CHAPTER11 The Negotiation Process for Sellers or Sellers
Now that your home is ready to sell and be put on the market, I want to take you through the negotiation process for sellers. This chapter is important because you and your agent’s ability to negotiate is going to make a significant difference in your home’s final selling price, which will affect how you move forward in the downsizing process and into your future retirement and golden years. Chances are, the negotiating tactics that worked and made sense years ago when you first sold a home may no longer apply, but that’s OK — times change, and you can change right along with them. It’s never too late to learn new tricks! So, please pay close attention so you can learn all about negotiating for sellers. We will first look at common negotiating mistakes made by sellers, then move into the “dos and don’ts” of negotiating, followed by bargaining chips you can use during negotiations.
COMMON SELLER NEGO ELLER NEGOTIATING MISTAKES
Whether or not this is the first time you’ve had to sell a home, negotiating the sale of your home can be intimidating and overwhelming. If you’re not working with a real estate agent, it is likely at this part of the home-selling process that you wish you were. The two major parts of negotiation are 1) motivation; and 2) skill. A motivated buyer wants the best deal, and you, the seller, want the best price. A skilled negotiator — such as a professional real 92
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