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    evel with you, you have a shot at helping them overcome their objections and solve their issues. You may even find they’ve misunderstood something. If so, correct information may be all that’s needed.

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    What can go wrong? About a gazillion things, but this is true if you’re working with a broker, too. A broker is probably more experienced than you, and may well have confronted and solved your problem on a previous home sale. If you can stay calm and think under stressful conditions, you can be your own problem solver without the need for a broker. Plus, there is no guarantee the broker will get it right.

    A longer list of possible problems from real life are for a later article. I will include a couple here just to help you size up your willingness to cope on your own.

    Problem One

    You have a contract with a buyer, but the buyer gets cold feet.

    Solution

    Be calm, matter of fact, and pleasant. Encourage your buyer to open up and tell you what’s in the way. “I don’t want you to buy our home if it’s not right for you, but you seemed to really like the house (condo/townhouse/whatever), and now you’re not sure you should go forward. What’s changed? What’s troubling you?”

    If they level with you, you have a shot at helping them overcome their objections and solve their issues. You may even find they’ve misunderstood something. If so, correct information may be all that’s needed.

    However, if this approach doesn’t work, and the b

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    under stressful conditions, you can be your own problem solver without the need for a broker. Plus, there is no guarantee the broker will get it right.

    A longer list of possible problems from real life are for a later article. I will include a couple here just to help you size up your willingness to cope on your own.

    Problem One

    You have a contract with a buyer, but the buyer gets cold feet.

    Solution

    Be calm, matter of fact, and pleasant. Encourage your buyer to open up and tell you what’s in the way. “I don’t want you to buy our home if it’s not right for you, but you seemed to really like the house (condo/townhouse/whatever), and now you’re not sure you should go forward. What’s changed? What’s troubling you?”

    If they level with you, you have a shot at helping them overcome their objections and solve their issues. You may even find they’ve misunderstood something. If so, correct information may be all that’s needed.

    However, if this approach doesn’t work, and the

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    here just to help you size up your willingness to cope on your own.

    Problem One

    You have a contract with a buyer, but the buyer gets cold feet.

    Solution

    Be calm, matter of fact, and pleasant. Encourage your buyer to open up and tell you what’s in the way. “I don’t want you to buy our home if it’s not right for you, but you seemed to really like the house (condo/townhouse/whatever), and now you’re not sure you should go forward. What’s changed? What’s troubling you?”

    If they level with you, you have a shot at helping them overcome their objections and solve their issues. You may even find they’ve misunderstood something. If so, correct information may be all that’s needed.

    However, if this approach doesn’t work, and the

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    l you what’s in the way. “I don’t want you to buy our home if it’s not right for you, but you seemed to really like the house (condo/townhouse/whatever), and now you’re not sure you should go forward. What’s changed? What’s troubling you?”

    If they level with you, you have a shot at helping them overcome their objections and solve their issues. You may even find they’ve misunderstood something. If so, correct information may be all that’s needed.

    However, if this approach doesn’t work, and the

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    evel with you, you have a shot at helping them overcome their objections and solve their issues. You may even find they’ve misunderstood something. If so, correct information may be all that’s needed.

    However, if this approach doesn’t work, and the buyer no longer wants to buy, let them go and move on. As long as the buyer wants to buy and the seller wants to sell, most problems can be sorted through. If one of them changes his mind, it’s over. (You can probably sue for “specific performance” under the contract, but do you really want your property off the market while you deal with that?)

    Problem Two

    Your buyer has made an inspection by a home inspection firm a contingency of the contract. The home inspector comes up with a laundry list of items to be repaired or replaced. Your buyer requests that they all be done prior to settlement.

    Solution

    Don’t let your ego get in the way. It’s not personal. It’s real estate, and big bucks are involved. Take a deep breath. Go over the list. How much money is really needed to make the repairs? Can you do any of it yourself? Call a plumber, carpenter, roofer, electrician, or whatever trades you need and get a ballpark idea. If the result looks reasonable, get closer estimates and agree

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