If the house has been listed several times with a stable price, that’s a sign the homeowners are taking their time and might be waiting for the highest offer. It’s vital to understand that both the buyer and the seller may forget the final goal: to buy and to sell. Sometimes, the parties get carried away in a battle of negotiating. Lock your eyes on the ball, but at the same time, be realistic in your expectations of the situation. The following tactics will help you to stay focused: • Use the “middleman.” Your real estate agent should be your middleman to negotiate with your seller’s representative. Using him as a buffer will save you time and aggravation. He may also provide useful information concerning the sellers and their intentions, which the other party will not disclose to you. • Don't be in a hurry (unless you need to be). Unless there are multiple offers or if the "perfect" home has just hit the market, take the night to think (and maybe pray about it if that is what you do). This is a chance to lower the seller’s counteroffer and keep your positions. In addition, you’ll make the seller wait. This could make the seller believe you’re considering other options. On the other hand, if your agent (a good one) advises you to move quickly, it might be warranted. Sometimes people want to think about it overnight and miss out on a hot property because another buyer moved in on the first day(s) on market while you were thinking about it. • Be curious. Asking questions may reveal valuable information from the seller. It might help to find the reasoning behind the house sale. This could be your 53
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