Don’t be afraid of pricing your property for EXACTLY what your bottom line is. Sure, buyers may make lower offers (in fact they would be foolish not to), but your reply is, “I wish I could negotiate more but this is my price.” I’ve had multiple situations in which the buyer then replies, “We knew it was a good price, but wanted to ask anyway. We’ll pay your price.”
Don’t offer merchandise “extras” to buyers like cars, cruises, furniture, etc. Unless your buyers are paying cash, their lenders will not allow these “prizes” to be included in any Purchase and Sale Agreement. Banks can’t foreclose on a car or a cruise, therefore, they will not lend money on one either. Lenders will place a value on the “prize” item and reduce the loan amount they are willing to give by that amount. Simply price the real estate for its own value.
