Top 7 Home Selling Negotiation Strategies by Kimberly Rodstein

Top 7 Home Selling Negotiation Strategies by Kimberly Rodstein

  • Kimberly Rodstein
  • 06/29/23

South Florida has long been known for its luxury living and sought-after blend of stunning oceanfront vistas, world-class dining, shopping, and entertainment, and attractions. From basking in perpetual sunshine and lounging on stunning beaches to reveling in the vibrant nightlife, there are many ways to enjoy everything South Florida offers.

If you are putting your South Florida house up for sale, you’ll want to know the top home-selling negotiation strategies used by industry experts such as Kimberly Rodstein to ensure your home receives an offer that leads to the closing table.

Price your home competitively

To generate as much buyer interest as possible, you’ll need to price your home just right. Setting your price too high or too low could cause your property to languish on the market and possibly lead to an unsuccessful sale.

But how can you accurately determine your home’s listing price? In order to come up with the property’s market value, a comparative market analysis must be conducted by a real estate professional. This will compare homes similar to yours that are for sale in the same area.

You’ll work with your agent to create a listing price based on the analysis’s findings. One data-backed strategy is to list your home at a price just above market value, allowing you wiggle room to come down in price during negotiations if need be and still reach your desired outcome.

Time limits

Set a time limit for counter-offers to keep the negotiation process moving smoothly. Time is precious, and every minute a house remains stuck in negotiations and off the market is a missed chance to find another interested party. Suggested time frames allow the buyer anywhere between 24 to 48 hours to respond to the counteroffer. This gives the buyer time to look over the offer and make an informed decision without wasting your time.

Stand firm

Most buyers want to purchase a property at the lowest price possible, while you, as the seller, want to maximize your profit. Before listing the property, establish your bottom line regarding the sales price and discuss it with your real estate agent to avoid any misunderstandings during negotiations.

When a buyer's offer falls below your expectations and the home has been priced fairly, you can either counter with the list price or politely suggest the buyer submit a new bid. If the buyer walks away, it is most likely a sign that they were not serious about the purchase in the first place. Be ready to reject low offers if you hope to receive top dollar for your property.


Negotiate inclusions

Inclusions are items that will sell with the house and would be left behind when you move. These items include appliances, light fixtures, and blinds.

Whether items are considered inclusions or exclusions can be tricky to determine. A custom grill in an outdoor kitchen or a child’s play set may seem like an inclusion, but they may not be. It all depends on what is written as part of the contract. In many cases, you can use this to your advantage and sweeten the deal by negotiating inclusions into the contract, especially if these items are ones you hadn’t planned on keeping.

Other concessions

Depending on the market, you may use concessions to incentivize buyers to make offers or refuse buyer concessions altogether. In a buyer's market, sellers may offer financial concessions, like covering closing costs, to entice buyers.

You’ll have the most leverage in a seller’s market. During this time, demand typically outweighs housing supply, and you can use this to your advantage by opting out of providing
concessions at all.

When making the decision to provide or decline concessions, consult with your real estate expert, who will have an in-depth understanding of local market dynamics and can help you make solid decisions.


A contingency clause outlines the terms that must be fulfilled for a contract to be legally binding. In real estate, contingency clauses provide a way out of the buyer and seller's agreement.

As a buyer or seller, you may encounter various contingencies during real estate transactions. Some examples include needing a home inspection, setting a specific timeframe for the buyer to secure a mortgage, and more.

Occasionally, an offer made by a buyer may contain numerous contingencies. At this time, you’ll want to sit down with your agent to determine if these terms are a good fit for your particular goals. You can always decline contingencies or negotiate better terms.

Be prepared to walk

One negotiation strategy for home sellers is something most people are reluctant to try — walking away. Sometimes, buyers are unwilling to work toward a solution that benefits both parties. For example, if a buyer senses the seller is over-eager, they may feel they can demand terms instead of negotiate. Likewise, if a buyer knows the seller is in a position where they need to sell quickly, they may feel like they have the upper hand and refuse to compromise. In some instances, buyers are more interested in "winning" than paying a fair market value for a home. If a buyer insists on haggling over every detail or has an unreasonable list of demands, it may be time to reconsider the deal.

The top strategy

There are so many details to consider when selling your home, and this can often lead to an overwhelming sense of stress, frustration, and confusion. The best home seller negotiation strategy is to find a local real estate agent with the experience and skill to sell your home. Research has shown that homes sold by agents sell for a higher profit than homes sold by owners.

Expert Kimberly Rodstein has been in the Miami Beach real estate industry for 25 years. In just the last year alone, she has successfully negotiated property transactions worth over 44 million dollars. Her services are top-rated and encompass everything from staging and advertising to marketing and beyond, ensuring her clients receive the best possible results. If you want assistance selling your home or are searching for luxury properties in South Florida, please do not hesitate to contact Kimberly today.

Work With Kimberly

Being in a competitive market, people need a trustworthy and relentless advocate and I am that person. If you are looking to buy, sell or rent please contact me to schedule a private appointment.

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