CHAPTER 13 Common Negotiation Mistakes
The housing market is a perfect reflection of all aspects of our lives: complex, demanding, flexible, and predisposed to difficulties. Sensitive and highly responsive to supply and demand, the housing market is where dreams can be both built and broken. With homes being one of the biggest financial investments, you want to make sure you’re on the winning end when selling, which is why you put all this effort into preparing and listing your home. But what happens after the walls are repainted, the carpets changed, the house emptied of personal belongings, the remaining pieces of furniture staged strategically, the front yard bushes trimmed, and the house listed at the right market price? It’s time to close the deal, right? But what if you’ve done all this preparation work, and your home is still not selling? You’ve done everything right, haven’t you? This is when an incompetent real estate agent is often to blame. If your home has been properly prepared and packaged for the sale, if it’s not overpriced, and if it’s correctly and extensively marketed, the sale (or lack thereof) usually hangs on your agent’s negotiating skills. Fact: The most common mistake both sellers and agents make is in the way they present the home and lead the negotiations, which can prevent them from selling the house. A strong negotiating muscle is what makes the difference between the 70
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