by Joe McAuliffe | Feb 20, 2012 | Cup O' Joe, Negotiation Strategies, Negotiations
A buyer has come to the table with an offer that is low. You’re anxious for the Seller to reach an agreement with the Buyer, but the Sellers have no interest in selling their home for anywhere near the offer price. Using the Seller Pro-Forma analysis presented...
by Joe McAuliffe | Feb 17, 2012 | Cup O' Joe, Negotiation Strategies
   Negotiations – Be The Rock     A widely held principle of motivation states that: “Fear of loss, is far greater than the ecstasy from gain.” In other words, people are generally more motivated by what they fear they will lose than with what they...
by Joe McAuliffe | Jul 1, 2011 | Cup O' Joe, Negotiation Strategies, Salesmanship
Salesmanship, Closing The Sale- Auto Industry Close Another great close for agents to use is the Auto Industry Close. After years of rapid growth and great prosperity, the automobile industry experience the same downturn in contracts as the real estate industry. At...
by Joe McAuliffe | Jul 1, 2011 | Cup O' Joe, Negotiation Strategies, Salesmanship
Closing the Sale- The Appraisal Close Appraisals have created real problems for the real estate industry. Appraisers are concerned about the possibility of additional price depreciation and their appraisals will often be low to reflect the possibility of additional...
