Page 130 - Selling secrets 5 18 2023

NOT BEING CLEAR ABOUT YOUR GOALS

What are the main objectives you want or need to
accomplish with the sale of your home? Are you downsizing
for retirement? Dealing with a divorce settlement? Moving
out of the area for a job opportunity? Is it more important
to make money or to close on a deal quickly? A thorough
understanding of your goals will help you focus on what’s
important in a real estate negotiation. You’ll have a better
idea of which terms to seek, which concessions you’re
willing to accept, which information to share with the buyer
or buyer’s agent, and which information to keep “close to
the vest?”

Are you a motivated seller? Are you susceptible to pressures
that would make you consider a low-ball offer? Or do you
have a plan to stay on course to reach your broader financial
goals? Consider the factors that might motivate you to make
uncomfortable concessions:

« Time on the market
« Relocation
« Pressures of maintenance and upkeep
« Emotional and mental stress

No matter how deeply any of these factors might affect you,
it’s important not to let them outwardly affect negotiations.
Savvy buyers will probe your defenses. Cultivate a
confident, engaging attitude when negotiating with a buyer,
but be on your guard against giving away too much
information that could be used to undermine your goals.

NOT SETTING A PRICE BASED ON RESEARCH

Earlier in this book, we explored the necessity of setting a

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