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Contract Negotiations! How to...
25 February 09 08:35 PM | Elena & Kirill Gorbounov(a) | 0 Comments   
1) Appeal to self interest ... Demonstrate why it is in their best interest (very effective). That is why seek to understand rather than understood and this way you know key concerns, which allows you to appeal to them - empathetic listening! 2) Try to set yourself apart or make your offer special / unique ... You can put a large EMD (earnest money deposit) as it shows your serious intentions. By removing one of the common contingencies. When competing differentiation is key. 3) Create a win-win ... Help other party get what they want so that you can get what you want! Trading and exhaching value is important and so is the presentation (perception = reality). 4) Connect with the other party on a human level so that there is empathy and feelings ... build rapport. 5) Use sound logic as back up ... If your offer is 10% under price then provide stats / graphs / charts / reasoning as to why this is fair (everyone wants to see themselves as fair). Since the transaction is elaborate, takes time, and has multiple points where negotiations have to resume (i.e. home inspection) you do not want to antagonize the other party and have them dig in heels at later stages if it can be avoided so always create a win-win. Read More...
Time to buy?
07 February 09 03:58 PM | Elena & Kirill Gorbounov(a) | 0 Comments   
Real Estate is not Stock Trading and either way speculators never outperform the market in the long run even in stock trading. Even if you get one market turn correctly it doesn't mean that you will see the next one. Know that Slow and Steady Wins the Race!!! Read More...