DOES YOUR AGENT EXCLUDE THE INCLUSIONS?
When negotiating, the best agents know that they need to set aside items they can ‘horse trade’ – in negotiation, these items are known as ‘concessions’. And it is irresponsible for an agent to enter a negotiation without them.
The golden rule for getting the highest price is exclude all Inclusions.
There is a principle of negotiation called the ‘Principle of Aces’, which states that you must never reveal everything you are prepared to give. You need some ‘aces’ to use as concessions Some of the best aces in real estate sales are inclusions (also called chattels). You can trade inclusions for price increases from buyers. To do this, you must exclude all inclusions from your initial offer of the property.
Who says that items such as garden sheds, dishwashers and expensive window drapes must stay when the property is sold? It has been accepted as ‘the way it is’, but not to great negotiators. These agents know that such additional items do not have to be left behind and, with their sellers’ permission, have them taken off the inclusions list on the contract.
It is then left to the agent’s discretion as to whether any or all of these will be traded with the buyer in return for a fair price.
Few agents understand the Principle of Aces, fail to set aside concessions BEFORE they enter a negotiation, and as a result could cost their sellers thousands of dollars.