Sometimes, they might absolutely love that feature. They have been hunting for a while and have finally found a home meeting their needs completely. That means they are willing to pay more for your home. If you meet the buyers, you should ask them why they are buying a home. They might tell you they are being transferred and must find a home by a certain date. If you know that, you will be able to negotiate a higher sales price. If the buyers have an agent, ask the agent for information. Here are some questions you can ask:
• Why do the buyers like this home? • Where are they moving from? • How does this home compare to other homes?
You shouldn’t be as blunt as that when you’re chatting with the buyers, but you can often find the answers to these questions in a roundabout way. 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.
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