a handful of properties similar to the one in which you’re interested, you can take the average price and mention this in your offer. Also, research local housing market trends. Find out whether the local market has gone up or down over the last few years. Are people buying more or selling more? Are there houses being built that will soon be on sale? Further, teardowns and new construction would indicate rising local home prices. Be sure to casually yet professionally include the information you’ve learned during the negotiations; this will give the seller and their agent the impression that you know your stuff, putting yourself in a better bargaining position. The more research you’ve done on comparable home sales and property conditions, the more knowledge you have, and the more prepared you will be. Knowledge is power, and you want to hold the power in the negotiations. Hiding the fact that you’ve taken the time to study comps, or not even bothering to do your homework ahead of time, can not only weaken your bargaining position during the negotiation process, but can also cost you in the end, whether that means paying more for the home you want or walking away from a potential sale. Don’t: Leave yourself vulnerable. Nothing shows “vulnerable” or “weak” like someone who is unprepared. If you come emptyhanded and don’t seem to know anything about the market, about comparable home sales, about the property’s condition and history, then you’ll seem like an easy target to the seller and their agent and could be taken advantage of, leaving the ball in the seller’s court. Do: Make your first offer your best offer. Part of making your first offer the best offer involves doing your research on several
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