regarding the seller’s intentions, which the other party won’t disclose to you. DO ASK QUESTIONS. Curiosity may have killed the cat, but it won’t kill the negotiations. In fact, a little curiosity is a good thing, and it’s considered a good negotiation strategy to ask questions and be curious. Asking spe cifi c, pointed questions about the home, the home’s condition, the seller, the seller’s situation, etc. can actually reveal useful, valuable information from the seller. You might even discover the reasoning behind the sale of the home. Th is could give you priceless leverage and put you in a position of power at the negotiating table. However, be subtle and calm in your curiosity and questioning. Th is is related to the point above, about setting aside your emotions and not appearing too desperate. Showing interest is good, yes, but don’t express too much interest. Most real estate agents and experts agree that when sellers can tell how badly buyers want the home to become theirs, they won’t accept the buyer’s fir st o ff er. Remember, you want your fir st o ff er to be the best o ff er. To avoid a countero ff er, play it cool, keeping your emotions at bay, regardless of how perfect the prospective property is for you. You can also enlist the help of your agent, who can do some of the questioning on your behalf, especially if you feel that it will be diffi cult to remain curious and calm at the same time. Your agent knows how to treat this process like the business transaction it is. DON’T ACT TOO ALOOF. Some people think that by being curious and asking questions, they might seem too “nosy” or invasive, so they don’t bother, but then come o ff as uninterested in the property. Don’t let this be you! While it’s true that you won’t want to express too much interest, some reasonable interest is necessary. It’s all about balance. You want the seller to know that you’re de fin itely interested in the home, but also that you’re not desperate for it, and that you’re considering other options (even if the latter isn’t true). Asking questions while showing the right amount of interest in the property will give you leverage in 114
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