What does the buyer or seller need?
It is mandatory to find out what they need...and you do that by asking!
It is not just about sticks and bricks.
The myth that everyone wants to get top dollar is just that, a myth.
Sometimes the need for an immediate sale is more important than the sales price.
A few examples:
relocation, divorce, illness, death, school district change, a new job or various financial changes.
There are times when the terms, lack of contingencies, occupancy, settlement date flexibility ... are all better negotiations than the money.
So how does this effect a buyer or seller?
Think of the buyer who cannot afford to get into a multiple offer situation. Find out what, other than money, could put them in a favorable position.
It could be a longer than usual settlement or a very quick one.
If the buyer is totally approved, understands the market, and has funds available... go ahead and eliminate financing and appraisal.
Does the house need deferred maintenance, lawn care, painting?
Maybe accept it 'As Is' to take the pressure off the sellers.
It could be allowing the seller to stay in the home post-settlement.
It could be the home you're moving to will not be ready at settlement. Maybe the kids are adding an addition for Mom and Dad or there is a waiting list at the desired retirement community.
It could be anything to keep a seller from moving twice.
What does the client need?
You won't know until you ask!
You cannot get it if you don't ask!