If an agreement is close, but not quite there, you can sweeten the deal for the buyers by being flexible on other issues that might be important to them.

Look for the things on the contract that you can change. Don’t just talk price. Ask the agent what the

buyer’s thinking is on the following issues.

The settlement date. Sometimes an earlier settlement date, or a later one, will encourage them to pay slightly more.

The inclusions (chattels). These are very important. What if you offer to leave white goods in the house? Who knows what they would think of that. To throw in something that is important to them but of no interest to you can swing a deal.

The deposit. Get legal advice here, but either a larger deposit or a smaller one may help one or both parties and free up negotiations.

Think laterally. Ask questions. Find out their circumstances. Why are they buying? Where are they coming from? Sometimes, giving them access to storage on your property if that is possible, and sometimes it is, will allow them to offer more because they will reduce or eliminate storage costs altogether.