Seller Motivation – Real Estate Negotiation • 08.18.06

One of the most important principles of real estate negotiation is to learn why the seller is selling. More than that though, you want to try to learn the seller’s motivations for every aspect of the process. In other words, learn not just why he wants to sell, but also why he wants to sell a particular way, why he wants the price he is asking, what’s important to him when making decisions, and more.

Watch for personal motivators, too. Is the seller more motivated by what she reads or by what she hears? Is she more motivated by the promise of a fast sale, or a high price? Listen for clues.
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