AFY Gina Newell - Biz-Card V1 - 2961

Don’t avoid questions or be unfriendly or uninterested. This is supposed to be a professional transaction between parties. When the buyer asks certain questions, he is looking for direct answers and your reactions. Stay professionally reserved and avoid showing anxiousness to sell. A simple but effective technique in answering questions without giving out too much information is to answer with another question. If you are asked how long your house has been on the market, you can say, "not long.” In turn, you can ask the shoppers how long they have been looking. The way each of you answers the respective questions can tip the scales. [Note that Days on the Market (DOM) is readily available on the MLS sheet.] When asked why you are selling, you can answer with vague reasons, such as downsizing or eliminating stairs. The buyer might ask how soon you want to move. Tell them you’re flexible, even if you would really like to move immediately. Then ask them how soon they want to move. Directing the question back to the buyer maintains your control of information. What you paid for your house does not have a bearing on current market value. That information can be obtained from public tax records. Facing questions on the pricing of your home should not be difficult. You can point out recent sales of comparable homes and the improvements you’ve made. If they ask if you've received any offers, you can say there has been interest, but "we're not under contract yet." Keep other parties' information confidential. Buyers may wonder why your home hasn't sold yet. Say you are waiting for the right buyer. Assume you will be asked what your

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