GREAT CLOSERS
If you’re negotiating with an on-the-fence buyer, try these negotiating strategies, which often win a sale. • Offer to compensate or split the buyer for points he’ll pay on a mortgage or attorney’s fees. • Be open to making cosmetic repairs, like painting a room or replacing a window, if they don’t cost too much. It’s really a gesture to gain trust. • If you can afford to take back a second mortgage for a set time, like one or two years, offer that as a financing option. • Offer a home warranty that covers major appliances or systems. HOW I CAN HELP: I’ve negotiated a ton of sales during my career and know how to get to yes. I’ll: • Remain calm, which is important when low-ball offers emerge. • Address concerns of possible buyers. • Help you decide which repairs will bring the deal to closing, and which won’t make much difference.
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