Real Estate

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

Play the Players The basis for this chapter comes from an old friend of mine named Harry, who was a great poker player. In the past, Harry and I would go to a game, and after an evening of playing, I’d look down and be happy because I’d won 50 bucks. When I’d go over … Read more

Control Time: Act in a Timely Fashion Once again, we’re not in contradiction to the rule about investing time. Yes, you want the other party to invest time. But you don’t want to lose out to a better offer from someone else. I can remember a broker friend working with buyers a few years ago, … Read more