Negotiations

You will soon realize, we are very stubborn people.  We could write a ton about exactly how the next few weeks transpired, but we don’t want to bore you!  So, suffice it to say that there were lots of emails and phone calls back and forth.  There were also lots of option and price point discussions.  We stuck to our number and stuck to the “extras” that were really non-negotiable for us.  For instance, if you look at the Venice model, there is really no space for a kitchen table…unless you pay to add a morning room ($16,995!).  Also, the basement would be completely unfinished unless you pay to finish it (they were offering a $14,000 package that included a full bath and finished basement area, a double welled exit, etc).  We took our total including the lot premium and slashed it by over 10%.  That’s the offer we made.  Over the next little bit, we went back and forth.  

As we expected, the rep wanted us to forego options.  But, if you look at certain models, some options are really not options at all.  Instead, they are necessary to make the space livable (read: they do this on purpose:)  Also, don’t forget about the lot premium! For our neighborhood, every single lot had a premium!  Even the lots that had zero privacy and literally had neighbors almost in your back and side yard.  But, there may be room for negotiation within some of these areas.  (Example: we originally wanted lot A.  Then, the rep told us they had lot B that Ryan Homes already owned that would allow us more bargaining power.  Lot B backed to woods, so we weren’t sure how that was the case, but figured it was worth a try.  Now she's telling us that we have more power/wiggle room with lot A because it needs to be sold by the end of the year or Ryan Homes has to pay certain carrying costs again). We told her we would consider the lot if they considered our price.  She said she didn’t think it would happen.  So, we kind of left it at that and said let us know if you hear anything.

Lesson:  Always ask for the rationale or justification for the rejection…it will help you understand how to better negotiate to maximize the value of your dollar.

Lesson:  As long as you are clear and polite, the sales rep shouldn't take anything personally.  Their goal is to make a sale.  Your goal is to make a purchase.  It's everything else that happens in between that requires work...let a Realtor do that work for you!     -Ashleigh