DON'T FREELY GIVE OUT YOUR INFORMATION
If you have multiple offers on your home, the price isn’t always the bottom line. Sometimes, what you tell the buyer is advantageous to his offer. For example, let’s say that you have two interested buyers. One buyer offers full asking price, but tells you he needs a few months to close in order to get financing or to get inspections done, etc. The other buyer casually asks why you are selling, and you offer crucial information that leads the buyer to offer $10,000 less than your asking price—but to agree to close quickly, without any financial or inspection-related contingencies. While the first buyer offered more money, the second buyer was more appealing, time-wise. If you were under a time constraint, the buyer solved your problem. How did the buyer know about the time constraint? You may have unwittingly disclosed it in an earlier casual conversation when he asked why you were selling.
DO GET THE LAST CONCESSION
Remaining calm and focused during each round of counteroffers is the key to getting the last concession. By asking the buyer to give something in return every time they come back with another request, they will start backing away from making nonessential demands, rather than deal with the same thing coming from you. The less they think they can get, the less they will ask for, beyond what they really need. They may be afraid you will request a concession that is important to them and come to the conclusion that letting you have the last concession will be in their own best interests.
DON'T LET THE BUYER FLOOD YOU WITH CONCESSIONS
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