Why communication and negotiation are critical to selling your home

A successful sale needs to be a negotiation between the buyer, the seller, and the agent.
A successful sale needs to be a negotiation between the buyer, the seller, and the agent.
When you want to sell your home, it's essential to work with an agent who understand your goals. Strong communication leads to successful negotiation.

When it's time to sell your home, you need an agent who is a strong communicator and a skilled negotiator. According to Linda Lockwood of Peter Blackshaw Manuka, the two go hand in hand – open communication early makes for successful negotiation later on.

Asking the right questions

"Communication plays a fundamental role in real estate," says Lockwood, "and the major skill is listening."

Listening, she explains, "is what builds and attains relationships between people. It's what builds trust. Real estate is about people and understanding their needs and expectations. It's about having everyone on the same page."

Communication plays a fundamental role in real estate.

How do you make sure everyone's on the same page? According to Lockwood, it needs to happen from the first meeting. "What you invest in the beginning is very important, and it needs to be question based."

To understand her clients, Lockwood asks questions that range from "what about the home attracted them initially?" to "what are the neighbours like? You don't put all the information on the brochure," she explains, "but knowing the answers to the questions buyers will ask is fundamental." 

Communicating in a digital age

In this age of information, there are many different ways to communicate. But while email, phone calls, and texts suffice sometimes, Lockwood prefers face to face.

"You can achieve a lot more in person. At times, real estate is about emotions. I try to be proactive," she says. "My benchmark for service is always the way I would like to be treated. I always have a quick response, which helps with customer satisfaction."

The right agent will take the time to show you helpful information. The right agent will take the time to show you helpful information.

The art of negotiation

"Negotiation is the critical part of selling," says Lockwood, "and it starts with setting the price. It's crucial to get it right."

"We either need to meet or exceed the vendor's expectations, and obviously to exceed them is what you're negotiating for."

So how do strong negotiators get the right price? "You really need to demonstrate your value," says Lockwood. "You need expert market knowledge, to know the people you're negotiating with and what's important to them."

Open communication early makes for successful negotiation later on.

"You also need to establish trust," she explains, "transparent negotiations expedite the process and keep everyone on the same page."

According to Lockwood, negotiation falls apart when agents "haven't spent enough time at the beginning finding out what's important, finding out the why," or worse, "asking the questions but not really listening to the answers." By investing their time early, skilled agents mitigate problems later.

The first step in selling your home is finding an agent you trust to negotiate for you. Linda and the team at Peter Blackshaw are dedicated to understanding your goals and working with you to make your selling dreams a reality. Ready to find out more? Reach out to us today.