An offer is a package of terms. Price is the headline, but financing strength, contingencies, closing date, and earnest money often decide the outcome.
Reading an offer
When an offer comes in, look at the full picture:
- Price. Above, at, or below list — and what the gap is to your CMA range.
- Financing. Cash, conventional, FHA, VA, or other. Cash is fastest and most certain; financed offers vary in strength based on the lender, the down payment, and any waiver of the appraisal contingency.
- Earnest money. Higher earnest money = more skin in the game.
- Contingencies. Standard inspection, appraisal, and loan contingencies are normal. Watch for home-sale contingencies (buyer must sell their current home first), which add risk.
- Closing date. Sometimes this matters as much as price — especially if you need a particular window.
- Possession. Does the buyer want immediate possession at closing, or are they open to a short post-close occupancy if you need it?
Multiple offers
If you're fortunate enough to receive multiple offers, you have several strategies:
- Accept the strongest offer outright — particularly when one offer clearly stands out and you don't want to risk losing it.
- Counter the top offer — when one is close but you have leverage to push it.
- Issue a "highest and best" call to multiple buyers — set a deadline and ask each to submit their best terms. Use carefully; it's powerful but can spook buyers in slower markets.
What you cannot do is play offers against each other in ways that mislead buyers. Be straight with everyone about what you're asking for.
Counter-offers
You can counter on any term, not just price. Sometimes the best counter is "I'll take your number if you'll shorten the inspection period by 5 days" or "I'll accept if you'll remove the home-sale contingency." Each term is leverage.
Once you sign a counter, the original offer is gone. The buyer can accept, reject, or counter back. Each round resets the clock.
The inspection-period negotiation
This is the underrated half of the sale. After acceptance, the buyer typically has 10 days to inspect and either move forward, request repairs/credits, or cancel.
Most homes generate some repair requests. Your strategy options:
- Agree to specific repairs. Cleanest but means coordinating contractors before close.
- Offer a credit at closing instead. Easier logistically; buyer handles repairs themselves.
- Reduce the purchase price. Functionally similar to a credit but affects the appraisal.
- Refuse if the requests are unreasonable. Buyer can then proceed anyway, cancel, or counter.
The buyer's leverage here is real: if they cancel, you go back on the market with the listing now showing more days-on-market and a story to explain. Many sellers underestimate how much that costs.
The AAR contract has a "BINSR" — Buyer's Inspection Notice and Seller's Response. The buyer notifies you of their requested resolutions, and you have a defined window to respond. Don't let that window lapse without responding — silence has consequences in the contract.
What I tell sellers about negotiation
- Don't fall in love with the first offer if it's weak, but don't reject a strong one waiting for a better one that may not come.
- Watch the terms, not just the price. A clean offer at slightly less can be better than a high offer with risky financing.
- Don't take inspection requests personally. It's not a personal critique of your home — it's the buyer doing their job.
- Read the whole offer, not just the price.
- In multiple-offer situations, be transparent about your process.
- The inspection-period negotiation is often where the deal is really won.
Offer in hand?
Forward me what you're seeing and I'll give you a real read on what to accept, counter, or push back on.
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