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Book on Negotiating Real Estate : Expert Strategies for Getting the Best Deals When Buying and Selling Investment Property by J. Scott, Mark Ferguson and Carol Scott (2019, Trade Paperback)
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Learn how to close more real estate deals.. and make more money in the process! With more than 1,000 successful real estate deals between them, J Scott, Mark Ferguson, and Carol Scott combine the science of negotiation with real world experience to dive into all aspects of the real estate negotiation process.
- Buy It NowThe Book on Negotiating Real Estate: Expert Strategies for Getting the Best
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About this product
Product Identifiers
PublisherBiggerpockets
ISBN-101947200062
ISBN-139781947200067
eBay Product ID (ePID)11038545544
Product Key Features
Edition2
Book TitleBook on Negotiating Real Estate : Expert Strategies for Getting the Best Deals When Buying and Selling Investment Property
Number of Pages263 Pages
LanguageEnglish
TopicReal Estate / Buying & Selling Homes, Business Etiquette, General, Negotiating, Interpersonal Relations
Publication Year2019
FeaturesNew Edition
GenreBusiness & Economics, Psychology
AuthorJ. Scott, Mark Ferguson, Carol Scott
Book SeriesFix-And-Flip Ser.
FormatTrade Paperback
Dimensions
Item Height0.8 in
Item Weight13.3 Oz
Item Length9 in
Item Width6 in
Additional Product Features
Intended AudienceTrade
LCCN2018-942992
TitleLeadingThe
Series Volume Number3
Edition DescriptionNew Edition
Table Of ContentPreface Introduction Planning, Preparation & Research Building Rapport & Determining Motivation Making an Initial Offer Bargaining Renegotiating Settlement Chapter 1: Introduction to Negotiation What We Mean By "Negotiation" A Simple Example Negotiation Outcomes Negotiation Strategies How Real Estate Negotiation Is Different Negotiate Everything! Win-Win Isn''t Always Possible Chapter 2: Principles of Negotiation Negotiating Mechanics Concessions: The Currency of Negotiation Leverage: The Power of Circumstance Power: A Balancing Act Momentum: Negotiations in Motion Price & Terms Successful Negotiation = Solving Problems Chapter 3: The Power of Information Information about the Market Information about the Property Information about the Buyer/Seller Chapter 4: Psychology of Rapport Business Is Personal Face to Face Name Recognition Mirroring Talk About Them Make an Upfront Concession And Brag About It When You Cannot Get Face-to-Face Leave Your Ego at Home Leverage Their Ego Keep Building Rapport Throughout Chapter 5: Seller Motivation & Leverage The Information We''re Looking For Getting Information Directly from the Seller Getting Information from Seller Sources Chapter 6: Opening Bid Considerations Define Your Target Point and MAO Write It Down! Target & MAO Example Who Offers First? Avoid Round Numbers Offer Low...But Not Too Low Hold Back Some Concessions The Real Estate Contract The 6 Major Components of an Offer Chapter 7: Your Opening Bid Price Opening Bid Price When Working with Sellers Opening Bid Price When Agents Are Involved Chapter 8: Terms & Contingencies Earnest Money Closing Date Financing Contingencies Other Terms Chapter 9: Delivering Your Offer Make Most Offers in Writing Use State or Attorney Approved Contracts Keep Offers as Simple as Possible Best Practices When Dealing with the Seller Best Practices When Offering Through Agents Best Practices When You''re the Agent Timing of Offers on Listed Properties Chapter 10: Negotiating Tactics Plan Your Strategy Upfront Focus on Things Both Sides Agree On Friction Is Your Friend Use Documentation Use Experts Don''t Lie Keep Your Mouth Shut Don''t Interrupt Appeal to a Higher Authority Bluffing / Take It or Leave It Dealing With Stalls The Most Important Tip of All Chapter 11: Concessions Strategies Rules of Concessions Always Ask for a Final Concession Implement a Penalty for Concessions Taking Concessions Off the Table It Never Hurts to Ask Negotiate Concessions in Chunks Bundle Concessions to Reduce Complexity You''ll Have to Do Better Than That Chapter 12: Defense & Counter Tactics First Things First Defending Against Lowball Offers Defending Against the Nibble Defending Against a Trial Balloon Defending Against Higher Authority Defending Against Take It or Leave It Defending Against Silence Defending Against Lies Defending Against Interruptions Defending Against "Tactical Criticism" Defending Against Threats of Competition Defending Against a Rejected Offer Chapter 13: Renegotiation Principles What Is Renegotiation Risk of Over-Using Contingencies Common Renegotiation Resolutions Renegotiate to Make the Parties "Whole" Determining Who Should Pay When To Ask for More Chapter 14: Renegotiation Scenarios Inspection Contingency Renegotiations Financing Contingency Renegotiations Chapter 15: Negotiating the Sale Agent vs FSBO Setting Your List Price Price and Terms Important Terms for Your Sales Contracts Multiple Offers Situations Escalation Clauses Chapter 16: Buying from Institutions REO Properties HUD Foreclosures Final Thoughts
SynopsisNew to the BiggerPockets library, with more than 18,000 first edition units sold. Learn how to close more real estate deals...and make more money in the process From expert real estate investors and best-selling authors J Scott, Mark Ferguson and Carol Scott, this is the only book you'll need to ensure you'll get the most deals--and the best deals--on all of your investment property With over 1,000 successful real estate deals between them, the authors combine the science of negotiation with real world experience to dive into all aspects of the real estate negotiation process--from the first interaction with a buyer or seller, to renegotiating the contract after unexpected issues arise, to last-minute concessions at closing. Not only does this book cover all aspects of negotiating real estate deals, but it also contains dozens of true-life stories that highlight how strong negotiation can result in more and better deals. Real dialogue examples will teach you what to say and how to say it, which will strengthen your ability to close profitable transactions. Whether you're a real estate investor, agent, beginner, or expert, you can use these expert strategies to create optimal agreements and dynamic end results Inside, you will learn: The principles behind successful negotiation The psychology of building relationships to gain negotiating leverage How to uncover and use information to tip negotiating outcomes in your favor Strategies for defining optimal offers and counter-offers Tactics for in-the-trenches negotiating and overcoming objections Strategies for using concessions to get your deal to the finish line Tips for overcoming tactics employed by those on the other side How to overcome the challenges of making/receiving offers through agents Tactics to renegotiate issues that arise from contract contingencies Strategies to get the best of it when buying properties from banks and HUD And much more, Learn how to close more real estate deals. . . and make more money in the process! Three expert investors and bestselling authors come together to show you how to get the most deals--and the best deals--on all of your investment property. With more than 1,000 successful real estate deals between them, J Scott, Mark Ferguson, and Carol Scott combine the science of negotiation with real world experience to dive into all aspects of the real estate negotiation process. From the first interaction with a buyer or seller, to renegotiating the contract after unexpected issues arise, to last-minute concessions at closing, you'll learn everything you need to reach optimal agreements every time. Along with a step-by-step guide to the negotiation process, this book also contains dozens of true-life stories that highlight how strong negotiation can result in more and better deals. Real dialogue examples will teach you what to say and how to say it, effectively strengthening your ability to close profitable transactions. Whether you're a real estate investor, agent, beginner, or veteran, you can use these expert strategies to create dynamic end results! Inside, you will learn: The psychology of building relationships to gain negotiating leverage How to uncover information to tip negotiating outcomes in your favor Strategies for defining optimal offers, counter-offers, and using concessions to get your deal to the finish line How to overcome objections and renegotiate issues that arise from contract contingencies Specific tips for making/receiving offers through agents and buying properties from banks/HUD And much more!, When the real estate market gets hot, the investors who know how to negotiate will get the deal. This book combines real-world experience and the science of negotiation to cover all aspects of the real estate negotiation process.
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