Ballard Undressed

Write an Offer then Negotiate

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These past few years have been interesting to me as to how agents are negotiating on behalf of the buyer.  During the glory years we didn’t have to negotiate with skill because the only way to get an offer accepted is to bump up the price and convince the seller to take the offer now.  We knew as buyers agents another offer would come in that was better than ours and we would loose out if we didn’t convince them to sign at the bottom line.  Today it is not that fast paced and we can take more time in preparing the offer and developing an approach.

When I first got into the business fax machines where just coming into the real estate industry and every offer we wrote up we presented in person to the listing agent and seller.  We were able to find out why the seller was selling, what is important to them and why they need to move forward with this offer and not counter.  Today I know of one agent who has presented an offer to me in person in the last two years.  I usually get it by fax or email.  About 75% of the time I get a follow up phone call and most of the calls are just making sure I received the fax.  No discussion about the buyer or any other information.

So what does this have to do with you?  If you are a seller this is exactly what you want.  You don’t want the buyers agent to influence you in any way and emotionally direct you.  You need to remain in control and have your agent counsel you to help you to make the best decision.  If you are a buyer a fax machine doesn’t do you any favors.  A fax machine can not and will not negeociate for you.  You should demand the agent to present the offer in person and negotiate just like you would do if you were negotiating.  Don’t have them take the easy way out and just fax it.  Now if the seller is out of town then the fax and email will do just fine but a phone call to the agent is mandatory to say the least. 

Every seller who signs a listing agreement from the NWMLS is required to have the buyers offer presented in person if requested by the buyer unless the seller has it in writing and filed with the MLS.  So a seller can’t reject your agent an opportunity to present your offer to the seller.  This is of high importance to you and your offer.  Sellers don’t sell their dream home and where they have raised a family with all those precious memories to words on a purchase and sale agreement.  They sell it to a person.  A person they want to connect with and they want them to have the same great memories just like they did when they were in the home.  It is an emotional thing to many sellers and your agent needs to tap into that emotion so you can the the best price and terms possible.  This is impossible through a fax and a phone is not much better.  So when your out there looking at property and you hit upon a home you love, write an offer and then present face to face no matter how ugly it is.

If you want to know more about Ballard real estate specifically buying a home in the seattle area you can get all this and more on my website that will help you with many of your questions.