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Contract to Close

Negotiating the Offer

As a Master Certified Negotiator, Jennifer is aware of so many techniques to advance her clients position at the negotiating table. Nonetheless, homeowners must be willing to negotiate to some degree – even in a stronger seller’s market. The first offer is usually the best so try hard to make it work. Provide the typical expenses that buyers expect you to without quibble and show you’re a motivated seller who will be easy to work with. A cooperative approach nets the seller much more than a combative, aggressive stance and is more likely to continue on to a successful closing.

Round Two: The Home Inspection

The purpose of the home inspection is to identify any latent defects in the property the buyers wouldn’t have been aware of. It should not be used as a second round of negotiation or for cosmetic issues already apparent. All parties are heavily invested at this stage so delicate and skilled negotiation are often required to keep the contract together. There is a definite balance of being fair to the buyers without the sellers being held to ransom.

The Appraisal

The appraisal is an independent assessment of value ordered by the buyer’s lender to ensure the agreed upon purchase price is at fair market value. The sellers realtor should prepare some comps to show how they arrived at the listing price and also outline any improvements and upgrades the sellers have undertaken during their ownership. And just like the buyers during the showing period, the appraiser is influenced by clutter, mess, dirt and disorder so sellers should prepare the home well. An unfavorable appraisal can be hard to overturn so its worth making the effort on the front end.