ask them how long they’ve been looking. Their answers empower you just as much as your vagueness weakens them. Directing the question back to the buyer maintains your control of information. Here are some examples of questions buyers might ask and how to respond: Q: How long has your home been on the market? A: Oh, not long. How long have you been looking for a home? Q: Why are you trying to sell your home? (or, Why are you moving?) A: I’m in the process of downsizing. Might I ask why you are looking to buy? Q: Do you have any time constraints? A: No, I’m flexible. How about you? Are you in a hurry to purchase a home?
Q: How much did you pay for this house? A: (Just smile and say you “won it in a bet.”) Q: Why hasn’t your home sold yet? A: We’re just waiting for the perfect buyer.
Q: Is the listing price negotiable? What’s the lowest price you’ll accept? A: I haven’t had much time to think about it. What price did you have in mind? Always answer questions thoughtfully without revealing too much. On the other hand, try to get the buyer to reveal their thoughts, without being pushy or making them uncomfortable. Get them comfortable and talking. And of course, follow the advice and lead of your real estate agent. You and your agent should have many discussions on the subject of trust and power negotiating. I can’t overstate the importance of trust between a
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