I heard a story from a client's father yesterday that I thought might prove useful.
He was once trying to buy a home from a seller that was being particularly stubborn on negotiation. The seller's agent had tried logic and reason and patience, but was making no headway. Finally, somewhat out of frustration, she said to the seller, "If you turn down this offer, which is perfectly reasonable, you are effectively buying this house from yourself. The question I ask you is, if you were this buyer, would you be equally generous with your own money in meeting what are your current expectations". He responded that he would. So his agent told the buyers that negotiations had apparently come to a standstill.
The next day they got a call saying he had reconsidered and would accept their last offer. I think I may borrow that technique!
Human nature is to expect more than we give in most cases. If you were a "C" student, you tell your kids they should make "A's". The neighbor's grass is never quite green enough to look better than your chickweed patch. The 1985 vintage home you're selling is always a significantly better investment when it's on the market, but the new home on warranty is always overpriced.
It's one thing to sell in a seller's market. It's quite another to create your own seller's market. Keep it real folks!
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