People get emotional during the weeks leading up to a closing for a number of reasons. Money is at stake, both parties are anxious to get the deal done, and time is ticking away. Plus, home inspections and low-priced offers reveal opinions about a home’s value that can feel jarring to a seller who has viewed the home with pride and joy for a number of years.
When you hit a buyer-seller impasse, ask, “Is this about ego or income? Do you want the bragging rights that come with a high price, or do you need the money?” Usually, you bring your client back down to earth in a hurry. In essence, you’re asking, “What are you really fighting for?”
