美國地主
在美國買房當地主的經曆
正文
當買方經紀人,經常碰到的一個問題是,賣方同是收到了幾個合約.如何讓你的合約脫穎而出,被賣方接受,是個關鍵.
道理上講,無非是兩條-- highest and best. 也就是,一是價格,二是條件.但實際操作,並不是那麽簡單.
這裏給大家看俺剛剛經曆的一個典型案例.
我一個客人,看到了一個房子,非常喜歡,誌在必得.由於這是一個短賣,我們又不想下太高的OFFER, 於是,我們在房子上市當天,下了一個比報價高$1000塊的合約.
然後,我就開始運作.先查一查,賣方代理和我們公司任何人有沒有過交道.可惜,沒有.
然後,問了幾個我關係好的大牌代理.還是很可惜,他們都不認識賣方代理.
終於發現,我和賣方代理公司的另一個代理,先是發生一點誤會,然後登門拜訪,消除誤會,不但成交了,還很友好.
然後,我有查了當賣方代理的業績,發現這個女人不尋常.她去年一年居然有40個成交.
然後我就打電話.
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,打電話進去，還隻有我們一個合約．
昨天大雪,心想,天助我也.最好不要有其它合約進來．
昨天下午打電話進去,告訴我有５個合約，但不肯告訴我合約怎麽樣．
我不放心,又打電話.
這一次,人家是要簽另外一份了. 因為我們的排在第三位.
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.
我馬上打電話給客人．價格和過戶公司都不是問題,但客人對房檢不作為條件，很不ｃｏｍｆｏｒｔａｂｌｅ．
我分析,第一,這是新房，不會有太大問題. 第二,既然我們可以做房檢，那麽我們就先拿到合約，第二天就做房檢．如果有問題,不用房檢做為條件退出．用HＯＡ 文件做為條件退出．
客戶很合作.同意．
打電話給賣方代理.
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.
客戶很高興．這是客戶的EＭＡＩＬ－
＂Thank you, thank you and more thank you.＂
道理上講,無非是兩條-- highest and best. 也就是,一是價格,二是條件.但實際操作,並不是那麽簡單.
這裏給大家看俺剛剛經曆的一個典型案例.
我一個客人,看到了一個房子,非常喜歡,誌在必得.由於這是一個短賣,我們又不想下太高的OFFER, 於是,我們在房子上市當天,下了一個比報價高$1000塊的合約.
然後,我就開始運作.先查一查,賣方代理和我們公司任何人有沒有過交道.可惜,沒有.
然後,問了幾個我關係好的大牌代理.還是很可惜,他們都不認識賣方代理.
終於發現,我和賣方代理公司的另一個代理,先是發生一點誤會,然後登門拜訪,消除誤會,不但成交了,還很友好.
然後,我有查了當賣方代理的業績,發現這個女人不尋常.她去年一年居然有40個成交.
然後我就打電話.
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,打電話進去，還隻有我們一個合約．
昨天大雪,心想,天助我也.最好不要有其它合約進來．
昨天下午打電話進去,告訴我有５個合約，但不肯告訴我合約怎麽樣．
我不放心,又打電話.
這一次,人家是要簽另外一份了. 因為我們的排在第三位.
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.
我馬上打電話給客人．價格和過戶公司都不是問題,但客人對房檢不作為條件，很不ｃｏｍｆｏｒｔａｂｌｅ．
我分析,第一,這是新房，不會有太大問題. 第二,既然我們可以做房檢，那麽我們就先拿到合約，第二天就做房檢．如果有問題,不用房檢做為條件退出．用HＯＡ 文件做為條件退出．
客戶很合作.同意．
打電話給賣方代理.
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.
客戶很高興．這是客戶的EＭＡＩＬ－
＂Thank you, thank you and more thank you.＂
評論
lintab
2019-11-25 06:26:03
回複
悄悄話
How to "用HＯＡ 文件做為條件退出"???
蛀牙小蟲子
2011-05-11 21:06:29
回複
悄悄話
Very good job done!
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