Negotiation Tips

  • Why Are They Selling?
  • High motivation - high negotiability
  • Job transfer or loss
  • Marriage or divorce
  • Death (estate)
  • Foreclosure
  • Medium motivation - unpredictable
  • Promotion/new job
  • Expecting a child
  • Discretionary
  • Low motivation - lower negotiability
  • Retirement
  • Impulse
  • How Long On The Market?
  • New listings - higher confidence/lower negotiability
  • 4-8 weeks on market - waning confidence/higher negotiability
  • 8+ weeks on market (assuming no price reductions so far) = ready to accept less
  • Vacant Properties?
  • Usually indicates negotiability depending upon above factors

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