CHAPTER 18 The Fastest Ways to Blow a Deal w a Deal (And What to Do Inst o Do Instead) Negotiation starts with mindset—but it ends with execution. Want to kill a deal fast? Here’s how sellers do it every day. Want to keep the deal alive and actually win? Here’s what to do instead.
Mistake: Pricing high just to "leave room"
That’s not strategy, it’s delusion. Today’s buyers are educated, and overpricing just makes your home sit (and scream desperation later). Instead: Price smart, not high. Attract interest, then negotiate from a position of strength when offers come in.
Mistake: Reacting emotionally to a low offer
Buyers will test your limits. It’s not personal, it’s math. Getting offended means you miss the chance to bring them up. Instead: Counter with logic, not ego. Low offers are conversation starters, not insults.
Mistake: Saying too much about why you're selling
"We already bought another house." "We need to move ASAP." Congrats! You just gave away your leverage. Instead: Keep it simple. "We're relocating" is all the info anyone needs.
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