Become a GREAT NEGOTIATOR selling your property.
- Alexandre Strumeyer
- May 24, 2023
- 4 min read
Do you want to get MORE MONEY from the SALE of your house?
It took a lot of effort to buy your home, and you don’t want to give it away. Become a GREAT NEGOTIATOR and get the best price for your home.
By following these tips, you’ll know how to respond to an offer without giving the buyer a discount.
Prepare your home for sale.
Make sure your home is in good condition and looks appealing to potential buyers. Consider making cosmetic improvements, such as painting walls, repairing visible damage, deep cleaning, and tending to the garden. Depersonalize the space and make it as neutral and attractive as possible.
Know the competition.
You need to know more about the market than any buyer. Review listings in your area, research other neighborhoods that might also appeal to potential buyers of your home, and ask your neighbors about recent sales.
Value your home.
This is the most crucial step. You won’t be able to negotiate confidently and fearlessly if you don’t know what price you’re defending. Compare your home with others. Create a list of features and fill it out for each property competing with yours. From this comparison, you’ll arrive at an average price that you may need to adjust if there’s a lot of competition. The price must be competitive to make your home the best option for buyers when compared to others on the market.
Let Go of Your Emotions.
You have many memories tied to the years you’ve spent in your home.If you let your emotions rule your decisions, you’re likely to make some of these mistakes: talking too much to the buyer and sharing information they can use to lower the price, assigning value to features that most buyers don’t care about, or failing to focus on what the buyer says or expresses through their behavior.
Prepare to Talk About Your Home.
Ask yourself which features of your home stand out.Practice describing your home with highly positive language.Focus your description on the benefits the future owner will enjoy.Emotions influence decisions. Use words and imagery that evoke the emotions leading to a purchase decision.Don’t forget to mention local amenities, such as transportation, schools, and shopping options.
List at the Valued Price.
Posting your listing at the valuation price offers many advantages and simplifies achieving the best price.A fair price attracts serious buyers.Buyers visit not just to look but to see the home they want to purchase.From the start, their attitude during the visit is positive, and they often address their own objections, seeking solutions themselves.
Pay Attention to the Client During the Visit.
Plan a tour of your home that begins and ends with its best features.Pay close attention to the client’s reactions—what they examine closely, where they linger, what they say, and their body language.This is the perfect opportunity to ask questions and listen carefully to uncover the buyer’s motivations and preferences.
Respond to Objections Positively.
Stay optimistic. Each objection is an opportunity to provide a solution and move closer to closing the sale.
Defects? The price already reflects them.
Something outdated or worn? It’s a chance for the buyer to replace it with something they love. Ask what they would prefer—what color or material?
Stand Firm During Negotiations.
You’ll feel confident negotiating because you’ve done a proper valuation and know your home’s worth. You’re prepared to sell at the listed price.The buyer, on the other hand, fears losing the home. They like it, and the price is fair compared to other options they’ve considered.If the buyer makes an offer, calmly reject it. The first offer is always declined. Since your price is fair, you likely have other potential buyers waiting.
Don’t Pay Too Much Attention to the Buyer’s Arguments.
The buyer will present many arguments to lower the price.Listen without showing any sign of agreement. It’s better not to respond, as this avoids giving weight to their reasoning.Take back control of the conversation by steering it toward what you’ve noticed interests the buyer.From everything the buyer says, disregard anything you cannot verify.
Respond Firmly to Price Offers.
When facing buyer indecision or prolonged negotiations, ask closed-ended questions (answerable only with “yes” or “no”) to move toward closing the sale:
Do you like the house?
Do you want to own this home?
Do you have the money to pay for it?
Emphasize: This house offers more than it’s worth. So buy it, or you’re going to miss out.Leave pauses in the conversation to compel the buyer to respond.Stay firm on your price until the buyer tires of attempting lower offers.
What if it has not been sold?
With a proper valuation, homes always sell at the listed price. However, mistakes can happen, and the estimated price may be too high.
If that’s the case:
Update your market analysis to account for new listings and observed price changes.
Consider feedback from previous visitors.
Avoid modifying the existing listing. Instead, delete it and post a new one with the updated price and, if possible, new photos.
Don’t forget to contact previous viewers to inform them of the new price.
Need Help Negotiating?
Following these tips you have become a great negociator selling your property but if you’re uncomfortable handling tough buyers or need a trusted agent to negotiate on your behalf and secure the best price for your home,CALL ME NOW!
+34 622 22 70 78, Tel y Whatsapp.
Alexandre Strumeyer
Rel estate agent, EMBASSY Costa del Sol , Marbella
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