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5 Real Estate Negotiation Tactics To Consider

Susan McCallion

Hi! I’m Susan McCallion, Sanibel resident, former non-profit executive, mother of four, and Broker and Principal of McCallion & McCallion Realty...

Hi! I’m Susan McCallion, Sanibel resident, former non-profit executive, mother of four, and Broker and Principal of McCallion & McCallion Realty...

Feb 5 4 minutes read

1. Set a Competitive Yet Realistic Price

The first step in any successful negotiation is setting the right asking price for your home. It's essential to strike a balance between being competitive in the market and reflecting the true value of your property. Your listing agent will need to conduct thorough research on comparable properties in your area, taking into account their size, condition, and amenities. A well-priced home not only attracts more potential buyers but also lays a solid foundation for a successful negotiation.

2. Consider Creative Pricing Strategies

Another strategic pricing approach is to ignite a bidding war among potential buyers by listing your home just below its market value. Why would you do this? Think of it as a calculated play to attract more potential buyers and increase competition. The goal is to receive multiple offers from interested parties who then start trying to outbid one another. This tactic not only drives up the final sale price but also positions you, the seller, in a more advantageous negotiating position, with more than one offer on the table.

Disclaimer: Starting a bidding war does not work in every market, so consult your local real estate expert to see if it could work for you.

3. Be Informed and Transparent

Knowledge is power in real estate negotiations. Stay informed about the current market conditions, recent sales in your neighborhood, and any relevant economic factors. When engaging with potential buyers, be transparent about your reasons for selling and any factors that may influence the negotiation. An open and honest approach builds trust and can facilitate smoother negotiations.

4. Create a Sense of Urgency

Now we're not suggesting you create a FALSE sense of urgency, that would be unethical. However, it is common practice to put a deadline on a counteroffer for example, which naturally adds urgency to the negotiation process. We also suggest disclosing when you have multiple offers, which, in turn, creates a sense of competition. You could also try scheduling limited-time open houses or private invitation viewings for groups like your neighbors. These tactics can subtly signal that time is of the essence for interested buyers. Consult with your Realtor® to make sure your strategy here is legal and ethical. Pressuring a buyer into making a decision usually doesn't end well for anyone.

5. Stay Flexible on Closing and Move-In Dates

Flexibility in terms of closing and move-in dates can be a valuable negotiation tactic. Accommodating the buyer's timeline can make your home more appealing, especially if they have specific requirements or constraints. This flexibility can also position you as a reasonable and cooperative seller, fostering a positive negotiation environment and encouraging flexibility on the buyer’s part as well.

Hire Professional Representation

It goes without saying that having a skilled and experienced real estate agent by your side is perhaps the most crucial negotiation tactic. A seasoned agent understands the intricacies of the market, has honed negotiation skills, and can advocate for your best interests. Their expertise will be invaluable in navigating complex negotiations, handling counteroffers, and ensuring a smooth closing process.

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