In our October episode of Monday Market Minute, Carrie McCormick from @properties and Christie’s International shares tips that have worked for her while negotiating in creating a win-win situation for everyone. Carrie emphasizes the importance of knowing what your client wants but also paying attention to the desires of the other side of the negotiation.

If you’d prefer to watch this interview, click here to view on YouTube!

Carrie can be reached at [email protected] or by phone at 312.961.4612.

Please follow Carrie on Instagram by clicking here.

This episode is brought to you by Real Geeks.

Transcript

D.J. Paris 0:00Today we're going to be speaking with one of the top Realtors in the country about exactly how she negotiates for her clients. Stay tuned. This episode of Keeping it real is brought to you by real geeks. How many homes are you going to sell this year? Do you have the right tools? Is your website turning soft leads and interested buyers? Are you spending money on leads that aren't converting? Well real geeks is your solution. Find out why agents across the country choose real geeks as their technology partner. Real geeks was created by an agent for agents. They pride themselves on delivering a sales and marketing solution so that you can easily generate more business. Their agent websites are fast and built for lead conversion with a smooth search experience for your visitors. Real geeks also includes an easy to use agent CRM. So once a lead signs up on your website, you can track their interest and have great follow up conversations. Real geeks is loaded with a ton of marketing tools to nurture your leads and increase brand awareness visit real geeks.com forward slash keeping it real pod and find out why Realtors come to real geeks to generate more business again, visit real geeks.com forward slash keeping it real pod and now on to our show.

Welcome to keeping it real, the largest podcast made for real estate agents and by real estate agents. My name is DJ Parris. I'm your guide and host through the show today, as always, is our monthly series called The Monday market minute with Carrie McCormick from the Carey McCormick Real Estate Group with AP properties here in Chicago. She Carrie is a top top one she's more than a tough 1% Pretty she's a top point 00 1% producer in Chicago with over 20 years of experience helping buyers sellers and investors. And just to show you how much production she does. There's about 47,000 realtors in the Chicagoland area Carrie is often ranked in literally the top 15 Sometimes the top 10 sometimes higher than that. So she is an amazing superstar. And she is an expert in everything from first time homebuyers, veteran investors, and luxury properties. She also works with a lot of developers and is often chosen to represent their high end developments. Please visit Kerry at our website, Kerry McCormick rt.com. And also please follow her on Instagram, Carrie McCormack real estate, we will have a link to that in the show notes and want it by the way, Kerry's Instagram, or social media in general is so effective, that she was just recently nominated for Best real, it's the best realtor social media in Chicago. And you can actually vote for her by going to the link in our show notes for Chicago agent magazine. So if you'd like Carrie and loved listening to her episodes, please consider voting for her in she's actually social media influencer of the year. So check, check that out and vote for her please. All right, Carrie, welcome once again to the show.

Carrie McCormick 3:16Thank you. Thank you. And I'm just trying to think how long have I been on your show?

D.J. Paris 3:21Five or six? Well, ever since the beginning. So I think it's been at least five years thinks six years.

Carrie McCormick 3:26I just I think back to the beginning. So thanks for having me. And I love being part of it and sharing my knowledge and listening to all of your guests as well. I think it's a great community to be part of. So thank you.

D.J. Paris 3:39Well, whenever I run into You're welcome. And thank you. And whenever I run into agents here locally in the Chicagoland market, they always reference your episodes, in particular, because you are so well respected and regarded in Chicago, and you know, of course elsewhere, but it is it is always fun. You know, because we don't I don't do so many Chicago episodes anymore. And so it's nice to when I run into people, they're like, oh, my gosh, I can't believe you have carry on the show every every month, like you're very much looked up to in this industry. So what would you like to talk about today?

Carrie McCormick 4:12Well, we're in the fall market here in Chicago. And you know, we're in q3. And I feel like negotiations on deals have been changing a little bit. So, you know, there's all different types of negotiation strategies. And as everyone knows, each deal is different. We have a lot of different personalities in the deal. You know, the sellers, the buyers, the brokers getting obviously are involved. Families sometimes get involved. So there's just a lot of personalities and I just wanted to share some tips that I have in that have been successful for me in negotiating in creating a win win for both. I mean, I think that's a common term that people say is you know, everyone feels like they want When are both sides are upset, you know, you've got a great negotiation going. But you know, there's ways to strategize and get to the finish line. So I thought it'd be helpful to share what I know. And the first one is to figure out what the other side wants, and what drives them to be making these decisions. So in our industry, obviously, it's buying and selling a home. So think about your first showing with the person, that's your time to really interact with that buyer, or the seller and the broker to ask questions, obviously, we're there to sell the home. But throughout that process, you know, we can ask questions that are about, you know, where do you live? Where are you currently living? Now? What do you not like about your house? Is it too small? Is it too big, and obviously, don't ask it the way I'm asking them now. But you know, you you learn about their family, you learn if they're renting, this is going to help formulate, if they are to make an offer on your listing is now you've got a little bit of background on them. Right. And again, it's not it. It's about leveraging your position, but it's also the point of it is figuring out what they want, and what drives them. Right. So if they're renting, Oregon, if they're in a house in the neighborhood, and they're having a child and schools are important to them, they really want to play room, you know, again, asking the right questions is going to lead to understanding your position when shooting, and you learn what's personally important to them. Right? I also think it's a good idea to not only understand what the buyer's or seller's want, but also you're in front of their representative their broker. So you know, learn a little bit about that broker, what's their negotiating style? Like? What is their track record? Have they sold in the neighborhood? Do they understand the cups? You know, maybe that broker doesn't really know, the Linkin Park, single family home market, you know, so you can be an advocate to them and say, Hey, listen, I know that you haven't sold a lot of homes and Linkin Park. So I went ahead and I prepared the CMA for you, Mr. Broker, you know, this might help just kind of show you what the last six months have looked like here.

D.J. Paris 7:16Wow. So I just want to pause for a second because that is a very, very interesting, I'm curious. So basically, you have a buyer, and you're bringing them to a listing, and then you can do some due diligence on the listing agent. And you can actually see if they've sold homes via the MLS in that market before, if you don't recognize the name, or if it's somebody that hasn't doesn't have a track record, you then will reach out and say, Hey, I know you may be new to this area, or you know, not as familiar with it, here's some information that might help you. And is that usually well received? Because I could see agents getting offended. But that but I guess it's all in how you present it.

Carrie McCormick 7:55And it's the delivery of the information, right? You know, and yes, I'm sure some people would get offended by that. But it's not in a it's just more of an educational, but I really don't go that route. And unless I know my clients interested in the home, you know, I'm not gonna go do do all that due diligence. But sure, you know, and again, you the showing process is kind of like an interview process, right? Because especially if I'm with a buyer, and well, let me just reverse it, I've had buyers come into my listing, and they're very difficult, right, they just they rip apart the home, like, Oh, my God, look at the way that this looks, this person hasn't taken care of the home, and you can just tell with the personality, you know, they don't like it or you know, they're not there, they're going to be difficult or you know, so you just kind of need to observe and understand. You know, what is the buyer, maybe the buyer wants to get the kitchen, you know, so I know now that when they come in with an offer, it's going to be lower, because they need to factor in their costs. So again, during the showing process, of course, our job is to sell the home and highlight everything, but be observant, ask the right questions. So if that person was to make an offer on your home, you do have a little more information of what's important to them, what drives them, and how to successfully get to a reasonable price when they make the offer. The other one is which I think is very important. I I'm primarily what we call a seller's broker, I represent sellers, right.