Selling a home can be draining—mentally, physically, and emotionally. These stressors can weaken your negotiating position if not managed properly. Buyers (and their agents) are trained to spot desperation and use it to negotiate the price down. To stay in control, keep your emotions in check and trust your agent to serve as a buffer between you and the buyer’s camp.
WHEN THE COMPETITION HEATS UP
Buyers may come into negotiations with detailed research on your property’s time on the market, pricing history, or relocation circumstances. If they sense urgency on your part, they’ll push harder for a deal in their favor. However, the opposite is also true. If the buyer believes your home is attracting multiple offers, they’ll be more inclined to offer strong terms or risk losing out. That’s why managing perceptions is so critical. Your agent should control the narrative—emphasizing interest, downplaying urgency, and keeping negotiation details close to the chest.
LET TIME WORK FOR YOU
Time pressure is a powerful force in sales—and real estate is no exception. Buyers are often advised that sellers under pressure will offer the best deals. That’s why they seek out signs of distress: • A pending foreclosure • A recent job relocation • A home already under contract elsewhere • Any indication of financial or emotional urgency Your agent will likely field questions from the buyer’s agent
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