Sellers hear the price first and stop listening. Your job when you present an offer is to get them to the number that matters, what they'll actually walk away with, and to the terms that decide whether the deal closes.

Lead with the net

Price minus commissions, any seller credits and estimated closing costs. Have a net sheet ready before you call. Two offers can swap places once the credits come out.

Then the terms

Walk through the parts of the offer that change the risk:

  1. Financing: type, down payment, strength of the lender.
  2. Mortgage commitment date: the earlier before closing, the safer.
  3. Contingencies: inspection, financing, appraisal, home sale.
  4. Credits: is the buyer asking for help with closing costs?
  5. Dates: does the closing date fit the seller's move?

Lay out the paths

Usually two: counter and try for more, or accept a solid deal. Say plainly which one you'd choose and why. On one sale, a returning buyer's improved offer netted the seller about $5,000 less than an earlier one, but with no credit request and a mortgage commitment a month before closing. I told the seller I'd only push if I thought it was worth the risk. They accepted.

Then move fast

Once you have a verbal acceptance:

  • Send the offer for signature yourself if you can, so you're not waiting on anyone.
  • Confirm with the buyer's agent.
  • Send the signed offer to the buyer's agent, both attorneys and your transaction coordinator that same night.
  • Request the deposit and put every date (inspection, purchase and sale, commitment, closing) on the calendar.

Ask one more question

Before anyone signs, confirm everyone on title is part of the sale and nobody else has a claim on the property. It takes two minutes and can save a closing.

Try it this week

Build a one-page net sheet template you can fill in during an offer call, so you lead with the number that matters.