Caution:  Only Use if True

Want to know the single most compelling pitch a Buyer can make to a prospective home Seller, especially if negotiations are at an impasse?

This one:

“I’d love to buy your home for $___ .  If that’s acceptable, please let me know by [time].  Otherwise, I plan to make an offer on [address of competing home].” 

Of course, that only works if the Buyer truly has a runner-up home that they like nearly as much, and is genuinely prepared to move on.**

Fanning the Seller’s Fear of Loss

That tactic is powerful because the strongest motive in real estate ” or anything else ” is fear of loss.

Buyers fear losing a house they really want to another Buyer.

So, what do Sellers fear?

Losing a motivated, financially qualified Buyer ” at a price they’re not sure they may see again (at least not without enduring more market time, showings, showing prep, etc.).

**The trick for Buyers ” especially in a strong Seller’s market ” often is finding even one home they want to buy.

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

Leave a Reply