How To Get Buyers To Pay More

get buyers to pay more

Here are three easy ways to get buyers to pay more for your property.

These tips work in both a hot real estate market and cold real estate market, and for both commercial real estate and residential properties.

First Impressions Count

Experienced negotiators understand that first impressions are lasting impressions.  Once people have made a subliminal decision, it’s very difficult to get them to change their minds.

That’s why making a positive first impression is key to get buyers to pay more for what you’re selling.

In real estate that’s also known as curb appeal.  Well kept landscaping, no litter, and if you’re selling commercial real estate no vagrants hanging around the property.

You’re going for what’s known as the ‘Wow Factor’ when prospective buyers pull up the curb.

No Deferred Maintenance

Deferred maintenance items are things that need to be fixed or repaired but haven’t been.

Items like peeling paint, a loose shingle, or a small graffiti mark on the fence can be innocent enough.

But they can also make a buyer wonder why they haven’t been taken care of – especially if you’re selling your property.  Even worse, deferred maintenance that a buyer can see will also make the buyer think about things that can’t be seen.

Take a loose roof shingle for example.

A loose shingle means that water can get into the inside of the roof, which means dampness and potential mold issues.  Which in turn means potential health issues for the occupant and unknown legal issues for the new property owner.

Get Buyers To Pay More With A Good Story

Another key to getting buyers to pay more is by having a good story to tell.

As a seller you’ll need to be honest with yourself about the problems with your property.  Look at your real estate from a potential buyer’s point of view.

This doesn’t mean you need to apologize.  But it does mean you should foresee as many potential objections or questions as possible, and know ahead of time what your answers are going to be.

A smooth, practiced response goes a long way to convincing a potential buyer that they’re making the right decision to purchase the real estate that you’re selling.

How To Sell Your Home For The Most Money

sell your home for the most money

A writer from a national real estate publication recently contacted me asking how to sell your home for the most money.

Here are three quick tips on how to do exactly that.  One tip requires a high level of negotiating & people skills.

Make It Easy For Buyers To Call Your Place Home

There’s a lot of emotion tied up in the home buying and selling process.  As a seller, it’s important to tap into the buyer’s emotions.  One way to do that is to make it easy for the buyer to imagine living in your home.

This can be done by removing personal items such as family pictures, trophies or ribbons.  And anything else that reminds prospective buyers of you and not them.

First Impressions Count

Numerous articles have been written about the importance of curb appeal, first impressions, and removing clutter when you try to sell your home for the most money.

That’s because when you live in your home, when the place you are selling is your home, it’s difficult to be objective.  Your real estate agent won’t always be honest with you because they don’t want to offend you and end up looking for another listing.

So, consider bringing a close friend to critique your house.  One who isn’t going to mince words with you and who isn’t afraid to hurt your feelings because you’ve known each other for far too long.

Sell Your Home For The Most Money

This tip takes a lot of negotiating skill, up-to-the-minute knowledge of your real estate market, and a high level of understanding the emotions of buyers.

This technique involves pricing the home below market in order to attract multiple offers and encouraging a bidding war on your home.  The best offer wins, which will just so happen to be the highest priced offer.

This isn’t an easy thing to do, but it can be done when you have an experienced real estate agent as a negotiator on your side.

Offering real estate pre-possession to your buyer is another tactic used in a buyer’s market.  But, there are definite drawbacks to using this approach as well.