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Selling Manufactured Homes Negotiating the Real Estate Contract

When you’re negotiating the real estate contract, there are some selling tips that you should know whether you’ve hired a manufactured home dealer or if you’ve put your mobile home for sale by owner. Selling manufactured homes does not have to mean that your negotiations will be painful. However, you should also know that there are no two situations that are exactly alike, so no matter how many selling tips you may read about negotiation, you will need to be able to think on your feet in order to obtain the best possible deal.

Start off by listing your goals for the negotiation. When you want to negotiate a real estate contract, you want to make sure that the manufactured home is sold in a way that pleases both you and the other party. You want to be able to move into your new home and allow them to move into theirs. You want to make sure that you achieve the best possible price for the mobile home. The closing should occur within a time frame that you find acceptable. Any repair issues should be dealt with honestly and fairly. A loan, survey, or title problem should not arise, and if it does, it needs to be properly solved. A good working relationship should be developed with the other party or his or her representative (often a real estate agent). There should be no problems that occur after the closing.

With your goals laid out, you can understand exactly what you’re trying to achieve by negotiating with the other people. Now that this is understood, you can decide whether you’d like to use the technique that sets you against the other people, or if you should try to take on an attitude that allows you to work with the other people in order to come up with a mutually beneficial final result. Many professionals are now recommending that people avoid thinking of the other party as the enemy and say that they should instead see the negotiation as a chance to cooperate. Both combative and cooperative approaches do work. You just need to find out which one is right for you and your negotiation situation.

Finally, be sure to leave your emotions at the door. This may have been your home, but you must remind yourself that this is a sales deal and is not personal. If you begin responding emotionally within your negotiations, you will only turn them into a battle that has no winner. This is not the time to become argumentative, but should instead be viewed as an opportunity to practice highly effective communication skills.

Staging and Selling a House

By Jack Miller,

Selling a house is quite different from selling just about anything else primarily because so much of the buyer/occupant’s emotion is involved in the decision to buy. I like to watch all those house shows on HGTV cable channel because, even if the situation is staged by actors, there is a lot to learn about dealing with buyers and showing a house.

The first thing I notice is that the salesperson is at the premises before the buyer arrives, and is almost always a woman. An extraordinary percentage of the most successful people in the house business are women. I think this is because women take the time to see and hear things that men often miss when dealing with buyers; and they take pains to avoid being confrontational.

Another factor that I think is critical is that the salesperson knows how much money the buyers have to work with (which they diplomatically call a “budget” rather than the maximum amount a buyer can “afford.”) They also know how much a lender will lend on the house, so they don’t waste time showing houses that buyers can’t buy.

When they arrive at the target house, there are two approaches that salesladies use: One is to open the house and to let the buyers roam around for about 5 minutes on their own. The house is usually “staged” with attractive furnishings, and immaculate. After the buyers have had a chance to see all of the house, they are “steered” into the room with the most “pop” where they are asked to list the attributes they liked best, then those they liked least. This way they can be kept thinking positively about the house.

The other approach to showing a house is to steer the client around so that the most positive aspects of a house are seen first. The kitchen, baths, patios, extra features, master bedroom, closets, etc. are seen, then the negative features are shown in the context of being minor inconveinances when compared to the positive aspects of the property.

When a buyer makes a negative remark, this is usually ignored. When it is responded to, it is with a positive remedy that the buyer can implement, rather than the seller making an accommodation.

Initially, price is mentioned only in the general context of its relationship to the “budget” of the buyer. Only when the general likes and dislikes have been discussed is the price mentioned. When the price is right on the market, it becomes irrelevant with respect to the house because the other competing houses the buyers will have seen will have been in the same general price range. Can your salesman ship be improved by these examples?

To Your Success,

Jack Miller

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