Does 'Leaving Room for Negotiation' Really Work?

Pricing a home high to leave room for negotiation is a popular tactic in real estate, so I wanted to explain why it can be toxic for your home sale.

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Many home sellers go with a strategy of pricing their home high to leave room for negotiation.

In my experience, when sellers list a house higher than what they think it should sell for, we see that buyers do one of two things. They will either refuse the property and won't even look at it, or they will look at the property and end up buying another home. This leads to the seller getting a lot of showings, but no offers.

This leaves the seller confused and wondering why these buyers won't just make an offer.

Buyers shop for multiple homes, so if they find a home they really like at a great price point, many times they will just make an offer on that property. They won't even bother haggling with you over your property if they feel it's overpriced.

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Buyers won't bother haggling if they feel a home is overpriced.

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Think of it this way: You're driving down the road looking to fill your tank and you see two gas stations; one has gas for $2.50 a gallon and the other charges $3. Your options are to spend $2.50 a gallon or try to haggle the other guy down to $2.50.

Which would you choose? Of course, most people will go straight for the $2.50 gas and not bother haggling with the other gas station. The same goes with real estate. Why haggle with a seller when there's another home you love that allows you to make an offer and move on?

We want to price your home as close to market value as possible so we can get the most showings in the shortest time. You want to sell quickly to get top dollar because the longer your home stays on the market, the more inclined buyers will be to submit lower offers. Likewise, the longer a home is on the market, the harder it will be to get buyers up to your price.

If you'd like any more information about negotiation tips to get you top dollar, give me a call or send me an email. I'd be happy to help!

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Mike - "Jason furnishes a lot of statistics which real help, I’ve never gotten those kinds of numbers from anyone else and I really appreciated that."

Sue - "The Penrose Team did a good job for me. I got a lot of money for the first house they sold for me. It was much more than all the other Realtors had said I could get for it, which we were very happy about. They just advertise better and have a wide advertising area. They are good team and would do a good job for you, hire them!"

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Douglas - "Real estate is Jason’s career. He is driven and very professional. He is honest, has integrity, and won’t steer you wrong. When you hire Jason, you’re using a great resource to get the job done."

Brad - "Jason’s method of doing business is incredibly efficient. He follows through on what he says he’s going to do and he always kept in touch. Jason is good at what he does and you’ll be happy working with him."

Brenda - "The Penrose Team was just always there for us and kept us up to date with the whole process. We weren’t actually the ones that purchased the home, my in-laws did but they included us in everything which was awesome. They were just absolutely wonderful and if we ever needed anything, they were there to answer."

Amanda - "We had very positive results when we worked with the Penrose team especially when it came to the negotiations for the contract. We had some things to go over about the roof and Christin really took that at hand and worked with the sellers to make sure that we were getting the best possible outcome. They really took care of us!"

Bill - "They were able to sell our home in pretty difficult circumstances. We had some terrible construction in front of our house, there were a lot of pigeons and their droppings, and the HOA wasn’t keeping up the property as well as they should have. When people were complaining about the droppings, they dispatched someone out to the house to tidy it up and they just kept going until they found a buyer for us. The whole experience was just great all the way around."

John - "They are absolutely phenomenal. I have nothing but positive things to say about the service I received. Nicole, Christin, and Jason were just really exceptional to work with and they all went above and beyond to help us."

Keith - "They always kept me abreast of everything that was transpiring with the transaction, especially once the contract came about. They did a very nice job of representing my position to the seller’s agent."

Brittany - "I was not kept in the loop with my previous real estate transaction so I really appreciated Jason touching base with me when anything changed and making weekly calls to ensure I was kept up to date. My house sold quickly and it was just a really good experience."

Linda -"We had a previous real estate person who had the house for five months. There were no offers or anything. Jason and his team came in, took pictures, put it up on the MLS, and sold the house within a week for the full asking price. The girls in the office were very helpful. The buyer had neglected to mention that he was married, so they had to overnight a form for his wife to sign. They kept me updated throughout, and they were right on top of it the whole time!"

Cathi -"I want to thank Jason and his team for getting us through this transaction and selling our house! The last several months have been crazy, and we finally got the deal done. It would not have happened without Jason and his entire team, particularly Nicole. She has been my partner every step of the way. She's awesome. She was right on top of things and put up with my constant questions, which we really appreciated. At times it didn't feel like this transaction would be successful, and thanks to them it was!"

Greater Phoenix Real Estate Video Blog with Jason Penrose

Does 'Leaving Room for Negotiation' Really Work?

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