One of the best and worst parts of this business is closing a deal – it is the part of the process where it is a tightrope of getting two parties who are magneticlly opposed to each other to come together and agree. This always gets the adrenalin racing and quite often after days of working with two parties the difference can come down to a few hundred dollars and then it becomes a battle of wills to get it together because it is about the parties drawing a line in the sand – the actual money becomes secondary in this situation.
Quite often at this juncture discussions lean towards commission – when I first began in this business I didnt have a very thick skin and I would do just about anything to close the deal, but I learnt the hard way that this does not do any justice to you as an individual and as a professional – if you know you are professional, ethical and work incredibly hard for your vendors you need to believe in yourself and that you deserve to get paid for the service you provide – it is not worth it to “sell your soul”
I have toughened up over the years because my role is to get as much as I can that the market is prepared to pay for the property and I have done this then this needs to be reflected in the result.
The pleasure and the pain! Thats what it all about! Closing a deal is like a legal drug – and theres nothing better!
Your site was extremely interesting, especially since I was searching for thoughts on this subject last Thursday.
Great Post. The ‘tightrope’ of negotiations, is reflect of life as a whole. You can’t appease everybody, everyday!
Great Post. The ‘tightrope’ of negotiations, is reflective of life as a whole. You can’t appease everybody, everyday!