when entering the negotiation phase.
NOT BEING PREPARED FOR SUCCESS
Some sellers plan for a worst-case scenario — a housing market drop, an unreliable buyer, a house that languishes on the market, a deal that falls through at the last moment. But are you ready if things go right? Do you have a place to go if your house sells right away? Have you been qualified by a lender for your next house or approved for a rental? Are you prepared for what inspectors will find?
NOT KEEPING EMOTIONS IN CHECK
Selling your home is a multifaceted process. One key to a strong negotiation is keeping your emotions in check. You don’t want to end up having to settle for a lower price because you let your emotions (such as anxiety about pre-foreclosure) get the best of you. Worry is a powerful motivator. If you’re in a constant state of anxiety about paying rent on the apartment where you’re temporarily living, as well as paying the mortgage on the house you vacated that’s 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 party with the most options will win the negotiation. The buyer may have researched your home’s history on the market. If you have relocated, they could assume you’re desperate to sell and willing
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