CHAPTER 17 The Dos and Don’ts of Negotiating Simply put, selling your home is a business transaction. Although it is a multi-tiered process, it is still a buyer negotiating to purchase a seller’s home, for an agreed-upon price. You, as a seller, must keep this in mind. Opinions, emotions, and egos — on your part or the buyer’s part — could derail your efforts, so don’t be the transgressor. The more you know about negotiating, the better off you will be in getting the price you want for your home. DON’T “MEET IN THE MIDDLE” This might sound like a good compromise for both parties, but the truth is, it often doesn’t work in the Seller’s favor especially if you have priced your home at market value. DO NEGOTIATE WITH DATA You need an agent who will negotiate based on real data and not perceived worth. As a seller, using the CMA to negotiate a price is a sound practice. A CMA is not an opinion or an emotionally based guess. The figure is based upon fact. Your price must be justifiable, and your agent should be competent in performing the CMA. Buyers’ agents will attempt to sway the seller’s agent if the seller’s agent is not knowledgeable enough.
81
Powered by FlippingBook