Yesterday Edina Realty, my broker, had an Expo for all the Realtors and employees of Edina Realty. It is a meeting sharing where the market has been and where we are going. We are given skills to position ourselves in the market so as Realtors we can perform better and so can our properties. At this meeting I heard a national speaker by the name of Rich Castro. He is out of Las Vegas and has years of experience in real estate. He said something that gave me new insight into being a good real estate negotiator. He gave new definitions to personality types. System- This person is always right, is very structured, organized, demands order. Relationship- This person likes to make things happen. They like people. Concept- This person is the creative type. We might call them spacey. They see the big picture but little details they ignore. When I am being a negotiator, I need to know the personality types of the people evolved in the transaction. A relationship seller wants to know a family will move into his house and they will like it as much as he has. That family caring for his property can mean as much to him as how much money he will get for the house. The system seller could care less about the people buying his house, but he wants to be certain all the t's are crossed on the legal documents and that the financing will go through. How I present the offer to the agent and his seller can mean the offer is fairly looked at or ignored. When I am being interviewed to be a listing agent and help sellers sell their property, or being interviewed by buyers to help them purchase real estate, I am surprised that I am not asked about my skills to negotiate. It seems to me that if it is important to get the most dollar for their house as a seller, or if they want to buy the house for as little as possible as a buyer, they would want a Realtor with the best skills in negotiating. I continue to improve my negotiating skills and feel it is one of my strengths.
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