CHAPTER 10 The Art of the Deal (and the Dumb Things That Can Wreck It) How Not to Blow the Sale with One Weird Flex or Overshare Selling a home isn’t just about fluffing pillows and lighting candles that smell like "vanilla beach breeze." At some point, you’ve got to negotiate—which is when things can get weird, emotional, or downright cringey if you’re not careful. So let’s go through some of the most common negotiation mistakes, so you don’t end up giving your house away for the price of a used minivan.
Mistake #1: Not Knowing What Makes the Buyer Tick
Price is nice, but people don’t just buy homes—they buy vibes. Maybe it’s your walk-in pantry. Maybe it’s the treehouse out back. Maybe it’s the fact that your home is exactly 4 minutes from their favorite smoothie place. Buyers have reasons, and if you can figure out what those reasons are, you’re sitting on leverage gold. Su btle ways to dig for clues: • “You’re going to love this backyard for barbecues! What’s your current yard like?” • “Oh, you're moving from Chicago? Bet you’ll love having winter without the snow.” • “That home office setup gets a lot of compliments. Do you
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