CHAPTER 13 The Dos and Don'ts of Negotiating
Selling your home is a business transaction. Although it may be a many-layered process that appears more personal than business, at its heart, it’s simply a buyer negotiating to purchase a seller’s home for an agreed-upon price. You, as a seller, must keep this fact in mind. Opinions, emotions and ego may attempt to derail your efforts. Don’t be the transgressor. The more your agent knows about negotiating, the less likely you are to create a needless detour during the sale process. Feel free to ask your agent questions about the process and what to expect every step of the way. A good agent will be happy to share with you what they know and provide you with detailed information that will allow you to make an informed decision.
DON’T ACCEPT LOW-BALL OFFERS
Homebuyers look for deals. Think how quickly you would jump at a home selling below market value and in perfect condition that meets your every need. That situation rarely happens and that doesn’t mean buyers won’t make low-ball offers. If they see your house as the perfect home, they may switch their priority to getting a lower-than-market-value price in negotiations. If buyers truly like your home better than any others, then why would they pay less for it? Keep focused and negotiate accordingly.
DO BE QUIET AND LISTEN
When approached by the buyer’s agent, remaining quiet is one of the best ways to negotiate the sale. Developing a feel-good, overly friendly relationship can interfere with your focused efforts to sell 82
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