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Four Powerful negotiating
tips for home sellers... Negotiation is an important tool of the real estate business.
To be a successful home seller, you should have a basic understanding of negotiation methods, knowing the motivation of the
other party and adapting to their style. You can strengthen your position as a home seller, by following these four
negotiation tips. 1. Get your home into top condition. If your home is on the market with obvious defects such
as paint, repairs, cleanup, carpets and landscaping, you can be certain prospective buyers will either not look at it, or
if they do and they make an offer, it will be low.
Examine your home carefully. If you spot anything that a buyer can
criticize, your negotiating position will be weakened. For example, if your home has peeling paint, you can be sure
buyers will lower their offer by much more than a paint job would actually cost you. To negotiate from a strong position,
always get your house painted inside and out before putting it on the market.
2. Know the market
value of your home. After getting your home
in the best possible condition, improve your negotiating position by determining the true market value of your home.
One way is to hire a professional appraiser to evaluate your home and provide an expert opinion of market value. The
cost will be several hundred dollars for a complete appraisal, depending on the size of your home and the difficulty in appraising
it.
As your Realtor, I can also determine the market value of your home before listing it for sale. I
will prepare a "comparative market analysis", or CMA, which is a report that will show the recent sales prices of
similar nearby homes, as well as the list prices of other homes currently on the market. By comparing the comparables,
we will be able to determine the market value of your home. It is important to realize that some agents may give you
an inflated listing price in an effort to "buy" the listing. This may sound good in the beginning, but will
add many weeks to the sales process and generally does not constitute the higher sales price in the end. 3. Relax and be
patient. Another way of stating this rule is, "The one who cares the least wins". For example, if
you must sell your home quickly, because of a job transfer or to avoid a pending foreclosure, buyers will take advantage of
your vulnerable situation. Give yourself plenty of time by putting your house on the market early. Sellers who
get the top prices for their residences are those who have their homes in excellent condition and who do not have to sell
it by a deadline. They can afford the "I don't care" attitude, so they only have to sell
if they get the price and terms they really want. A good real estate agent will support you when you take this position,
even if it takes a little longer to sell your home. Remember though, that in a slow real estate market, it's always
best to sell your home quickly before prices fall even farther. 4. Make the home buyers feel like they got a good
deal. Your home is in great condition and you have it listed at the right price. Now you get an offer.
To make the buyers feel good about buying your home, negotiate on some minor points, such as the move in date, the amount
of the deposit or the personal property to be included in the sales price. They buyers will feel terrible if you accept
their purchase offer without any negotiation. If the buyer feels good about the transaction, the chances of a successful
on time closing are much greater, than if the buyer feels he is overpaying for the home. Remember these special
strategies and you will enjoy an advantage in dealing with buyers.
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