PRESSURE MAKES OR BREAKS THE D REAKS THE DEAL When buyers think you’ve got options, they offer stronger. When they think you’re desperate, they slash. It’s perception warfare. Buyers will dig for clues: Why are you moving? How soon do you need to go? How long has it been listed? Every answer tells them how hard to push. Flip the script. If they think you’ve turned down better offers or that other buyers are circling, the pressure’s back on them. MASTERING TIME TACTICS Tick-tock. Time is your friend—or your enemy. If buyers know you're on a clock, they'll slow down negotiations and chip away at your price. Play it cool. Let them wonder. Don’t chase. Don’t rush. The more patient you are, the more power you hold. Time creates urgency—for them, not you. And don’t spill your situation. A foreclosure deadline, a pending purchase, or unpaid taxes? That’s ammo for a buyer. Lock it down. KNOWLEDGE WINS WARS Here’s the deal: the better-informed party dominates. If the buyer knows more than you, you’re toast. So do your homework,
prep your answers, and guard your intel. Pro tip: Answer questions with questions.
Buyer: "Why are you selling?" You: "Just making some changes. What are you looking for in your next home?"
51
Powered by FlippingBook