Are you ready to sell your home? Are you ready to negotiate with buyers and agents? Don’t worry, amigo. I‘m here to help. As a 20-year broker with thousands of deals in the rearview mirror, I have just about seen it all. Great–now I’ve jinxed myself and will probably see something new today. But…I digress.
From the serious buyers to the tire kickers, from solo buyers to those with agents in their corner–effective strategies don’t really change. Today I’d like to give you a few of my favorite hacks for negotiating your next home sale. Here they are in no particular order.
Don’t Take it Personally
When selling your home, getting all testy during the negotiations is not helpful to reaching your goals. Remember, it’s just business. You may run into buyers who criticize your home or make lowball offers but don’t let it get to you. Stay professional, and keep a level head. If you let your emotions get the best of you, it will jeopardize the deal because emotions are expensive.
Price Isn’t Everything
Setting a reasonable price for your home is essential, but it’s not the only thing that matters in a negotiation. There are other factors to consider, such as seller concessions, tax prorations, title fees, the strength of financing, and the attitude of the buyer or their agent. A rotten attitude during the offer is a red flag, and it’s unlikely to improve down the line.
Be Flexible
Be open to compromise on one or two things if that’s what it takes to close the deal. If the buyer wants to close quicker than you or they want you to throw in some appliances or furniture, be willing to discuss it at least. Sometimes these non-monetary issues can make the difference for the buyer, and they are usually more valuable to the buyer than their actual cost to you. That’s a win/win where I come from.
Be Prepared to Walk Away
Sometimes, negotiations don’t go as planned, and you may have to walk away. Don’t let your emotions cloud your judgment. If the potential buyer is being an ass or the deal isn’t right for you, be prepared to walk away. It’s a great negotiating strategy as long as it’s not a bluff. Just remember, there are always more buyers out there, and if it’s not a good deal for everyone, then it’s not a good deal. Next…
Keep Your Sense of Humor
Negotiating a home sale can be stressful, but it doesn’t have to be. Keep a sense of humor and a list of hilarious dad jokes, and try to find the lighter side of the situation. If you can laugh at yourself (and the buyer), it can make it more tolerable. Plus, having a good sense of humor will probably help you live longer–at least, that’s what I tell myself.
By following these tips, you can negotiate a better deal on your next home sale. Remember to stay professional, don’t rush your decision, be flexible, and keep that sense of humor. And if your first attempt doesn’t go to plan, there are always other buyers out there who will fall in love with your home.
If you want my entire secret playbook on how to sell your house, check out my latest book, “You Can Sell It: How to Advertise, Negotiate, and Close Your Home in Today’s Real Estate Market.” You can find it at YCSIBook.com, available in paperback, Kindle, and Audible/iTunes.
It’s a comprehensive guide for anyone selling their home. As a bonus, you will also get over 50 pages of forms, checklists, templates, and scripts to help you crush it. Thanks for hanging out with me.
As always, I’d love to hear from you. Was this helpful? Do you have other questions? Do you want some great jokes to tell at the next neighborhood barbecue?
Hit me up HERE with your thoughts and comments. I read and respond to every email…eventually.
Take care,
Glen
Broker/Realtor
Ohio Property Group, LLC
Author: “You Can Sell It”
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