The Authoritative Guide to Dealing with Difficult Home Buyers: https://www.hauseit.com/dealing-with-difficult-home-buyers/
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Difficult home buyers are a dime a dozen in real estate. Here are the most common examples you’ll face and how to deal with them.
Buyer Demands Open Houses to Be Cancelled
Difficult buyers will demand the seller stop showing the property and to cancel all upcoming open houses as soon as they have an accepted offer. Often times, they’ll threaten to pull out of the deal if the seller doesn’t put everything on hold for them.
This is a classic move and can be countered by explaining to them that it’s industry standard to continue showing the property and even holding open houses until a contract is signed.
After all, in many states like New York, an accepted offer is rather meaningless and nonbinding until a purchase contract is signed.
Buyer Wants to View Property Many Times
Difficult buyers may request multiple viewings prior to making an offer, during contract due diligence and even after the property is in contract. Direct them to the next open house if possible, and if not, give them specific time slots that work for you and try to consolidate appointments.
Buyer Tries to Negotiate After a Home Inspection
Negotiating after home inspection is a classic move made by difficult home buyers across the US, and especially in states like New York where offers aren’t binding until contracts are signed.
You should never stop marketing and showing your home until a purchase contract has been fully executed and a contract deposit has been put into escrow.
Buyer Wants Seller to Make Repairs Before Closing
Sometimes, difficult house buyers will truly want the seller to make repairs, fixes or even upgrades before closing. Sellers should never agree to this in a regular re-sale, not only because it’s highly irregular, but because repairs may delay closing.
Buyer Tries to Negotiate on Listing Commission
Difficult buyers will try to use the listing commission as a negotiating point. If the buyer is unrepresented, he or she may push for a discount on the price because the listing agent won’t have to split commission with anyone.
Tell them that listing agents are not obligated to share commission with anyone unless the person is both the buyer’s broker and has a pre-existing co-brokerage agreement in place with the listing broker.
Buyer Tries to Re-Negotiate Buyer Agent Closing Incentive
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