Page 122 - Trump University Commercial Real Estate 101

TRUMP UNIVERSITY COMMERCIAL REAL ESTATE 101

Do you see what is happening? In my opinion, that ’ s the way it
should be. The broker has to feed his family and help grow the
company. He really doesn ’ t know anything about the other buyer
except what the other broker is telling him. Who knows if that is true
or not?
I never go cheap and try to get the co - broker commission. Remem-
ber, we ’ re trying to create long - term relationships. With that in mind,
not only should you not focus on saving a buck, but you should look
for ways to pay other people for their efforts and have them want to do
business with you.
This brings up another point: Whenever possible, put in your
offer through the listing broker. For the exact same reasons that I said
not to co - broker, you want your offer presented by the listing broker
so that he gets both sides of the commission. You will get more deals if
you do this.
When presenting a deal through a broker, see if you can get some
price guidance. Ask how much information he is willing to share with
you about the seller ’ s motivation, where the seller needs to be on price,
and what terms if any the seller is willing to accept.
If you ’ re going through the listing broker, she is more apt to give
you some guidance to get that deal done.
Want another tip? When going through the broker, negotiate
with that person as if he were the seller. Ask the same questions and
also ask the broker to present the offer with the same reasons you just
laid out. It respects the broker ’ s status, and helps you win deals in
another way:

Sometimes brokers find it helpful when you lay out your argu-
ments to them. They can then use what you tell them with sellers. Of
course, you cannot guarantee that they will do this, and you ’ re at their
mercy. But when you make their job easier by providing ready - made
reasons, you ’ re more likely to have them repeat that reasoning with
sellers.

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