CHAPTER 12 Be a Power Negotiat er Negotiator
Working with Offers
Once I list your home for sale I will soon be calling you and saying “We have an offer!” So let’s discuss how I work with offers to achieve a win-win for both you and the buyer. Sometimes my sellers can have the mistaken notion that the buyer is the adversary in the negotiating process. After all, the buyer wants to get your home for the lowest price possible and you want to get the highest price, right? Well while that may be true, I take a different approach. I believe that the buyer and my seller are allies in the transaction; since they both have the same objective. My seller wants to sell the home and the buyer wants to acquire it. This means that a successful sale achieves the goals of both the buyer and seller.
Once we receive an offer on your home, I will run a revised CMA, so you can see exactly what the market in your neighborhood is doing at the time the offer is received. Then, you and I will review the offer together and I’ll point out the various facets to take into consideration. I will also run a Seller’s Estimated Net Sheet ,
showing you what your net proceeds will be based on the offer submitted. After you have looked at all the information and weighed my counsel, you will be in a position to either accept 92
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