the bottom line. Sometimes what you tell the buyer is advantageous to his/her offer, rather than your selling position. For example, let’s say you have two interested buyers. One buyer offers full asking price, thinking that you will readily accept but tells you she needs a few months to close to get financing finalized or to get inspections. The other buyer casually asks why you are selling and you offer crucial information about a coming transfer that leads the buyer to offer $10,000 less than your asking price but agrees to close quickly without any financial or inspection contingencies. While the first buyer offered more money, the second buyer was more appealing time-wise. If you were under a time constraint, the second buyer solved your problem. How did he know about the time constraint? You may have disclosed it without thinking when he asked why you were selling. You or your listing agent should never divulge anything that could be constructed as confidential or influential to the sale.
DO GET THE LAST CONCESSION
Remaining calm and focused during the counteroffers is the key to getting the last concession. By asking the buyer to give something in return every time he comes back with another request, you gain the upper hand and he will start backing away from making nonessential demands. The less he thinks he can get away with, the less he will ask for beyond what he really needs. He may be afraid you will request a concession that is important to him and come to understand that letting you have the last concession will be his best deal.
DON’T BECOME FLOODED WITH CONCESSIONS
When a buyer submits an offer to you, unless it’s a fantastic one, you should bring counteroffers to the table. Perhaps a different
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