CHAPTER 13 The Dos and Don'ts of Negotiating
Although selling your home is a multi-layered process and feels personal for you, keep in mind that at the end, this is a business transaction. It’s a buyer negotiating to purchase a seller’s home for an agreed-upon price. Usually you'll receive an offer in writing and respond to it. If you get a verbal offer: Let The Buyer Speak First. That’s why it’s called an offer. It will either be an offer you can accept, or you will at least have more knowledge about what price the buyer has in mind. Meet In The Middle? Even in the simplest of sales transactions, agreeing on a price often includes “meeting in the middle.” Maximize your negotiating by counter-offering in small increments. Avoid following human nature by “meeting in the middle.” Low Ball Offers Homebuyers look for deals. Think how quickly you would jump at a home selling below market value and in perfect condition that meets your every need. That situation rarely happens, but that doesn’t mean buyers won’t make low-ball offers. If they see your house as the perfect home, they may switch their priority to getting a lower-than-market-value price in negotiations. If buyers truly like your home better than any others, then why would they pay less for it? Keep your focus and negotiate accordingly.
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