🏡 7 Counter Offer Moves Top Agents Use to $eal Big Deals!

Good morning, agents.☀️ In every deal, the real power lies in the counter offer—and top agents know exactly how to use it. In today’s podcast, we’re revealing 7 proven counter offer strategies that help elite agents close faster, protect their clients’ interests, and maximize commission without burning bridges.

Use these moves to stay in control, out-negotiate the competition, and seal the deal like a pro.

Let’s dive in.👇🔥

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7 COUNTER OFFER MOVES TOP AGENTS USE TO $EAL BIG DEALS!

In the fast-paced world of real estate, a shaky counter-offer can kill a deal faster than you can say "closing costs." According to the National Association of Realtors (NAR), 68% of home sales in 2024 involved at least one counter-offer, and with 2025’s market showing 5- 20% more inventory (per Altos Research),  mastering negotiation is non-negotiable for agents aiming for bigger commissions. These seven proven counter-offer strategies, used by million-dollar agents, will empower you to turn weak offers into closed contracts, keep deals alive, and make 2025 your most profitable year yet.

1. Anchor Your Counter with Market Data and Net Sheets

Facts trump feelings in negotiations. Ground your counter-offer with a fresh Comparable Market Analysis (CMA) to validate your position. If your comparables show recent sales closing at 101% of list price, use this to justify countering a low offer with a data-backed number. For example, state, “Based on the following comparables, we are countering at $X.” This not only strengthens your case but also helps the other agent explain the counter to their client.

Conversely, if your CMA reveals your listing is priced too high, and homes are closing at 92% of list price, guide your seller to meet the buyer halfway. A clear net sheet showing their proceeds can manage expectations and keep emotions in check.

Success Secret: Always run a new CMA before advising your seller on a counter-offer. Knowing the latest market trends ensures you negotiate from a position of strength.

2. Uncover Their True Priorities

Price isn’t always king. To negotiate effectively, call the other agent and ask, “What’s most important to your client?” Understanding their priorities—whether it’s closing dates, possession dates, seller concessions, or waiving inspections—helps you find common ground. For instance, a buyer needing seller-covered closing costs might accept a higher price in exchange for that concession. Similarly, a seller needing a lease-back could prioritize flexibility over a top-dollar offer.

Success Secret: Evaluate the buyer’s strength. A well-qualified buyer offering below list price is often better than a risky buyer at full price. Use the Ultimate Addendum (available in Premier and Elite Coaching) to verify buyer qualifications, including tri-merge credit, verified down payment, and employment status, ensuring the deal is solid.

3. Defuse Emotions with Empathy

Lowball offers can spark frustration, but emotional sellers derail deals. Calm them by saying, “I understand this offer feels disappointing, but these buyers are trying to buy your home. Let’s focus on them, not the folks who didn’t even make an offer.” Then, suggest your data-backed counter, using a net sheet that highlights what the seller will net, not what they’re missing. This keeps negotiations productive and positions you as a composed professional.

Success Secret: Highlight positives in the offer, like favorable closing dates or a free 60-day lease-back, to shift the seller’s focus from price to value.

4. Close Gaps with a Split-the-Difference Strategy

When you’re $20,000 apart, don’t let the deal stall—split the gap. If a seller wants $500,000 and the buyer offers $480,000, counter at $490,000. NAR reports that 45% of agents so far this year have sealed a deal using this technique. The key is to counter everything, maintain momentum, and find compromise.

Success Secret: Never let a deal die on your watch. Your first offer is often your best—or only—shot, so keep the conversation alive.

5. Push for Commitment with a Closing Question

When negotiations drag, nudge the seller toward a decision with, “What would happen to your plans if we accepted this offer as written?” This question prompts them to think about their next steps, like moving or financial goals, and can speed up their decision-making. After asking, stay silent—let them process.

Success Secret: Early in the listing process, use the Seller’s Prequalification script to clarify where the seller plans to move. If they’re unsure, even a great offer might stall, so address this upfront.

6. Distinguish Lowball Offers from Market-Based Offers

Not every low offer is a 'lowball'. If new comparables show recent sales below your list price, the offer might be reasonable, and your listing could be overpriced. Set up automatic market updates as if you’re a buyer in your listing’s neighborhood. This keeps you informed about new closings, competing listings, and market shifts, allowing you to adjust pricing and negotiation strategies dynamically.

Success Secret: Regularly monitor market activity to stay ahead of trends that could affect your listing’s value or appeal.

7. Stay Sharp with a Counter-Offer Cheat Sheet

Consistency breeds success. Use this Counter-Offer Cheat Sheet for every negotiation to stay focused and strategic:

• Run a new Comparable Market Analysis to confirm market value.

• Identify the buyer’s and seller’s top priorities (e.g., price, closing date, contingencies).

• Use empathy to neutralize emotions, then pivot to data: What do new comps show? How many showings or offers have you had? How many competing homes are on the market?

• Split reasonable price gaps to keep momentum.

• Ask, “What would happen to your plans if we accepted this offer?”

• Never reject an offer outright—always counter to keep the deal alive.

• Use the Ultimate Addendum (from Premier and Elite Coaching) to verify buyer strength for financed offers.

Take Action Now

Don’t let weak offers cost you commissions! Counter strategically and skillfully. Stop losing deals and join our live training to skyrocket your closings in 2025. Sign up at PremierCoaching.com or DM us on X @TimAndJulie. Counter everything, keep the deal alive, and make 2025 your million-dollar year!

AND THAT'S A WRAP!

Your next big win is waiting. 🏆,

—Tim & Julie Harris
Harris Real Estate Daily

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