Agents negotiate from a different vantage point. Unlike most buyers and sellers, they can distance themselves from the emotional side of the transaction. Agents are more proficient in negotiating because conducting negotiations is a regular part of their professional work and because they are skilled by frequent practice. Good agents are not simply go-between messengers delivering buyers’ offers to sellers and carrying counteroffers back and forth. They are professionals who are trained to advise their clients on options and consequences and then present their clients’ case in the best light and agree to hold client information confidential from competing interests. The real estate agent can be a buffer between seller and buyer, keeping the transaction professional and “at arm’s length.” This is important in the negotiationsphase when emotions are liable to be at their highest. The real estate agent can filter phone calls that lead to nowhere from bargain hunters and real estate shoppers. The agent will take showing requests, host an Open House, market your property, and follow up with interested parties, encouraging serious buyers to write an offer. Handling real estate transaction paperwork is daunting. Today’s purchase agreements run 11 pages. That does not include the federal- and state-mandated disclosures nor disclosures dictated by local customs. Most real estate files average thicknesses from one to three inches of paper. A mistake or omission could land you in court or cost you down the road. Speaking of down the road, even a smooth closing without complications can come back to haunt you. If a mechanical system breaks down a couple of months after closing, you will get a phone call. I suggest purchasing a Home Warranty for both parties' peace of mind.
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