work from home too?” Before you know it, they’re telling you all about their dream lifestyle, their commute, their dog’s Instagram account, and—bingo—you’ve got negotiation ammo.
Mistake #2: Meeting in the Middle
This sounds nice, polite, and adult... and it’s a terrible strategy.
Buyers say $220K, you say $240K, and your gut says, “Let’s split it down the middle.” But guess what? The buyer wins. You just gave up $10,000 without even getting a thank-you card. Instead, take a breath, maybe a sip of something fizzy, and counter with purpose. Give a little, ask for more. Let them do the heavy lifting. The moral: "Middle" is not a magical number—it’s just a starting point for smarter moves.
Mistake #3: Talking Way, Way Too Much
Don’t be the seller who turns the open house into a therapy session. Saying things like: “We just have to sell before June because the bank’s breathing down our necks.” ...is basically a flashing sign that says: “LOWBALL ME, PLEASE.” Even casual oversharing like, “We’re relocating for a job next week and we need to be out fast,” makes buyers smell desperation. Pr o tip: B e vague, friendly, and boring. Try: “We’re just ready for a change,” or “We’re excited about our next chapter!” Leave the dramatic monologues to reality TV. 39
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