When submitting an offer for a Buyer, there are three possible responses:

1.  Offer is Accepted
2.  Offer is Countered
3.  Offer is Rejected

In order to maximize the chances of either 1 or 2 resulting, remember that the sale price is only one component, i.e. negotiation point, of the overall offer.

By being flexible with closing dates, it allows the Seller more time to find a new home, pack and move.  If the Seller is a Bank, then offering a quick closing is usually preferable (be sure to check with your Loan Officer for reasonable turnaround times before committing to a short transaction period!).

The less contigencies placed on an offer, the stronger it is.

If you are knowledgeable about building construction and do not require a home inspection, then consider NOT including it as a contingency.  Beware though - if you are not a contractor by trade, it is in your best interests to hire a professional home inspector.

Remember, each inspection option - home, pest, radon, lead paint, mold - is an opportunity for the Buyer to back out of the deal if the results are not acceptable.  For Buyers, this is added protection, but for Sellers, this can weaken the overall offer (especially when presented with multiple offers).

Of course, the better the financing - cash vs. mortgage, 10% down vs. 3%, conventional vs. FHA/VA/etc. - the stronger the offer.

The ultimate goal of a Buyer’s Agent is to optimize chances for getting either an accepted or countered Offer.  By advising your clients of these components, the importance of each in their particular circumstance, and how they strengthen/weaken an offer, you will be fulfilling your role as a Trusted Advisor.

Listing Agents should advise there clients to review the overall offer, not to just focus solely on the price.  Remember, the goal is to get the home sold; everything in this business is negotiable! 

Lisa Maxwell, ABR, Realtor
www.Maxwell-Houses.com