Negotiating Home Price – How to Give and Take

It’s your house-buying dream scenario: you find the house of your dreams, your agent presents your initial offer to the seller’s agent, the seller accepts the offer without a counteroffer, and the house is yours. Simple! And it sometimes happens just that way.

More often, house-buying is a series of negotiations. Now let’s look at some of the key give and take of negotiating a home price.

Know the market. You can learn much about the real estate conditions of your preferred new neighborhood by doing online research with the public records and real estate listings:

  • Gather the important details about the property and the neighborhood: is the house in foreclosure, is there a divorce proceeding, when was the last time the house was on the market; Google view the street to see what the house and the immediate neighborhood look like.
  • Follow several good real estate blogs on a daily basis to monitor the available properties and the asking/selling prices of properties in your target area.
  • There generally are three types of markets: a highly competitive seller’s market, buyer’s market, or a balanced market in which supply and demand are fairly equal. Know your market! It will affect your negotiating strategy.

Line up your financing before house hunting. Getting pre-qualified/pre-approved for a loan is important (especially in a seller’s market), and it can take months to accomplish. An offer from a pre-qualified buyer carries more influence than one without pre-approval; some agents won’t even show homes to prospective buyers until they have completed the pre-approval process.

Ask questions, reveal little. Try to find out why the seller is moving. Does the seller need a quick turnaround sale? The seller may be motivated to accept a reasonable offer. Does the seller prefer a longer closing period and possibly a rent-back option? This information may give the buyer leverage during negotiations. But be mindful that the seller may choose to divulge very little about the reason(s) for the sale.

It also is prudent to reveal as little about yourself as possible. The seller’s agent could use that knowledge about you as leverage.

Have options. It helps to have other home buying options when you are negotiating on a property. Let the seller’s agent know that you have other homes you are seriously considering and avoid giving the impression of being desperate to by this house. Real estate insiders advise buyers to be dispassionate about a home – or at least appear to be dispassionate.

Be prepared to walk away. When you’ve presented a strong offer but the seller won’t negotiate or compromise, walk away. One of your other house options may be your dream home, after all.

Be prepared to act fast and make a realistic offer. Unless you are in a buyer’s market, be prepared to decide on a house, act quickly, and make a realistic offer. Your offer must be a fair one, based on the value of the property and not the list price. Don’t insult the owner by low balling your offer. You may never have a chance to make a second offer. Note that an initial offer with a price range instead of a fixed number may give you more flexibility, too.

Finally…

It can be easy to get stuck in the negotiating “game” and sometimes lose the property if neither side will give in. If you can’t get the seller to come down in price on all your requests, but the reduced price is favorable to you, you like the house, and you have negotiated well – stop while you’re ahead! Agree to the final terms or walk away.

Choose a skilled agent who will represent your best interests. Expect that the home-buying process will include compromises and being creative with your offer may help move you through the negotiations to a favorable conclusion for both parties. May you be successful in your search, the negotiations, and moving into your dream home.

Seven Successful Presentation Tips

  • Build trust with your audience

I want you all to sit back, close your eyes and imagine… “

Have you ever had a speaker ask you to do that? I love looking around to see how many people are “peeking” or just looking at their laps.

When you ask the audience to shut their eyes you are asking them to have an extreme amount of trust in you. You better be sure you have earned that trust or you will really put people off.

The other day I ordered a sandwich on French bread. The sandwich man took out the bread, started to cut it and then tossed it out. He looked at me and said, “If I wouldn’t eat it I don’t serve it. The bread is too hard. Would you like to make another choice?” I loved it!

He built trust by being straightforward; he didn’t bash his company and he gave me an option.

Whatever you ask your audience to do make sure you would be willing to do it if you were a shy person or a skeptical person. Those are your two toughest audiences. Build trust with your audience by being vulnerable yourself.

  • Develop consistency

You develop consistency by ensuring that you are clear on what you are speaking about and why it is important to your audience.

Once you have this clarity, you will find that your own character and integrity will shine through. This constancy in character, integrity, and body language is what will give all of your presentations the consistency you desire.

So how can you develop consistency in presentations to include an entire sales or management team?

It actually follows the exact same principle. The very first presentation needs to be clear on the outcome desired and why it’s important to the audience. If this is focused, and your presentation follows the Outcome FocusĀ® Approach, you can literally have hundreds of people delivering the same presentation in their own authentic manner and achieve consistent results.

  • Eliminate awkward pauses

I have a friend that had one of his speeches recorded. When he got it back he was impressed with how smoothly it all went. See he really thought he had conquered the problem and that he spoke that day without any awkward sounds or pauses… until he got the “out takes”. The sound company had cut all of his “ahs,” “umms,” and awkward throat clearings and then put them on one CD for him. It ran for almost 9 minutes straight of those awkward sounds!! He just about died.

What you want to recognize is that those awkward pauses and sounds are YOUR BRAINS way of transitioning what you are saying. Literally it is the gate in your brain from one channel to the next opening up as it moves along. It is something you can get rid of but it requires practice.

At our presentation skills training, we have had people go from 42 of these awkward pauses in 5 minutes of speaking down to only 2 in just a few hours. There is a way to get rid of them. It will require you to have a friend work with you on raising your brain’s awareness of when you use them and how you use them. Literally you are going to bring it from your unconscious mind to your conscious mind where you can make the change.

Here is the easy way to get rid of them:

  • Pick a silent signal someone will use to let you know that you just used an awkward transition word. Using a raised pencil or a finger on your cheek are good ones to use because you can do them in a meeting where the speaker can see them but no one else can.
  • When you see the signal just look down to the right and re-frame what you were saying.

You will find that if you do this about 8 times by the eighth time you will have virtually eliminated the awkward sounds from your speaking.

Test it out today and see how you do!

  • Make sure your posture and body language enhance your presentation

Your posture should convey confidence, poise, and credibility. In order to do this your shoulders should be slightly back, your weight should be evenly distributed between your feet, your legs should be no further apart than your shoulder width, and your hands should be either at your side, at your waist, or one hand at your waist one at your side.

Make sure your shoulders are not stiff and square, don’t turtle your head forward, don’t stare or blink excessively, and do not lean on the podium.

Record yourself presenting so you can see if your body language conveys poise and confidence by looking relaxed yet powerful.

  • Make it comfortable to ask questions

When a person continually stops you with questions when you are giving a presentation, you can end up losing your pacing and losing the rest of the group. In a large group situation, you want to make the questioner as comfortable as possible while you keep the pace for the rest of the group.

If you are working with a person one-on-one and you feel they have the brains to capture exactly what you’re saying, but for some reason they don’t understand you, stop and ask the person, “How can I explain this to make it easier for you to grasp?”

You may find that you are explaining it in too much detail, not enough detail, or that you are not tying all the different pieces together so it makes sense for this individual. You may also find that they just want more hands-on experience. Let the person talk and share with you how they learn and what you can do to teach them in their style instead of yours. If all else fails, you may want to see if there’s someone else that they could partner with.

  • Be clear on expectations so people take action

In order for others to clearly act on what you said they need to clearly understand the “why” of what they are doing. So be clear about WHY you are presenting and HOW you expect the listener to utilize what you share. Keep it simple and focused on the audience, not you.

For example, there is a big difference in what I will say if I am looking to have you grow sales with new accounts versus if I want you to grow existing accounts. The activities I emphasize to have you do will not be the same. I should also be clear on WHY I want you to grow the accounts as well as HOW to do it. Most likely I will invite you in to the HOW process so you own it rather than me.

Lack of clarity is one of the big reasons why people don’t take action on what you say. Remember the brain can easily focus on three things at one time. Once you get past that people have a tendency to take NO ACTION and stay status quo instead. So keep it simple, keep it focused, and keep it about them and not you.

  • Keep it fresh, not scripted

Have you ever gotten ready to do a big presentation and you script it all out? What happens that makes that NOT work?

When you script something out your brain literally “reads” it in your mind before you say it. So if you hit a wrong word your brain “freezes” on you and it can take a long while to get back on track.

For your audience scripting can make you seem flat because your voice may become more stagnate or you can seem unauthentic because you seem too “practiced.”

So what should you do instead?

I recommend that instead of scripting you do bullet points. Make sure any stories of analogies you will use you have the “key points” in bullet point so you can incorporate them all. Then allow your brain to freely tell the story and points as you need to in that moment with that audience.

This keeps you authentically involved with your current audience and your current material. It also keeps you from getting “brain fades” where your brain freezes because you switched words around or the order of what you say.

Now having said all that, I still recommend that you practice your first 10 minutes of your speech so you develop your own rhythm and flow. That will allow you to focus on the audience rather than on what you are going to say next.

Pet Photographer Warns: Think Before Giving A Pet As A Present

When I was a child, my parents presented me with a big box on Christmas morning. I opened it. It was empty. The contents, a rescue puppy, had escaped somehow prior to the gifts grand entrance.

Over the next month, I grew very fond of the small puppy, and I found its occasional hiccuping to be odd and quirky. Then, one day, the puppy disappeared.

Years later, I was told that the puppy had distemper. My mother repeated several times over the ensuing years that she should have known to take the puppy to the vet, but she had never heard of distemper. It affected me. It obviously affected my Mother.

T’is the season for giving presents, and many people may be considering giving a pet. Puppies and kittens are unbelievably adorable. I know. That’s why I love to photograph them. That’s why I have been parent to a few. Their playfulness is beyond cute, and they do so many things making people sigh, “Awww!”

Unfortunately, that image is all too often the only image that the potential gift giver sees in their minds eye as they consider giving a puppy or kitten to a child who can’t even remember to brush their teeth! A gift to any person of any age is about commitment.

So, here is a reality check from a pet professional:

Puppies poop and chew, kittens sharpen their claws… things to consider before giving “the gift that keeps on living”… Kittens and puppies are living, breathing, and most importantly growing things. They grow bigger (and bigger and in some cases still bigger) and they get older.

Think about this:
- The average indoor cat lives 15-20+ years. Mine lived 19.
- Large breed dogs live 8+ years
- Smaller breeds dogs live 15+ years.

So, a six or seven year old child may be headed off to college and their parents will be left to care for a geriatric pet, with all the health issues and expense that goes along with ever increasing age. The tender care and feeding of a new furry addition is a family effort.

For adult humans, lifestyle can be an issue. In our cat-controlled-household, were we to get a dog, we could have issues. I would want a lap dog, my husband would like a dog with which he could jog. The image of my husband dragging a Chihuahua or Doxie behind him is almost as funny as a Retriever sitting on my lap. We travel, so bigger dogs present more challenges and less options for pet sitters. Neither of us is allergic, but many people are, so gifting a pet could become a really bad human health concern. A busy person’s daily schedule could leave the pet alone for hours. That’s not cool. All things to consider before gifting a pet.

Pets can be expensive. REMEMBER THEY LIVE, THEY EAT, THEY GET SICK, AND IN SOME CASES THEY GROW AND GROW. Without going too deeply into the totals, the dog that my husband wants to run with could eat 40 or more pounds of dog food per month. Vet care, food, pet training (maybe), and grooming (if required) cost money.

A pet is a very personal choice. Pets and people have personalities. The gesture of giving a pet while charming may bring a personality with irreconcilable differences. Do your research. If you’re a low-key kind of individual you probably don’t want to bring a Jack Russell Terrier into the mix. Likewise, if you’re a get up and go kind of guy, an English Bulldog is probably not going to be your ideal running partner.

Don’t get me wrong. I love pets. I ADORE PETS! Pets are wonderful companions. They love unconditionally. Giving the right pet to an older person may be a perfect pick-them-up. Then, there are the folks who have lost a pet. The trouble may be figuring out how much time is needed for the healing, but a pet with the right timing may be the perfect remedy.

A puppy and kitten are not a toy that can be returned. Pets do not teach responsibility. That means that the tender care and feeding of the new addition should be and probably will be a family effort. Coming from a person whose livelihood is pet dependent, the following advice may seem odd: THINK BEFORE GIVING A PET AS A PRESENT!