the tables and ask them how long they have been looking. Their answers empower you just as much as your vagueness weakens them. When asked why you’re relocating, answer with vague reasons, such as downsizing or eliminating stairs. Again, turn the tables by asking them the same question. (“Why are you looking?”) To learn whether you have any time constraints, a buyer might ask how soon you want to move. Tell them you’re flexible (even if the truth is that you would really like to — or have to — move immediately). Next, it’s your turn to ask them questions. Directing the question back to the buyer maintains your control of information. The price you paid for your house doesn’t have any bearing on the current market value, so if the question comes up, simply smile and tell them you won it on a bet! Facing questions on the pricing of your home shouldn’t be difficult if you have put serious effort into determining your asking price. If you based it on professional market value estimates, tell buyers that. Don’t forget to point out recent sales of comparable homes and the improvements you’ve made. Competitive offers from other interested buyers are a constant concern for a home shopper. They might ask you about this, and you can always tell them there is definitely interest, but nothing on paper. Buyers might ask why your home hasn’t yet sold, and you can tell them that you’re waiting for the perfect buyer — them! Almost invariably, they will ask to know the lowest price you’ll accept or if the price is negotiable. Let them know you haven’t had much time to think about that. In turn, ask what price they had in mind, adding “as long as the offer is negotiable.” Always answer questions thoughtfully without revealing too much. On the other hand, always attempt to get the other party to reveal their thoughts, without being pushy or making them
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