Skills of Successful Negotiators
People skills are EVERYTHING in any business. If you do not know how to properly communicate and build rapport with your sellers and buyers, you will not get very many deals done, if any. Unfortunately, we are not taught this in traditional schooling, so it is up to you to educate yourself on how to deal with people.
When speaking about people skills and negotiations, I like to reference Dale Carnegie's book, How to Win Friends and Influence People. Carnegie explains that the greatest motivation for people is the desire to feel important. This concept cannot be underestimated. If you walk into a seller's house and tell them what you're going to do and how you're going to do it, you can pretty much bet you will be walking out with no deal.
How can we make our sellers feel important?
1. Remember their name and use it often. Carnegie says that a "person's name to that person is the sweetest and most important sound in any language." Consciously make the effort to repeat their name out loud and in your head. How do you feel when someone remembers your name?
2. Let them talk. Distressed sellers have stories that they want to share. If you are friendly and open, they will talk your ear off about their troubles and tales. Let them.
3. Don't just pretend like you are interested. Actually be interested. As Carnegie says, "You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you."
4. Find things to praise and compliment them for, and do so honestly. Again, they will pick up on any fake attempts.
5. Finally, let them be a part of the decision making process. Ask them what they think the house is worth or what they think it will cost to fix it up. Ask them what they are looking for out of this deal, and what can you do to satisfy them.
I've had amazing things happen to me by simply letting the other person feel important and building excellent rapport.
"When dealing with people, remember you are not dealing with creatures of logic, but creatures of emotion."-Dale Carnegie
Bottom line is that people will not sell you their house if they do not like you or if they do not want to. Let's focus on getting them to like you and wanting to sell their house to you. It takes practice, and like everything else, gets easier the more you do it.
Read Tim Randle's article below for more tips about negotiating. Randle is the founder of www.reiclub.com and has been investing since 1994.