DO GET THE LAST CONCESSION
Remaining calm and focused during the counteroffers is the key to getting the last concession. By asking the buyer to give something in return every time he/she comes back with another request, he/she will start backing away from making nonessential demands, rather than deal with the same thing coming from you. The less he/she thinks he/she can get, the less he/she will ask for, beyond what he/she really needs. He/she may be afraid you will request a concession that is important to him/her and come to the conclusion that letting you have the last concession will be in his/her own best interests.
DON’T BECOME FLOODED WITH C ED WITH CONCESSIONS
When a buyer submits an offer to you, unless it’s a fantastic one, you should bring counteroffers to the table. Perhaps a different price and/or concessions—such as shorter closing dates, terms, modifications of contingencies, or incentives—will enter the negotiations. When reviewing the offer, be sure to consider items that would be unacceptable to you. A counteroffer is used to, in effect, accept some (or most) of the terms of the buyer’s latest offer, while modifying other items. Since there is no limit to the amount of times counteroffers can be made, make sure the buyer will have to wait for your response. Your eagerness to respond may be interpreted as desperation on your part, which, in turn, may give the buyer more leverage.
DO MAINTAIN A BUSINESSLIKE DEMEANOR
Remind yourself that you want to sell your home for the best price and in the shortest time. Seller/buyer relationships come in all shapes and sizes, but no matter what ensues, selling your home
88
Powered by FlippingBook