Whether you represent the seller or buyer, you and the other agent in your transaction are obligated to cooperate with each other. At the same time, you’re both obligated to represent the interests of your own clients, which works wonderfully when you both seek a win/win outcome but can be troublesome when the other agent comes to the deal with a we win/you lose mentality.
When you’re ready to talk with the other agent, do the following
- Explain your desire to create a win/win transaction. Tell the other agent that you’re counting on him to create a win for both the buyer and seller and that you intend to do the same. Broaching this topic should help you identify an agent who believes his job is to achieve a win only for his own client.
- If you reach a snag, challenge, or impasse with the other agent or with the agent’s client, test the situation by asking the agent one of these questions
- “If you were representing my client, would you counsel him to accept this offer?”
- “If you were in my shoes, would you want your client to accept these terms and conditions?”
If the answer to either question is yes, ask “Why?” or “How would you sell this to my clients if you were in my shoes?” If the agent can’t give you an answer, the silence lets you know that he knows his client’s offer is unreasonable. If he can defend his position with cogent arguments, you know you must convince your client of the validity of the buyer’s offer.
