如何让你的OFFER脱颖而出--经验交流

当买方经纪人,经常碰到的一个问题是,卖方同是收到了几个合约.如何让你的合约脱颖而出,被卖方接受,是个关键.

道理上讲,无非是两条-- highest and best. 也就是,一是价格,二是条件.但实际操作,并不是那么简单.

这里给大家看俺刚刚经历的一个典型案例.

我一个客人,看到了一个房子,非常喜欢,志在必得.由于这是一个短卖,我们又不想下太高的OFFER, 于是,我们在房子上市当天,下了一个比报价高$1000块的合约.

然后,我就开始运作.先查一查,卖方代理和我们公司任何人有没有过交道.可惜,没有.

然后,问了几个我关系好的大牌代理.还是很可惜,他们都不认识卖方代理.

终于发现,我和卖方代理公司的另一个代理,先是发生一点误会,然后登门拜访,消除误会,不但成交了,还很友好.

然后,我有查了当卖方代理的业绩,发现这个女人不寻常.她去年一年居然有40个成交.

然后我就打电话.

Hi, Susan, How are you?

I am fine,  how are you?

I am doing excellent today, especially after showing your listing at 1234 Main St.  I Jue Wang from Premiere Realty. I had a transaction with John Smith of your company. He is so nice. I also visited your company and talked with your manager and your broker. Every body is very nice.

Yes, I am glad to hear this.

I also noticed that you had 40 transactions the last year. You are wonderful. You have got to teach me.

Thank you for saying that. What can I help you?

My client is very interested your this property. Every body in the family loves this house and they were even there talking about who was going to live in which room and where to put TV.

I am glad they like it.

We are going to submit an offer to you today. It's going to be a very good offer.  But, as this is a short sale, this offer is just for the bank, not the final. I had more than 20 short sale transactions the last year. You know that, I know that, the bank will always counter. When the bank counters, we will work with you, not walk away.

You are right. I also noticed that.

Susan (call here first name to be more casual and feel more close), this is a very good offer. My clients love this house so much. I cannot afford to lose this contract. I am going to send you, but you need to promise to ratify our contract, not anyone else.

I cannot promise that, but I will give you a second chance if I have a better offer.

You promise?!

Sure!


前天,打电话进去，还只有我们一个合约．

昨天大雪,心想,天助我也.最好不要有其它合约进来．

昨天下午打电话进去,告诉我有５个合约，但不肯告诉我合约怎么样．

我不放心,又打电话.

这一次,人家是要签另外一份了.　因为我们的排在第三位.

your offer is at the top three, but ...

Please no "but", how can we make our offer stand out as the top one.

You know that, I cannot tell. I need to be fair to the others.

But you promised me to give me a second opportunity.

It's the rule ...

No, this is not about the rule. It is about a smooth transaction. You want a sucessful transaction. You can ratify a higher offer, but what happens if the bank counters? Can you guarantee the buyer not to walk away? Please work with me. My clients are flexible when the bank counters. If you ratify our offer, we will close the deal.

I am already here with the seller and we decide to sign the other offer.

No. Please don't do that. Tell me, what can I do to let you sign our offer?

Can you call me back?

No. Can you tell me, please, how can I improve our offer?

OK. Let me counter you-

Sure!

First, you want to raise the price to XXXXX.

I can talk with my clients, but I don't think it's going to be a problem.

Second, the buyers can do home inspection within 7 days after the contract ratified, but the home inspection should be for personal information only, not a contigency. Also, you need to use our title company.

Just give me ten minutes and I will call you back. Only ten minutes.

我马上打电话给客人．价格和过户公司都不是问题,但客人对房检不作为条件，很不ｃｏｍｆｏｒｔａｂｌｅ．

我分析,第一,这是新房，不会有太大问题.　第二,既然我们可以做房检，那么我们就先拿到合约，第二天就做房检．如果有问题,不用房检做为条件退出．用HＯＡ　文件做为条件退出．

客户很合作.同意．

打电话给卖方代理.

We agreed to all your conditions, so please sign our offer.

OK. You are a very smart guy.  I will modify your contract and sign it. Please let the buyers initial the changes as soon as possible.

搞定了.

客户很高兴．这是客户的EＭＡＩＬ－

＂Thank you, thank you and more thank you.＂