Real Estate Books For Developers

Your real estate negotiating skills can make or break a deal. Subject to Buyer’s Partner’s Approval. Subject to Independent Analysis of Seller’s Property’s Financial Statement, etc.

Control the perception and you control what really IS in negotiations. The optimal temperature for negotiations is 68 degrees. Shouting is NOT a negotiating skill.

Real Estate Negotiations – How Negotiating Skills Make You More Money

Performing the sales comparison approach includes selecting sales comparables and making appropriate adjustments. Selecting comparables if often the more challenging step.

Selecting comparable sales is the most critical aspect of the sales comparison approach.

Appraisers usually focus on land use (type of property) location, size, age and date of sale when selecting comparable sales. Selecting sales comparables involves selecting which feature (location, size, age and date of sale) are most meaningful. Since real estate is not fungible and sales occur periodically, comparables are never identical to the subject property.

Comparable sales should be the same land use as the subject property in virtually all cases. For example, if property values have increased rapidly, the date of sale likely is more important than age. If property values have been stable and location adjustments are difficult to determine, location should be given more consideration in selecting sales. Climate controlled self storage properties have dramatically different rental rates than self storage facilities without climate control.

Appraisers use a variety of techniques to make adjustments to comparable sales.

The ranking technique is a helpful approach when performing the sales comparison approach. For income properties, the sales comparison approach is often used to double-check the value conclusion from the income approach. The sales comparison approach is typically given primary emphasis for owner-occupied commercial properties.