Presenting an Offer

Get purchase contract negotiations off on the right foot by presenting your clients’ offer effectively.

  • Always try to present the buyers’ purchase offer in person to the sellers. If that’s not possible (with out-of-town sellers, for example), then try to arrange a conference call when all of the decision-makers can participate.
  • Anticipate possible sellers’ objections ahead of time, and try to gather the information you will need to respond to the objections (an updated CMA, etc.).
  • Use language that shows the sellers that you’re both working toward a common goal. Don’t say, “My buyers,” but instead say, “Our buyers.”
  • Don’t just concentrate on the price. Flexibility on closing time, no contingencies, and a well-qualified buyer are all strong aspects of an attractive offer.
  • If the sellers won’t accept the terms of an offer, wait two or three days and present the offer again.

Crafting and presenting counteroffers is another test of your negotiating skills. Try these techniques to work toward a win-win situation:

  • Keep all counteroffers focused on the big picture. Remind sellers that the value of the concession is probably far less than the profit they are making on their home.
  • If you think the price is reasonable, do your best to prevent your seller clients from negotiating for the sake of the game. Remind them that a counteroffer is an entirely new offer that makes the first offer nonbinding. So the buyers could walk away from the deal if they don’t like the counter.
  • Help sellers put a lower-price offer into perspective. On a $250,000 home, an offer of $245,000 is only a 2 percent reduction.
Notice: The information on this page may not be current. The archive is a collection of content previously published on one or more NAR web properties. Archive pages are not updated and may no longer be accurate. Users must independently verify the accuracy and currency of the information found here. The National Association of REALTORS® disclaims all liability for any loss or injury resulting from the use of the information or data found on this page.