The 3 Counter-offer Strategies All Agents Must Master

After your clients have received an offer on their home, they’ll need your professional advice when deciding how to counter the offer. The best agents have an understanding of the buyer’s situation and will know how to strategize accordingly. Watch our video below for possible strategies you can use when countering a real estate offer.

 

For more on working with seller clients, sign up for our selection of seller-focused courses.


AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.

How to Win in a Multiple-Offer Situation

In a multiple-offer situation, a buyer’s needs will be very different from a seller’s. Are you confident you can beat other deals for your clients?

Some Initial Questions to Ask

In a multiple-offer situation, your clients will rely on you to show them how to put the best offer together, strategize against the competition, and triumph at the negotiation table.

There are many, many factors that you will need to analyze in order to advise your clients:

What’s your client’s budget?

Are you shopping in a buyer’s market or a seller’s market?

What’s the seller’s timeline?

What’s the competition’s strategy in putting their offers together?

…and many more.

Buyers and Sellers Have Very Different Needs

With so much going on in a multiple-offer situation, simply dealing with competing offers may seem stressful enough already.

But remember: you also need to understand how to handle these situations for buyers and sellers, because the needs of these clients will be very different, and the strategies you’ll use to represent them and get them the best outcome when multiple offers are flying around will vary.

Are you confident that you can get a seller client the best possible price for their home? What about the factors beyond price – timing, finances, various contingencies – that will affect the value of an offer?

For buyers, you’ll need to have a keen sense of timing and understand the interactions between a seller and the competing buyers. You’ll also need to know when to compromise and when to walk away if that’s what’s best for your clients.

Your Clients Rely on You

Your clients will depend on you to advise them. As their agent, they trust in your ability to accurately read the situation, weigh the factors in their favor and against them, and always, always provide guidance that’s in their best interest.

If this sounds complicated, it may be time to brush up on your negotiation skills.


AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.