to sell your home quickly and for a fair price. Buyers uncomfortable with your quietness may want to break the silence by giving information that would be crucial to know. Again, the more you know about the buyer—rather than the other way around—the stronger your position will be during negotiations.
DON'T BE MOVED BY AWKWARD SILENCE AFTER AN OFFER IS MAD FFER IS MADE
When negotiation begins and the buyer makes an offer, don’t respond immediately. Most buyers expect a response within 24 to 48 hours anyway. This timeframe will allow you to review the offer carefully or consult with your agent. If you can, make the buyer or their 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 FREELY GIVE OUT INFORMATION
If you have multiple offers on your home, the listing price is not always the bottom line. Sometimes, what you tell the buyer will make a difference in their offer. For instance, imagine you have two interested buyers. One offers the full asking price but needs several months to finalize financing and complete inspections. The other offers $10,000 less but agrees to close quickly without any financial or inspection contingencies. While the first buyer’s offer is higher, the second buyer’s quicker, more certain timeline may be more appealing—especially if you’re under a time constraint. In that case, the second buyer effectively solves your problem.
DO GET THE LAST CONCESSION
Remaining calm and focused during the counteroffer is key. Each time the buyer returns with a new request, ask for something in
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