{"id":402,"date":"2010-07-12T16:18:07","date_gmt":"2010-07-12T16:18:07","guid":{"rendered":"http:\/\/blog.topbev.com\/?p=402"},"modified":"2010-07-12T16:18:07","modified_gmt":"2010-07-12T16:18:07","slug":"let-the-other-side-win-a-few-points-you-will-be-amazed-how-well-transactions-move-along-when-both-sides-feel-good-about-the-deal","status":"publish","type":"post","link":"https:\/\/blog.topbev.com\/?p=402","title":{"rendered":"Let the other side win a few points–You will be amazed how well transactions move along when both sides feel good about the deal"},"content":{"rendered":"

I went to a good law school where I was challenged every day to develop new and innovative ideas. In effect, I was told that what I did needed to be special, because I was “so well trained”. Over forty years into a career as a Massachusetts real estate attorney<\/strong> have demonstrated to me that the wisdom of this approach is fleeting. I am much better off being thorough and competent<\/strong>, rather than being the “best and brightest” who always gets the better of the deal.<\/p>\n

What I am trying to say is that a real estate transaction is like trying to catch a fish. Until the fish is in the boat,no one wins, not the fisherman; not the person steering the boat; not\u00a0the people waiting on shore for their seafood dinner. In real estate, you really have nothing until you have a signed purchase agreement at a reasonable price with a deposit. Oh sure, you can hold out for a better price and show how tough you are, but the danger is that you obtained such a good price, there was no way the property appraisal would match the purchase price, so you are back to square one.<\/p>\n

It has been my experience that real estate transaction come in waves. There is the initial negotiation which leads to a sales agreement. Each side wants an agreement that demonstrates that they did not “get taken”. As we approach the closing, ancillary issues come up. Can we move the closing date slightly? Would you be interesting in including the refrigerator? Can we close at my attorney’s office because it is “kid friendly” and I have three young children.<\/p>\n

If the initial negotiation went smoothly, and the parties more or less got along (through their representatives), the rest of the transaction will usually continue to be amicable. The purchase will close, and\u00a0that is how all of us will get paid. You will be surprised how many “yes” answers you will get when the initial dealings went well.<\/p>\n

I tell all of my clients I do not want the phrase “He wrote the perfect purchase and sale agreement” on my headstone. I would rather be known as a person who was a “deal-maker”, who knew his craft and practiced it in such a way that people were comfortable using him. I am sure each of you feel the same way as approach Ground Hog Day and yearn for the joys of the spring market.<\/p>\n","protected":false},"excerpt":{"rendered":"

I went to a good law school where I was challenged every day to develop new and innovative ideas. In effect, I was told that what I did needed to be special, because I was “so well trained”. Over forty years into a career as a Massachusetts real estate attorney have demonstrated to me that … Continue reading Let the other side win a few points–You will be amazed how well transactions move along when both sides feel good about the deal<\/span> →<\/span><\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"spay_email":"","footnotes":""},"categories":[47,1],"tags":[263,264,265],"class_list":["post-402","post","type-post","status-publish","format-standard","hentry","category-marketing","category-uncategorized","tag-deal-making","tag-letting-the-other-side-score-a-few-points","tag-the-art-of-negotiating"],"jetpack_featured_media_url":"","jetpack-related-posts":[{"id":234,"url":"https:\/\/blog.topbev.com\/?p=234","url_meta":{"origin":402,"position":0},"title":"If you Can’t “Walk”, You Can’t Negotiate–Never Truer Than It is Today","date":"June 29, 2010","format":false,"excerpt":"These are turbulent times in our industry. More attention than usual has been thrust on real estate because of the generous first-time owners tax credits and other incentives which are being offered to Buyers. A new HUD-1 Settlement procedure goes into effect on January 1, 2010. The thrust of this\u2026","rel":"","context":"In \"negotiations\"","img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":363,"url":"https:\/\/blog.topbev.com\/?p=363","url_meta":{"origin":402,"position":1},"title":"Bridge as Life–Using Play of the Hand Techniques to Improve Your Negotiating","date":"July 9, 2010","format":false,"excerpt":"My dad and mom taught me to play Bridge when I was a teenager. We had an instant game anytime we wanted with my older sister as the fourth. I play a lot of Bridge in college (probably too much, now that I think about it) and then have resumed\u2026","rel":"","context":"In "Customer Service"","img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":278,"url":"https:\/\/blog.topbev.com\/?p=278","url_meta":{"origin":402,"position":2},"title":"Getting the deal done—Common Goals almost Always Make People representing both sides “Comrades in Arms”","date":"July 2, 2010","format":false,"excerpt":"I was speaking with a fellow Massachusetts attorney yesterday about our practices. He is a partner in a downtown Boston firm; my firm is mid-sized and\u00a0mostly\u00a0suburban, with an office on Newbury Street in Boston, but one office in the Western suburb of Waltham and one office in the Southern suburb\u2026","rel":"","context":"In \"real estate attorney\"","img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":220,"url":"https:\/\/blog.topbev.com\/?p=220","url_meta":{"origin":402,"position":3},"title":"The Yellow Sheet in My Middle Drawer–You want to be on the “plus” side with me (and everyone else you deal with)","date":"June 29, 2010","format":false,"excerpt":"I have been practicing real estate law in Massachusetts for more than 40 years. In that period, I have participated in probably 25,000 or so real estate transactions. Early in the game, I realized that some opposing counsel, realtors, appraisers, mortgage people and other real estate professionals were cooperative, honest\u2026","rel":"","context":"In \"real estate attorney\"","img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":205,"url":"https:\/\/blog.topbev.com\/?p=205","url_meta":{"origin":402,"position":4},"title":"Perfecting Your Persona–Being Different Is Not Enough","date":"June 29, 2010","format":false,"excerpt":"While acting as a real estate professional, working on purchase and sale agreements, leases, real estate closings and the like, has been interesting, I must admit that nothing in my over 40 years of practicing has been elevated to the status of \"earth-shattering\" or even unique. What I do every\u2026","rel":"","context":"In "Marketing \/ Communication"","img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":387,"url":"https:\/\/blog.topbev.com\/?p=387","url_meta":{"origin":402,"position":5},"title":"Fixed fee Billing for Purchase Transactions and Sale Transactions–I have found this the only way to provide effective representation to my Massachusetts clients","date":"July 12, 2010","format":false,"excerpt":"I am a Massachusetts real estate attorney with over 40years of experience in the field of titles and conveyancing. If I don't know how to do a residential real estate transaction by now, it it pretty obvious that I will never know. I am not saying I know every nuance\u2026","rel":"","context":"In "Customer Service"","img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"_links":{"self":[{"href":"https:\/\/blog.topbev.com\/index.php?rest_route=\/wp\/v2\/posts\/402","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.topbev.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.topbev.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.topbev.com\/index.php?rest_route=\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.topbev.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=402"}],"version-history":[{"count":3,"href":"https:\/\/blog.topbev.com\/index.php?rest_route=\/wp\/v2\/posts\/402\/revisions"}],"predecessor-version":[{"id":841,"href":"https:\/\/blog.topbev.com\/index.php?rest_route=\/wp\/v2\/posts\/402\/revisions\/841"}],"wp:attachment":[{"href":"https:\/\/blog.topbev.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=402"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.topbev.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=402"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.topbev.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=402"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}