done, it’s well worth it. Further, an agent can help you navigate through all the research, calculations, etc. much more quickly and thoroughly than if you were to attempt this on your own. An agent can also provide a professional evaluation of all the pros and cons before you dra ft the o ff er/price proposal before bringing it to the seller or the seller’s agent. DO SET YOUR EMOTIONS ASIDE. Another tip for negotiating is to set your emotions aside, no matter how tricky that could be. Be smart, cool-headed, and logical. Th is might take practice, and is o ft en easier said than done. A good idea is to have your agent speak on your behalf, especially if you’re feeling emotional, because that’s what agents are trained to do. A ft er all, it’s business, not personal, regardless of how you feel. Home buying is a business transaction, and there is no room for personal sentiment. If you’re giving o ff the vibe that you really, really want to buy the prospective home, this comes o ff as sounding desperate, leaving you vulnerable to be taken advantage of. Th e seller’s agent will immediately clue in and try to up the price of the home, and subtly persuade you that you actually can a ff ord this home, even if it’s now above your maximum budget, because it was “meant for you.” DON’T APPEAR TOO INVESTED. Many home buyers, particularly fir st-timers, make the mistake of falling in love with a home and letting it show to the seller and the seller’s agent. Th is is a big mistake that could cost you, where you either end up paying more than you were willing to pay, or end up losing out on the home you thought was going to be yours. One trick to use here, to avoid appearing too invested, or worse, desperate to purchase a particular home, is to use your agent as the “middleman.” In fact, this is one of the reasons you hired a buyer’s agent — to work on your behalf. In this instance, use your agent as a b uff er to negotiation with the seller’s representative, which will allow you to set your emotions aside, and save you time and unnecessary aggravation. Your agent can also provide helpful information 113
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