and not everyone has this skill. Real estate agents are trained in negotiating, and, with years of experience under their belt, only get better with time. A fresh-to-the-market real estate agent might not be any more skilled at negotiating than you are. Don’t: Negotiate alone. If you enter the negotiating process without a good buyer’s agent to work on your behalf and to back you up, then you could be asking for trouble. You could be taken advantage of by the listing agent, who wants their commission as well as to get a great deal for the seller, not for you. The listing agent and the seller want to sell the home for as much as they can (within reason), but you want to purchase the home at an amount you can afford, and maybe lower (within reason). Don’t navigate this important aspect of home buying by your lonesome; hire a good agent to help you! Do: Prepare financially. It’s important to ensure you know your financial status before you ever get to the negotiation process. This means 1) finding out how much you can afford for a down payment and for monthly mortgage payments, as well as other expenses that come with homeownership; and then 2) getting pre-approved for a home loan from your bank or other reputable mortgage-lending company. Work with your agent to determine your maximum budget before making any offers on a prospective home. Learn and know the maximum amount you are prepared to spend in general, as well as on your target home specifically. After you agree on a price, your agent will send the proposal on your behalf to the seller, or the seller’s agent (listing agent). The agent will either accept it or present your agent with a counteroffer. The goal is that the negotiations will go back and forth until you settle and reach an agreement that all parties are happy with, after which the home-buying process moves into escrow. Don’t: Make financial assumptions. All the negotiating in the 217
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