What is a fair offer? Seller considerations

It's decision time. Turning to your real estate representatives you ask “should I accept this offer?”

It’s decision time. You have done your homework and marketed the home diligently. You have an offer.

Turning to your real estate representatives you ask “should I accept this offer?”

You know the decision is really yours, and you may already have an idea in your mind what you might be willing to do now. But a considered independent opinion will probably be valuable.

After all, we represent you. We aren’t sales people, bent on convincing you to do something you aren’t really inclined to do. You want to sell the property, but only at a price and on terms that make sense to you. So the real question isn’t can I dictate the agreement. The real question is: what can I say that will be accepted?

So we start with figuring out where the buyer’s mind is likely to be. If we can figure out what the buyer might be prepared to agree to, we are more than halfway to securing a sale!

Some of these questions we know the answers to. Some answers we should communicate to the buyer. An example might be a similar home that just went pending and the terms of the sale we learned because Bethany or Niel had a conversation about it with that seller’s real estate representative. Some we might not be able to get answers to, like the last question. But we can try. Bethany and Niel might call your buyer’s representative and ask leading questions. Remember we are your representatives: anything we hear is information you will hear!

From all we can learn it is often possible to predict with considerable confidence what the price and terms of an agreement are likely to be. By the time you respond to an offer you are very likely to know where the buyer stands and what they are likely to accept. You certainly can test these assumptions: you can’t get what you don’t ask for. But remembering the desire to see you succeed, and not wanting to be supporters of failure, we will work for you to craft a proposal and responses that keep the conversation alive and, hopefully, lead to an agreement that is fully acceptable.

There are lots of clues to where the buyer’s mind is likely to be.

  • How long has the home been on the market
  • What kind of seller is this, a private party or a corporation?
  • If a corporation, what is known about their history of negotiating agreements in our market?
  • What is the pricing history of the property? How long has it been on the market at the current listed price?
  • What have similar homes sold for? We can assume the seller’s representative has already discussed those comparables.
  • What has sold recently that is similar? Can we assume the selling price is close to that current listed price? The seller may not know about these.
  • What is the seller competing with? We saw these homes inside, the seller probably has not.
  • What is the trend and mood of the market? How likely is it that the seller shares your view?
  • What are the strengths of the property? Doubtless the seller has priced in anticipation of the market appreciating its appeal.
  • What are the downsides of the property? Which negatives will the market generally view as such, and which are negatives applicable only to your situation?
  • What is the seller’s opinion of the current price, and how negotiable might they be?