Authorify Seller Sample Book

• Relocation • Pressures of maintenance and upkeep • Emotional and mental stress

No matter how deeply any of these factors might affect you, it’s important not to let them outwardly affect negotiations. Savvy buyers will probe your defenses. Cultivate a confident, engaging attitude when negotiating with a buyer, but be on your guard against giving away too much information that could be used to undermine your goals. Earlier in this book, we explored the necessity of setting a price based on the many factors affecting your market and the unique characteristics of your property, including age, improvements, condition, location, and others. The negotiation with the buyer is where a shoddy price-setting process will come back to haunt you. If your home is overpriced or underpriced, you will enter the negotiating phase with a distinct handicap. You need to know your bottom line—your fallback position. What is the minimum price you are prepared to accept for your home in order to achieve your sales goals? A common mistake is to set a price based not on your home’s value or how much you can reasonably expect to get for it, but rather, on how much you want to spend in the future. You might have a set amount in mind for starting a new business, creating an investment portfolio, or building your dream home. The profits you gain from selling your NOT SETTING A PRICE BASED ON RESEARCH

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