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How to Break in Your Real Estate Agent

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You're looking for a midpriced, two-bedroom Colonial, and she's showing you break-the-bank four-bedroom Tudors (that is, when she's not ignoring your phone calls). Barbara Corcoran, chairman of the Corcoran Group, a New York City-based real estate company, shares these tips for breaking in your broker so that she gets you — and gets you what you want.

  • Ask to be her first priority. "The fact is, a broker has only about five customers she really focuses on at one time. But you want to be called when the hot listing comes up in the hot neighborhood. By asking for it up front and putting her on the spot, you'll be much more likely to have her work hard for you."

  • Test her listening skills. "Ask the broker to repeat back to you the property she thinks you're going to buy and the price range it will fall in. You want to make sure she's really paying attention."

  • Be honest about what you don't like and why. "When a broker understands why you dislike something, she is going to better understand what you like."

  • Pledge your loyalty. "A broker will kill herself for a person who is loyal. She knows you're a sure sell. And what's more valuable than that?"
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