condition for months on end can physically wear someone down. For some sellers, finding the right buyer can be mentally and emotionally straining. Knowledgeable buyers will push to the limit to get the price they want. WHEN THE COMPETITIVE PRESSURE IS ON When facing an informed buyer, remember that the party with the most options will win the negotiation. The buyer may have researched your home’s history on the market. If you have relocated, he or she may assume that you’re desperate to sell and will take offer. On the flip side, if the buyer thought you had three other buyers waving higher offers, he or she would have to raise his price or walk away. Sharpen your senses to know when a buyer does not have other property options. Perceptions have a profound influence in negotiations. If an interested buyer believes you have rejected offers that were higher, you have the upper hand. On that flip side, the buyer may inform you of interest in other homes, pressuring you to accept the offer. The key to being a power negotiator is to stay calm and focused during the process to avoid costly mistakes. Knowing your buyer’s motivation without exposing yours will give you the edge. This is why most agents do not like the seller home during the showing because the buyer may pose a question at the buyer which could give away the upper hand in negotiations. LET TIME BE ON YOUR SIDE Time pressure is inescapable in the world of sales. It is evident during antique auctions, construction job bids, and car sales. Arnon Katz, a London based real-estate investor, has been looking to unload an apartment located on Central's Park South, in New York City since 2018. According to the Wall Street Journal, Arnon Katz new tactic post coronavirus-induced slow market is to list the home worth $40,000,000 on the auction
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