• Seller counters. • Buyer counters again. • Eventually, one party accepts.
Pros:
• Buyers feel they’re getting a fair shot. • You appear open and collaborative.
Cons (in the luxury market): • While you’re negotiating with one party, you’re essentially off the market. • A stronger buyer could appear hours later—but you’ll be contractually tied up. • In high-end markets, time kills leverage. Speed and exclusivity often win. Use This Approach When: • You’re dealing with a serious, well-qualified buyer. • The offer is reasonably close to asking. • You’ve had limited market activity and need to engage someone constructively. Technique #2: The Graceful Rejection (With a Door Left Open) If a buyer submits a weak offer, don’t bite. But don’t burn the bridge either.
Instead, say “No”—gracefully. Then invite them to resubmit.
Example:
“Thank you for the offer. At this time, we’re going to decline. However, if your client would like to revisit a more competitive proposal, we’re open to reviewing one.” Why it works in L.A.: ks in L.A.: • Many buyers test waters with lowball offers, especially in areas like the Hollywood Hills or Malibu.
69
Powered by FlippingBook