Negotiation
is where many FSBO home sellers really have problems. The wrong
attitude or a slip of the tongue could cost you thousands. Here
are a few pointers to keep you on the right path:
1. Show
interest in selling the house. In an effort to project a sense
of strength many people either take an aggressive "take it or
leave it" attitude, or they appear to be overly relaxed, almost
disinterested. It is better to have an open mind, stay calm,
be helpful.
Carefully
investigate and analyze the facts. Make an intelligent response
to the buyer. Being helpful makes it easier for the buyer to
relax and be more willing to see your point of view.
2. Listen
carefully to what the buyer has to say. Try to learn about the
buyer's needs, wants, desires, fears, frustrations and problems
that need solving. This will give you the information you need
to work with the buyer and close the deal.
3. Don't
let your personal feelings get in the way of accepting a good
offer. Don't get thrown off by the little eccentricities of
people. You may not like the buyer, but that doesn't matter.
A little patience on your part could make you thousands of dollars.
After the sale of the house, you never have to see him again.
Keep emotions and finances separate.
4. Use time
to your advantage. If at all possible, try not to be squeezed
for time. Find out if the buyer has to move in by a certain
deadline. The closer the deadline, the more they will be willing
to pay a little higher for a quick close.
5. Close
using the mortgage payments rather than the price of the house.
You would be surprised how little the monthly mortgage payment
changes when the asking price changes by several thousand dollars.
You can easily work out mortgage http://www.mortgage-rate-canada.com/canadian-mortgage-calculators.html
payments at: lators.html If you can find out income related
information from the buyer, it will be easier to use this technique.
6. Stack
the benefits in your favour. Try to include several factors
that can be negotiated instead of just the price. For example,
you can include blinds, furniture, tools or other items to enrich
your offer. Try to trade-off some of the bonus items instead
of reducing the price.
7. Create
a win-win situation. If the buyer feels like they are getting
the short end of the stick it will be difficult to close the
deal. They have to feel like they are winning. Here's how Roger
Dawson put it in his book, "The Secrets of Power Negotiating":
"When you get the gold out of their teeth, that's not negotiating.
That's stealing. When you get the gold out of their teeth and
they thank you for it, that's negotiating."
If you follow
these points you will certainly be on the right path to selling
your house for a higher price. However, there are many tactics
and strategies you can use or that the buyer will use on you.
A little time spent on preparation can literally save you thousands.
You can
learn more about how to negotiate for a higher price by handling
the offer properly and other powerful strategies at: http://netman-ecommerce-guru.com/home-selling-secrets
Going through
this information will take you a couple of hours, but it is
most profitable time you will ever spend.
About The
Author
Neeraj Varma
For FREE
info on selling your house for a higher price, email: real-estate-info@getresponse.com
or go to: http://www.mortgage-rate-canada.com
neerajvarma@yahoo.com
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