CHAPTER 12 Be a Power Negotiat er Negotiator
(Because who wants to leave money on the table when you can have steak instead?) Negotiating a home sale is like a high-stakes poker game—you need to know when to call, when to fold, and when to bluff your way to a better deal. But don’t worry, you don’t need to grow a mustache like a
1980s car salesman to get the best deal—just some solid negotiating chops and a bit of confidence. You’re in control here, and if you do it right, you’ll be walking away with more cash than you thought possible. Let’s dive into the art of being a power negotiator and turn that sale into a win! Know Your Worth: Pricing is Everything The first step in power negotiations? Know your value! If you’ve priced your home correctly (which, by this point, you should have thanks to all the hard work you put into the CMA), you’ve already set yourself up for success. Pricing is the foundation of any successful negotiation. If you’ve overpriced, you’ll either scare buyers away or get stuck in a drawn-out back-and-forth that leaves you emotionally drained. If you underpriced, well… you’ll be doing the “I-can’t-believe-I-sold-it-for-this” dance at the closing table. Smart negotiators don’t go into a deal blind—you’ve already done the research on comparable homes and market trends. Use that data to your advantage. And if the buyer tries to lowball you? Just say, “Nice try, but my home’s got more value than that,” and bring the conversation back to what you know it’s worth. 66
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