For example, you could say, “You will love our town because of the X (insert a unique feature of your town.) Do they have an X where you live now?” That will start the conversation about where they are moving from. You can learn a lot from what they say. It will be helpful during the negotiations. You would be amazed at what some people will tell you.
COMMON NEGOTIATING MISTAKE #2: Meeting in the Middle
This is the most common mistake novice home sellers make. It’s the easiest way to sell your home for $10,000 less than you should. Meeting in the middle is never a good strategy. The problem is that everyone thinks they have to do it. Compromise, right? But there’s no rulebook that says you have to meet in the middle. Here’s a quick story that illustrates this. A home was on the market for $240,000. The buyers made an offer of $220,000. The seller’s agent told him to reject the offer and told the buyer’s agent they should come back with a better offer. (The house had been on the market for only two days.) The buyers came back and met in the middle with a $230,000 offer. The seller’s agent knew they were serious buyers and really wanted the house. The seller thought the buyers were being good people by meeting in the middle. He was willing to accept their $230,000 offer.
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