AFY Gina Newell - Biz-Card V1 - 2961

Homebuyers look for deals. Think how quickly you would jump at a home selling below market value and in perfect condition that meets your every need. That situation rarely happens, but that doesn’t mean some buyers won’t make low-ball offers. If buyers truly like your home better than any other, they are willing to pay for it. Keep focused and negotiate accordingly.

DO BE QUIET AND LISTEN

Whether you are approached by the buyer or the buyer’s agent, remaining quiet is one of the best ways to negotiate the sale. Developing a feel-good, overly friendly relationship with either can interfere with your focused efforts to sell your home quickly and for a fair price. Buyers uncomfortable with your quietness may want to break the silence by giving information that would be crucial to know. Again, the more knowledgeable you are about the buyer — rather than the other way around — the better poised you will be in negotiations.

DON'T BE MOVED BY AWKWARD SILENCE

When you are negotiating and the buyer makes an offer, don’t feel compelled to respond immediately. Whether it be 10 seconds or 10 minutes, make the buyer or his agent speak first. They may see your silence as disappointment, and choose to revise the offer or offer a concession just to break the silence. Do not let experienced negotiators use this tactic to get you to accept successively lower offers without a counteroffer from you and your agent.

DO LEARN WHAT MOTIVATES THE BUYER

Agents know sellers want to go to "under-contract" only once. If the buyer is advised of inspection defects, they can use it as a negotiating tool and request a lower price. Or, a buyer's agent may advise his client to offer the asking price, knowing minor flaws

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