return. For example, if a buyer asks the seller to cover $5,000 in closing costs, the seller might respond, “I’m open to contributing toward closing costs, but in return, I’d like to shorten the closing timeline by two weeks.” This keeps the negotiation balanced and shows the buyer that every concession comes with a condition, reinforcing that negotiations are a two-way process. As a result, buyers are more likely to pull back on nonessential demands, recognizing that each request carries a cost.
DON’T BECOME FLOODED WITH C ED WITH CONCESSIONS
When a buyer submits an offer, unless it’s an exceptional one, make a counteroffer. Ask for a price adjustment and/or concessions—such as a shorter closing timeline, revised terms, modified contingencies, or added incentives. When reviewing a buyer’s offer, carefully identify any terms that are unacceptable to you. A counteroffer should let you hold firm on the parts you’re comfortable with and change the parts that can use improvements. Since there's no limit to the amount of times counteroffers can be made, make sure the buyer waits for your response. Your eagerness to respond may be interpreted as desperation, which, in turn, may give the buyer more leverage.
MAINTAIN A BUSINESS DEMEANOR
Home selling has a way of sneaking into one’s emotions and triggering negative responses. If the buyer has an inflated ego and acts like a know-it-all, you need to make sure it does not affect you. On the flip side, if the buyer comes off as the sweetest, kindest—but somewhat financially troubled—person you’ve ever met, do not let that dissuade you from your goal of getting a fair deal.
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