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by David B. Zwiefelhofer
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page 15 of 21 |
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ger house? Perhaps you’re downsizing. Are you trying to avoid foreclosure? Knowing why you want to sell will help determine your lowest acceptable price, which is crucial in negotiation.
Once you know what your lowest net amount is you should figure what price you need to accept to net your target amount. Do this by adding up all of your projected expenses and adding them to your target net. Start thinking about selection of a title company/closing agent to conduct your closing. Call them to determine all associated costs with the closing of your home. They will also direct you to places that sell purchase agreements, addenda to purchase agreements (for counter offers) and other related forms. Next, add all closing-related costs with advertising costs and repair costs to your target net. Now that you have your bottom line price figured out, you need to find out what your house is worth. Read the section on pricing your house appropriately. No matter how good a negotiator you are, you’re not going to get much more than your house is worth and pricing your home too high is only going to drive away potential sales.
The Basics
Always be polite, courteous and pleasant and never argue. Your prospect might seem rude, but remember she/he is probably trying to negotiate a good price through their insensitive remarks about your house. They’re only trying to get the lowest possible cost, so don’t take these comments personally. If you want to get the highest possible return you’ll gently parry their comments.
Don’t appear over-eager. It makes people suspicious and takes away |
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