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When offers arrive, the listing agent presents each one with analysis of price, terms, contingencies, and buyer qualification. Sellers evaluate the complete picture, not just the offer price.

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Offer Components

Every offer includes several elements that affect the seller’s net proceeds and transaction risk.
The total amount the buyer offers to pay. Higher price doesn’t always mean better offer if other terms create risk or cost.
Deposit demonstrating buyer’s serious intent, typically 1-3% of purchase price. Larger deposits indicate stronger commitment and create more buyer risk if they default.
How the buyer plans to pay. Cash offers eliminate financing risk. Larger down payments reduce lender denial risk. Pre-approval letter strength matters.
When the transaction will complete. Sellers may prefer faster closings or need time to relocate. Flexibility on timing can be valuable.
Conditions that must be met for the contract to proceed. Fewer contingencies or shorter contingency periods reduce seller risk.
What personal property the buyer wants included (appliances, fixtures, furniture). May affect net value of the offer.

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Contingencies from the Seller’s Perspective

Contingencies protect buyers but create risk and uncertainty for sellers. Understanding each contingency helps evaluate offer strength.
Allows buyer to terminate if loan is denied. Protects buyer’s earnest money. Risk to seller: deal falls through late in the process if financing fails. Stronger pre-approval reduces this risk.
Allows buyer to terminate or renegotiate based on inspection findings. Risk to seller: buyer may request repairs, credits, or price reductions after inspections. Shorter inspection periods reduce time at risk.
Allows buyer to terminate if property appraises below purchase price. Risk to seller: may need to reduce price or lose the deal if appraisal is low. Appraisal gap coverage reduces this risk.
Makes purchase contingent on buyer selling their current home. Risk to seller: transaction depends on a separate sale the seller doesn’t control. Kick-out clauses provide some protection.

Addendums and Contingencies

Detailed guide to contract contingencies

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Multiple Offer Situations

When multiple offers arrive, sellers have several options.
Choose the strongest offer based on price, terms, and buyer qualification. Transaction proceeds with that buyer.
Select one offer to negotiate with, rejecting others. Common when one offer is close but needs adjustment.
Send counteroffers to multiple buyers simultaneously. Creates competition but risks losing all buyers if they feel manipulated.
Ask all buyers to submit their strongest offer by a deadline. Useful when multiple offers are similar or when expecting more interest.

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Evaluating Offer Strength

  • Pre-approval letter from reputable lender
  • Verification level (full documentation vs quick approval)
  • Down payment amount and source
  • Proof of funds for cash offers
  • Larger earnest money deposit
  • Fewer or shorter contingencies
  • Appraisal gap coverage
  • Flexible closing date
  • As-is acceptance
  • Waived contingencies (with appropriate risk acknowledgment)
  • Minimal earnest money
  • Extended contingency periods
  • Home sale contingency
  • Excessive seller concessions
  • Unusual requests or conditions
  • Weak or unverified financing

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Counteroffers and Negotiation

Sellers can accept, reject, or counter any offer. Counteroffers create new offers that buyers can accept, reject, or counter in return.
  • Purchase price
  • Closing date
  • Contingency periods
  • Earnest money amount
  • Included/excluded items
  • Repair requests or credits
  • Seller concessions
  • Counter on terms that matter most
  • Consider the full package, not just price
  • Respond promptly to maintain momentum
  • Be willing to compromise on less important terms
  • Know your bottom line before negotiating
Accept when the offer meets your goals or market conditions suggest it’s the best you’ll receive. Counter when terms need adjustment but the buyer seems motivated and qualified.

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Seller Responses to Repair Requests

After inspections, buyers typically request repairs or credits. Sellers have options.
Transaction proceeds as modified. Seller completes repairs before closing.
Negotiate specific items. Common approach focuses on safety issues and major systems.
Provide closing cost credit or price reduction instead of making repairs. Buyer handles repairs after closing.
Decline to make repairs or offer credit. Buyer decides whether to proceed or terminate.
Cosmetic issues and minor maintenance items are typically not negotiated. Focus negotiations on safety issues, major system problems, and items that affect habitability or financing.

Purchase Contracts

Key terms and provisions in sales agreements

Earnest Money

How deposits work and when they’re at risk