Negotiate a Win-Win Transaction

Your best strategy when negotiating is to achieve a win-win scenario. If the terms of the transaction lean too far to one side or the other, resentment builds quickly and your transaction will fail before reaching the closing.

Discover Buyer's Purchasing Experience

• First-time - Usually scared and unsure, will rely on you to lead the negotiating
• Move-up - Frequently contingent on their house selling
• Out-of-area - Need to decide and negotiate fast
• Investor/Shark - Goal is to steal your equity, want to use their own lopsided contract

Don't Tip your Hand

• Don't explain the reason you're selling
• Don't tell them when you need to move
• Don't give them the lowest price you'll accept
• Don't volunteer "extras" you're willing to throw in

Save the Commission

Probably the main reason you chose to go through this challenging process without professional help was to save the commission. Conversely, that is the same reason buyers are attracted to unrepresented sellers. You've spent a lot of money and time to get to this point, so don't give the commission away now.

Showing Tips

• Create a buying moood.
• Turn on all lights.
• Open curtains and blinds.
• Turn off the TV.
• Play soft background music.
• Remove kids and pets.
• Don't "sell" the home, but rather let the buyer explore and discover while you point out benefits they overlook.