1. Why are they selling?
High Motivation — high negotiability
- Job transfer or loss
- Marriage or divorce
- Death (estate)
Medium Motivation — unpredictable
- Promotion / new job
- Expecting a child
Low Motivation — lower negotiability
2. How Long on the Market?
New Listing — higher confidence / lower negotiability
4-8 weeks on market — waning confidence / higher negotiability
8+ weeks on market (assuming no price reductions so far) = ready to accept less
3. Vacant Properties
Usually indicates negotiability depending upon above factors