BUYER 的心理素质。(1)

买房，卖房其实是一场心理战。我到现在都是做BUYER的代理。对buyer的心理有一定的了解，也看到buyer 心理素质的高低，对成交的直接影响。

在我第一次的openhouse 认识了一对伊朗夫妇。人很温和。Wife 和我有一面亲的感觉。他们正好是最后来的。我有时间解答他们的一切问题。

他们并不打算买房。他们一直认为他们卖不起。因为他们以为首付一定要20%。我告诉他们如果是FHA， 3.5% 的 首付就行了。那位老公刚研究生毕业，在一家石油公司工作，而且工资不低。而且他们的存款也远远超过首付的10%。 他们很高兴。马上决定买房， 要我做他们的代理。

我告诉他们第一步到银行申请贷款，获取pre-qualified letter. 期间我开始带wife 看房。Wife 认定一个区，学区好。我们就开始在那个区看房。几乎是每看中一个，就有offer. 她喜欢那个区，比人也喜欢。终于找到了一个没offer 的，因为上市从两天。那个房子的布局很好，她很喜欢。那个老公是只要老婆喜欢的他都喜欢。他们是一对lovebirds.

晚上老婆决定带老公去看看那房子。我也把那个区最近三个月的成交数据给他们准备了一分。他们看过问我为啥有的成交比要价还要高， 我估计当时有multiple offer. 胜者为王。从数据显示成交价和要价，上下只差几千。

老公看完后决定报价。参考我的意见。我给他们分析目前这个区上市的房子不多，而且布局如此好的也不多。要价也很合理。因为临大路，价格适当地降了，在这个区平方数第二低的。Listing agent 是个不是前10名，也是前20名。

他们回去商量，给了我一个email 告知我报价。我当时心凉，太低，差几万。那老公接着给我一个电话问我的意见。我说太低。那老公告诉我那老婆非常喜欢这个房子，他一定要帮她买这个房子。我说那就高点吧。然后就接到email 高了俩千。我email back ‘good start’. 我就做了报价.

第二天收到Listing agent email.他说：‘my seller doesn’t think it’s a serious offer. Blah,blah,,,,,,. Welcome another offer.” 意料之中。我转告了我的buyer.我的buyer 的恼羞成怒出乎我的意料， “you said it was a good offer’. 我惊了。怎么怪到我的头上。我说“it’s a good start.’ 他又说“at lease they should have made a counteroffer. How can we counteroffer!” 我向他们解释：’It’s not dead, yet. They said ‘ welcome another offer’. 我的buyer说：”no。At least they should have made a counteroffer.” 我说：because the seller or the listing agent is smart. They don’t want us to know their bottomline. But we can always offer what we think is reasonable. 他们还是决定不offer.我也没push。: Ok. We can keep looking.

第二天又接到那个老公的电话说那个老婆就是喜欢那个房子。 他一定要买那个房子是他老婆happy. 我也被他的爱打动，我说：I’ll do my best to help you. 我们又开始讨论价格。我跟他说如果差一万以内是有希望的。但他还是决定报一万以外。我也只能说：give it a try.

在第二轮报价前，我给Listing agent 发了一个kiss-up email:

It was nice talking to you yesterday. Everyone in my office knows you and says you are good. I feel it\'s an honor to work with you.

I talked to my client. They will make another offer today after he comes back from work. It\'s kinda love story: The wife loves the house. The husband loves the wife and he wants her to be happy. So they will try to work with the seller. Meanwhile they have their limitation, too. We\'ll try to come up with a more serious offer...

I think the house is very reasonably priced due to your tremendous experiences. The drawback on this house is the road and the powerline. Further the timing isn\'t good. School already started. This house takes big family and big families are settled down for schools by now. So there will be less buyers and longer waiting time. Just so happens that my client is leasing an apartment nearby. So when to move isn\'t an issue.

I understand you have significant influence on your client. When you put the figures together you will find out our offer will be very close to what your client expects. Hope they can see it through your guidance.

I\'ll try to have the new offer ready as soon as I can.

Looking forward to talking to you again.