POINTS TO REMEMBER:
• Understand your market and make sure your price is based on solid research of comparable homes in your area. • Keep your goals and motivations in mind. Understand how much money your sale needs to make for you to avoid foreclosure, how quickly you need to sell, and what concessions you’re prepared to make to achieve those results. • Prepare to answer tough questions without giving away too much information. If buyers learn you’re facing foreclosure, they will gain a significant negotiating advantage. • Be prepared to reject lowball offers and avoid temptation to “meet in the middle.” • Don’t let emotions or your personal likes and dislikes of potential buyers cloud your judgment or interfere with your negotiating stance. Maintain a business-like demeanor. • To secure a sale, be prepared to offer “bargaining chips, such as free equipment, appliances, amenities, or services.
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