If the deal falls through, you’ve extended the number of days your home has been on the market. Valuable time has been wasted. By shortening that time, you shorten your overall number of marketed days if this deal doesn’t go through. NEGOTIATING TECHNIQUE #5: Pay the Piper, but Raise the Price Buyers are increasingly asking sellers to pay their closing costs, which are normally around 3 percent of the actual price of the home. I know it makes you shudder to even think of handing out that kind of cash. However, this kind of deal could work to your benefit. >THE BUYER’S PERSPECTIVE Let’s look at this from a buyer’s perspective for a moment. Many home buyers just can’t afford to come up with those kinds of additional costs. Often, they are strapped for cash after coming up with the down payment for your home, money for new appliances, moving expenses, and décor needs. >YOUR PERSPECTIVE On the other hand, it isn’t fair for you to come up with that much cash just so they can buy a home. After all, they not only want you to pay the closing costs but also to come down on your original price. You should pay those closing costs. Wait! Before you decide I’ve lost my marbles and toss this book out the nearest window, allow me to show you how paying those costs will work for you in the long run. You should pay the closing costs, but you should also increase the price the buyers pay for your home by the same amount. Let me restate that. If the only thing preventing you from selling your home is the out- of-pocket cost for closing fees, and you’re able to pay it, it would be beneficial for you to do so. You should recoup that money by raising the price on your home by the same amount. You see, buyers might not be able to come up with extra cash for closing costs, but they often can borrow more money with their loan.
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