What do you do if the seller is being difficult during a real estate negotiation?

2 Approaches - TOP TIP IN THE END! Reactive approach: 1. Understand Their Position 2. Communicate Clearly and Empathetically 3. Provide Education and Reassurance 4. Use Data and Comparables 5. Explore Creative Solutions 6. Be Patient but Persistent 7. Know When to Walk Away 8. Leverage Your Network 9. Stay Professional Proactive approach: 1. Know your sellers motives and story in advance and build a strong bond of trust well in advance - if for example he is in a process of divorce or is paying off debt 2. Act as an ally not as a sales man TOP TIP: 1. Present seller a property opportunity to invest and create a sense of urgency 2. If seller is selling more than one property then talk about an interested buyer in his next property??

-Source the story behind the seller's to uncover the motive (who are they, what else do they own, where are they from). -Figure out what's important to them (future income, paying off a loan, a future vacation house, etc.) -Use this information to inform your offer price and process. -Leverage brokers/attorneys to ensure all documentation is tight and that the seller's can't be unfathomably difficult (refusing to provide a P&L is much different than being slow to confirm inspection dates). -Stand by your numbers and be prepared to walk if you can't grind down to the values/yields you need (stick to your buy box) -Be pleasant to work with and act out of good intent- even if counterparties don't operate in the same manner.

My first question is "define" difficult? Whether a client is selling or buying a home, it's an emotional rollercoaster for many. I discuss negotiating strategies with my clients early on in the relationship and review with them how negotiations might go. I also make sure they understand terms of the contract up front. When you can clearly explain pros and cons of various offers with a client, I don't find them to be difficult. They just want to understand.

Patience, flexibility, and effective communication. A level head and a willingness to find common ground can increase the likelihood of reaching a successful outcome.

Dealing with any difficult client (or agent) from my experiences requires taking a break, a walk in the woods or a hike along a mountain trail to relax, ease stress, and release tension, before attempting to continue negotiations... The fact that I am dragging a body should be entirely irrelevant. And as I get older... the more I understand why Ernest T. Bass threw rocks at people. I might look calm but in my head I have punched this unreasonable adversary in the face three times.

Remain calm and always discuss the pros and cons of the situation. Lay out all the options that will benefit/resolve both parties expectations

When communicating with the seller, your focus should be on uncovering the underlying motives behind their 'difficult' behavior. This could stem from personal attachment, financial concerns, or a sense of injustice. Listen attentively to their perspective and make an effort to empathize. Ensure you comprehend their concerns by summarizing them clearly. Rather than treating the negotiation as a zero-sum game where one party must lose for the other to win, strive to find solutions that benefit both parties. Don't hesitate to explore alternative options. Clearly present them and observe their response.

Keep your clients desired result at the forefront of your mind during difficult negotiations. Present both outcomes and allow your client to participate in the conversation so you know you are effectively representing your client.

Seller focus is on one particular deal when they are selling their property. It's important to know what the Seller will do with the funds once they dilute their asset. During a boom market Seller wants more than the market rate. Similarly during a bear market, Seller will sell at a lower price so that they can diversify the portfolio by buying another cheaper asset. Once their motive is clear then establish a proper communication for smooth closure of the deal.

When presenting the options to a difficult client, present all of the options in a summarized form and then break each down into pros and cons. Allow the client to participate in the decision and to relax with information. Most often, clients are terrified of making the wrong decision so having patience with them and focusing them on their bigger goal is the way to lead them through.

I try to find out what is the real issue. Sellers have just as much incentive as all other parties of the transaction to make it work. So first thing I like to do is have a conversation with them directly. Then find a way to resolve the issue and work together to accomplish the common goal.

That's right! Empathy goes a long way. Understanding the seller's reasons, whether emotional or financial, can open doors to creative solutions. Be flexible - offer closing cost assistance, extended timelines, or even a post-sale leaseback. Address repair concerns with alternative solutions like price reduction, repair credits, or third-party inspectors.

Sometimes, the seller is being difficult because they have a valid reason, such as a financial hardship, a personal attachment, or a logistical issue. In these cases, you may be able to find a solution that works for both parties, by being flexible and creative. For example, extend the closing date, or rent back the property to the seller for a short period. You could also suggest alternative ways to address any repairs or defects, such as reducing the price, offering a credit, or hiring a third-party inspector. The key is to understand the objections.

Being creative and looking for unconventional ways to solve problems will always get you brownie points with the client. When they present an outlandish solution, help them understand where their idea may not work with phrasing like "I can see you're trying to [affirm them]. Can I share with you what concerns me about that?" Educate them without embarrassing them.

Sometimes the seller may be selling not through choice, perhaps a sale is being forced for various reasons such as financial difficulties, relationship matters etc. this could make them resentful of the sale and make them seems to be difficult. I will communicate with them to find out more and have empathy to their situation. Maybe we can come to an agreement of some sort.

You may not win them all but you can create an impact that they will never forget you. You are not there to fight nor to prove your point you're there to listen. If it doesn't fit your values walk away gracefully and just say NEXT

Some sellers need a strong hand from their agent to guide them to the best decision. This assumes that you know your market, know the process, and you have done the appropriate due diligence to find out what your client's wants and needs are. I remember one time I had a client who was about to ignore my advice, and I felt strongly that this was a big mistake. I laid it out logically with sound reasoning, but they still wouldn't budge. I finally said, "Look, John. You are a carpenter. If I wanted to build something, I would come and ask your advice. I sell homes. Listen to my advice." I was confidently forceful. He took my advice, made a mint on his house, and the market collapsed two months later.

Some sellers are just jerks, face it. We are not going to change them. If you don't have the people management skill to navigate it, bring in a "team member" that can. Remember, you are the DRIVER, they will follow with the right personality in front of them.

Using my tips from above, helping them understand their shortcomings without blatantly denying them will go a long way. One of my favorite ways to do this with outlandish requests is with phrasing like: "Yes! Here's how we would do that [show them how even if it's as outlandish as their request]. Based on your goal of [X], this approach would compromise that. Is that something you're willing to sacrifice?" You're showing them how it would be done and allowing them to own the decision.

Many sellers have unrealistic expectations and pushing them doesn’t work. You loose bargaining power by pushing, and especially by begging or compromising on your non/negotiables. Ultimately, if the Seller isn’t enthusiastically working to sell the house to you (especially if you plan to use this as a personal residence) you don’t want to buy it. There are tons of latent defects and issues they can hide, or simply refuse to be helpful regarding if they feel like they are getting a bum deal. Stand your ground on your priorities and non-negotiables. If they say NO, move on. You don’t want it anyway.

Be clear and communicate effectively to your seller what their legal obligations per the contract are. The contract should clearly state the consequences for defaulting or non performance. If after reviewing potential consequences (such as being sued) the seller still chooses to not comply, I would refer them to a real estate attorney for further education and potential representation. In Colorado our contract stipulates that both parties agree to go to mediation before we go to court. So if you've come to a stalemate between the two sides, mediation is the next best step.

Ideally, you'll avoid hearing "I'm going to get my attorney involved," as this phrase can quickly halt dialogue among the current parties, unless those individuals are already attorneys. Keep in mind, the impact of this statement can vary from state to state and brokerage to brokerage.

Keep calm and maintain a professional attitude: It's essential to remain calm and professional when dealing with a difficult seller.

This question is vague as to who "You" represents. Is it the BUYER on the other side of the negotiation? If so, this highlights the necessity of a Realtor who represents the buyer. A good Realtor is experienced with negotiations and generally works directly with the seller's agent, thus keeping personalities, emotions and personal convictions separated from the expectations and goals of the deal at hand. A Realtor knows the contracts and legal rights, knows the many options available to solve the conflict, and enjoys working with the client on creative solutions. Yes, enlist other professionals such as attorneys, surveyors, inspectors, etc. when necessary. But hopefully, a lawsuit is not the goal ??. Realtors live for the Win-Win! ??

You can always use a mediator or a neutral third party to facilitate discussions and find a middle ground that satisfies both parties.

Le vendeur en general se fait accompagné par un expert dans le domaine immobilier, qui est preparé pour faire en sorte que son client tire le plus haut profit de cette vente là. Faites en de meme et faites vous accompagné par un expert du domaine .

A dash of perspective can go a long way, too. Consider the possibility that the seller's difficult behavior might be the tip of an iceberg, with personal turmoil lurking beneath. Case in point: a seller I dealt with swung from pleasant to tempestuous. The revelation of a family tragedy put their behavior in context, reminding me that empathy goes a long way. Understanding their plight allowed me to navigate our interactions with patience and not take their outbursts personally.