has 
been terrible and I really couldn’t go more then one lap without needing to rest. A few years ago, I took just 5 classes taught by a great swim instructor. I learned proper form, technique and ways to grow as a swimmer on my own. A year after those 5 measly classes, I swam one mile non-stop! There are many “experienced” real estate agents, who have been flailing their arms and kicking their legs like a drowning swimmer. They may be “getting the job done” but without proper attention to the details of negotiation, they could be a couple of laps short.
That’s where the Certified Negotiation Expert (CNE) comes in. A Certified Negotiation Expert has received proper training in advanced negotiation techniques and approaches. If a homeowner is looking to sell their house, they should ensure the real estate agent is a skilled negotiator who has had proper training and continues to develop their skills. Experience counts, but without a proper foundation, instead of honing your negotiation skills, you could be engraining bad habits and ineffective techniques without even realizing it.
Negotiation is a fine balance of collaborative approaches to help identify and create value for both the buyer and seller, and competitive approaches that capture the value of the home. An understanding of the dynamics of collaborative and competitive negotiating will help any real estate agent achieve better results for their clients and themselves.
A CNE also knows proven persuasion principles that will significantly increase the rate of success of closing deals. Scripts that incorporate effective persuasion techniques will give any real estate agent a distinct advantage over those who aren’t using a consistent, proven approach for persuasion. When people make an important decision, like purchasing a new home, they use both sides of their brains, the emotional and logical. Understanding how and when to appeal to each side of the brain can significantly increase your success rate as well.
Effective negotiation starts long before anyone reaches the bargaining table. The use of a planning guide or process to better anticipate and prepare for negotiations will also help anyone become a master negotiator in real estate. In today’s housing market, negotiation skills are the most important factor in choosing the right real estate agent for your home.
If you’re looking for a Certified Negotiation Expert to help represent you on your home, you’ve come to the right place. My company, Mars Hill Realty Group, is built around this critical skill and every agent has the highly-skilled training and expertise you need to help you buy or sell your next home!
