Over the past 11 years I have watched my neighbours come and go in the apartment building where I live.
One thing that I have been fascinated by is the variation in price that otherwise identical apartments obtain.
While some variation can be explained by the minor differences in condition, fit out and location, for me it seems to be how prepared the sellers have been to take into accound the needs of the buyers.
Early, or later settlements; Cash offers or conditional; Retention of furnishings or a requirement to clean everything out; are all things that readily spring to mind at a basic level. However, how often to buyers really think about the underlying needs of the sellers? What is going on in their lives that can be assisted by a well framed offer which contains other aspects of a sale. What can you do to make the process easier from their perspective?
In summary - make thinking about how you can meet the needs of the sellers. Only when you have satisfied all their non-monetary requirements, should you start talking $$.
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