situation, the more flexible you can be. If they’re highly motivated, don’t be afraid to hold firm on your price—but if they’re looking for a quick close, maybe offer a concession or two to sweeten the deal. DON’T: Freely Give Out Your Information Information is currency in negotiations, and you don’t want to just hand it over like candy at Halloween. If you have multiple offers, be strategic. For example, if one buyer is offering full price but needs extra time to get financing, while the other offers a lower price but can close quickly with no contingencies, your timeline might be the deciding factor. But don’t tell them everything upfront! The less they know about your situation, the better positioned you are to make an informed decision based on your needs. DO: Get the Last Concession Negotiations are all about give and take, but don’t let them take without giving something in return. When the buyer comes back with another request, make sure they’re giving you something in exchange. Ask for the last concession—whether it’s a higher price or a concession on repairs or closing costs. This forces the buyer to back away from making nonessential Let’s be clear: you’re not a fire-sale clearance event. When the buyer makes an offer, and it’s not exactly what you want, counter it! Don’t get so excited about the prospect of closing that you start agreeing to every single concession the buyer asks for. Whether it’s a smaller price, a quicker closing date, or agreeing to fix every single issue they bring up during inspections, don’t go down that road. Keep your counteroffers focused, and don’t be afraid to push back on unreasonable demands. DO: Maintain a Business Demeanor It’s easy to get emotional during negotiations. After all, this is your home we’re talking about! But selling a house is still a business transaction, no matter how you slice it. Keep your emotions in check and remind yourself that this is a legal, demands and puts you in the driver’s seat. DON’T: Become Flooded with Concessions
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