There is a difference between bluffing (lying) and negotiating.

I was thrilled last month to have sold a listing of mine in after a price drop, with two offers on the same day. While some economists say we are at the end of economic depression in Hernando County Florida, this is very encouraging. When enough buyers hear that things are good or getting better, they start buying homes, which makes it rachet up in our local economy of Spring Hill and greater Brooksville.

During the bids on this listing of mind, it occurred to me about something that has happened to me a couple of times over the four years I have been selling properties for Tropic Shores Realty in Spring Hill. When I receive multiple offers on my listings, I get the sense that at least one of the agents thinks I might be bluffing especially if I do not know them for them being new or from out of Hernando County. Inevitably, these are the agents whose clients do not "win" the house.

It doesn't really seem to matter if I tell mention over the phone something like this:

"Obviously, my client wants to get the best price possible for their home, but I really do have another offer."

I suppose most of us have been conditioned to be skeptical of multiple offers, or bidding wars, especially since the newspapers and cable news has talked so much about how tough it is to sell houses. However, when a property is priced correctly and in great shape, it WILL sell fast, at least here on the Nature Coast of Florida.

Many times, I have had buyer's agents simply stand their ground, as if that will help their clients. Unfortunately, that just removes them from active negotiations, basically giving up the property to someone else. The old adage applies, that you cannot work with unreasonable agents or customers.

If you as a customer or buyer’ agent decide that you would prefer to fake or lie during negotiations, don't make it so darn obvious.

I once had an agent tell me that she was expecting a full-price offer in the morning, but that her clients were willing to take my offer if we would increase it by $5,000 (still not full price). That’s funny, I don’t care who you are!

I told my clients to wait, and the sellers accepted our offer with no changes. This was such a blatant and obvious lie that it was easy to see through the agent’s thin story.

I have always believed that it is my job to get the best possible price for my clients, both buyers and sellers but in the last analysis, the market if prompted well will decide the price the buyer is willing to pay, and the price the seller is willing to sell.

So, don’t lie, don’t bluff! You’ll lose every time.