Non-emotional tips for buying a home or car
Right after a bruising car-shopping experience with my daughter, my employer offered a timely class on how to buy a car and not get ripped off. I went with a large, blank notepad. The presenter, who’s been in the car business for 27 years, had good advice that applies to buying a house, too.
Know the home-court advantage. However smart you think you are, the salesperson is better at this than you. For every car or home transaction you’ve been through, they’ve been through 50 or 500. Salespeople know what you’re thinking, and have taken classes to read you and sell you. Be on guard.
Watch for the qualifying questions. From the minute you show up, salespeople note what you’re wearing and driving. They look for wedding rings, and nose around to see how much you can afford. They have ways of making you talk. Speak carefully.
Hit the streets. Let the Web do the walking at first. It’s great for finding comparable values. But don’t count on what you see being available. When looking online for my current place, almost every house I found for rent wasn’t actually available. Brokers left properties up so buyers would think the company had lots of inventory and call. Same thing happens with cars.
Put time on your side. Do not rush, and never reveal that you need a house or vehicle by a certain date (even if it’s true). When the agent sends you information, don’t e-mail, text or call back immediately. Act blasà . Being too eager tips your hand.
Don’t get emotional. Houses and cars, like love and liquor, can make you go weak at the knees. But when you’re buying one, emotions aren’t your friend. Remember, lots of other houses and cars are out there. It’s a buyer’s market, but you have to keep your head, and your ability to walk away without sobbing.
Join me next week when we find that good salespeople do exist, learn about negotiating, and finally, get the keys.
