with more flexibility and options holds the upper hand.
Buyers often assume that if a seller is under financial or personal pressure—due to foreclosure, relocation, or divorce—they will be more likely to accept a lower offer. Buyers also use time as a negotiation strategy, dragging out discussions to wear down a seller’s patience. They aim to build rapport, create trust, and eventually convince the seller to agree to their terms. By remaining patient and strategic, you can maintain control over the process, resisting pressure to lower your price unnecessarily.
KNOWLEDGE IS POWER
The more information a buyer has, the more leverage they gain. Skilled negotiators control the flow of information, answering questions carefully while gathering insights about the buyer’s position. When asked tough questions, remain confident and redirect the conversation: If a buyer asks how long the home has been on the market, respond with “not long.” Then ask them how long they have been looking. If asked why you’re selling, provide neutral responses, such as downsizing or lifestyle changes. Avoid mentioning the divorce. If asked how soon you need to move, say you’re flexible—even if you would prefer to sell immediately. Turn the conversation back to the buyer. Understanding their timeline, budget, and level of interest can provide valuable
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