perspective, the longer the house has been on the market, the more flexible the seller will be. The same applies to negotiations. The more buyers prolong the time spent in negotiating the sale, the more likely they will get the price they want, provided they are not up against multiple offers. Buyers will invest time with you to create relationships, trust, and willingness on your part to agree to their terms. The advantage that may arise for you is that they may not want to walk away empty-handed after gaining your trust. By exercising patience, you can maintain your position on terms and price.
KNOWLEDGE IS POWER
Information is the key to real estate negotiations. The more information the buyer can glean from you, the more pressure you will face. The more knowledgeable will overpower the less informed at the bargaining table. The more insight the buyer has into your motivation to sell, the more powerful he or she is at negotiating. Conversely, the more information you can find out about a buyer's situation the better for you. Such items may include a lease that is ending soon or they just sold their home and need a new home right away or they will be out on the street. Don’t avoid questions. Don’t be unfriendly or uninterested. However, remember this is a professional transaction between strangers, and don’t be unnecessarily forthcoming, either. When the buyer asks what appears to be a tough question that may relate to an offer, he or she is looking for direct answers and your reactions. Stay professionally reserved and avoid showing anxiousness to sell. A simple but effective technique for handling a tough question without giving out information is to answer with another question. If you are asked if your home has been long on the
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