• Be relocating under pressure due to a high-profile job transfer. • Fall in love with your unobstructed canyon or ocean views. • Want to be near a private school or studio. • Have lost a bidding war on a similar property and be eager not to lose again. Even casual questions like: “Are you familiar with the neighborhood’s architecture?” or “Have you looked at other properties in this price range?” can uncover valuable information. Knowledge is power. In this market, knowing what the buyer values most can be worth six figures during negotiation.
Mistake #2: Meeting in the Middle
The concept of “splitting the difference” feels logical—but in luxury real estate, it’s often lazy, and it costs sellers big. Here’s the truth: L.A.’s luxury buyers are savvy. They’re used to negotiating—and they expect a bit of back and forth. Let’s say your property in Brentwood is listed at $8,450,000. A buyer offers $8.2M. Meeting in the middle might feel fair—but if the buyer’s willing to pay $8.4M, you just gave away $150,000 for no reason.
Instead:
Let them concede more with each round. You don’t need to "meet halfway"—you just need to move the deal forward. In the luxury market, the right agent will help you navigate this without emotion and position your home as worth holding firm
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