Don’t: Be afraid to answer tough questions When the buyer asks tough questions, they will be looking for direct answers and observing your reactions. Any reluctance on your part will show the buyer a lack of confidence. The best way to handle a tough question without giving away too much information (i.e., “foreclosure”) is to answerwith another question. If they ask youwhether your home has been on themarket long, simply answer imprecisely (“not long”), then turn the tables and ask them how long they have been looking. Their answers empower you just as much as your vagueness weakens them. When asked why you’re relocating, answer with vague reasons, such as downsizing or eliminating stairs. Again, turn the tables by asking them the same question. (“Why are you looking?”) To learn whether you have any time constraints, a buyer might ask how soon you want to move. Tell them you’re flexible (even if the truth is that you would really like to — or have to — move immediately). Next, it’s your turn to ask them questions. Directing the question back to the buyer maintains your control of information. The price you paid for your house doesn’t have any bearing on the current market value, so if the question comes up, simply smile and tell them you won it on a bet! Facing questions on the pricing of your home shouldn’t be difficult if you have put serious effort into determining your asking price. If you based it on professional market value estimates, tell buyers that. Don’t forget to point out recent sales of comparable homes and the improvements you’vemade. Competitive offers fromother interested buyers are a constant concern for a home shopper. They might ask you about this, and you can always tell them there is definitely interest, but nothing on paper.
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