Seattle Real Estate News

In many markets, sellers are encountering offers well below list price. Buyers feel emboldened, while sellers remain anchored to prior-year expectations. Here’s a traditional, proven playbook top agents use to keep deals on track—even when the first number stings.

1) Treat Every Offer Like a Formal Presentation

• Discuss offers only after they’re written and signed.
• Don’t just forward a PDF—schedule a brief review (in person, Zoom, or phone) to control tone and context.
• Set urgency: “Let’s connect at 5 p.m. so we can respond tonight or first thing tomorrow.”

2) Re-Ground the Seller in Their Motivation

• Remind them they can accept, decline, or counter.
• Ask three questions: Why are you selling? When do you want to be there? What happens if that timeline slips?
• Review time on market, showings, and feedback to frame the offer within real activity—not anecdotes.

3) Lead With Strengths Before Price

• Start with buyer qualifications (cash/financing strength), closing/possession timing, inspection periods, and earnest money.
• Then reveal price. This reduces emotional shock and keeps the discussion balanced.
• Adopt the mantra: all offers are good offers—they’re opportunities to negotiate.

4) Focus on Net Proceeds, Not Just the Gap to List

• Reframe from “how far under asking” to “what’s the seller’s walk-away number.”
• If momentum stalls, evaluate a timely price reduction to spark traffic and urgency.

Key Takeaways

• Present, don’t just forward—control tone and timing.
• Anchor decisions to motivation and timeline.
• Highlight terms before numbers.
• Negotiate around net, not just list price.