Information is crucial to real estate negotiations. The more information the buyer can glean from you, the more pressure he can exert. The more knowledgeable side will overpower the less- informed at the bargaining table. The more insight the buyer has into your motivation to sell, the more powerful he feels in the negotiation. Don’t be afraid to answer tough questions. When the buyer asks them, he will be looking for direct answers and your reactions to his questions. Any reluctance on your part will show the buyer a lack of confidence. The best way to handle a tough question without giving out too much information is to answer with another question. If they ask you if your home has been on the market long, simply answer imprecisely — e.g., “not long” — then ask them how long they have been looking. Their answers empower you just as much as your vagueness weakens them. When asked why you’re relocating, answer with vague reasons, such as downsizing or eliminating stairs. Again, turn the tables by asking them the same question. (“Why are you looking?”) To learn if you have any time constraints, a buyer could ask how soon you want to move. Tell them you’re flexible (even if the truth is, you would really like to move immediately). Next, it’s your turn to ask them questions. Directing the question back to the buyer maintains your control of information. The price you paid for your house doesn’t have any bearing on the current market value, so if the question comes up, simply smile and tell them you won it on a bet! Facing questions on the pricing of your home shouldn’t be difficult if you have put serious effort into your asking price. If you based it on professional market value estimates, tell buyers that. Don’t forget to point out recent sales of comparable homes and the improvements you’ve made. Competitive offers from other
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