Let’s talk about buyers again this month and buyer psychology.

I have been selling properties for over 16 years, and buyers seem as skittish as they have ever been.

What gets buyers off the sideline is a sense of value.

But what gets them to sign a contract to purchase?

More than ever, buyers really really want to feel like they got a deal.

They want to be able to brag to their friends that they really timed a market bottom.

Creating that feeling for a buyer is critical to getting a sale to take place right now.

Sellers – what do you make of this?

You position yourself to get ahead of a softening market with accurate pricing.

Then a buyer seems to drag her heels for days and perhaps weeks.

It is a familiar tale right now- and it is so frustrating!

Obviously, then, it is MORE than just a feeling of getting the upper hand in a negotiation.

Buyers also need to have a clear playing field right now to work out their deal.

Messaging from a listing agent is so important.

Transparency, good attorneys, and trust between parties is paramount.

I have seen too many buyers walk from deals if there is a hint of mistrust.

Old pressure tactics won’t work.

Lack of disclosure from the start is a deal killer.

There is simply too much information available today.

The human aspects of the negotiation process are more complex than ever.

The nuance embedded in the negotiations and marketing requires a skilled agent.