CHAPTER 13 Bargaining Chips Leveraging Assets for a Better Deal
When selling your home, negotiation is where the game is won or lost. Understanding how to use what you have to sweeten the deal can be the difference between a sale and a stale listing. This chapter discusses how to use personal property and other incentives as bargaining chips to entice buyers and secure a higher sale price, especially in a buyer’s market.
Utilizing Personal Property as Leverage
Certain items in your home may hold significant appeal to potential buyers. Offering to include these can make your home more attractive and can sometimes justify a higher asking price or close a deal when negotiations are tight. Here are items you might consider: • Major Appliances: Including a washer, dryer, wine cooler, or ice maker. • Window Treatments: Draperies, curtains, blinds, and shutters can be a decorative and functional bonus. • Custom-Built Furniture: Items like bookcases or shelves tailored to specific spaces in the home. • Outdoor Amenities: Barbecues, fire pits, patio furniture, and garden sheds can enhance outdoor living spaces. • Maintenance Equipment: A lawnmower or power washer can be a practical incentive. • Recreational Equipment: Items like pool tables or hot tubs can add substantial value to the recreational appeal 49
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