• They view homes as part of their portfolio, not just places to live. By creating controlled scarcity and emotional tension, you can command higher-than-expected prices.
Strategy: Delayed Offer Review
List the home. Promote the open house.
Let buyers know no offers will be considered until after the event. You’ve just created a scenario ripe for multiple offers—and overbids.
6. Build in Closing Cost Leverage
Buyers may ask you to cover part of their closing costs—but that doesn’t mean you’re giving up anything. You simply bake those costs into the sale price. Example: • Buyer offer: $3,475,000 with you covering $50,000 in costs • Your counter: $3,525,000 + seller pays $50,000 • Net to you: $3,475,000 — same number, but better optics for the buyer’s loan In fact, most buyers can finance the added cost, but can’t write the extra check. This strategy helps close more deals, without leaving money behind.
Final Word: Luxury Real Estate Is Not a “List-and-Wait” Game
It’s a carefully choreographed performance.
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