If they walk around the house asking "Is this included? Is that included?" Respond by saying "Is (the item ie. refrigerator) important to you?" If they say yes, then you say "I'll consider leaving it, let me show you the rest of the house and then we can sit down and discuss all the items that are important to you."

You'll discuss it alright, at the kitchen table and you'll write in those items on the sales agreement. If they are not interested, they will not want to sit and discuss it.

Be sure to start outside by showing all the exterior features and work your way inside. After you show the home, go back to the kitchen to negotiate. Ask the buyers if they are interested in your home. If they say yes, show them a sales agreement and start negotiating terms.

It's not that easy though, 99.9% of all buyers will have objections such "we'll think about it and get back to you." You need to find out exactly what they have to think over. The only way is to ask questions. Assure them that you will not entertain any other offers. Keep in mind, sometimes your first offer is your best offer.

Here's some terms to include in your sales agreement:

• Ask for a $1,000 deposit from the buyer
• Balance of the 10% due in 10 days
• The entire deposit must be deposited into a trust account. An attorney can set this up for you
• Set a date for certain contingencies to be met - such as:
• mortgage commitment - between 30 and 60 days
• home inspection
• termite inspection
• radon inspection
• home sale contingency - no more than 30 days