DON'T Become Flooded with Concessions. Each counteroffer reopens the entire contract for renegotiation. Excessive back- and-forth risks losing buyers entirely. Focus on significant terms rather than dwelling on minor points. Remember: every counteroffer allows buyers to walk away. DON'T Let Your Ego Interfere. Hours spent preparing, cleaning, and showing can create emotional investment that clouds judgment. When facing critical or demanding buyers, maintain objectivity. This is business. Do not let pride cost you good deals. DON'T Discuss with Neighbors. Never share contract details or selling plans with neighbors, regardless of friendship levels. Well- meaning advice based on incomplete information has cost sellers thousands. Everyone considers themselves real estate experts, but their opinions lack professional insight. Real Example: A seller rejected a solid offer because neighbors claimed the buyers were "lowballing the neighborhood." That buyer purchased elsewhere at full price. The sellers' property sat for months during a market downturn, eventually selling for $50,000 less. Neighborly advice proved expensive. DON'T Volunteer Information. When asked if prices are negotiable or repairs are possible, respond professionally: "Everything is negotiable subject to terms and conditions. What did you have in mind?" Never make commitments without written offers demonstrating buyer seriousness.
PRACTICAL APPLICATIONS
Handling Pressure Tactics: Buyers can use various pressure tactics. Counter by:
• Referring to market data supporting your position. • Highlighting unique property features creating scarcity.
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