I often hear some savvy buyers say that they will get a better deal if they approach the builder directly as they can ask the builder to reduce the price by 3% because they are not bringing a REALTOR with them. Is this a good approach?

Even though this is a true statement, and the builder will automatically discount the listed price by that amount, there is much more that can be negotiated with the builder by using an expert REALTOR.

For example, I had a relo client whom I was showing properties from Spring to Pearland to Katy. One day, tired, they walked into a builder's office and they liked a home that was yet to be completed as the original buyer defaulted. As they realized how much time I had dedicated to them, they were loyal enough to ask me to come to the office and sign with them otherwise I would not get the commission. I thanked them for that and instructed them to stay quiet and wait for me until I come to the office.

Once there, I was shown the home they liked, and I asked them to leave the sales office with me, and went to have lunch with them. They told me they would be happy to pay the price the builder offered. Then I told them that I would be happy to get them that but I would get even more for them.

I asked them to give me a list of what they had been offered by the sales person, and, in turn, we put together a strategy to achieve what they would call the best deal of the world. With that strategy, I went to the builder by myself and presented my request on behalf of my clients. The sales agent did not take it very well and even got upset with me for ruining "the sale". I told her I would leave now and wait to hear from her soon.

After one hour, she called me and in a nice tone of voice she told me the builder had accepted our offer, and congratulated my clients. My clients could not believe it. They got what they wanted and even more with lots of upgrades (tile, upgraded appliances, countertops, ect) that not only paid for my commission but much more. All of that for the same price they wanted to accept!!!

Today, 4 years later, they wanted a bigger home, and they hired us to sell it. It got under contract in 3 days with $5,000 more than the asking price. They could not believe it. They went to celebrate and had a great lunch together. Then we helped them buy their new beautiful home, and they consider us their REALTORS for life.

So, you see, next time, please reconsider your options and use an expert  REALTOR that will fight for every penny of yours as if it would be his own.

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