Learn to Act: Question Authority “Question authority” is an old phrase out of the 1960s when the flower children believed that everyone over 30 was the enemy. Of course, all of the flower children are now over 60, so I suppose it no longer applies in a sociological setting. But it does have a special … Read more
Learn to Act: Always Ask “Why?” Sometimes seemingly impossible demands will threaten to shut down a deal. For example, you’re a buyer and the seller keeps insisting that you be ready to fund your new mortgage within 14 days. You’ve already contacted a mortgage broker and know that it’s going to take a month or … Read more
Learn to Act: Strive to Be Innocent Have you ever noticed that as soon as someone admits they really don’t understand something, a lot of people rush in to help him or her out? Try it with a group of friends. The subject doesn’t really matter, but wait until real estate comes up and then … Read more
Learn to Act: Be Irrational, Occasionally TIP If the seller thinks you’re a little bit crazy, he or she may be more inclined to accept a goofy offer. After all, what can you expect from someone who’s nuts? This doesn’t mean you should be carrying on conversations with spirits or foaming at the mouth. Rather, … Read more
Learn to Act: Disarm a Psychological Attack by Drawing Attention to It Thus far we’ve been discussing strategies that will help you to get what you want when negotiating. In essence, we’ve been lighting fair. Everything is aboveboard and out in the open. However, sometimes you’ll get into a negotiation that’s dirty. The other side … Read more
Learn to Act I once had an actor friend who, though not particularly famous, was indeed a good actor. I can still remember an occasion when I was waiting for him outside a restaurant where we were planning to have lunch. I scanned the street in both directions, looking at the people passing by, expecting … Read more
Play the Players: Always Strive for the Moral High Ground This may seem to be a peculiar rule since, after all, you’re presumably not trying to do anything dishonest or illegal. However, there are more ways to kill a deal than being dishonest or illegal. If you portray yourself as tricky, underhanded, or sneaky you … Read more
Play the Players: Go Directly to the Buyer/Seller I want to introduce a theme that will recur throughout this book, namely that if you’re a good negotiator, you may want to change the normal system of handling a real estate negotiation. Normally, the buyer/seller uses the real estate agent as the negotiator or intermediary. I’m … Read more
Play the Players: Only Deal with the Person Who Has the Power to Decide Would you walk onto a car lot and try to buy an automobile from the person who’s standing there washing the cars? Would you go into a jewelry store and attempt to buy a gold ring from a security guard? Would … Read more
Play the Players: Beware of Choosing “Nice” People to Represent You This is a simple rule to understand, but difficult to follow. Most buyers and sellers of real estate are average people who really don’t want a lot of hassle in their lives. Therefore, when it comes time to find an agent, they often choose … Read more
