Read Between the Lines when Negotiating with Sellers

A successful Realtor must be skilled at reading people.  When representing buyers, I find that it often pays to take a step back and take a careful read on what is really going on in a transaction – with the property itself and with the seller.   There are endless ways to gather clues from body language and simple conversations.  When I am representing a buyer, my job is to help my client unearth as much information as possible about the transaction to improve our negotiating position.  There is, of course, the information garnered by reading the listing for the property.  Often more valuable is the additional information gathered by reading between the lines.

Here are a few basic tips and tools for unearthing the information that may not be forthcoming without a little digging:

 

 

From a negotiating standpoint, it is always useful to know why an owner is selling.  If they have a pressing reason to sell, that strengthens the buyer’s bargaining power.  Since the seller is under no obligation to reveal their reasons to potential buyers, I like to look for clues contained in simple conversations.  For instance, a seller who reveals that their spouse had to relocate to another province for a new job tells you that the rest of the family is probably anxious to reunite in a new home.  Listen carefully for clues as to what is going on in a seller’s life and you can end up saving thousands of dollars on the purchase.

 

 

As any strong communicator knows, the most important element in any communication is very often what is NOT being said.  If a property has a finished basement that is not highlighted in the listing or in conversations concerning the property, you must wonder why?  Is the seller choosing to divert attention away from the basement because of some inherent problem – water infiltration, mold or lack of permits?  Follow the clues, ask the right questions and gather as much information as possible to address your concerns and suspicions before proceeding.

 

 

If a seller repeatedly reminds you that all the roof leaks have been addressed, take note of the fact that the roof is clearly foremost in their thoughts.  The seller may very well be unsure that the repairs are going to work.  Make sure you have your own home inspector investigate the roof extra closely and ask for copies of the paid invoices so you can understand the extent of the work performed.

 

 

Just because a home is being sold “as is” does not mean you should skip the home inspection.  It also does not mean that you cannot attempt to negotiate the price.  It simply means that the seller is not willing to make the repairs.  The very fact that the property is listed for sale “as is” is a strong hint that there may be problems.