had expected the car to go for around $7,000. By making the first move, Paul paid $500 more than he needed to! As bad as it is to share your number first, not making a counteroffer is just as big an error. You very well might be able to get more than the buyer’s initial offer, even if it sounds like a good one! Be sure not to let the buyer’s eagerness pressure you into saying yes immediately. And, by the way, everything in the process is about negotiating. This includes not only the final selling price but also the agent’s commission, furniture or other items you leave for the new owners, and more. The last mistake, and possibly the biggest, is lacking in confidence. Confidence comes from knowledge and experience, and if the other side gets even a whiff of hesitation, they’ll pounce. An established real estate agent like myself can help immensely. I know the ins and outs of everything involved with buying and selling, including how best to negotiate on your behalf. I’ll guide you through all the parts you’re not sure about and handle all the direct negotiations, which helps take some of the stress off your shoulders. That said, it’s important for you to know my negotiation process and to learn about it for yourself as well, so here’s a quick summary of all the mistakes to avoid that I’ve gone over in this chapter:
• hiring a real estate agent for the wrong reasons • meeting in the middle • not finding out why the buyer wants to buy • forgetting to take the buyer’s perspective • telling your life story • expecting the process to go smoothly • letting your emotions take over
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