Buyers are looking to score a bargain. Our job is to provide services to our sellers that improve the competitive position of their homes, and then to assist them in countering low offers and buyer resistance to fair pricing.
Part of this process begins with the CMAs we do and the price at which we suggest that you list your home. We’re on your side, and our job is to get a combination of the best price and contingencies resolutions for your home.
Many sellers are intimidated when there are distressed properties for sale in the area or foreclosures putting downward pressure on prices, but those distressed properties are usually in poor condition. In many cases, they will not even qualify for a mortgage without extensive modifications and repairs, and that’s not going to be possible for most buyers.
So, the first thing to remember is that you’re selling a “ready to move in” property, and this commands a higher price. The more “ready to move in” it appears to the buyer, the better the price you’re going to get. So, we’ll make some suggestions as to landscaping, outdoor and indoor improvements, and possibly moving, adding to or taking away from furnishings in the home to make it seem more spacious.
Consider the possibility of post-inspection repair requirements by the buyer(s). The time to think about this is from the first offer because you don’t want to negotiate a purchase price that leaves you little or no room for possible repairs or condition corrections. This single item is the cause for most deal failures after a successful initial price negotiation.
Some negotiations are short, while others can involve multiple counter offers with terms and conditions related not only to price, but also related to closing costs, items included in the sale, partial owner financing and more. Our job is to work with our sellers to tailor the negotiation to those requirements to get the best deal for them.