CHAPTER 13 Shut Up and Sell: The Brutal Rules of ules of Real Estate Negotiation e Negotiation Selling your house isn’t a group therapy session. It’s a business deal, and the more you treat it like one, the better your bottom line. Emotions, opinions, and bruised egos don’t belong in the negotiation ring.
You’re here to win—not to vent, cry, or overshare. Here’s how.
DO: LET THE BUYER TALK FIRS ALK FIRST Silence is your new best friend. Never spill what you’ll “settle for” before they make an offer. Why? Because they might’ve offered more than you were willing to ask. Let them go first. That’s why it’s called an offer. DON'T: FALL FOR “MEET IN THE MID T IN THE MIDDLE” Splitting the difference is lazy negotiating. Instead of going 50/ 50, push higher on your counter. If they offer $150K and you want $200K, don’t meet at $175K. Try $220K, keep the power, and land closer to your number. Let them think they won. DON'T: TAKE THE B AKE THE BAIT ON LOWBALL OFFERS Buyers fish for deals. Don’t bite. If your home is priced right and they really want it, they’ll come back with a better offer. Know your worth—and hold the line. DO: STAY QUIET. LISTEN HARD. In negotiation, whoever talks less usually wins more. Let buyers squirm in the silence. They might spill critical info—or even sweeten their own offer just to break the tension. 54
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