You have to be careful, though. There are some buyers who absolutely refuse to get involved in a "bidding war" or who are so nice, that they don't want to deprive another buyer of a home that they like-that is likely an excuse for a buyer who has not yet decided to pull the trigger. Buyers may be inquisitive as to why your home has not sold yet, and you can tell them you are waiting for the perfect buyer (like them!). Almost invariably, they will ask for the lowest price you will take or if the price is negotiable. Never start negotiating if you are being represented by a Seller's Agent! In that case, tell them to call your agent, because that is what you are paying them to do! If going it alone, let them know you have not had much time to think about it. In turn, ask what price they had in mind, but you will look at a written offer seriously. When buyers call on my listings and ask me if the seller will take less, I cannot take them seriously because they haven't even seen the property! I urge them to look at it first, and then we can talk further about an offer if they are really interested. I never give away if my sellers will take less, even if they will! We do not negotiate at all if the buyer has not seen the house. At that time they are just "suspects" not prospects. When dealing with the buyers, keep this objective in mind. try to glean more information with revealing anything that would hurt your negotiating position. Answer questions thoughtfully but vaguely, without revealing much. Managing your responses by asking them questions in return works well. Always attempt to get the other party to reveal their thoughts. On a side note, some Buyer's Agents will want information from the listing agent or seller that will help them write an offer that will be accepted, or give them an idea if they have competition. If a buyer agent contacts your agent, he may also be looking to acquire sensitive information help him get a lower price. I
98
Powered by FlippingBook