How Does George Know The Market Rates In My Area?
It’s about the process,
not the rates in your area.
Although market information gives us a
broad context for our negotiations, it doesn’t change our
strategic approach or negotiation tactics. We’ve developed a
highly effective PROCESS
based upon our insight into how a landlord establishes his
rental structure, negotiation starting point and
give-quotient that yields tremendous concessions in almost
every negotiation, irrespective of “market rate.”
Avoid The Market Trap.
The fact that someone may be knowledgeable about local
market rates and conditions does not mean they can negotiate
complex lease terms and conditions. These “knowledgeable”
people quickly fall into “The Market Trap.” By discussing
local rates, they’re telling the landlord that we’re willing to
pay “market” if only we can agree to what that is. Our
approach is to let the landlord know that, regardless of
what he believes the market rate is, you will only pay what
your BUDGET ALLOWS.
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