CHAPTER 12 Be a Power Negotiat er Negotiator
Negotiating the sale of your home does not have to be intimidating. With a clear understanding of how real estate negotiations work, you can secure the price and terms that you want. Preparation is essential—educate yourself on market conditions, buyer motivations, and effective communication techniques such as active listening, asking open-ended questions, using strategic silence, and knowing when to apply pressure.
KNOW MORE THAN YOUR BUYERS
Effective negotiation depends on possessing a more comprehensive understanding than the buyers. To gain an advantage, you need to fully understand the local market, recent home sales, current listings, and pricing trends. It’s also important to know the neighborhood’s strengths and weaknesses, such as school ratings, nearby amenities, and any planned developments that buyers could potentially care about. Observe the fluctuations in demand across different seasons. Spring and early summer typically bring the highest level of buyer activity, as families look to move before the new school year and homes benefit from better curb appeal and weather. During this time, increased competition can lead to stronger offers. In contrast, late summer and fall generally see slower market activity. Buyers are often motivated to close quickly during this time due to school-year deadlines or the desire to settle in before the holidays. Winter tends to be the quietest season, but those searching during this period are often serious buyers with urgent 71
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