or o ff er a concession just to break the silence. Do not let experienced negotiators use this tactic to get you to accept successively lower o ff ers without a countero ff er from you and your agent. 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 to escrow 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 o ff er the asking price, knowing that mino r fl aws exist, only to demand reductions bringing the o ff er down to what the buyer wanted to pay. Knowing that situations like this happen, don’t let the process of selling your home wear you out. Don’t compromise your time and e ff ort to keep things moving in escrow. Your listing agent should suggest a home inspection before you list to avoid trouble when negotiating the sale. DON'T FREELY GIVE OUT YOUR INFORMATION If you have multiple o ff ers on your home, the price is not always the bottom line. Sometimes what you tell the buyer is advantageous to his/her o ff er, rather than your selling position. For example, let’s say you have two interested buyers. One buyer o ff ers full asking price, thinking that you will readily accept, but tells you she needs a few months to close to g et fin ancing fin alized or to get inspections. Th e other buyer casually asks why you are selling, and you o ff er crucial information about a coming transfer that leads the buyer
132
Powered by FlippingBook