Page 128 - Selling secrets 5 18 2023

CHAPTER 13

Negotiating Mistakes

Negotiating the sale of your home can be intimidating. This
part of the real estate home sales transaction is among the
most important aspects, as it determines the selling price of
your home. Both buyer and seller are working to get the
best deal and usually only one can “win” This may also be
among the most important professional services that
working with a real estate agent offers.

The two major elements of negotiation are 1) motivation;
and 2) skill. A motivated buyer wants the best deal, and
you, the seller, want the best price. A skilled negotiator is an
expert at working under the pressures of competition, time,
information, and communication.

If you’re not trained or experienced in negotiating
tactics—or if you are not armed with sufficient knowledge
and a winning attitude—you can easily become
overwhelmed and end up making too many concessions on
terms and price. However, by learning how real estate
negotiations work and how to apply appropriate
techniques, you can get the price you want from buyers.
This chapter focuses on how you can avoid the mistakes
sellers frequently make when preparing for and engaging in
negotiations with buyers.

NOT KNOWING AS MUCH AS YOUR BUYERS

One of the most common mistakes sellers make is to
prepare inadequately for negotiating with a buyer. Do your
homework and strongly consider engaging an experienced
real estate professional who understands the intricacies of

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