in a negotiation: 1. Motivation Who wants it more? Who needs the deal to happen today ? If the buyer is motivated—maybe their lease is ending or they’ve fallen in love with your walk-in pantry—you’ve got leverage. If you’re more motivated—say, moving for a job or emotionally done with the selling process—well, you might blink first. Key move: Don’t reveal desperation. Buyers can smell it. And they will absolutely exploit it. 2. Skill (a.k.a. Not Falling Apart Under Pressure) You don’t need Jedi mind tricks. But you do need: • A cool head • A little patience • And a real estate agent who doesn’t treat negotiation like a yard sale Remember, many buyers were trained on HGTV. They think offering $100K under asking is how it’s done. Don’t take it personally—just don’t fold like a lawn chair. True Story (And How to Avoid Becoming It) Meet Joe Seller. Joe puts his house on the market. He’s smart, responsible… and totally unprepared for negotiation. He gets an offer. It’s lower than expected, but hey—he’s tired of showings and kind of just wants to be done. He counteroffers… meekly. The buyer asks for closing costs, new appliances, a new roof inspection, and maybe a unicorn in the backyard. Joe says yes. To everything. He walks away with $15,000 less than he should’ve… but hey, at least it’s sold, right? Wrong. Joe’s buyer brags about the “deal of the year” for months, and Joe cries a little every time he drives past Home Depot. Don’t Be Joe. Be You—with Backup. You don’t have to win every negotiation to come out on top. You just have to know your limits, lean on your agent, and hold your
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