Tips for Buyer’s Agents to Countering Over the Asking Price Sales

Sellers coming back with over-asking price counteroffers typically create a lot of drama. Though it may come to a surprise to many buyers, there are many reasons a seller may decline a full price offer. Do you have the right real estate buying tips to help your buyers navigate these shark infested waters?

Take a bite out of emotion
Buyers, who become emotionally attached, picturing themselves in homes, need to be brought back to some rationality, specifically:

  • The MLS doesn’t guarantee prices like an area superstore, it’s a listing service for the industry, holding participants to certain standards, and protecting commissions.
  • The owner, not the agency, makes the decision on final sales price.
  • You do not know, nor do they have to disclose, the financial situation of the seller.
  • The owner may not have ‘changed their mind’ or thought they could get more following full price offers. Homes are often listed, underpriced, at 5-10% to generate over-asking price offers.
  • The seller may have another offer, or be unhappy with the terms.
  • The property may be recently listed, generating high-interest.

Must buyers accept?
No. In this awkward situation, created by the seller, they can…

  • Walk away.
  • Choose to put the offer in a back-up position.
  • Decide if it’s still an awesome deal.
  • Make a strong case for your offer (or counter-offer) with comparative market analysis data.

Life preserver
In future situations, heed these real estate buying tips for agents to prevent such antics. As the old saying about flies and honey: Making a positive impression on the listing agent and seller can work wonders, as can including financing pre-approval with offers – and a brief letter (The Jones enjoyed viewing your beautiful home and look forward to living in it with their 3 kids…).

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