Why Is My Home Not Selling? Part 10: Flexible Negotiation

The Key to Closing the Deal in 2026In any real estate transaction, negotiation is where the deal is won or lost. As the Minneapolis Saint Paul metro area market continues to shift, both buyers and sellers must be willing to compromise if they want to succeed. I’m not suggesting you give up what’s important to you—but I am saying that win-win negotiation is the only way to get to the closing table without unnecessary delays or lost opportunities. The Cost of Being Too Rigid. I’ve seen buyers and sellers fight over $500 on a $500,000 home. In those moments, everyone loses. The seller risks losing a qualified buyer, the buyer walks away from a home they loved, and the deal dies over something small.

Negotiation is strategy, not a battle. When both sides dig in, emotions take over, and rational thinking disappears. My approach as a top listing agent is simple: fight hard for my clients, but always keep the bigger picture in mind. A $500 concession today can secure a smooth close, a faster sale, and top dollar overall. Refusing to budge over minor items often costs far more in time, stress, and missed opportunities. How to Negotiate Smarter (Not Harder)Here are the practical strategies I use with sellers in Lakeville, Apple Valley, Eagan, Burnsville, Bloomington, and the south metro:

Pre-Negotiation Strategy Sessions — Before any offer comes in, we discuss scenarios: “If the buyer asks for this, here’s how we counter.” Preparation keeps emotions out and decisions clear.
Look at the Full Picture — A small concession on closing costs, repairs, or price can unlock a higher net for you after commissions and fees.
Respond Quickly and Professionally — When an offer or request comes in, respond fast and clearly. Delayed or aggressive responses make buyers feel unwanted—they move on.
Use Data, Not Emotion — Show buyers comps, market trends, and absorption rates. Facts win arguments more than stubbornness.
Know When to Hold Firm — Not every request deserves a yes. But refusing everything signals inflexibility—and buyers walk.

The Showing-to-Offer Connection. Many sellers think buyers will “just make an offer” even if showings are low or denied. That’s a myth. Buyers rarely push back hard. If they can’t see the home when they want, or feel resistance from the start, they move to the next property. I’ve seen agents lose serious buyers over minor scheduling issues or rigid attitudes. In a market where buyers have options, flexible negotiation keeps your home in play. The more showings you get, the more offers you attract, and the better your final position. The Bottom Line. Flexible negotiation isn’t weakness—it’s strategy. The goal is to close the deal at the best possible terms, not to “win” every point. A great agent fights for you but knows when to compromise to protect the overall sale.

If your home has been on the market too long or you’re ready to list your home in Lakeville, Apple Valley, Eagan, Burnsville, Bloomington, or the south metro, let’s talk. As a real estate agent in Lakeville MN with over 20 years of experience helping sellers navigate Minnesota real estate negotiation, I’ll give you an honest, data-driven plan to get your home sold quickly and for the most money possible. Ready to sell your home fast in 2026? Text or call me today, Tom Sommers with Coldwell Banker Realty, for a free, no-obligation consultation. Let’s get your home moving.