DON'T: BREAK UNDER AWKWARD SILENCE When they throw an offer your way, zip it. Wait. Let the awkward hang in the air. They’ll often flinch first and throw in something extra. Don’t jump to speak. You’re not hosting a talk show. DO: FIGURE OUT WHAT MAKES THEM TI T MAKES THEM TICK Know the buyer’s motivation. Fast move-in? Tight budget? Playing hardball with a price only to ask for repairs later? Don’t get played. Your agent should recommend a pre-listing inspection to cut off sneaky renegotiation tactics. DON'T: OVER-SHARE YOUR LIFE S UR LIFE STORY You’re not on a first date. Don’t tell them why you’re moving, how fast you need to close, or how many offers you have. Every piece of info you give away is ammo for their negotiation. DO: GO FOR THE LAST WORD Make them earn every concession. For every “can you throw this in?” or “can we push closing?”—you ask for something in return. Train them to realize: no freebies. DON'T: DROWN IN CONCESSIONS The more you give, the more they’ll take. Push back on anything that’s not essential. If you’re countering, take your time and stay strategic. Rushing makes you look desperate. DO: KEEP IT BUSINESS Even if you love your home, this is a numbers game. Buyers will annoy you, flatter you, or pretend to be your best friend. Smile. Nod. Stay laser-focused on your goal: the best price, on your terms. DON'T: LET EGO RUIN THE DEAL Buyers will critique your backsplash, your layout, your paint
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