conversation that would be best kept under wraps. Be open and honest with your agent, and have this discussion. You have to be able to trust that he will keep your best interests his priority. As a seller, using the CMA to negotiate a price is a sound practice. A CMA is not an opinion or an emotionally based guess. The figure is based upon fact. Your price must be justifiable, and your agent should be competent in performing the CMA. Buyers’ agents will attempt to sway the seller’s agent, if the seller’s agent is not knowledgeable enough. DON'T LET A BUYER LOWBALL YOUR PRICE Home buyers look for deals. Think how quickly you would jump at a home selling “below market value” and “in perfect condition” that meets your every need. That situation rarely happens, but that does not mean buyers won’t make lowball offers. If they see your house as the perfect home, they may suddenly switch their priority to negotiating a lower-than-market-value price. No matter how insulting or laughable their offer may be, keep your cool and maintain your position. If they truly like your home better than any others, why would they pay less for it? Keep focused, and negotiate accordingly.
DO BE QUIET AND LIS T AND LISTEN
Whether you are approached by the buyer or the buyer’s agent, remaining quiet is one of the best ways to negotiate the sale. Developing a feel-good, friendly relationship with either the buyer or his agent might lull you into dropping your guard and can interfere with your focused efforts to sell your home quickly and for a good price. Buyers who are uncomfortable with your silence may want to break it and, in doing so, end up providing too much information, crucial for you to know. Again, the more knowledgeable you are about the buyer, the better poised you will be in negotiations.
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