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HELPFUL NEGOTIATION TACTICS FOR TODAY’S HOUSING MARKET

Richard Cunningham • August 13, 2024

In the current housing market, the dynamics between buyers and sellers are shifting. While it’s not entirely a buyer’s market, homebuyers are beginning to regain some negotiating power, which means sellers need to be prepared for potential requests and negotiations. Whether you’re buying or selling a home, understanding the key areas where negotiations may arise is crucial for navigating today’s real estate landscape.


What Can You Negotiate?

In a real estate transaction, almost everything is up for negotiation. Here are some of the most common elements that could come into play during your negotiations:


Sale Price

The sale price is often the most significant point of negotiation. With rising interest rates and tighter affordability, buyers are more cautious about overpaying. Sellers who price their homes too high may find themselves needing to adjust their expectations. As a buyer, don’t hesitate to negotiate the price if you feel it’s inflated. As a seller, be prepared to consider reasonable offers or face the possibility of your home lingering on the market.


Home Repairs

After a home inspection, buyers typically have the right to request repairs. If significant issues are uncovered, a buyer may ask the seller to address them before closing. Sellers who prefer not to handle repairs might offer a price reduction or cover some of the buyer’s closing costs instead, giving the buyer the funds to make the repairs themselves. This can be a win-win, allowing both parties to move forward without delay.


Fixtures and Appliances

Another area ripe for negotiation is the inclusion of fixtures and appliances. Buyers often request that certain items, such as a washer, dryer, or refrigerator, remain with the home. This can be an attractive incentive for buyers who want to save on moving expenses. For sellers, leaving behind these items might be a small price to pay to close the deal quickly, and it can even give them an excuse to upgrade their appliances in their new home.


Closing Costs

Closing costs can range from 2-5% of the home’s purchase price, and buyers sometimes ask sellers to cover a portion of these costs to reduce their out-of-pocket expenses. This concession can make a significant difference in a buyer’s ability to afford the home, particularly in a market where every dollar counts. Sellers, on the other hand, might consider agreeing to this request if it helps to finalize the sale.


Home Warranties

Buyers worried about potential maintenance costs after moving in may request that the seller purchase a home warranty. A home warranty typically covers the repair or replacement of major home systems and appliances for the first year. For sellers, this is a relatively inexpensive way to provide peace of mind to the buyer, making the deal more attractive without a substantial financial outlay.


Closing Date

The timing of the closing date is another point that may require negotiation. Buyers may need a quicker closing to accommodate their moving plans, or they might request a longer closing period if they’re still selling their current home. Sellers also have their own timelines to consider, and finding a mutually agreeable closing date is often a key part of the negotiation process.


The Role of Your Real Estate Agent

Whether you’re buying or selling, having a skilled real estate agent on your side can make a significant difference in negotiations. Agents bring expert negotiating skills to the table, helping to advocate for your best interests and ensuring that the terms of the contract are favorable to you. They also have the ability to communicate with the other party’s agent, often uncovering critical insights that can be used to your advantage during negotiations.


As Bankrate points out, "Agents have expert negotiating skills. Without one, you must negotiate the terms of the contract on your own." This expertise can be invaluable, especially in a market where conditions are constantly changing.


Bottom Line

In today’s housing market, buyers are regaining some negotiating power, which means both buyers and sellers need to be prepared. Buyers should know which elements of the deal are negotiable to feel confident and empowered during the process. Sellers, on the other hand, should anticipate potential requests and consider in advance what they’re willing to negotiate.


If you want to discuss what to expect and explore your options further, connecting with a local real estate agent can provide you with the guidance and support you need to navigate your transaction successfully.



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