When asked why you are selling, you can give a true response- like we just want a bigger home, smaller home, move closer to kids, etc, that is valid but does not disclose a desperate situation that would put you in the back seat of negotiating. Again, turn the tables by asking them the same question. To learn if you have any time constraints, a buyer might ask how soon you want to move. Tell them you’re flexible, even if you would really like to move immediately. Next, it’s your turn to ask them how soon they want to move. Experienced real estate agents do NOT do a lot of negotiating verbally on your behalf-unless you direct it. Written offers are best. You can make concessions and work out a deal verbally, and then suddenly find that the buyer decided to write a lower offer based on their view of your motivation. Directing the question back to the buyer maintains your control of information. What you paid for your house and what you have put into does not necessarily have a bearing on current market value. Facing questions on the pricing of your home should not be difficult if is based on serious thought and research based on current market data. If you based it on a professional CMA (Comparative Market Analysis) or appraisal, which should support your asking price. Do not forget to point out recent sales of comparable homes and the improvements you’ve made. Additionally, buyers always want to know if there is any serious interest from other buyers. I ALWAYS let buyers know if there truly IS serious interest because it benefits my sellers. If there is not, I can always say that there is interest but “nothing on paper.” I will always be truthful. If there are tons of showings, they need to know. There is nothing like a little competition to stimulate offers-and higher offers!
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