Negotiating Strategies When Selling Your Home

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Due to historically low interest rates and a thriving seller’s market, homeowners are currently in a profitable position. Properties are selling rapidly, with buyers willing to make concessions to acquire their ideal homes.

While sellers may find negotiations relatively smooth now, they can still implement effective strategies to maximise their earnings. Whether engaging with a traditional or discount real estate agent or discerning the optimal moment to step back, discover essential negotiation techniques and cost-saving methods for the home-selling process.

Decline the Offer

To maintain buyer interest, consider inviting them to present a revised offer. This approach conveys your confidence in the property’s value as listed. Should the buyer choose to resubmit, they might offer a higher amount if genuinely interested, or they could resubmit the same or a lower offer.

By refraining from countering, you remain ethically free from commitment to a specific buyer in a negotiation, allowing room to accept a superior offer should one arise. For the buyer, knowing that a better offer could emerge at any point creates a sense of urgency to swiftly submit a more competitive offer if they are truly interested in the property. This tactic can prove especially beneficial when the property has recently been listed, or an upcoming open house is scheduled.

Don’t Be Aggressive

An essential tip for successful real estate negotiations is to recognise that reality differs from cinematic portrayals. Avoiding an aggressive negotiation stance is advisable, as it often proves ineffective; individuals may walk away from their dream property rather than appease someone they do not favour.

Negotiations should not resemble a conflict. Sellers adopting a confrontational approach risk alienating potential buyers. Buyers value engaging in discussions to achieve mutually beneficial outcomes and are more inclined to negotiate certain aspects with sellers, demonstrating a cooperative mindset.

Since buying or selling a home represents a significant financial transaction for most individuals, both parties naturally aim to secure favourable terms. Home Buyers can buy or sell your home quickly, allowing you to bypass the traditional real estate negotiation process. Their knowledge of the local market and experience handling complex transactions can help you receive a fair price for your property without lengthy negotiations.

Set a Deadline for Your Counteroffer

When setting a deadline for your counter offers, encourage buyers to make timely decisions. This can help you secure a contract for your home swiftly or move forward with other options. Avoid making the deadline too brief, as this may deter potential buyers.

Instead, consider a shorter timeframe than what is typically outlined in your state’s standard real estate contract. For instance, if the default expiration period is three days, you could reduce it to one or two days.

While awaiting a response to your counteroffer, your property effectively goes off the market. Many buyers prefer not to compete with ongoing negotiations. Furthermore, if the negotiation fails, the number of days your home has been listed officially increases. A longer listing period can decrease desirability and potentially necessitate a price reduction to attract buyers.

The seller retains the right to disclose ongoing negotiations with buyers. While disclosure may lead to higher offers, it could deter potential buyers. Sellers can entertain multiple offers simultaneously but must communicate this clearly to all involved parties.

Disregard the Need to Protect Your Image

In real estate, property transactions often collapse due to sellers prioritising their reputation over the sale itself. Heightened emotions often lead individuals to concentrate on perceived fairness rather than the pragmatic long-term perspective.

Despite most transactions proceeding smoothly, your agent should prompt you to emphasise the positives, particularly when negative emotions or stress surface. Collaborating towards a mutually beneficial agreement may involve navigating differences in the personalities of buyers and sellers.

Tip the Scales in Your Favor Before Making the Offer

Increasing your likelihood of getting closer to the total list price is achievable when you maintain control of the sales process right from the moment potential buyers enter the property. One effective method to achieve this is by conducting a home inspection.

A thorough home inspection uncovers any significant flaws in your home before it hits the market. You then have the option to address these issues or adjust the listing price accordingly. When you opt to change the price, it equips your listing agent with a negotiating tool when dealing with the buyer’s agent.

Demonstrating that you have already factored in a specific amount for a particular issue in the pricing limits the buyer’s room for negotiation. Buyers often fixate on minor details such as squeaky doors or electrical glitches. Addressing these minor issues upfront using simple fixes like WD-40 or essential tools can prevent unnecessary concessions during negotiations.

Furthermore, obtaining a third-party appraisal before listing the property can further strengthen your position. By showcasing the property’s market value and the reasons behind its pricing, especially in cases of recent renovations or unique features, you provide buyers with valuable insights that support your pricing strategy.


You can employ various negotiation tactics to secure the best price for your home. The most effective approach will be determined by the specific characteristics of your local real estate market and your property. Additionally, your home must be well-presented and in excellent condition. If potential buyers lack enthusiasm for your property, their willingness to negotiate may decrease.

Photo by Kari Shea on Unsplash
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