Offer and Counteroffer: The Two Types of Counters The seller has only two realistic choices in a counteroffer: Highball. The seller rejects the buyer’s offer and comes back almost to the asking price. The seller’s motivation here is simply to keep the negotiations open in the hope that the buyer will eventually “come around.” Compromise. … Read more
Offer and Counteroffer: The Three Types of Offers Buyers can make three kinds of offers: Lowball. The offer is ridiculously below what the seller is asking. The hope is that the seller will counter at a compromise price. “Close to asking. ” The buyer simply wants the property and is willing to pay the seller’s … Read more
Offer and Counteroffer: Why Would a Seller Want to Counter? As a seller represented by an agent, you probably don’t have much of a handle on what kind of a person the buyer is. (That’s the rea son I sometimes recommend face-to-face negotiations.) Rather, you have to judge partly by what the agent reports, but … Read more
Why Would a Buyer Want a Counteroffer? In before post, we discussed how much to offer for a property. We were talking about making a serious offer that the seller would accept. In a great many instances where a deal is actually made, die seller’s counter contains only minor changes. However, sometimes as a buyer … Read more
Offer and Counteroffer: The Procedure for Offers When you’re dealing through an agent, offers and counteroffers are presented in written form. You make an offer and the agent, in consultation, writes it out on a sales agreement. Then the agent presents the offer to the other party and, presumably, argues your case for you. If … Read more
Offer and Counteroffer In the vast majority of real estate transactions, the buyers and sellers don’t negotiate with each other. Rather, each has an agent, and the negotiations are carried on through those agents. In this chapter we’ll see how to negotiate through offer and counteroffer when the agent is the intermediary. Negotiating through an … Read more
What Should You Look For in a Sales Agreement? At the onset it’s important to understand that the making of a real estate deal does not occur on the sales agreement document. It occurs in the understanding between buyer and seller. The sales agreement should only reflect that understanding. However, the document itself is important … Read more
Negotiating a Sales Agreement: Should You Go For a Better Price or Better Terms? Some agents think of the sales agreement as having two major parts. The first part is simply the price, the amount to be paid for the property. It occupies only a single line on the document. The second part, however, refers … Read more
Negotiating a Sales Agreement: The Deposit The deposit is a part of the negotiations since it indicates the depth of the buyer’s sincerity in making the deal. The buyer is presumably sincere, hence the correct term, earnest money deposit. However, there is no reason why a deal cannot be completed without a deposit. But a … Read more
Negotiating a Sales Agreement: Dealing with Time Time can also be a deal point. In post 2, we saw why time was important as a negotiating tool. Now we’ll consider a specific application of time in the sales agreement: the date of occupancy. When—the exact date—the seller turns the home over to the buyer is … Read more
