If this particular buyer says “Within the next couple of months,” or “Within a year at the very least,” they are motivated to purchase a new home. If they simply say, “I’m/we’re not sure,” then you’re better off looking at a different buyer. The same applies if they say, “Maybe seven months or so,” or something along those lines—that would be a long time to keep your house on the market while they make up their minds, and isn’t worth the hassle. STARTING THE NEGOTIATION PROCESS During negotiations, you will have a lot to do. You will need to have certain things prepared beforehand, there will be a lot of numbers to go over, and a whole pile of other issues to deal with. Let’s run through the basics: The Initial Preparation The first step during the negotiation process is one of the most important ones: get your home as clean as possible. Make sure everything is in absolute first-class condition. If you have to hire professional cleaners because you do not have the time or the energy to do it yourself, the result could be even better. This also includes making any repairs that need to be completed, just so the buyer cannot raise any significant objections in the closing process. Remember: the warranty of the home will go a long way when it comes to overcoming any objections. When it comes to your asking price, research some facts on recent local sales for support and have them on hand during this process. Some buyers may question whether your asking price is fair or not. You must be able to back your price up by showing them the facts. This research should be done when you first start trying to sell your home, but it makes no difference if you do it now. If you have had your house appraised before you put it on the market, get the documents from the appraisal ready. Do not feel ashamed if you have your asking price set above the appraisal you received if you are in a strong market. If you are in a weak market, though, keep your asking price at the appraisal you received. If applicable, prepare all the items that the appraiser missed (if you feel that they have missed any) and use your appraisal to sell the benefits and features of your home.
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