Why Home Sellers Should Never Talk To Buyers
Pure and simple – please hear this: You Give It Away!
You give away the price, your motivation, the fridge and the lawnmower.
You don’t mean to, I know it. You are just not a trained negotiator and when I’m representing the buyer…we’re going to use it against you.
The other day I showed a house and the seller was home (another big mistake). The buyer said, “If you don’t mind my asking, why are you moving?”
Here is exactly what the seller said, “My wife hates it here. She missing her family and friends. She hates the weather. She said if she has to spend another winter here, she will either kill herself or me.”
Many times we mistakenly assume that price is the most important thing to sellers. In this case, his wife’s happiness far out-weighed price.
These are some of the things I’ve heard sellers say:
- “Here’s the price, but we’d take less.”
- “We’ll fix anything that’s wrong.”
- “We have to sell because we’ve bought another house.”
- “We could probably leave that.”
- “Everything’s negotiable.”
Think of it this way – Anything you disclose about your motivation is asking the buyer to offer less. In fact, pretty much any time you open your mouth you are letting out clues that you don’t even hear. Clues that tell the buyer more than they should know about how to get the upper hand in negotiations.
To put more money in your pocket, follow these rules:
- Don’t be around the buyer. Leave the house for showings. This solves the whole problem.
- If asked if you will leave something or fix something say, “I’m not supposed to say anything, you’ll have to talk to my Realtor about that.”
- If asked about why you are moving, the best answer is it’s too big or too small. Don’t outright lie, but brain-storm a non-loaded reason with your Realtor that is the truth but doesn’t disclose desperation.
Again – it’s best to just not be there.
You are paying good money to a professional who has sales and negotiating skills that you just don’t have. And even if you think you’re a good negotiator – all bets are off when it’s your own property. Staying out of the way is the best way to preserve what negotiation advantage you have.