Written By: Karen Deis
History does repeat itself.
In 1985, I was transferred to Houston to run a branch mortgage operation. It was the height of the oil crisis, the housing bubble had burst and thousands of homes were in foreclosure (does this sound familiar?). Even though it was perceived that nothing was selling, those were some of my best commission years. Why? Because I could teach real estate agents how to put deals together based on little-known and little-used mortgage programs and negotiating techniques.
I asked Kelly McGuinnness, President of United Mortgage (who had been in the mortgage business thru good times and bad), to do a survey with her local real estate agents. She found almost 70% of them have been in the business 5 years or less.
What she realized was that they have NEVER had to sell homes in a down market and don’t even have a faint idea of some of the unique ways to put a deal together. In fact, the only sales technique they knew how to use was to ask the seller to lower the listing price.
Help stop the insanity!
What if you could show them how to sell more homes without reducing the sales price? Donald Trump says that the sales price he pays for property is less important than the “terms” in any contract negotiation.
The very first thing agents (and you) may not realize is that EVERYTHING is negotiable. Just because the standard sales contract contains standard clauses written in the MLS purchase agreements, doesn’t mean that they can’t be crossed off, modified and changed.
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And, if you have any personal experiences you would like to share on some innovate ways you have seen purchase agreements written; we’d love to hear from you (click here).
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Read this article on how you can show real estate agents and builders some unique ways to get deals put together (without offering vacations or flat-screen TV’s) and get more properties SOLD without reducing the price. Send the tips we are about to share with you via email. Send a flyer (which you can download). Hold a sales meeting.
In fact, we’ve done most of the work for you. Subscribers can download the ART of the Deal: How to Sell More Homes free. Just include your contact info and print!
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