negotiate reductions based on minor inspection issues. • Some buyers prioritize quick closings, while others may need more time for financing or personal reasons. Knowing these motivations helps you counter effectively and avoid unnecessary concessions. Conduct a pre-listing home inspection to address potential issues upfront and reduce the buyer’s leverage. DON’T: Freely Give Out Your Information When multiple buyers are interested in your home, sharing too much information can weaken your position. For example: • A buyer offering full price but requesting extended closing terms may indicate financing challenges. • Another buyer offering slightly less but willing to close quickly may better align with your goals. Focus on listening and observing rather than divulging unnecessary details about your situation or motivations. Maintain professional boundaries to protect your leverage. DO: Get the Last Concession During counteroffers, always ask for something in return. Whether it’s a quicker closing or specific terms, maintaining this strategy gives you the upper hand. Buyers may begin to back away from nonessential demands, knowing you’re unlikely to concede without reciprocity. DON’T: Become Flooded with Concessions When reviewing offers, avoid accepting terms that compromise your position. Counteroffers are tools to refine the deal to your liking. Buyers may try to overwhelm you with demands, but staying patient and deliberate ensures a balanced negotiation. DO: Maintain a Business Demeanor Selling a home is a legal and documented business transaction. It’s essential to stay professional, even when emotions run high.
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