Page 137 - Selling secrets 5 18 2023

the difference and counter offer $175. By keeping the
splitting point in the seller’s favor by counter offering $220,
the mid-point is now $200. The buyer may take the offer or
agree to $205, which is slightly more than what the seller
planned to ask for. Maximize your negotiating by
counter offering in small increments. Avoid following
human nature by “meeting in the middle.”

DON’T ACCEPT LOW BALL OFFERS

Home buyers look for deals. Think how quickly you would
jump at a home selling below market value and in perfect
condition that meets your every need. That situation rarely
happens, but that doesn’t mean buyers won’t make low-ball
offers. If they see your house as the perfect home, they may
switch their priority to getting a lower-than-market-value
price in negotiations. If buyers truly like your home better
than any other, then why would they pay less for it? Keep
focused and negotiate accordingly.

DO BE QUIET AND LISTEN

Whether you are approached by the buyer or the buyer’s
agent, remaining quiet is one of the best ways to negotiate
the sale. Developing a feel-good, overly friendly relationship
with either can interfere with your focused efforts to sell your
home quickly and for a fair price.

Buyers uncomfortable with your quietness may want
to break the silence by giving information that would
be crucial to know. Again, the more knowledgeable
you are about the buyer—rather than the other way
around—the better positioned you will be in negotiations.

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