WHEN FACING A STRATEGIC BUYER
Buyers today conduct extensive research and often know how long your home has been listed. If you’ve already relocated to a new residence, they may assume you’re eager or pressured to sell and use that perception to negotiate a lower price, as mentioned earlier. Conversely, if they believe you have multiple offers, they may act quickly and offer better terms. The buyer may also mention other properties they’re considering to pressure you into accepting their offer swiftly. They may also delay responses to build tension or feign disinterest to test your willingness to negotiate. Your ability to read these signals is essential in responding effectively. Staying calm, asking the right questions, reading between the lines, and knowing when to stand firm or compromise are key skills to keep control during negotiations.
LEVERAGE TIME T GE TIME TO STRENGTHEN YOUR NEGOTIATION
In real estate, time pressure often arises when sellers face relocation, carrying costs, or changing market conditions. Managing your own time constraints and recognizing the other party’s deadlines can provide a negotiation advantage. Buyers will exploit time-sensitive situations to push prices down. For example, if a seller is in foreclosure or facing mortgage defaults, a buyer may make low offers and delay communications to heighten the seller’s urgency. Sellers who are behind on payments, recently retired, or dependent on another home sale are vulnerable to these tactics. Buyers will often ask questions to identify such pressure points, and eagerness to please can be mistaken for desperation.
Buyers also use timing strategically. The longer a house stays
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