It's officially post Naples Florida prime real estate season!  That means we're amidst the "I want a deal" season as hungry prospects from near and far hope to feast on desperate Naples sellers who didn't get their property sold before Easter.

Aggravation peaks as sellers either hold firm or refuse to be as "negotiable" as some of these buyers were hoping.  I'm working with quite a few right now who for all sorts of reasons think they should be getting properties for less than sellers are willing to let them go. 

I feel it's important to disclose that I work primarily in the luxury portion of the market so these words I write are of no direct reflection of the busier lower ended portion of the current Naples Florida real estate market.

I'm amazed at the amount of re-hits I'm seeing.  What's a "re-hit".  Actually, I just made it up.  Someone made the terrible mistake of telling me successful people have their own vocabulary...so I feel compelled to have to invent "Shannon" words every once in awhile just to insure my own success.

A re-hit is when a buyer or even a seller comes back to a party who either submitted an offer or expressed interest in a property.  It can go either way.  I've seen a bunch of these lately.  It's a trend I've never seen before in the 13 years I've been in business but it's just like the trend of people hitting my website who don't know how to spell...I dunno why it is, I just know that it is.

Are re-hits successful?  Actually, sometimes they are.  I haven't seen too many lately that have been but that doesn't mean they don't evennnnnnnnnnnnnnnnnnnnnnnnnntually work. To insure the success of a re-hit, it helps significantly if you're going to hit a past buyer or seller with something NEW on your end.  I mean a term that wasn't discussed in prior negotiation.  To come back with your same terms later (especially if you're a seller approaching a buyer) is sort of asinine.

If you're a seller coming back to a buyer, it's best if you can say something to the effect of, I wasn't willing to consider this price before but today I will if all the other terms are satisfactory.  The best shot at a re-hit when it's from seller to buyer is when a seller comes back within a short period of time and says, "ok, I'll do the deal".  That happened last year after a buyer made an offer, seller countered and buyer took off.  A few days later the seller came back and said, "if you're still willing to do your deal, we'll accept".  Those buyers got a tremendous deal but even then they hesitated a little in accepting.  Even with the terms they asked for the deal was not guaranteed.

If you're a buyer coming back to the same seller, it isn't uncommon to pitch same terms...especially this time of year when there is a small percentage of sellers who get a little more anxious.  There are times when sellers buckle.  I had a seller come back to one of my buyers this morning who came off $50,000 from what was presented about a week ago as final and best counter. On the other hand, I had a buyer come back to a same seller asking for a 19% discount off the sales price which didn't go anywhere at all.

Each deal is different as is each market.  

If you're a wheeler dealer buyer, try to avoid chicken little "economy is in the toilet" type scare tactics.  I've seen it turn off sellers and listing agents more than help.  Try to keep the negotiating strictly geared toward the property if you can.  This is going to hit much closer to home with the listing agent and the seller!

If you're a seller who doesn't know your exact bottom line or want more than people are offering, I'd stay away from talking about how busy your traffic is unless you really think you're going to see an acceptable offer within a couple of days.  Otherwise, the clock just ticks away until that same buyer re-hits you again...if you're lucky.  Try leveraging all of the reasons why your property should sell for the price you want or think about other creative terms you might be able to include like adding furniture you don't really want anyway or offering perks that might just get the buyer to fall into your mercy.

For more information regarding how to get your Naples property sold or how to purchase Naples real estate, contact me direct!

Best Regards,

Your Naples Smart Girl!