knowledgeable real estate agent can be of inestimable value by staying on top of current plans and trends. NOT SPEAKING THE REAL ESTATE LANGUAGE Knowledge extends to real estate terms, too. Don’t allow yourself to be dazzled by a buyer who is more fluent with real estate terminology than you are. At the very least, study a glossary of real estate terms and do some research of the concepts you find confusing. A trusted real estate professional is always a good place to start. Remember, knowledge is power. NOT BEING CLEAR ABOUT YOUR GOALS What are the main objectives you want or need to accomplish with the sale of your home? Your primary goal is likely to complete a sale in time to avoid foreclosure, but you probably have a secondary goal, as well. Are you downsizing for retirement? Dealing with a divorce settlement? Moving out of the area for a job opportunity? Is it more important to make money or to close on a deal quickly? A thorough understanding and awareness of your goals will help you focus on what’s important in a real estate negotiation. You’ll have a better idea of which terms to seek, which concessions you’re willing to accept, which information to share with the buyer or buyer’s agent, and which information to keep “close to the vest.” Are you a motivated seller? The pressures of an impending foreclosure could make you susceptible to taking the first lowball offer you receive. Ask yourself whether doing so will enable you to reach your financial goals. Consider the factors that might motivate you to make uncomfortable concessions:
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