Negotiating a home sale: how to sell wisely without leaving money on the table
Selling a home is not simply placing an ad on Yad2 and waiting. It is a huge, emotional, and complex transaction in which a small mistake, careless remark, or lack of preparation can cost tens or even hundreds of thousands of shekels.
- Reading time
- 10 minutes
- Complexity
- Basic
- Last updated
Many sellers approach the negotiation amateurishly: “We will ask for a high price, see what they offer, and take it from there.” The problem is that today’s buyers arrive armed with data. They know nearby transactions, hold mortgageA long-term loan for purchasing a property, with the property serving as collateral for the bank. pre-approval, and may be accompanied by agents and lawyers.
The first stage: pricing is not guesswork
A seller’s first mistake is setting the price by intuition or a false comparison: “The neighbor on the fourth floor asked for ₪3 million,” “Our home is renovated and prettier,” or “We will try an outrageous price and lower it later if necessary.”
An unrealistic asking price can seriously hurt you. A home that remains on the market for months begins to look problematic. Buyers ask, “Why has nobody bought it? What is wrong with it?” Agents sense pressure, and any later price reduction looks like weakness and attracts even lower offers.
Before advertising, gather intelligence. Use the Israel Tax Authority’s real-estate database or the government Nadlan website. Check the actual sale prices of similar homes on your street and in your neighborhood during the past year.
