• Pressures of Maintenance and Upkeep • Overhead costs • Emotional and Mental Stress
Selling your home is a multifaceted process. To be a strong negotiator, you must avoid allowing emotions to overpower the situation to the point where you become defensive, agitated, or deflated. Worrying about paying the mortgage while the home sits on the market for a length of time or having to move out of town are prime pressure points for sellers. Maintaining a home in showing condition for months on end can physically wear someone down. For some sellers, finding the right buyer can be mentally and emotionally draining. Knowledgeable buyers will push to the limit to get the price they want.
WHEN THE COMPETITIVE PRESSURE IS ON
When facing an informed buyer, remember that the party with the most options has the most control. The buyer may have researched your home’s history on the market so they will know if it's been listed for a long time. On the flip side, if he/she thought you had three other buyers waving higher offers, he/she would have to raise their price or walk away. Sharpen your senses to know when a buyer does not have other property options. You need to understand the supply/demand ratio for your community and your type of home.
UNDERSTANDING PERCEPTI CEPTION IS KEY
Have you ever thought about why buyers make low offers? Of course, the simple answer is "They want a better price" but there is a little more physiology here. Subconsciously people do what they think they are supposed to do. In Canada most goods and
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