DON'T lose the advantage of being able to counteroffer. Let the buyer speak first and start off the negotiations. When a buyer makes an offer to you, unless it’s a fantastic one, you should bring counteroffers to the negotiating table. Counteroffers could be for a different price, and/or concessions—such as shorter closing dates, terms, modifications of contingencies, or incentives. Since there is no limit to the number of times counteroffers can be made, make sure the buyer has to wait for your response. Again, let the buyer speak first! DON’T accept lowball offers: Home buyers look for deals. If they see your house as the perfect home, they might try to get a lower- than-market-value price in negotiations. But remember, if buyers honestly like your home best, then why would they pay less for it? Keep focused and negotiate accordingly. DON’T over-share: We’ve talked about this in the section on common mistakes made by sellers during negotiations. Don’t give away information freely. If you reveal more than you should, you could lose the upper hand and have to make more concessions than you planned during negotiations. Less is more. DON’T let your ego get in the way: Buyers can have inflated egos, but so can sellers. In negotiations, you might be reminded of all the time, effort, and money you invested in getting your beloved home sold so you could downsize and enter the next stage of your life. But many buyers just won’t care. Some might even be critical, demanding, or rude. Learn to treat potential home buyers objectively. Don’t let your ego get in the way of a good deal. DON’T be afraid to answer tough questions: Buyers will ask questions about the home; there’s no getting around this. They want to be sure of their major purchase. The best way to handle a tough question without giving out too much information is to
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