SKING THEM TO BUY

The best time to enter into negotiations is when the buyer is in the house and "eyeball to eyeball" with you. So try and have the person who is most comfortable with this phase do the actual showing and demonstrating of the home. And, remember, always ask the prospect to buy. Don't wait and let them tell you they'll call you. Ask them before they leave.

Also, don't commit to anything while you're showing the house. Say you'll "consider it." Later if the buyer brings it up, you can ask if they would like to include that in their offer. We all know everyone wants something, so we can feel good and say we got a "great deal." Be prepared to give the right buyer something. The time to do this is at the "negotiating table" and not before. If you give it away too soon, it has no value, and you will probably be asked for more. Just plan ahead and know what you can and cannot do.

Having studied sales techniques for 20 years, and now teaching these skills to real estate agents from time to time, I have learned to always ask the question, after a proposed concession, "Would that make you feel better about going ahead and making an offer to purchase this home today?" Or, "Would you like to give it a try?"

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