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Figuratively, of course. When receiving an offer that is too low, and they all are these days, it is important to use everything you can to get an edge on your competition. Negotiation tactics are an edge that all top producing agents have. This post is the second in a series on Negotiation tactics and real estate.

When an initial offer comes in the correct reaction is to "flinch." You want the bearer of the offer to feel like they just dropped a brick on your foot. "Ouch!" Then wait. Don't say anything. Nothing. Silence, is the next move. Almost like you are waiting for an apology from the brick dropper. Wait until they talk next, no matter how long it takes. I have waited so long that people have asked if I was still on the phone, like it was a dropped…

It is so important that you have an agent who is willing to WORK for you. All too often I meet people that tell me horror stories from their previous agents. Like when it seemed that the agent only showed them houses that were out of their price range, or when the agent showed only one nice home and three gross ones and then said let's make an offer. These are stories of agents working for themselves not for their clients. This is why it is important that you choose an agent that you feel comfortable working with, not just the first agent that answers to phone or whomever is sitting at the front desk at your local Realtors office. Choose one that you have researched and know how they work for their clients.

• Your agent should have the statistical…