How to Successfully Negotiate with a Seller
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Sales covering discussions on a regional multiple listing service, the utilization of Inside Access (Berkshire Hathaway HomeServices program), and how to negotiate with a seller to achieve a mutually agreeable solution for everyone involved.
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How to Successfully Negotiate with a Seller
- 1. December 1, 2015 1 CHAMBERSBURG SALES MEETING Regional MLS Inside Access™ Negotiating Successfully
- 3. 1.49 billion active users Content sharing and viral marketing Jan-Sept ‘15: 133,786 visits to Homesale.com from Facebook 3 A NEW WORLD IN MARKETING
- 5. 5 OPEN HOUSES ON FACEBOOK Region wide two-week trial December 6 December 13
- 6. The dawn of a new era 6 MLS EVOLVED PROJECT
- 7. When it gets too time consuming and expensive to repair something, it gets replaced 7 EVOLUTION OF TV REPAIRMAN
- 8. “The 500-Year Delta ultimately is about the shifts of perception needed to prosper in a future that is fundamentally, unrecognizably different.” 8 THE 500 YEAR DELTA
- 10. Probability 5.0 Timing 4.0 Impact 3.5 10 MLSs NEED TO CONSOLIDATE DANGER E4 There are approximately 850 MLSs scattered across the US An estimated $250 - $500 million in MLS fees are attributable to duplication, redundancy, and excess among MLSs every year
- 11. The entrance of media companies into real estate has changed the online landscape for consumers Many agents and brokers don’t know as much as the consumer 11 THE DISRUPTORS
- 12. Agents are constrained by narrow geography of an MLS Brokers must join multiple MLS’s, pay multiple fees, and deal with multiple formats and licensing fees Extra employees are needed to normalize data and engage with various systems Innovation is stifled 12 KEY ISSUES
- 13. 13 REGIONAL MLS ON THE HORIZON Metropolitan Regional Information System, Inc. Delaware Valley Real Estate Information Network, Inc. Schuylkill County Lancaster County Lebanon County Dauphin County Cumberland County Perry County
- 14. 14
- 15. Data at your fingertips 15 INSIDE ACCESS™
- 16. Scouting report on any community right down to the zip code and trend directions Accurate price estimate of the home you want to buy or sell Current information about surrounding neighborhoods, schools, the economy, the environment, quality of life, drive time and much more 16 WHAT IS INSIDE ACCESS™ ?
- 18. 18 www.BerkshireHathawayHS.com Estimate a Home’s Value Explore a Community
- 19. 19 ESTIMATE A HOME’S VALUE
- 20. 20 ESTIMATE A HOME’S VALUE
- 29. 29 NEGOTIATION AS A BRAWL ?
- 30. To call public attention to especially by emphasizing desirable qualities so as to arouse a desire to buy or patronize 30 DEFINITION OF ADVERTISING
- 31. 31 SELL THIS . . . Microsoft Surface 3 Tablet (+/- $700) . . . for $7,000
- 32. 1. Learn and understand everything you can about the Seller by asking questions Hot Button(s)/Motivation Price Time Frame 32 STRATEGIES
- 33. 2. Create an atmosphere of joint problem-solving Listen to everything that they say and respect their position Educate – don’t berate! When frustration creeps in - keep your cool 33 STRATEGIES
- 34. 34 STRATEGIES 3. Anticipate hurdles Price too low Not enough advertising Showing traffic Open houses
- 35. 35 STRATEGIES 4. Avoid drawing lines in the sand Set aside sticking points and reach consensus on other terms Keep negotiations in perspective