Step 4: Offers and negotiation.
The highest number isn't always the best offer. Here's how we tell the difference.
Every sale is a negotiation
The buyer has an agent working for them. You need someone just as sharp working for you. Experience is what puts you in the stronger corner: knowing what's normal, what's a bluff, and what's a red flag.
Before you sign: questions for the buyer's agent
I call the buyer's agent before we answer any offer. A few of the questions:
- Why does your buyer like this home?
- Have they seen it in person?
- Have they been in escrow on another home that fell apart?
- Are they selling a home first?
- If the appraisal comes in low, do they have cash to cover the gap?
- If we counter, what matters most to them: price, closing costs, or timing?
And questions for the buyer's lender
A pre-approval letter is a starting point, not a promise. So I call the lender too.
- Did you pull the buyer's credit?
- Did you collect tax returns, or take their word for income?
- Did you run the file through automated underwriting? If not, why not?
- Is the down payment already in the bank, or is it a gift? If it's a gift, is there a gift letter?
- If the buyer is moving for a new job, do you have the paperwork for it?
The answers tell us who's solid and who's shaky, before you're locked in.
Comparing offers side by side
When more than one offer comes in, we line them up on what you actually walk away with and how likely each one is to close. A slightly lower offer from a buyer who's ready often beats a higher one from a buyer who isn't.
Step 5: Escrow to closing · Back to Step 3 · The full plan
Got an offer and not sure about it? Book a 15-minute call, or call or text 480-448-2020.