WEBVTT - Debbie Roberts: Negotiating a deal is everything 0:00:05.761 --> 0:00:26.121 You're listening to the Weekend Collective podcast from News Talks by. 0:00:37.481 --> 0:00:39.881 And a very good afternoon. If you have just joined us, well, 0:00:39.881 --> 0:00:42.281 welcome back, Welcome into the show. I'm Tim Beverage. This 0:00:42.521 --> 0:00:45.441 is the Weekend Collective. Were you missed the panel with 0:00:45.521 --> 0:00:47.241 the Irene Garden and Pete wolf Camp. You can check 0:00:47.241 --> 0:00:49.761 it out wherever you get your podcasts. Just go to 0:00:50.641 --> 0:00:53.441 or iHeartRadio news Talk, said dot Curtiz, look for the 0:00:53.441 --> 0:00:56.081 Weekend Collective. But right now it's time for the One 0:00:56.161 --> 0:01:00.081 Roof Radio Show. And my guest as well, she's well 0:01:00.121 --> 0:01:03.001 known to this to you if you've been a regular 0:01:03.041 --> 0:01:05.961 listener on the One Roof Radio show. She's a financial 0:01:05.961 --> 0:01:08.121 advisor and her name is Debbie Robertson. She's with me now. 0:01:08.161 --> 0:01:09.161 Good day, Debbie. How are you going? 0:01:09.281 --> 0:01:10.881 I'm doing good? How are you doing good? 0:01:10.921 --> 0:01:12.281 Did you hear a bit of a panic getting hi? 0:01:12.281 --> 0:01:15.041 Didn't you have some traffic over the bridge and traffic jams? 0:01:15.081 --> 0:01:17.441 And I didn't come from over the bridge. I came 0:01:17.561 --> 0:01:19.281 this side of the bridge. That there was an accident 0:01:19.321 --> 0:01:22.841 on the motorway. So my eta climb by the minute, 0:01:22.881 --> 0:01:24.561 and I was thinking I'm going to be late. 0:01:25.201 --> 0:01:29.521 Actually it is fascinating the old Google Maps, isn't It says, 0:01:29.521 --> 0:01:31.521 so you're going to take seven minutes. I usually think, 0:01:31.561 --> 0:01:32.801 I'll bet you I can find a way that will 0:01:32.801 --> 0:01:33.881 get me there in six. 0:01:34.601 --> 0:01:38.881 I was stuck, like, no exits, oh no, yeah, oh. 0:01:38.721 --> 0:01:39.921 Well, it's good to have you here. 0:01:40.001 --> 0:01:40.201 Now. 0:01:41.481 --> 0:01:44.561 Now we're going to have a chat about well that 0:01:44.561 --> 0:01:47.561 there's been a report out from the core Logic which 0:01:47.721 --> 0:01:51.841 anticipates home values which will rise. The actual numbers will 0:01:51.881 --> 0:01:55.161 rise about five percent this year, rise through a number 0:01:55.161 --> 0:01:58.881 of suburbs. But the headline for it is to do 0:01:58.961 --> 0:02:02.241 with the fact that, in real terms, basically house prices 0:02:02.241 --> 0:02:05.001 and I take it as being well, here's the head 0:02:05.921 --> 0:02:08.961 let's skip to the headline house prices price is to 0:02:09.001 --> 0:02:12.121 be twenty percent lower in the twenty thirties than twenty 0:02:12.161 --> 0:02:14.161 twenty one, which I take to mean it's not going 0:02:14.201 --> 0:02:16.401 to keep up with inflation. So in terms of what 0:02:16.521 --> 0:02:18.521 else has gone up, property is not going to match, 0:02:18.561 --> 0:02:22.241 and so it's going to be down relatively. But on 0:02:22.321 --> 0:02:25.921 top of that conversation, regardless of what the market's doing, 0:02:26.321 --> 0:02:28.921 what matters to buyers and sellers is getting the price 0:02:28.961 --> 0:02:30.681 you want to pay or the price you want to 0:02:30.721 --> 0:02:32.401 sell for it, so I thought it might be. I 0:02:32.441 --> 0:02:34.761 don't think we've ever talked about the art of negotiation. 0:02:35.081 --> 0:02:37.521 No, I don't think we have there. 0:02:37.481 --> 0:02:40.601 And maybe it's more relevant now than it is. It 0:02:40.641 --> 0:02:43.961 more relevant now than it has been because there was 0:02:44.001 --> 0:02:47.481 a time in the market where the advice would be, well, 0:02:48.041 --> 0:02:51.641 you just need to pay your best price because it's 0:02:51.641 --> 0:02:54.841 a competitive market, a seller's market, and you need to 0:02:54.881 --> 0:02:56.361 just come up with the best figure you can in 0:02:56.361 --> 0:02:59.241 a way you go. Whereas how much room is there 0:02:59.281 --> 0:03:02.801 in the real estate market for negotiation? Can some people 0:03:03.441 --> 0:03:06.841 do better deals than others because they're better negotiators, They 0:03:06.841 --> 0:03:10.881 don't show their hands straight away, And so we want 0:03:10.921 --> 0:03:13.281 your calls on this as well. By the way, what's 0:03:13.321 --> 0:03:17.601 the goal? Are there golden rules on negotiating on such 0:03:17.641 --> 0:03:21.041 a big deal? Because property, you know, it's not like 0:03:21.161 --> 0:03:24.601 negotiating for even a second hand cars might be a 0:03:24.601 --> 0:03:28.241 big expense, but a property, we're talking hundreds of thousands, 0:03:28.241 --> 0:03:31.761 if not millions of dollars. So are you a good negotiator? 0:03:31.761 --> 0:03:33.401 If you've got something you'd like to pass on to 0:03:33.521 --> 0:03:36.361 us and our audience about the keys of negotiating, The 0:03:36.441 --> 0:03:39.521 key to good negotiation Debbie, what's your hot take on this? 0:03:39.841 --> 0:03:44.081 I think negotiating is not just key in the current market, 0:03:44.201 --> 0:03:45.801 it's literally everything. 0:03:46.681 --> 0:03:48.721 Wow. So it is because it's not just a matter 0:03:48.721 --> 0:03:50.881 of finding your best figure in a way you go, No. 0:03:50.761 --> 0:03:54.921 It's a buyer's market. This is literally your opportunity to 0:03:55.001 --> 0:03:58.201 have the upper hand when you're negotiating on the purchase. 0:03:58.281 --> 0:04:01.041 So if you don't know how to negotiate, you could 0:04:01.121 --> 0:04:03.721 not only be leaving tens of thousands of dollars on 0:04:03.801 --> 0:04:07.481 the table, you could be leaving hundreds of thousands of dollars. 0:04:08.041 --> 0:04:12.801 Okay, So what is the biggest mist what's the easiest first, 0:04:12.961 --> 0:04:15.961 biggest mistake that people can I know I've recategorized those, 0:04:16.001 --> 0:04:18.401 but there'll be an obvious one. What's what's the big 0:04:18.441 --> 0:04:20.121 no no that so many people would do? 0:04:20.521 --> 0:04:21.401 Getting emotional? 0:04:23.001 --> 0:04:26.961 Okay, So that means you mean giving all teary during 0:04:26.961 --> 0:04:29.561 the negotiation, like just wanting too much. 0:04:29.681 --> 0:04:33.121 When someone falls in love with the house, all logic 0:04:33.241 --> 0:04:35.441 goes out the window. They're like, I've got to have it. 0:04:35.841 --> 0:04:38.521 And I'm guilty of this myself. You know, I quite 0:04:38.561 --> 0:04:41.241 often tell our clients about how, you know, when we 0:04:41.401 --> 0:04:46.201 negotiate for investment, properties, we negotiate like the thunder because 0:04:46.241 --> 0:04:48.601 it's all about the numbers. But when we found the 0:04:48.641 --> 0:04:52.241 house that we're in now out Forever Home, I walked 0:04:52.241 --> 0:04:54.081 in through the front door and I said. 0:04:53.961 --> 0:04:55.401 Sold, and. 0:04:59.001 --> 0:05:02.481 It's literally like Paul, my husband, he was horrified. He 0:05:02.641 --> 0:05:04.801 was like, maybe you should go and have a look 0:05:04.801 --> 0:05:07.121 at the rest of the house before you tell the 0:05:07.161 --> 0:05:09.961 real estate agent how excited you are. And I was like, no, 0:05:10.281 --> 0:05:13.401 this is it, this is the one. So yeah, Well, 0:05:13.521 --> 0:05:18.081 getting emotional about it takes your power away in the negotiation. 0:05:18.681 --> 0:05:21.561 So whenever you're negotiating, you need to be the person 0:05:21.601 --> 0:05:25.121 in the position of power. And in a buyer's market, 0:05:25.321 --> 0:05:27.001 the buyers have got the upper hand. 0:05:27.641 --> 0:05:30.281 I guess the thing is that if you that's the thing. 0:05:30.441 --> 0:05:32.521 I mean, we're talking about the house you want you're 0:05:32.521 --> 0:05:36.361 going to live in. Probably the big even bigger than 0:05:36.401 --> 0:05:40.001 that is Okay, allow yourself to be emotional because it's 0:05:40.001 --> 0:05:43.561 probably inevitable, isn't it that don't tell the real estate 0:05:43.681 --> 0:05:47.521 agent you love it. Yeah, because they I mean all 0:05:47.561 --> 0:05:50.201 good real estate agents they're like they're like your best mate, 0:05:50.281 --> 0:05:53.081 you know, and people on people, they have people, you know, 0:05:53.841 --> 0:05:56.841 they will make you feel welcome and answer your questions 0:05:56.841 --> 0:05:59.481 and smile on. But it's easy to forget that they're 0:05:59.561 --> 0:06:02.001 acting for the seller. And I'm not demonizing me that No, 0:06:02.161 --> 0:06:04.481 just don't tell them how much you love the property. 0:06:04.681 --> 0:06:08.761 Look, I mean it helps helps with the negotiation, and 0:06:08.801 --> 0:06:11.041 I mean, you know, if you can take as much 0:06:11.081 --> 0:06:14.081 of the emotion out of that process, because at the 0:06:14.121 --> 0:06:17.241 moment when you're looking at how many listings there are 0:06:17.281 --> 0:06:20.401 on the property market, that you've got so much choice, 0:06:20.721 --> 0:06:23.521 you know, so the buyers really are in a position 0:06:23.601 --> 0:06:26.641 of power. They can pick and choose. You can let 0:06:26.681 --> 0:06:29.081 the realistic agents know that you're looking at more than 0:06:29.121 --> 0:06:31.601 one property and you're going to buy the one that 0:06:31.641 --> 0:06:32.881 suits your needs best. 0:06:33.601 --> 0:06:37.681 Actually, is it also about reminding yourself that it's a 0:06:37.721 --> 0:06:40.761 bit like love, isn't it about relationships? You know, when 0:06:40.801 --> 0:06:43.961 a teenager has their first heartbreak, the one bit of 0:06:44.041 --> 0:06:46.281 advice they do not want to hear is like, don't 0:06:46.281 --> 0:06:48.681 worries more fish in the sea, because they're like, but 0:06:48.801 --> 0:06:51.361 that was the fish for me, and they never But 0:06:52.041 --> 0:06:55.721 you do have to remind yourself that, Okay, imagine if 0:06:55.721 --> 0:06:58.881 this house wasn't for sale, there will be another that 0:06:58.921 --> 0:06:59.881 you'll fall in love with. 0:07:00.081 --> 0:07:03.601 Absolutely And if you're looking for an investment property, it's 0:07:03.681 --> 0:07:06.961 actually not about the proper itself. It's about the numbers. 0:07:07.801 --> 0:07:10.321 So shop around would be the other one, wouldn't it, 0:07:10.361 --> 0:07:13.281 Because if you're going to even if you fall in 0:07:13.321 --> 0:07:16.481 love with a property, I would suggest that maybe it's 0:07:16.521 --> 0:07:19.841 important to force yourself to go and look at a 0:07:19.841 --> 0:07:22.401 bunch of others, because then that will give you some 0:07:22.561 --> 0:07:26.601 older perspective where you are not so just like you know, 0:07:27.001 --> 0:07:28.361 focused on the one love. 0:07:28.401 --> 0:07:30.801 When you have had a look at a lot of 0:07:30.841 --> 0:07:33.761 different properties in the same area, it gives you a 0:07:33.881 --> 0:07:38.721 much stronger perspective of what actual market values are. So 0:07:38.841 --> 0:07:41.361 you'll start to see which properties have sold and how 0:07:41.401 --> 0:07:45.001 much they've sold for, and so that reduces the risk 0:07:45.041 --> 0:07:48.041 of you over paying when you're purchasing a property. But yeah, 0:07:48.041 --> 0:07:50.361 when you're buying an investment, it's all about the numbers. 0:07:50.401 --> 0:07:53.921 It's not just about paying less in market value. 0:07:54.921 --> 0:07:57.881 So of course auctions a different thing. Of course, because 0:07:57.881 --> 0:07:59.321 you've got an auction, you've just got to stick your 0:07:59.361 --> 0:08:01.001 hand up until you don't stick your hand up. 0:08:01.121 --> 0:08:03.961 Which even so, like this is the reason that auctions 0:08:03.961 --> 0:08:07.601 are so good for sellers is because people get emotional 0:08:08.001 --> 0:08:10.161 in an auction room, you know, So if you're go 0:08:10.201 --> 0:08:12.561 into an auction, you've got to know your top dollar 0:08:12.601 --> 0:08:13.761 before you put your hand up. 0:08:13.881 --> 0:08:17.521 Can you actually, how often can you successfully preempt an 0:08:17.521 --> 0:08:20.481 action by trying to negotiate? I mean, you want the house, 0:08:20.521 --> 0:08:22.001 you don't want it to go to auction, but here 0:08:22.041 --> 0:08:25.521 you are, you're a buyer. Is there a way where 0:08:25.601 --> 0:08:28.681 you can intervene and basically make an offer and put 0:08:28.721 --> 0:08:30.961 pressure on the seller to accept that without going to 0:08:31.001 --> 0:08:33.641 auction by I don't know saying look, I don't know 0:08:33.641 --> 0:08:35.681 how much interest you've got, but I have to make 0:08:35.681 --> 0:08:37.761 an offer now and we have to resolve it in 0:08:37.801 --> 0:08:39.521 the next couple of days because they've got another house 0:08:39.561 --> 0:08:40.081 I'm looking at. 0:08:40.641 --> 0:08:43.801 There's Yeah, if the vendors are willing to accept pre 0:08:43.841 --> 0:08:47.121 auction offers, then great. You know, you absolutely have got 0:08:47.121 --> 0:08:50.401 the option to put in an offer before the auction day. 0:08:50.921 --> 0:08:53.641 Actually, even if they're not prepared to accept a pre 0:08:53.681 --> 0:08:56.561 auction offer, you can still do it though, can't you. 0:08:57.481 --> 0:09:03.361 Yeah, you can try well. Advise market and real estate 0:09:03.401 --> 0:09:06.441 agents will usually if if the vendor is not willing 0:09:06.521 --> 0:09:09.841 to accept pre auction offers, that realistic agents will probably 0:09:09.881 --> 0:09:11.961 tell you that there's you know, they're not going to 0:09:12.001 --> 0:09:15.121 consider anything less than cash unconditional is the offer. 0:09:15.681 --> 0:09:17.721 Yeah, but they would still have to present, aren't they. 0:09:17.761 --> 0:09:19.761 It's still obligated to present your I'm just thinking in 0:09:19.841 --> 0:09:23.561 terms of the hard board hardball buyers that I've spoken to, 0:09:23.601 --> 0:09:27.201 it's like, doesn't matter, they're obligated to present your offer 0:09:27.241 --> 0:09:27.841 to the seller. 0:09:28.001 --> 0:09:31.201 Well, it depends. My understanding is that if the vendor 0:09:31.321 --> 0:09:33.721 doesn't want to look at pre auction offers, if they 0:09:33.801 --> 0:09:37.801 want everything to go to the auction day, then they're 0:09:37.841 --> 0:09:39.721 the ones that have the final say on that. 0:09:40.041 --> 0:09:44.201 So yeah, okay, what's so what would your list if 0:09:44.241 --> 0:09:46.081 you were looking to buy a property and you're not 0:09:46.121 --> 0:09:48.401 doing it just based on the numbers, like, well, we're 0:09:48.561 --> 0:09:50.441 prepared to pay this because this is how the number 0:09:50.441 --> 0:09:52.721 stack up as an investment. So it's your forever home 0:09:52.841 --> 0:09:56.761 or for the next however many years. What do you 0:09:56.881 --> 0:09:58.881 tell yourself before you negotiate it, or do you get 0:09:59.241 --> 0:10:00.721 to get someone else to do it for you. 0:10:00.801 --> 0:10:06.001 Well, when we bought our home, pools sold. He was 0:10:06.121 --> 0:10:10.281 so disappointed. But he looked at the real estate agent, 0:10:10.361 --> 0:10:12.321 and the agent looked at him and said, so I 0:10:12.321 --> 0:10:16.601 guess I'm negotiating with this one with you, then Paul, 0:10:16.921 --> 0:10:19.161 and he said, yep, so. 0:10:18.761 --> 0:10:20.761 He already you already given the game away because he 0:10:20.921 --> 0:10:24.001 knows that it doesn't matter. He could he could Her 0:10:24.041 --> 0:10:27.561 husband's name is Paul, like, so it didn't matter because 0:10:27.881 --> 0:10:31.521 the real estate agent would know that you want it, 0:10:31.761 --> 0:10:33.361 and so Paul could say what he wants is like, 0:10:33.601 --> 0:10:35.881 I saw your wife's reaction there, this reaction. 0:10:36.001 --> 0:10:38.521 But at the end of the day, the offer is 0:10:38.601 --> 0:10:41.641 only as good as the offer. So you know, Paul 0:10:42.081 --> 0:10:44.841 was pretty hard nosed with the negotiation, and we ended 0:10:44.881 --> 0:10:47.201 up with a good price, a lot less than I 0:10:47.201 --> 0:10:51.401 would have been prepared to pay for. The vendor accepted it. 0:10:51.521 --> 0:10:52.601 So they were happy. 0:10:52.761 --> 0:10:56.641 Oh right, how much? When we're talking about percentages, you 0:10:56.641 --> 0:10:59.321 don't need to mention dollar amounts, But when within a 0:10:59.361 --> 0:11:01.601 percentage of the purchase price that you would have been 0:11:01.641 --> 0:11:04.521 prepared to pay, how much did it save by the 0:11:04.561 --> 0:11:05.841 fact that you weren't involved. 0:11:07.201 --> 0:11:11.401 Probably ten percent? Okay, Yeah, it might have even been 0:11:11.401 --> 0:11:13.681 more than that. Actually I can't remember, to be honest, 0:11:13.721 --> 0:11:15.601 it was it was a few years ago, but yeah, 0:11:15.641 --> 0:11:19.321 I would say it was a good ten percent below. Okay, 0:11:19.481 --> 0:11:20.881 what I would have been prepared to pay. 0:11:21.201 --> 0:11:23.281 We love your stories as well about you know I've got. 0:11:23.401 --> 0:11:26.041 I'd probably have shared the story about buying our place, 0:11:26.361 --> 0:11:29.201 which was a negotiation and it wasn't in competition with 0:11:29.241 --> 0:11:31.841 anyone else. It was simply about finding a number because 0:11:31.841 --> 0:11:34.641 I bought it from our landlord. And I'm not sure 0:11:34.681 --> 0:11:37.001 if either of us was a great negotiator. I think 0:11:37.001 --> 0:11:40.961 he was probably quite generous to me, and I was lucky, 0:11:41.081 --> 0:11:43.841 I think, because we actually must will finish the story 0:11:43.881 --> 0:11:45.321 because and then we'll go to a break and then 0:11:45.361 --> 0:11:49.201 take your calls. So I tracked down my landlord because 0:11:49.241 --> 0:11:52.641 we were deciding let's buy something, and I thought, well 0:11:52.681 --> 0:11:55.441 maybe maybe, and it was a vain hope, maybe he'll 0:11:55.441 --> 0:11:57.321 sell it to us. So I did a title search 0:11:57.761 --> 0:12:01.041 behind the letting agents back. She joked with me, but 0:12:01.201 --> 0:12:02.561 she said, you did me out of a commission, and 0:12:02.561 --> 0:12:05.041 I said, damn right, I did. And I tracked him 0:12:05.161 --> 0:12:07.321 down and we agreed to meet for a coffee because 0:12:07.361 --> 0:12:10.121 I said, look, and I sat down and said, look 0:12:10.241 --> 0:12:12.521 where we are you interested in selling your house and 0:12:12.521 --> 0:12:14.321 we're not doing it because we want to invest in it. 0:12:14.681 --> 0:12:17.041 We're interested because we already live there. We know the place, 0:12:17.121 --> 0:12:18.521 we want to have a family, and we want to 0:12:18.521 --> 0:12:21.881 settle down. It's not about being clever and trying to 0:12:21.881 --> 0:12:24.361 buy something because we think it's a good deal. And 0:12:25.721 --> 0:12:27.361 I went, I think I went to the loo. When 0:12:27.361 --> 0:12:29.601 I came back and he had torn the receipt for 0:12:29.641 --> 0:12:32.721 the coffee in half, and he said, why don't you 0:12:32.721 --> 0:12:35.681 write down a number on your bit of paper and 0:12:35.721 --> 0:12:38.481 I'll write down a number on mine, and we'll exchange 0:12:38.521 --> 0:12:42.001 bits of paper. And so I wrote down a very 0:12:42.001 --> 0:12:45.761 optimistic price, and I mean it was I thought it 0:12:45.801 --> 0:12:48.401 was still a fair price, but I was aware that 0:12:48.441 --> 0:12:51.081 if he'd really wanted to play hardball, and he wrote 0:12:51.121 --> 0:12:55.721 down a number, and we basically when he handed his 0:12:55.801 --> 0:12:58.241 number over, it was what I would have paid for 0:12:58.281 --> 0:13:00.521 it at a stretch. And so I just said, how 0:13:00.521 --> 0:13:02.761 about we split the difference. And a day later he 0:13:02.801 --> 0:13:04.881 got in touch and said, after seeing a Leonard Cohen 0:13:04.881 --> 0:13:07.881 come and having an epiphany, and he said, you know 0:13:07.961 --> 0:13:09.641 what you want to have your family there, give me 0:13:09.681 --> 0:13:12.641 another five grand and it's yours. And so it is 0:13:12.801 --> 0:13:17.241 slightly We met almost in the middle. But that's all 0:13:17.281 --> 0:13:20.041 I knew about negotiation was you write down a number 0:13:20.361 --> 0:13:22.161 and I'll write down one. But I actually thought that 0:13:22.321 --> 0:13:25.041 was I think both of us were happy. 0:13:25.761 --> 0:13:28.161 So had he already listed with the real list? Oh 0:13:28.241 --> 0:13:30.881 so I see, okay, I was going to say, because 0:13:30.961 --> 0:13:34.961 if you'd seen as if you'd seen the realisted agent's advertisement, 0:13:35.161 --> 0:13:37.281 he still would have had to pay the Realisted agent 0:13:37.281 --> 0:13:37.841 the commission. 0:13:37.881 --> 0:13:40.601 Oh no, no. I tracked him down and asked if 0:13:40.641 --> 0:13:42.441 he would be prepared to sell it to me. So 0:13:42.481 --> 0:13:45.241 it wasn't on the table until he went, oh, actually, funny, 0:13:45.281 --> 0:13:47.041 I've been thinking about that. So he probably in the 0:13:47.041 --> 0:13:49.161 back of his mind was thinking, well, I'm saving myself 0:13:49.161 --> 0:13:53.201 a few percent. Yeah, therefore that works for me and bingo. 0:13:53.321 --> 0:13:55.281 But the bit of. 0:13:55.241 --> 0:13:58.161 Paper that was quite nice in old school. 0:13:58.521 --> 0:14:00.401 But that seems to me to be not. I mean, 0:14:00.761 --> 0:14:05.761 that's just a very simple way of of doing a contract. 0:14:05.761 --> 0:14:07.681 I mean I do have one other story. It's not mine, 0:14:07.961 --> 0:14:11.841 but an old flatmate of mine in university days. He 0:14:12.081 --> 0:14:15.281 wanted to buy the flat we were in, and he 0:14:15.521 --> 0:14:19.081 asked the landlord, you know, if he would be interested 0:14:19.121 --> 0:14:21.801 to sell. He wrote down a number and the landlord, 0:14:22.081 --> 0:14:23.241 I'll sell it to you for that, And he said, 0:14:23.281 --> 0:14:25.321 We'll tell you what. Let's just and he drew it 0:14:25.401 --> 0:14:27.521 on a bit of a four, saying I agree to 0:14:27.561 --> 0:14:30.281 sell you this property for this pace, and they signed it. 0:14:31.001 --> 0:14:32.921 And then later on the landlord tried to get out 0:14:32.921 --> 0:14:34.601 of it, and he's like, I've got a written contract 0:14:35.281 --> 0:14:37.601 and that was done as well. But you know, some 0:14:37.681 --> 0:14:39.801 good stories. I've got lots of stories, some of them 0:14:39.801 --> 0:14:41.001 are true. 0:14:41.521 --> 0:14:43.801 I'm really looking forward to hearing some of the stories 0:14:43.801 --> 0:14:46.201 fro about it from the listeners, because I'm sure that 0:14:46.241 --> 0:14:48.721 people have got good stories about deals that they oh, 0:14:49.241 --> 0:14:51.601 they've got a good deal on, or lessons they learned 0:14:51.641 --> 0:14:54.281 from negotiations that didn't go well. Because you know, it 0:14:54.321 --> 0:14:56.841 works both ways. You'll always learn from the mistakes that 0:14:56.881 --> 0:14:57.161 you make. 0:14:57.401 --> 0:15:00.121 And if you are a good negotiator, tell us what 0:15:00.401 --> 0:15:02.601 is the secret of a good negotiation from your point 0:15:02.601 --> 0:15:05.281 of view? And as you say Debbie's first rule, don't 0:15:05.281 --> 0:15:08.361 get emotional about the property. Added to that, if you 0:15:08.401 --> 0:15:11.041 are emotional, do not tell the real estate agent about 0:15:11.041 --> 0:15:15.521 how much you love it. Sold. Twenty two past four, 0:15:15.561 --> 0:15:17.681 eight hundred and eighty ten eighty is the number text 0:15:17.761 --> 0:15:20.081 nine two nine two. We'll be back in just a moment. 0:15:20.161 --> 0:15:21.601 Twenty two past four. I think I gave the time, 0:15:21.641 --> 0:15:32.681 didn't I back in the mine and welcome back to 0:15:32.721 --> 0:15:35.241 the Weekend Collective. But this is the Wonery Radio Show. 0:15:35.281 --> 0:15:36.961 My guest is Debbie Roberts. We're talking about the art 0:15:36.961 --> 0:15:40.321 of negotiation. By the way, I've I've been picking Debbie's 0:15:40.321 --> 0:15:43.441 brain a bit more about when she brought her her place, 0:15:43.521 --> 0:15:45.441 and if we've got time, she's gonna have to fill 0:15:45.481 --> 0:15:47.041 You're gonna have to fill us more on that story 0:15:47.081 --> 0:15:51.481 because it's as quite actually amusing about how deals get done. 0:15:52.241 --> 0:15:53.961 And there's more to the story that you heard from Debbie, 0:15:53.961 --> 0:15:55.361 but we want to hear yours as well. The art 0:15:55.401 --> 0:16:00.121 of a good negotiation. Diane, Hello, Hi, how are you 0:16:00.121 --> 0:16:01.321 going good? Thanks? 0:16:02.601 --> 0:16:05.401 Yeah, Well, my story is a couple of years ago. 0:16:05.441 --> 0:16:07.961 My husband's health wasn't fantastic. We had to leave a 0:16:08.001 --> 0:16:10.641 three devil home. Otherwise it was like death or move, 0:16:11.121 --> 0:16:14.761 no brainer. And I've found an apartment really want to 0:16:14.841 --> 0:16:20.041 move into down Bremer's Corner. Logan apartments are great. And 0:16:20.561 --> 0:16:23.801 then we engage a really young red estate agent and 0:16:23.841 --> 0:16:27.921 it came down to trust and commitment. He just told 0:16:28.001 --> 0:16:31.081 us on the level where the Michael was at. We 0:16:31.201 --> 0:16:37.081 got our house, you know, like a builder's report, and 0:16:38.321 --> 0:16:41.961 I committed to everything on the list that the builders, 0:16:42.081 --> 0:16:44.841 you know, the report said had to be fixed, which 0:16:44.881 --> 0:16:49.921 we did, which took all our background money. And he 0:16:49.921 --> 0:16:54.081 held his commitment too, and he got us within about 0:16:54.121 --> 0:16:59.041 one thousand dollars of my husband's high amount he wanted, 0:16:59.601 --> 0:17:02.281 you know, And we didn't go to auction because we 0:17:02.401 --> 0:17:06.681 had already had already committed to buy the apartment because 0:17:06.801 --> 0:17:12.241 that was it that we're moving to. Totally focused. And 0:17:12.561 --> 0:17:17.241 the guy, his name's Adam from Harcourt. God, he was 0:17:17.401 --> 0:17:22.921 just incredible that no trustworthy, just so trustworthy, you know, 0:17:23.041 --> 0:17:25.441 and you need to feel that trust from your real 0:17:25.561 --> 0:17:26.161 estate agent. 0:17:26.641 --> 0:17:31.841 Absolutely, it's you know, it's oh it is. 0:17:32.001 --> 0:17:36.601 And also it was it was about our life going 0:17:36.641 --> 0:17:42.201 forward as the sixties, plus couple my husbands in the seventies. 0:17:42.281 --> 0:17:46.121 And he was shocked that I'd give up our family 0:17:46.201 --> 0:17:48.881 home and the garden that I tended and growing treason 0:17:49.241 --> 0:17:50.601 for the last twenty five years. 0:17:50.641 --> 0:17:55.121 Oh yeah, him, lots of brain me. Yeah, there's lots 0:17:55.121 --> 0:17:58.081 of emotion in that sort of thing, in those decisions, 0:17:58.121 --> 0:18:01.161 isn't there How much did how much did you want 0:18:01.321 --> 0:18:04.961 the sellers to know? Because it's there's two sides to 0:18:05.161 --> 0:18:08.321 letting them to if you needed to sell to buy 0:18:08.361 --> 0:18:11.641 something else, that is, there's two sides to that. One. 0:18:11.721 --> 0:18:13.961 It's a hook for a buyer that they think they're 0:18:13.961 --> 0:18:15.281 going to be able to do a deal, but it's 0:18:15.481 --> 0:18:17.201 it's also giving something away, isn't it. 0:18:17.241 --> 0:18:20.881 I mean, did you let cards do you? 0:18:20.961 --> 0:18:21.081 Well? 0:18:23.121 --> 0:18:24.801 Well, that's why I was wondering if the real estate 0:18:24.841 --> 0:18:27.521 is it's because sometimes a real estate ad will say 0:18:28.601 --> 0:18:31.961 sellers have bought already, and so there's pressure to do 0:18:32.001 --> 0:18:35.361 a deal because okay, it's giving away a position, but 0:18:35.441 --> 0:18:39.401 it's also enticing people to go all and it's not always. 0:18:39.161 --> 0:18:41.481 A bad thing either. You know, if the vendor is 0:18:41.601 --> 0:18:45.121 genuinely motivated to sell because they've got a deadline looming, 0:18:45.361 --> 0:18:48.081 then I think sometimes the real estate agent is working 0:18:48.121 --> 0:18:51.081 in their best interests by letting people know, hey, this 0:18:51.161 --> 0:18:54.801 is a property that needs to get sold. Come play bored. 0:18:56.081 --> 0:18:59.321 Yeah, Well the indication was we did a deadline sales. 0:18:59.441 --> 0:19:04.841 Excellent, Yeah, you know, to make it. 0:19:05.841 --> 0:19:08.921 And he kept us totally up up to speed with 0:19:08.961 --> 0:19:12.561 what was happening. And he had two maybe three very 0:19:12.681 --> 0:19:18.321 viable people and one family in particular wants the property 0:19:18.481 --> 0:19:22.521 and so we brought it forward or the date forward. 0:19:23.361 --> 0:19:30.081 And also the people we were buying off at Logan Apartments, 0:19:30.561 --> 0:19:34.041 they allowed us to do a lower deposit because they 0:19:34.121 --> 0:19:37.361 knew we were committed, so they actually helped us as well. 0:19:38.761 --> 0:19:42.201 So it's just people having good old fashioned trust and 0:19:42.561 --> 0:19:45.281 belief and you know, you're you're good as your words 0:19:45.561 --> 0:19:46.881 and your signature. 0:19:46.721 --> 0:19:48.441 So long as your trust as well placed. That's the 0:19:48.481 --> 0:19:50.881 main thing. Hey, thanks Diane good On here. Thanks thanks 0:19:50.881 --> 0:19:53.121 for that. If I was going to put on my 0:19:53.161 --> 0:19:58.601 cynical hat though, is that I mean, it's how much 0:19:59.241 --> 0:20:01.201 how much do you tell your real estate agent, because 0:20:01.241 --> 0:20:04.241 you don't if you're a seller. I mean they get 0:20:04.281 --> 0:20:06.361 their commission when they sell if they can convince you 0:20:06.441 --> 0:20:11.681 to accept a lower price. I mean it's not always. 0:20:13.001 --> 0:20:15.721 Realisted agents have to work in the best interest of 0:20:15.761 --> 0:20:19.001 the vendor, the person that's selling the house. But yeah, 0:20:19.041 --> 0:20:22.401 you're right, it does come down to getting a sale 0:20:22.641 --> 0:20:25.241 across the line. But I think a good realistic agent 0:20:25.401 --> 0:20:28.201 is worth their weight in gold, so, you know, and 0:20:28.681 --> 0:20:31.641 a realistic agent that you've got that trust with and 0:20:31.681 --> 0:20:33.761 that you really do feel like they've got your best 0:20:33.761 --> 0:20:37.121 interests at heart, that's a relationship worth nurturing. 0:20:37.361 --> 0:20:44.041 Excellent. Right, let's take some more calls Ross Hello, his. 0:20:44.881 --> 0:20:46.841 You've got to watch some of these bloody land agents 0:20:47.681 --> 0:20:52.241