WHAT MOTIVATES A SELLER? ELLER? • Time on the market • Relocation
• Pressures of maintenance and upkeep • Emotional and mental stress
Selling your home is a multifaceted process. The key to a strong negotiation is keeping your emotions in check. You don’t want to end up settling for a lower price because you let your emotions get the best of you. Worry is a powerful motivator, and if you’re in a constant state of anxiety about paying both rent on the apartment you rented when you left the family home and the mortgage on a house that has been on the market for six months, you’ll feel the pressure. If you’re still in the home and have to maintain it in showing condition for months on end, it can wear you down. Finding the right buyer can be mentally and emotionally exhausting. Knowledgeable buyers can and often do push you to the limit to get the price they want, especially if they sense that you’re “desperate.”
WHEN THE COMPETITIVE PRESSURE IS ON
When facing an informed buyer, remember that the one with the most options will win the negotiation. The buyer may have researched your home’s history on the market. If you have relocated, he may assume you’re desperate to sell and willing to take his offer. If he’s been told that you’re in the middle of a divorce, he may try to leverage that fact by playing with your emotions to get the deal he wants. On the flip side, if he thought you had three other buyers waving higher offers, he would have to raise his offer or walk away.
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