ask the agent for information. Here are some questions you can ask: • Why do the buyers like this home? • Where are they moving from? • How does this home compare to other homes? You shouldn’t be as blunt as that, but often you can find answers to these questions in a roundabout way. For example, you could say, “You will love our town because of the X (insert a unique feature of your town.) Do they have an X where you live now?” That will start the conversation about where they are moving from. You can learn a lot from what they say. It will be helpful during the negotiations. You would be amazed at what some people will tell you. COMMON NEGOTIATING MISTAKE #2: Meeting in the Middle This is the most common mistake novice home sellers make. It’s the easiest way to sell your home for $10,000 less than you should. Meeting in the middle is never a good strategy. The problem is that everyone thinks they have
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