payments) • Upcoming relocation deadlines • Dependency on this sale to close on another home Savvy buyers know that time constraints can make sellers more flexible on price. They may delay returning calls or stretch out negotiations to increase your anxiety and desperation. However, time can work in your favor too. Building a relationship with buyers often makes them reluctant to walk away empty-handed. Patience is your ally—hold firm on terms and price while projecting confidence. Knowledge is Power In real estate negotiations, the better-informed party has the upper hand. Buyers will ask pointed questions to gauge your motivation. Your job is to stay professional and reserved, avoiding unnecessary disclosures. Here’s how to handle tough questions: • If asked how long your home has been on the market: Be vague. Say, “Not long,” and redirect by asking how long they’ve been looking for a home. • If asked why you’re selling: Offer a general reason, such as “A change in lifestyle,” and then ask why they’re buying. • If asked about your timeline to move: Say you’re flexible, even if you’re eager to move quickly. Turn the question around—“How soon are you looking to move?” By steering the conversation back to the buyer, you maintain control and gather valuable insights about their own pressures. Handling Price Discussions When buyers ask about your lowest price, resist the urge to give a direct answer. Instead, say you haven’t had time to consider it and ask what price they had in mind. This tactic keeps the
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