December, they mean business—but you’d better be priced right.
The Price Isn’t Everything—Try a Sweetener
If you’re not getting bites, don’t panic. Sometimes buyers just need a little psychological nudge: • Offer an appliance allowance. (“Don’t like the fridge? Buy your dream one on me!”) • Toss in a home warranty. It’s a few hundred bucks, but it makes buyers feel warm, fuzzy, and safe. • Cover closing costs—then add that amount to your price (like we discussed in Chapter 12, aka The Jedi Mind Trick Method). Real-Life Example: A Pricing Victory Let’s say you were going to list your home at $250,000, and someone offers $240,000 but asks you to cover $7,500 in closing costs. If you say yes, you’re really getting $232,500 $232,500. BUT—if you counter with $250,000 and agree to pay the closing costs within that number? You’re still getting $242,500. That’s $10,000 more with a single line of counteroffer magic. Points to Remember: • Don’t guesstimate. Get help from pros who know the market. • Underpricing and overpricing can both hurt your wallet (and your pride). • Skip the junk comps—use good, clean data. • Know your market: Is it a buyer’s bonanza or a seller’s dream? • Use perks and allowances strategically to sweeten the deal.
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