time to think about that. In turn, ask what price they had in mind, adding “as long as the offer is negotiable.” Always answer questions thoughtfully without revealing too much. On the other hand, always attempt to get the other party to reveal their thoughts, without being pushy or making them uncomfortable. Get them talking. Some real estate agents will want information from the listing agent. If a buyer’s agent contacts your agent, he might be looking to exchange sensitive information to get the sale. You and your agent should have many discussions on the subject of trust and power negotiating. This is one of the most important times in your adult life to be able to trust. The importance of trust between you and your agent simply can’t be overstated.
BARGAINING CHIPS
Selling is the name of the game. We know that counteroffers by potential buyers sometimes ask for certain personal property, such as appliances and window treatments, because these items are must-haves that are expensive to purchase new. As a seller, you can use extras as bargaining chips, as well. You might make counteroffers that include appliances and other contents as incentives for the bidder to agree to a higher price. This is a particularly useful strategy when the demand for homes in your neighborhood is weak and prices are low. When you’re selling your home, consider what you’re willing to throw in to sweeten the deal, and what items are “off limits.” Here are some items you may want to consider using as leverage: • Major appliances: washer, dryer, fridge, stove, dishwasher • Draperies, curtains, blinds, and shutters • Custom-built furniture: bookcases or shelves that fit a
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