Quotations by Robert Irwin

If you're a buyer who wants a 15 percent reduction in price, you could get it if you're willing to pay cash, do a quick deal, make other concessions, or buy when the market is cold. [2006] - Robert Irwin

Dropping your price will always attract more buyers, but usually they are the ones looking for a bargain, who will tend to make even lower lowball offers. [2006] - Robert Irwin

It's important to know what motivates the other party to a negotiation. If you can show them how doing it your way is to their advantage, they might just go along. [2006] - Robert Irwin

As more and more time is spent on the negotiations, it becomes increasingly hard for the seller to dump the deal. If all the extras or problems are brought out at the beginning, it's so easy for the seller to just say "No!" The more time invested in a deal, the more each party has to lose if it doesn't go through. Any time spent considering the deal always increases the chances of getting the other party to say, "Yes!" [2006] - Robert Irwin

The offer usually has a time limit for acceptance. Set a deadline that forces the seller to comp up with a decision. In most cases, that's just one day, 24 hours, or less. From the buyer's perspective, setting a deadline may be the best way to get the seller to act. Either the seller will outright accept the offer, reject the offer, or make a counteroffer. In my experience, most often the counteroffer is the result. [2006] - Robert Irwin

Sellers seldom accept first offers. The process of buying usually involves offer, counteroffer, counter-counteroffer, and so on. [2006] - Robert Irwin

Negotiating a deal can only take place when there are two parties. If you wait too long, the other party may already have negotiated a deal with someone else. [2006] - Robert Irwin

It's the agent's duty to inform a buyer if the offer is unlikely to be accepted, not argue with the buyer and try to coerce him or her to raise it. [2006] - Robert Irwin

If the seller thinks you're a little bit crazy, he or she may be more inclined to accept a goofy offer. [2006] - Robert Irwin

A person who finds price all important is often more than willing to dicker on the terms. [2006] - Robert Irwin

How fast is the turnover of houses in the multiple listing service? Anything over five or six months is considered high and indicates a slow market. Anything under 60 days indicates a hot market. [2006] - Robert Irwin

About 85 to 90 percent of all residential real estate in most areas is sold through agents. It's important to pick agents at the onset whom you believe are good negotiators, not just friendly faces. [2006] - Robert Irwin

There's little point in the seller's countering a buyer's "close to asking" offer. Better to simply accept it than run the risk that the buyer will simply walk away in a huff. [2006] - Robert Irwin

Modern sales agreements typically provide (or agents should write in) that included in the purchase are all wall, window, and floor coverings and built-ins. Further, there's the walk-through. [2006] - Robert Irwin

A deal point is simply something negotiable on which the deal hinges. [2006] - Robert Irwin

You want some furniture in each room, otherwise the rooms tend to look small. However, too much furniture and too much clutter makes the room look small. [2003] - Robert Irwin

An interior decorator is hired to come in and determine what new furniture should be obtained and where to place it. Most of the new furniture is rented. In the bedroom, you can dress up an old bed with a new bedspread. A dining or kitchen table can be disguised under a long, new table-cloth. Legs of furniture can be buffed and polished to hide scuffs, scratches, and stains. A new rug of even the poorest quality usually looks far better than an older, worn expensive rug. [2003] - Robert Irwin

If you're planning to sell your home within the next six months, then by all means consider replacing front door handles and locks. [2003] - Robert Irwin

The two biggest sources of odors are toilet leaks and leaks under sinks that are hidden in cabinets. [2003] - Robert Irwin

If there's street noise, keep the windows closed so the buyers will see that inside the house it's quiet. [2003] - Robert Irwin