If I sell ‘as is’ the buyer won’t offer a lower price after the inspections.

The seller can stipulate that they wish to sell “as is” upfront and a buyer will still want to conduct their own due diligence and inspections. There is a possibility that they’ll get cold feet after inspections and might feel that they’re overpaying at the agreed upon contract sales price. There is always a fear with “as is” purchases that a buyer is taking on far more than what meets the eye. What you can’t see can possibly hurt you the most and you won’t find out about it until you are into the project. Putting an “as is” on the listing does not protect a seller’s asking or agreed upon price, no matter how low or under market value it may appear to be.

The higher a home is priced, the better chance a seller has of getting close to their asking price.

This is one of the single largest myths in the real estate market and one that sellers love to latch onto. Usually, the opposite is true. It can also be one of the biggest myths for a real estate professional to overcome. Sellers are often disappointed when initial activity is soft and showings seem far and few. Overpricing results in a loss of valuable marketing time that the seller cannot get back. If a seller agrees to lower the price to what it should have been in the first place, showings do start to happen and by this time, the property is starting get stale. Agents and buyers are taking notice of the days on market.

If I give a buyer the closing date they want, I will get my price.

Not necessarily true. Figuring out an agreeable closing date can often be a dicey issue in a negotiation. Although it would seem rather straightforward, in today’s busy world, everyone seems to have a lot going on. Giving in on a closing date does not guarantee a seller will get their price, but on the positive side, it might make the transaction go a bit faster if this concession has been made to a buyer.

If I include extras with the sale, that will help me negotiate a higher sale price.

A seller who assumes that a buyer is going to see a lot of value in including furniture, televisions, the barbecue or the patio furniture might be in for a rude awakening. If it is really nice and in exceptional condition, then maybe. Furnishings from 10 years ago or outdoor furniture that is starting to look worn, corroded or rusted out have no value to a buyer. A seller who attempts to push their belongings onto a buyer with a counter offer risks being highly disappointed on a number of levels. What the seller thinks furniture items are worth and how a buyer sees it can be totally different. Leave furniture and other items out of the sale until after you’ve reached agreement on price. If a buyer really wants something, they will ask for it as part of the offer.

The word custom only means more to the current owner than another person. After all, one person’s tastes are not another. 

No one said real estate was fair. A seller may come down $25,000 in a negotiation and the buyer only comes up $10,000 and won’t budge any more than that. Should the buyer come up more? Perhaps, but the proverbial question is: What is the property worth in the eyes of the buyer or seller? This is where the disconnect comes in, and agreement cannot be reached. The reality about selling a home is that the market rarely thinks as highly of it as a seller does, no matter how nice or well-maintained it is.

Is the glass half-full versus half-empty. Even when a home appears to be well-priced, it is rare that any agent will actually state that in showing feedback in case their customer wants to make an offer. Understanding the data, pricing a property properly requires finesse, innate market knowledge that a comparable market analysis and the internet cannot provide sheer gut instinct like a seasoned agent can.