Page 140 - Selling secrets 5 18 2023

DON’T BECOME FLOODED WITH CONCESSIONS

When a buyer submits an offer to you, unless it’s a fantastic
one, you should bring counteroffers to the table. Perhaps a
different price and/or concessions—such as shorter closing
dates, terms, modifications of contingencies, or
incentives—will enter the negotiations. When reviewing the
offer, be sure to consider items that would be unacceptable
to you. A counteroffer is used to, in effect, accept some (or
most) of the terms of the buyer’s latest offer, while
modifying other items. Since there is no limit to the number
of times counteroffers can be made, make sure the buyer
will have to wait for your response. Your eagerness to
respond may be interpreted as desperation on your part,
which, in turn, may give the buyer more leverage.

DO MAINTAIN A BUSINESS DEMEANOR

Remind yourself that you want to sell your home for the
best price and in the shortest time. Seller/buyer
relationships come in all shapes and sizes, but no matter
what ensues, selling your home is a legal, documented,
court-recorded, i’s-dotted-and-t’s-crossed business
transaction. People do not get emotionally involved when
buying a bag of oranges, but home selling does have a way
of sneaking into one’s emotions and triggering negative
responses. If the buyer has an inflated ego and acts like a
know-it-all, you need to make sure it does not affect you.

On the flip side, if the buyer comes off as the sweetest,
kindest, but somewhat financially troubled person you’ve
ever met, do not let that dissuade you from your goal of
getting a fair deal. Stay on your toes, even if the sale is going
along quickly and painlessly. Sometimes it’s an indication
that the buyers might back out of the deal. There needs to
be a certain amount of discussion by both parties to keep
the buyer from jumping ship or, on your part, feeling seller’s

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