Price Negotiations

My sellers get many important services from me.  Two critical services include high quality marketing to improve the competitive position of their homes and, most important, my assistance in helping sellers counter low offers and buyer resistance to fair pricing.  It should be no surprise that nearly all buyers want to pay as little as possible, especially in slower markets.
 
Part of this process begins with the accurate CMAs that I put together and the price at which I suggest, and we agree, that you list your home. Starting at the right price for the market, leaving a little extra room for discussion, the negotiation process combines current market specifics with buyer psychology.  The reason I am so good at negotiating home prices and contracts is because I have done it almost every day for more than a decade. My job is to get what you and I agree on is the best price and then get all contract contingencies resolved as quickly as possible.
 
Many sellers get intimidated when they discover distressed properties for sale in their area because those homes put downward pressure on prices.  Buyers and sellers alike have a tendency to think of those distressed homes as a bargain.  However, every one of us almost always underestimates the expense of restoring the property.  In many cases, those homes will not allow buyers to qualify for a mortgage without extensive repairs.  So although they appear to be a bargain at first, in the end it means most buyers will have to look elsewhere.

The first thing to remember is that you’re selling a “ready to move in” property, and that fact alone commands a higher price.  The more “move in ready” it appears at your first potential buyer's walk-through, the more likely it is that you will get an offer and the higher the offer price will be. 

Before the first walk-through, you and I will create a checklist.  We’ll agree on such things as landscaping, curb appeal, outdoor and indoor improvements, and possibly even “staging.”  Staging is the process of moving, adding to or taking away some furnishings when a home may need to be more attractive and spacious to make it easier for potential buyers to view it as “their future home.”

Consider the possibility of post-inspection repairs requested by the buyer as well. The time to think about this is before the first offer, since you don’t want to be forced to negotiate a price that leaves you little or no room for buyer repair requests later in the process. This single item causes the vast majority of deal failures after a successful initial price negotiation.

Many negotiations can involve multiple counter offers with terms and conditions related not only to price, but also to closing costs, items included in the sale, partial owner financing and more.

My job is to work with my sellers to fully understand their wants and needs and to tailor the anticipated negotiations to those requirements and ultimately get the best deal for them.  My goal is to offer a level of service that more than pays for itself.  That goal has always been met.  In fact I usually surpass even the highest expectations.  I encourage you to view the testimonials on this site.  Then call or email me to start a discussion about exactly how I can help you.

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dean@deanshomes.com