To avoid a counteroffer, play it cool, keeping your emotions at bay, regardless of how perfect the prospective property is for you. You can also enlist the help of your agent, who can do some of the questioning on your behalf, especially if you feel that it will be difficult to remain curious and calm at the same time. Your agent knows how to treat this process like the business transaction it is. DON’T ACT TOO ALOOF. Some people think that by being curious and asking questions, they might seem too “nosy” or invasive, so they don’t bother, but then come off as uninterested in the property. Don’t let this be you! While it’s true that you won’t want to express too much interest, some reasonable interest is necessary. It’s all about balance. You want the seller to know that you’re definitely interested in the home, but also that you’re not desperate for it, and that you’re considering other options (even if the latter isn’t true). Asking questions while showing the right amount of interest in the property will give you leverage in negotiations. Also, be nice! This rule applies to all types of situations in life, real estate included. No one likes rude people, and if you come across as such, you could offend the seller to the point of losing out on the deal. They could decide, based solely on how you represent yourself, to turn down your offer, even if it’s a good one. Try not to offend your seller during a house visit. For example, discussing necessary renovations and repairs, or the poor taste of the current décor and paint colors, could hurt feelings, if not the entire deal. DO BE WILLING TO COMPROMISE. Having a mindset of compromise — to a certain degree — is a good idea. Consider compromise. Be ready to give away something during the negotiation process. Remember Chapter 4, when we talked about making a list of your needs vs. your wants? This is why. While you shouldn’t compromise on your “needs,” you should
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