Commercial Property Negotiation – 3 Stages of Rejection in Negotiation

In commercial real estate sales and leasing, the real estate agent negotiates every day with different people and different situations. Your skill in the negotiation process will improve over time, although it can be significantly fast tracked through simple daily practice.

Most the property negotiations have some degree of challenge such as:

  • The fees are too high for the property owner
  • The marketing funds are more than what the client will pay
  • The type of agency is not what the client wants to accept
  • The timing of the deal is difficult
  • The price or rent being offered is unacceptable
  • The parties to the deal just don’t get on
  • The key elements of the property do not fully satisfy the parties

Given that every deal is going to have some hurdle to negotiate through, the best real estate salespeople become the excellent negotiators. You can do that as well.

In most property situations, the parties to the transaction want to have some simple benefit or win in the process. It is up to the salesperson to reach that point. Every negotiation starts somewhere and it is up to you to start it.

The three stages of negotiation are typically as follows:

  1. The parties will tell you that they are interested in the property but something is wrong and is holding them back
  2. A series of problems will be tabled by the negotiating parties
  3. The parties will tell you what solutions they see as acceptable

In most property negotiations, the parties will move through these three stages; that process is really what you want and you will require in achieving an outcome. When they give you some solutions that they will be happy with you have something to work on.

The best property negotiators will move the parties from item 1, to item 3. The way to make them work through the stages, is to ask directed questions surrounding their ideas and feedback. Here are some examples of open questions you can use in the property negotiation processes:

  • Tell me, what are the fees that you see appropriate for taking the property to market?
  • Mr. Brown, what are the hurdles that you see given your individual property circumstances at this time?
  • Mr. Brown, if the price was not a hurdle for you now, how would you proceed with the contract process today?
  • Tell me, what are the elements of the property that you really should have and that work for you?
  • What adjustment can we create in the offer which will improve or remove these challenges for you?

There are many variations to the negotiating and questioning process. Importantly, the three stages above should be respected and moved through to get momentum and focus on a positive negotiation outcome.

A Guide For Effective Presentations

An effective presentation should have three major things: Substance, style and supporting materials.

Having these elements in place is the start to giving an effective presentation. The following guide will give you everything you need to know on how to conduct your next presentation.

1. Be Well Organized. Your presentation should flow in a logical sequence. Additionally, your major points should connect in an orderly manner.

2. Get to the Point. Your speech should be direct, clear and concise. Your audience should walk away remembering and understanding the key points.

3. Exude Confidence. You should express yourself with certainty and credibility. In order to do this you have to make sure you have done research on your topic.

4. Be Sincere. This goes along with being confident. You must be able to come across to your audience with care and concern.

5. Sound Positive. You should display your points in the best possible way. Make sure that what you say verbally matches your nonverbal communication.

6. Relate well to the audience. Understand your audience and convey your message in such a way that speaks to them. Your presentation should be useful and relevant.

7. Have enthusiasm. You can come across animated in your own style, whether low-keyed or full of energy. Sound as if you are interested in what you have to say.

8. Use visual aids to support your presentation. Visual aids enhance your presentation and can be used as talking points.

If you follow this guide, you will give an effective presentation.

With Christmas Decorations in Place, We Think of the Presents!

With Christmas decorations in place we turn our thoughts to presents to give to others. If someone has a fancy for cooking a wheel of cheese will be a thoughtful gift. We can give cheese of many flavors to them before the Christmas celebrations and it can be used to cut up with fruit to make a nice appetizer platter.

There are many kinds of cheeses with specialties made worldwide. One cheese is made with buffalo milk to give it a different flavor. The base for other cheeses can be found to be made with goat and sheep milk. For a special someone there are cheeses shaped like pears and dipped in wax to keep it pretty. Some are made with portabella mushrooms and some mellow with wine, this would be special for Christmas. If the cheese you give them is from another country make sure you give the companies time to receive it for your holiday giving.

There is the traditional colby or cheddar cheese that you can use in your recipe for cheese balls. Cheese balls are easy to make using cream cheese with onions and spices of your preference. Mixing them up together to let all the flavors meld together.

You can place your homemade cheese balls in a wooden bowl, or wrap it up and set it on a cutting board. When you get someone a cheese block you can include a cutting board made out of marble keeping the cheese cool til you have the job complete.

This is a perfect Christmas present for anyone that loves to eat. They can use it to make their own grilled cheese or nachos. They will remember you long after the holidays. Most of the cheeses included are easy to keep and some will freeze.