your agent. I've seen this countless times in the past, and will be right there with you to try and identify their tactics and motivation.
DO KNOW WHAT MOTIVATES THE B TES THE BUYER
Sometimes buying agents will work to learn why you want to sell your home. Agents know that sellers want to go to escrow only once. If the buyer is advised to demand a lower price because of minor defects discovered during a third-party home inspection, they will use this as a negotiating tool. More importantly, an agent for the buyer may advise his client to offer the asking price in the full knowledge that minor flaws exist, only to later demand reductions and bring the offer down to what the buyer actually wanted to pay in the first place. As I mentioned in a previous chapter, I do my best to speak with the agent on the other side and form an alliance at "surface value", so they will be more likely to divulge details about their client's motivation to purchase.
DON'T FREELY GIVE OUT YOUR INFORMATION
If you have multiple offers on your home, the price isn’t always the bottom line. Sometimes, what you tell the buyer is advantageous to his offer. Lets revisit an element of an offer that may not center on money, but that can impact it, and ultimately, your decision. Let’s say that you have two interested buyers. One buyer offers full asking price, but tells you he needs a few months to close in order to get financing or to get inspections done, etc. The other buyer casually asks why you are selling, and you offer crucial information that leads the buyer to offer $10,000 less than your asking price — but to agree to close quickly, without any financial or inspection-related contingencies. While the first buyer offered more money, the second buyer was more appealing, time-wise. If you were under a time constraint, the buyer solved your problem.
123
Powered by FlippingBook