quickly closing a deal or being free to negotiate with other buyers. The longer your home is on the market, the less desirable it appears to potential buyers. If the deal falls through, you’ve extended the number of days your home has been on the market. Valuable time has been wasted. By shortening that time, you shorten your overall number of marketed days if this deal doesn’t go through. Buyers are increasingly asking sellers to pay their closing costs, which are usually around 3% of the actual price of the home. I know it makes you shudder to even think of handing out that kind of cash. However, this kind of deal could work to your benefit. I’ll explain in the next chapter. • Accepting a low offer locks you into a contract, preventing you from accepting further offers. • By rejecting a lukewarm offer, you encourage competition and higher bidding. • Consider rejecting a low offer if your house is newly listed or you’re planning an open house soon. • Refusing to accept bids until after an open house could create a bidding war in your favor. POINTS TO REMEMBER: NEGOTIATION TECHNIQUE #5: PAY THE PIPER, BUT RAISE THE PRICE
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