Buyer’s in the market today have been conditioned to be very sensitive to price. It is important to be prepared to address this issue.
The following should be considered.

1. Identify why the buyer is unwilling to negotiate. Don’t be afraid to ask why price is so important.
2. Show the trend of continued appreciation.
3. Show the buyer what properties were selling for last year.
4. Show the buyer what they are closing for now.
5. Determine the appreciation in the buyer’s actual neighborhood and project that percentage for the coming year.
6. Ask the buyer if he would like to receive the benefit of the appreciation, or if he would be comfortable giving the additional amount to a seller in the future.
7. Use the additional amount to justify paying a little bit more to get what they want because the price will be justified within a few short months.
8. Change the focus from price to the emotional benefit by asking the buyer what it would mean to him if he were to buy the house today.
9. Reconfirm what the buyer liked about the home.
10. Reconfirm what the buyer liked about the neighborhood.
11. Show the savings in monthly mortgage payments by taking advantage of todays low interest rates.
12. Revisit other options or properties to prove they aren’t as desirable.
13. Show the buyer the consequences of not waiting by paying more for a less desirable home.
14. Finally, use a Ben Franklin approach of showing all the benefits of purchasing on one side of a piece of paper compared to the drawbacks of waiting. Be sure to only help the buyer list the benefits, he is on his own with the drawbacks.