General Training
Sales Training — Concessions Day 3 of 3: Seller-Side Responses
Training session reviewed mortgage financing tools and strategies for guiding sellers through pricing and negotiation obstacles. Mortgage Financing Tools Participants explored buyer-side strategies including rate buy-downs and seller-paid interest programs to facilitate smoother closings. These financing options pro…
Training session reviewed mortgage financing tools and strategies for guiding sellers through pricing and negotiation obstacles. Mortgage Financing Tools Participants explored buyer-side strategies including rate buy-downs and seller-paid interest programs to facilitate smoother closings. These financing options provide tangible benefits to buyers while maintaining deal momentum. Seller Pricing Strategies Presenting net sheet scenarios clearly demonstrates how monthly carrying costs erode seller profits. Data-driven arguments help sellers prioritize immediate offers over waiting for unproven higher price points. Negotiation and Closing Successful agents prioritize deal completion over small concessions to protect professional reputations and income. Maintaining the ability to walk away from unreasonable terms serves as a final, effective negotiation tool.
This content is provided for educational purposes. Compliance, contract, and license-law information reflects the instructor's knowledge at the time of recording and may not reflect current law. Always verify with your own broker or legal counsel before acting.