have found “the one” home that meets their needs and hits most of their wants as they prepare for the next stage of their life. But you must set your emotions aside during the negotiations. Be smart, be calm, be collected, and be logical. One tip is to have your agent speak on your behalf, particularly if you’re feeling emotional — because that’s what agents are trained to do. Remember, it’s business, not personal! There are two major reasons to set your emotions aside: • The deal might not work out in your favor, which could be devastating if you’re emotionally invested. • If you come off as desperate, you put yourself in a vulnerable position, and the seller’s agent could clue in, taking advantage of you so you end up paying more than you can afford because “it’s the home of your dreams.”
DON’T Seem Too Invested.
This ties right in to the tip described above. Many home buyers, even seasoned buyers entering retirement, make the mistake of “falling in love” with a home and letting it show. To avoid this, use your agent to speak on your behalf and serve as the “middleman” or “buffer” between you and the seller during the negotiations. Your agent can also provide helpful information regarding the seller’s intentions, which the other party won’t disclose to you.
DO Ask Questions.
A good negotiation strategy is to ask questions and be curious. Make sure your questions to the seller/seller’s agent are specific and targeted, though. Don’t be vague. Ask about the home, the condition, the seller, the seller’s situation, etc., which can provide valuable and useful information, such as why they’re selling, which you can use as leverage at the bargaining table. Try to be
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