Sellers — Stop Scaring Off Buyers. Focus on Your Net.

The Problem: Line-Item Tunnel Vision

Too many sellers get hung up on the wrong part of an offer. They say things like:

• “I won’t pay any closing costs.”
• “I’ll only pay up to X for commission.” 

The result?

• Serious buyers walk away before they ever write an offer
• Or they write one and back out quickly when it starts to feel like a win-lose battle
  
  

The Reality: Buyers Structure Deals Differently

Every buyer’s financing is different. One might come in lower with no concessions. Another might come in at full price but need some closing cost help. Both can be great offers if the seller’s net number works.

The Mindset Shift Sellers Need

A negotiation is just that — a negotiation. Let the buyer structure the deal the way they need to, based on their finances and their situation.

As the seller, your job is simple:

• Know your net number
• Evaluate the terms
• Confirm the buyer’s financing is strong

If those align, you have a deal worth taking.

The Bottom Line

If you get your net, the terms work, and the buyer is solid — take the deal. Don’t lose great buyers by trying to control line items that don’t actually change your bottom line.

Contact Kathleen Welch at Keller Williams Drive to build a pricing strategy that gets you to the closing table — with the net you want.