“You would not believe what happens every time I go belly-up.”
Every listing is a clinic for me. I don’t list a lot, so I have the time to study things – but I’m the type who studies things, anyway. My goal is to improve my listing praxis, house-by-house, steadily approaching perfection.
I talk about this a lot here, of course, and as with everything else I have to say, nobody listens. But I know I’m getting better, and I know why I’m getting better – this being the entire point of working by praxis, by a mutually-informative collaboration between theory and practice.
So: As a Listing Agent, my objective for my Seller is to identify and contract withe the highest, safest, soonest offer, in that order of priorities. The theory that gets me there is radical transparency, but the practice in the trenches is simply salesmanship: I’ll show you my secrets if you’ll show me yours. I will tell you what to beat in the MLS, but if you phone or text me, I will tell you exactly how to beat the best offer I have.
So here’s a secret for Buyer’s Agents: A over-list offer is not impressive if the appraisal contingency is not waived. Inviting the seller to gamble with his own money can make sense in a down market, but now it’s just pathetic. And yet it’s the go-to move, offer after offer.
What should you do, instead?
You can’t impress me with money you can’t back up, so get to the highest number you can defend, but then fix your focus on safest and soonest.
Those are the places cash is already best, which is how it gets away with discounting, relative to financed offers. Accordingly: If you can beat the cash number and take away the Seller’s fears, you can make a closable deal instead of a deferred disappointment appointment.
So: Waive the appraisal and waive repairs. You’ve still got the ability to cancel, and, since competent adults can contract to any lawful purpose, you still have the power to negotiate about either later on, waivers notwithstanding: Falling out of Read more