CHAPTER 9
Offers & Agreements: Power Negotiation “Negotiation is the art of understanding value — and knowing when to stand firm or lean in.” When your listing begins attracting offers, you’ve reached a pivotal moment. But make no mistake — this is where your real work as a seller begins. Getting an offer is exciting, but managing it wisely is what separates a profitable sale from a regretful one. Successful negotiation isn’t about being pushy; it’s about being prepared, perceptive, and purposeful.Understanding the Buyer’s Mindset Buyers come to the table with a mix of hope, fear, and strategy. Some are emotionally invested, envisioning their family’s future in your home. Others are pragmatic investors looking at the numbers. Your role is to read between the lines — to interpret motivation, confidence, and flexibility. Emotional Buyers make decisions with their hearts first. They’re swayed by presentation, urgency, and emotional connection. Analytical Buyers rely on data and comparable sales. They’ll test your logic, not your patience. Opportunistic Buyers want a deal and test boundaries with low offers.Recognize which type you’re facing, and tailor your tone, timing, and terms accordingly.Crafting a Winning Counteroffer
31
Powered by FlippingBook