Is the seller more motivated by what she
Is the seller more motivated by what she reads or by what she hears? More than that though, you want to try to learn the seller’s motivations for every aspect of the process. Early in your realestate negotiations, gather any information you can on the seller’s motivations, then decide how to use this information. Use a seller’s own motivators, and even their own words. Get the terms you want, have him pay all the closing costs, etc. If they say “I understand” a lot, then start a statement [...] Listen for clues.
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