Page 132 - Selling secrets 5 18 2023

NOT BEING PREPARED FOR SUCCESS

Some sellers plan for a worst-case scenario—a housing
market drop, an unreliable buyer, a house that languishes
on the market, a deal that falls through at the last moment.
But are you ready if things go right? Do you have a place to go
if your house sells right away? Are you approved by a lender
for your next home? Are you prepared for what inspectors
will find?

NOT KEEPING EMOTIONS IN CHECK

Selling your home is a multifaceted process. The key to a
finding the right buyer can be mentally and emotionally
exhausting. Knowledgeable buyers can and often do push
you to the limit to get the price they want, especially if they
sense that you’re “desperate.”

WHEN THE COMPETITIVE PRESSURE IS ON

When facing an informed buyer, remember that the party
with the most options will win the negotiation. The buyer
may have researched your home’s history on the market. If
you have relocated, he may assume you’re desperate to sell
and willing to take his offer. If he’s been told that you’re in
the middle of a divorce, he may try to leverage that fact by
playing your emotions to get the deal he wants.

On the flip side, if he thought you had three other buyers
waving higher offers, he would have to raise his offer or
walk away. Always remember that it takes two to make a
deal, and always trust your gut. Sharpen your senses to
know when a buyer doesn’t have other property options.

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