KNOW MORE THAN YOUR BUYERS
The two major elements of negotiation are motivation and skill.
• A motivated buyer wants the best deal, and you, the seller, want the best price. • A skilled negotiator is an expert at working under the pressures of competition, time, information, and communication.
WHAT MOTIVATES A SELLER? ELLER?
• Time on the Market • Relocation • Pressures of Maintenance and Upkeep • Emotional and Mental Stress, Especially During Divorce Selling your home is a multifaceted process. To be a strong negotiator, you must avoid allowing emotions to overpower the situation to the point where you settle for a lower price. Worrying about paying the mortgage while the home sits on the market for a length of time or having to move out of town are prime pressure points for sellers. Maintaining a home in showing condition for months on end can physically wear someone down. For some sellers, finding the right buyer can be mentally and emotionally straining. Knowledgeable buyers will push to the limit to get the price they want.
WHEN THE COMPETITIVE PRESSURE IS ON
When facing an informed buyer, remember that the party with the most options will win the negotiation. The buyer may have 97
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