There has long been a belief among some
people that when it comes to striking any kind of a deal, displaying too much
enthusiasm is a bad negotiating tactic. This is a belief by no means limited to
the property market – as you will know only too well if you’ve ever advertised
a car for sale and had to endure a succession of people walking round it
shaking their heads, kicking the tyres and bemoaning the fact that it’s pale
blue instead of just about any other colour!
Nevertheless, given the way the property market
in particular has been over the last four or five years, buyers “playing it
cool” have certainly become increasingly commonplace. This is partly due to the
fact that during this period, they have been somewhat spoiled for choice – and
the good news here is that this is now beginning to change, with reports from
across the industry suggesting that demand is starting to outstrip supply once
again.
At the same time, however, there are those
buyers who deliberately choose to play it cool, even when they have actually
found a property that they really like!
It’s hard not to regard this sort of
behavior as more than a little cynical, since as often than not it is
predicated on the assumption that if they hang on long enough, the poor vendor
will cave in and accept a lower offer.
Needless to say, if a buyer ever asks for my
advice on this issue, I always say the same thing: when you find a place you
really like, don’t mess around. Be decisive, make your best offer right at the
outset – and make sure that all the parties involved know that you are genuine.
If you act unconcerned, you can hardly complain if neither the vendor nor their
agent takes you seriously. Other offers, sometimes even lower ones, are quite
likely to be preferred to your own, if the people concerned simply act positively.
Obviously, I don’t know the precise details
of your circumstances – or that of the couple you mention, come to that – so I
probably shouldn’t comment. Suffice it to say, however, that if they aren’t
showing any real commitment, then I would definitely look elsewhere!
