CHAPTER 15 The Dos and Don'ts of Negotiating
Simply put, selling your home is a business transaction. Although it is a multi-tiered process, it is still a buyer negotiating to purchase a seller’s home, for an agreed-upon price. You, as a seller, must keep this in mind. Opinions, emotions, and egos — on your part or the buyer’s part — could derail your efforts, so don’t be the transgressor. The more you know about negotiating, the better off you will be in getting the price you want for your home.
LET THE BUYER SPEAK FIRS EAK FIRST
Let patience be your guide in dealing with an interested buyer. Don’t be anxious to tell them what you are willing to accept; it may be lower than what they were willing to offer. Like any sale transaction, buyers have a price in mind. Don’t lose out; let the buyer speak first.
DO NEGOTIATE WITH D TE WITH DATA
Hiring a great real estate agent who will push to get the best price for your home is...priceless. You need an agent who will negotiate based on real data and not perceived worth. When negotiating, it’s important for you and your agent to be experts on the listing but also to be knowledgeable about the buyer and their level of motivation. You have to trust your agent to keep your level of motivation to himself but know that agents are human, and they do share a level of camaraderie and may share information in 81
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