another request, you gain the upper hand, and the buyer will start backing away from making nonessential demands.
DON'T BECOME FLOODED BY 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. “Everything is negotiable,” states the previously mentioned MoneySense article. “While price is king in most real estate transactions, you can’t discount the other terms. Factors like closing dates, fixtures to include or exclude, and maintenance or repairs to be completed before closing day are all up for negotiation.” 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 number 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 BUSINESS 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 is a legal, documented business transaction.
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