Special offer

Just Ask!

By
Real Estate Agent with Online Real Estate Agent Training

Why is it that some real estate agents are seemingly afraid to present offers and counteroffers?  I'm confused by this because this is what we do...we help people buy and sell property.  We know that every offer won't be great, but that's just part of the job.  This past week I had a case where the agent did not want to present my buyers counteroffer and truthfully I was more than a little baffled.  Unless the sellers have specifically stated in writing, "Do not bring me any offers below X", it is our duty and obligation to present all offers and counteroffers, regardless of how we may feel about the offer.

In this particular case my buyers made an offer $30,000 below the list price, did not ask for any closing assistance and could settle in 2 1/2 weeks.  A pretty clean offer.  The seller countered back at $10,000 below the list price.  My buyers than countered at $20,000 below the seller's counter...so they came up $10,000 from their original offer.  Well, things stalled at that point because neither party was willing to move any further.

After thinking about it overnight, my buyers wanted to go back to the seller...accepting the counteroffer, but asking for closing help. When speaking with the listing agent he said, "The seller won't do that". All I could think of was "really...how do you know"? The agent then proceeded to tell me how great the house was and that the seller didn't have to sell. I let him speak, but when he stopped to take a breath I simply said, "Can you do me a favor and just ask the seller"? Yes, I really did say "do me a favor" instead of "can you do your job"...it sounded nicer.

In just asking I thought we would be able to open up the negotiations again and the worst thing that could happen is that the seller would say no.  We had nothing to lose.  In the end the seller did not give the closing help, but did reduce the price another $10,000, at which point my buyers said YES!

I often write about how agents sometimes get in the way of the transaction.  We aren't the ones who make the final decision.  People (buyers and sellers) change their minds all of the time.  Our job is to present the information in a positive light, give the pros and cons, then let our clients make an educated decision.

Posted by

Candy Miles-Crocker

Real-Life Real Estate Training

Comments (5)

Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

Absolutely!  Our job is to...do our job!  and not get in the way of the process.  Great story to prove an excellent point.

May 18, 2011 03:25 AM
Jeanne M. Gavish
Jeanne Gavish, Keller Williams Realty Elite Partners - Spring Hill, FL
Keller Williams Realty Elite Partners - CIPS,GRI,S

I sooooo agree with you.  Too many times agents act as though you are insulting them by negotiating.  Our job is to deflect the emotion not add to it! I suggesting this.

May 18, 2011 03:36 AM
James Dray
Fathom Realty - Bentonville, AR

Since when was it the agents job to speak for the seller without presenting the offer?  Or am I missing something here

May 18, 2011 03:42 AM
Mykael Marinelli
American Caribbean / Christie's International Real Estate - Key Largo, FL
The Florida Keys Real Estate Conchquistador

I can never understand Agents who "Think" they know what their party will and will not do.  I have many times in 16 yrs been surprised at what my party actually "did" when the offer was in front of them in writing.  It is not our job to second guess our parties, but rather advocate for the best possible price and terms, but ultimately it is Their decision, not ours..so present it!

May 18, 2011 03:46 AM
Laura Sargent
Carolina One Real Estate - Mount Pleasant, SC

It is not our home to sell and no matter what we think we may know we must show offers.  Time and time again what one said becomes a different story when a contract is in front of them.

May 18, 2011 05:32 AM