Buyer’s Negotiation Tactics—Be Ready for Them!
This phase is inevitable, and it will drive you up the wall. You’re going to need to be ready to deal with it as politely and as calmly as you can. Smile, speak slowly, and have a sense of humor. You’re going to need it. Look out for the following tactics, and make sure you’re ready for them: • The Higher Authority Negotiator—This tactic includes bringing in a third party to review the contract or see the home and put their two cents in. • Nibblers (Non-Stop Negotiators)—The best way to avoid this type is to clearly document and spell out every fine detail in writing, then hold your ground and never fold on anything. • Bad/Good Guy—The best way to avoid this situation is to set one appointment for both sides, and don’t negotiate anything until all parties are present so you’re not hit from both sides at opposite times. • The Trial Balloon—This type will try to assess your position without any clues or reason, so combat them with questions, such as, “If I were to finance the house myself, what offer would you make me?” Only take a response from the buyer themselves, as this type like to let their agent do most of the talking. • “Would You Take…”—Avoiding this type is easy. All you have to do is ask for all offers in writing, and they will more often than not back off. • The Guilt Trip—If a buyer decides to back you into a corner and guilt trip you (some will try and tell you about how hard it’s been for them financially and that they’d really appreciate it if you could lower your asking price), 85
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