Selling your house yourself can be intimidating if you’re doing it for the first time. Here’s how to deal with unpleasant neighbors.
Sometimes you encounter someone who is not going to be happy unless he maneuvers you into accepting less than your home is worth or doing things for his benefit that are unreasonable. Then what? Well, first let’s discuss the most common forms these type of people take and what to do with them.
One frequent form the unpleasant negotiator takes is the person who tried to intimidate you and disparage your property. Red flags should go up if someone works hard at trying to get you on the defensive. I’m not talking about an occasional negative remark. What I’m talking about is a whole string of them and the attitude that goes with it. Even if it’s cloaked in the appearance of classic good manners and charm.
The second form an unpleasant negotiator can take is called the “nibbler.” You think negotiations are over and the two of you have come to a mutually acceptable agreement. Then at various points as you progress toward completion of the sales process, the other person starts to “nibble.” They usually pretend they had no idea that the carpet needed attention, or the roof needs replacing, etc, and use that as an excuse to change things. this process can and does continue tight up the point the deal falls apart, whichever comes first.
There is a civilized way to cope with these people. Don’t hop into doing it until you really feel it is a nibble or you could become a nasty negotiator yourself. However, a nibble can be dealt with by inquiring blandly, “If I do that for you, will you do “fill-in-the-blank” for me?” Your goal is to convey to the nibbler that each successful nibble will cost him something. Make it something significantly relative to the nibble request.
If you think fast on your feet, you can always say, “I’ll get back to you on that.” Do not allow yourself to be rushed if you think best when you mull things over. Stay calm and thoughtful. No one can force you to make a sale or purchase that’s not in your best interest. Keep evaluating the situation, and stay open to the possibility that you may need tot walk away until the sale is complete. That way you won’t force yourself to do what’s not in your best interest either. It’s not easy, but it’s very simple. Stay in control of yourself.
The Walk-Away Secret
Be willing to walk away if the if the personal is being unreasonable and you’re unwilling to meet their demands in order to make the sale. There is power in being willing to walk away from negotiators and is one of the strongest negotiating skills. It doesn’t require being mean and nasty. However, what it does require is that you not consider your home sold (or bought, for that matter) until all negotiations are really over.
Think about it. You put yourself in a “losing posture” with a nasty negotiator the moment you emotionally consider you house sold. So long as you’r willing to walk away, you have the power that is as strong as the buyer’s wish to buy. If such a “deal: blows up, so be it. You weren’t going to get what you wanted from it anyway.