Page 116 - Selling secrets 5 18 2023

easily and maybe even get involved in a bidding war. It feels
like you’re standing over a pond packed with a hungry fish.
The first offer—even if it’s close to your asking price—just
doesn’t seem great and you naturally assume there must be
bigger, juicier fish to be had. So, you throw the not-so-
small-after-all fish back in. Big mistake. That little guy is
often the “catch of the day”

It’s appropriate, even important, to be friendly, but don’t let
the personal nature of someone being in your home allow
you to get into too many long discussions with the buyers.
Personality conflicts and even well-intended comments
often cloud judgments.

Watch what you say in discussing items related to the house
and neighborhood. Remember, this could be their new
home. You’re no doubt excited about moving. But buyers
will start second-guessing. A casual statement about the
house “really being too small for a growing family,’ or “the
schools are going through some changes” might be enough
innocent chatter to squash their interest.

UNDERESTIMATING CLOSING COSTS

Many sellers only consider the money they are selling their
home for. They don’t appropriately calculate all the costs
associated with the sale and overlook the following items:

« Real estate commission
« Advertising costs
« Attorney or closing agent fees
« Excise/gains tax (if applicable)
« Prorated costs for things such as property taxes,
home owner association fees, and utilities

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