Business is driven by fundamentals. But every so often a storm blows up and shakes our confidence in the controlling mechanisms of the marketplace. Right now, property investors will recognise the symptoms; yields are down, capital values have plummeted and income is at risk. But it's not all doom and gloom.

There is still demand for the right properties and this is sustaining a level of market activity. The fundamentals still work. So deals are being done and property is exchanging hands. But some property buyers are taking advantage of negative market messages to negotiate last minute price reductions, right at the point where the seller is most vulnerable – between offer and exchange. 

The forces of supply and demand may keep the market alive, but once a property has come under offer, the balance of power changes. Suddenly the buyer has the upper hand and can use this situation to his negotiating advantage. At this stage in the process, any minor issues can create excuses for the buyer to flex their muscles, raise objections and start to chip away at the offer price. 

Excuses are usually just that – excuses. For example, buyers, or their advisors, may only commit to exchange on receipt of  a "full legal pack" and given that – more often than not – legal papers are materially incomplete this allows them to procrastinate and opens the door to renegotiation. The longer the time between offer and exchange, the more opportunity there is for the buyer to strengthen their position, and, what's more, the less you know about the buyer, the more exposed you are to potential problems.

It is vital for the seller to understand the dynamics that are at work here. It may appear that the buyer is holding all the cards. But there are a few smart actions that the seller can take to address the balance of power and regain control. Let’s not forget that the buyer has chosen your specific property because they recognise value. As long as the value is maintained, the deal should progress. It's up to you to play your hand to best effect by adhering to a few basic rules:

• Keep the elapsed time from agreeing the price to contract exchange to a minimum
• Choose your buyer carefully
• Monitor and coordinate the buying process
• Have a Plan B (and ensure the buyer is fully aware of this)
• Ensure the deal has something for the seller and the buyer

The "full story" takes an in depth view of these rules and shows how some smart thinking and due diligence can help to put them into practice, put you back in control of the sale and ensure that you achieve the full agreed price for your property. 

Or if you are considering the sale of a property, make sure you maximise your return. Call me, Peter Trinder, Director of Central London Investment on +44 (0)20 7544 2254, or email me at ptrinder@nbrealestate.co.uk. I look forward to hearing from you.