A practical look at pace and negotiating room.
Buyers in Brentwood, TN need a clear read on pace before they make a decision. Last month, a typical sale took 70 days and homes were closing at 96.7% of list price, so I would prepare for negotiation, but not assume a deep discount.
A typical sale took 70 days last month, and homes closed at 96.7% of list price. That combination tells me Brentwood, TN is a place where buyers still need a serious plan, not a casual one.
I would use that pace to separate homes that are fairly positioned from homes that may need a sharper second look. The closer closing prices stay to asking, the more important it becomes to know your ceiling before you start.
Set your limit before you tour. Compare asking price to the 96.7% closing level. Move quickly only when the numbers justify it.
