Consider The Buyer's Emotions When Selling A Home

There is one thing that is guaranteed to sell homes fast - the right price

. Now, any discussion of price has to be considered from the vantage point of both the buyer and the seller. And, as usual, their perspectives are different, possibly very different. But that's the starting point of any sale transaction, and so when you give serious consideration to how you want this conversation to go before you get involved in it with any potential buyer, you are miles ahead in terms of negotiating. Buyers have a tendency to be more emotional about purchasing a home, especially if it's going to be their primary residence. Most buyers are emotional about where they are going to live, more emotional than most sellers realize. So, as sellers, we can use that emotion to sell homes fast if we think ahead and keep our cool in the midst of a conversation about price.

The most important point for a homeowner to keep in mind in a price negotiation is that nothing the buyer offers is actually an insult. It can feel pretty defeating to have a buyer offer half of your asking price, but more often than not that buyer is just testing the waters to see if you'll bite. All you have to do is ignore the bait. Everybody has a different personality and it shows up in this type of negotiation. Some of us are cool and calm,and some of us are excitable and impatient. The personality that generally wins in this situation, in a price negotiation for the sale of a home is the one who is cool and calm. Now, obviously, the seller has all the control. He owns his home and doesn't have to sell it to anyone at all. He could simply keep it himself. But if he's serious about selling it he will understand that he has to let low-ball offers roll off his back and wait to see what happens next. If a buyer is serious then the seller's patience will often repay him with a better offer, followed by a better offer, etc. It might take a while but this is the nature of a real estate negotiation, and it's also the reason most people hire agents because they hate to negotiate!

Strange as it may seem, the way to sell homes fast is to be prepared to deal with low-ball offers and hold your ground. Know what you need and make sure you're prepared to stay on course until you get it. If too much time goes by and your home is not sold, that's when you have to consider your alternatives, which means you may have to adjust your asking price to a lower amount.

by: Leo Kingston

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