AFY Ingrid Rojas - Biz Card Book

immediately. Whether it be 10 seconds or 10 minutes, try to make the buyer or his agent speak first. They may see your silence as disappointment, and choose to revise the offer or offer a concession just to break the silence. Do not let experienced negotiators use this tactic to get you to accept successively lower offers without a counteroffer from you and your agent. However, you don’t want to wait too long to respond, either. When a buyer makes an offer, that means that they are in the mood to buy, right then and there. You should take advantage of that “mood,” since moods change, and you don’t want to miss out on a sale simply because you’re stalling. DO LEARN WHAT MOTIVATES THE BUYER Sometimes buying agents will work to learn why you want to sell your home. Agents know that sellers want to go through closing only once. If the buyer is advised to demand a lower price because of minor defects discovered during a third-party home inspection, they will use this as a negotiating tool. More importantly, an agent for the buyer may advise his client to offer the asking price, knowing that minor flaws exist, only to demand

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