for another home and dependent on this home sale are prime candidates for high-pressure tactics from savvy buyers. Buyers may come to you and ask questions to find out if any of these situations apply to you. Eagerness to please them might be read as desperation. Buyers also play the waiting game. In real estate, acceptance time can be a powerful tool in price negotiations. From their perspective, the longer the house has been on the market, the more flexible the seller will be. The same applies to negotiations. The more they stretch out the negotiations, the more likely they’ll get the price they want. Why? Buyers want to become friendly, they want to create trust, and they ultimately want your willingness to agree to their terms. Your advantage is that the relationship is a two-way street and they might not want to walk away empty-handed after gaining your trust. By exercising patience, you can hold your position on terms and price.
KNOWLEDGE IS POWER
Information is crucial to real estate negotiations. The more information the buyer can glean from you, the more pressure he can exert. The more knowledgeable side will overpower the less-informed at the bargaining table. The more insight the buyer has into your motivation to sell, the more powerful he feels in the negotiation.
POINTS TO REMEMBER:
• The more knowledgeable you are about your home,
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