CHAPTER 10 Why Most FSBOs Screw Up Negotiations
Let’s start with some negotiating mistakes to avoid. After all, what you don’t do is going to be more important than what you do! One slip of the tongue can result in a negotiating mistake (and hurt your pocketbook too!) COMMON NEGOTIATING MISTAKE #1: NOT LEARNING THE OTHER PARTY'S MOTIVATION Price isn’t the only reason people buy. They might really like a certain feature your home has. They might be willing to pay more because of that feature. Sometimes they might absolutely love that feature. They have been hunting for a while and have finally found a home meeting their needs completely. That means they are willing to pay more for your home. If you meet the buyers, you should ask them why they are buying a home. They might tell you they are being transferred and must find a home by a certain date. If you know that, you will be able to negotiate a higher sales price. If the buyers have an agent, ask the agent for information. Here are some questions you can ask:
51
Powered by FlippingBook