designed to extract this kind of information. A skilled listing agent knows how to respond in ways that protect your position—without giving away too much. Some buyers will even stall communication in hopes of wearing you down. Let your agent handle the waiting game. By staying patient and confident, you show strength—while the buyer risks losing out.
KNOWLEDGE IS POWER - BUT SO IS CONTROL
The more information a buyer has about your situation, the more negotiating leverage they gain. Your job isn’t to share that information—it’s to manage it. You don't have to answer every question directly, and in most cases, you won’t be the one answering—your agent will. That’s why it’s crucial to align with your agent on what can be shared, and what shouldn’t be. For example: • When asked why you’re selling, your agent can say it’s a lifestyle decision, not a financial one. • When asked how soon you want to move, the answer should be: “The seller is flexible.” • If asked about how long the home has been on the market, your agent may answer generally: “It’s within the average range for homes in this price bracket.” These types of controlled, non-specific responses protect your negotiating power.
DEFLECTING THE TOUGH QUESTIONS
Buyers (and their agents) may ask: • “What’s the lowest the seller will take?” 70
Powered by FlippingBook