Negotiation Tips

  1. Why Are They Selling?
    1. High motivation - high negotiability
      1. Job transfer or loss
      2. Marriage or divorce
      3. Death (estate)
      4. Foreclosure
    2. Medium motivation - unpredictable
      1. Promotion/new job
      2. Expecting a child
      3. Discretionary
    3. Low motivation - lower negotiability
      1. Retirement
      2. Impulse
  2. How Long On The Market?
    1. New listings - higher confidence/lower negotiability
    2. 4-8 weeks on market - waning confidence/higher negotiability
    3. 8+ weeks on market (assuming no price reductions so far) = ready to accept less
  3. Vacant Properties?
    1. Usually indicates negotiability depending upon above factors