When sellers receive an offer, their eyes naturally move toward one number: the price.
But in a market where concessions are becoming more common, the highest number at the top of the page may not represent the strongest overall offer.
A buyer might request assistance with closing costs, a mortgage-rate buydown, repair credits or another expense. The offer may also include financing, appraisal and inspection conditions that affect its likelihood of reaching closing.
That does not automatically make the offer unattractive. It means the seller needs to evaluate the complete package.
Agents can make that process easier by organizing each offer around several practical questions:
What is the estimated net?
Compare the offer price with requested concessions and other seller-paid expenses.
How dependable is the financing?
Review the preapproval, loan type and any conditions that could affect the transaction.
How much uncertainty is involved?
Consider inspection, appraisal, home-sale and financing contingencies.
Does the timing work?
A slightly lower offer with a suitable closing date or greater flexibility may solve an important problem for the seller.
What does the local market support?
Concessions vary considerably between cities, neighborhoods and price ranges. National statistics provide context, but nearby transactions provide the more useful comparison.
The goal is not to persuade sellers to accept every request. It is to help them understand what they are receiving in exchange.
A concession that protects the price and moves a qualified buyer toward closing may be reasonable. A complicated offer with weak financing and multiple opportunities to withdraw may remain risky, even if its headline price looks impressive.
These discussions are also easier when trust already exists. Sellers are more receptive to difficult advice when the agent has established familiarity and demonstrated local knowledge before the listing appointment.
The strongest offer is ultimately the one that best supports the seller’s financial needs, timing, and tolerance for uncertainty, not necessarily the one with the largest number printed at the top.
Evaluating offers, concessions and contingencies requires an agent homeowners already know and trust.
Looking for Listings postcards help you introduce yourself to prospective sellers, remain visible in your market and invite homeowners to start a conversation before they are ready to list.
When the decisions become more complicated, your name is already familiar.
Explore Looking For Listings Postcards
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