Entries from Searchlight Crusade tagged with 'negotiation'

Desperation Mining: How a Buyer Hits Paydirt (and How Sellers Can Avoid it)

One of my favorite blogs ran a picture of a listing sign that included the caption "REDUCED But Not Stupid or Desperate". I beg to differ on the former. On the latter, time will tell. Most successful real estate investors...

Demands Listing Agents Make That Aren't in Their Clients Best Interest

One of the things I see all the time is notations made on the listing that demotivate buyers agents, or give them a reason not to show the property. This practice has had a drastic fall off for a while,...

What Does It Mean To Fall Out Of Escrow?

I got this question in an email, and almost blew it off, but then I realized for every person who actually asks, there are probably at least a dozen who are unclear but don't ask, and I apologize that...

Stupid Negotiating Tricks: Appeal to Pity (or Falling for Appeal to Pity)

A while ago, another agent in my office got an offer and brought it to me for feedback. The listing was range priced over a $30k range, and priced correctly, so there was a lot of activity on it. The...

Real Estate Purchase Negotiability

What's negotiable on a purchase? The short answer is everything. There may be standards and traditions in your area, whether they're the same in your area as there are in mine or quite different. That doesn't mean they are...

How To Buy Bargain Real Estate

There are two main sources of bargain properties. The obvious one that everyone knows about is properties fresh on the market where the owner doesn't realize what they've got. This is the largest single reason why potential buyers obsess over...

Real Estate "Pig In a Poke"

Over five hundred years ago in Europe, there was a con game that was more practiced than any other con game in the history of the world. It was simply the thing to try on the new rube in...

Protecting My Buyer Clients Good Faith Deposit

The buyer's deposit is always at risk. This is just a fact of real estate transactions. I could pretend it's not so, but that wouldn't keep the deposit from being at risk - it would just make me a...

Is The Good Faith Deposit At Risk?

Many agents seem to answer this question differently depending upon whether their client is the prospective buyer or seller, according to what they think will make the client most comfortable. When their client is making an offer, "No, your...

A Good Listing Agent's Most Difficult Task

The general public may not understand this, but the most critical parts of a listing agent's job all take place before the property hits the market. The most difficult task of an agent who wants to successfully list property is...

Ill-Considered Real Estate Offers and Contracts

There's an old literary tradition that cautions the reader to "Be careful what you ask for. You may get it." Many real estate purchase offers are good illustrations of that principle. The rule followed by good agents is, "Never...

The Benefits and Limitations of Assumable Loans

Every once in a while, the subject of assumable loans comes up. An assumable loan is one where the owner of a property has the ability to pass the loan along with the property in a sale. In other...

Why You Want To Price Your Property Correctly From Day One

This article is for sellers who want to put their property on the market priced too high "just to see if we can get it." I know where sellers get this notion. A lot of people are out there...

Writing Real Estate Purchase Offers to Beat Higher Competing Offers

This article was inspired by closing one of many transactions where my clients did not make the high bid (or even close), but did get the fully negotiated purchase contract and the property. By building an airtight case that...

Consult a Loan Officer Before You Make a Purchase Offer

I don't know how many people have told me the story of the Purchase Offer That Was Accepted But Couldn't Be Done. They come to me because they lost their deposit or are about to and they want some way...

Sixty Second Public Service Announcement About Selling Real Estate

Here was an idea I had: Pack a list of the most important things consumers need to know about buying real estate, as packed into the words I can say in sixty seconds without sounding like an over-clocked squirrel. Here...

Why Buyers Should Avoid Short Sales

I've been saying this for a long time: Short sales are poison for buyers. I don't know why people encourage buyers to look at short sales, because there is no advantage for buyers that I am aware of. In...

Real Estate: Giving Someone a Monopoly Does Not Encourage Top Performance

From an e-mail I've been talking to agents lately and I ask them about the things I've learned about from your site. I thought I would say things like "I want to apply for a backup loan" and they would...

Pretending the Service Equation is Simpler Than It Is

Way back when I was just out of high school, I was doing a lot of things with my time. Working, dating, competing on the fencing team, gaming of various sorts. But every once in a while, I dropped...

My Sixty Second Public Service Announcement about Buying Real Estate

Here was an idea I had: Pack a list of the most important things consumers need to know about buying real estate, as packed into the words I can say in sixty seconds without sounding like an over-clocked squirrel. Here...