attempt to get the buyers to reveal their thoughts and motivations without revealing your own.
LET TIME BE ON YOUR SIDE
Time pressure is a powerful negotiation tool. Buyers look for time-sensitive situations to push for their price. Sellers who are under contract for their next home, and are dependent on the sale of their current home, are candidates for high-pressure tactics from savvy buyers. Also, if a buyer knows a seller is in foreclosure and must sell to prevent losing a property, the buyer has the upper hand. In both these instances, the buyer knows the seller is under a time constraint, and the buyer might use that knowledge to make a lowball offer. Furthermore, from a buyer's perspective, the longer the house has been on the market, the more flexible a seller will be. Do not let a buyer use your home's time on the market to pressure you to accept an offer that does not meet your goals. A buyer might even try to “play it cool” and not return calls and messages promptly, in an effort to spike desperation in a seller. By exercising patience, you can maintain your position on terms and price.
Remember, it is important to “Let time be on your side!”
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