Not every offer merits a counter-offer

California broker Tni LeBlanc wrote a blog post not long ago with some provocative points.  In it, she discusses five reasons that a seller may not want to respond to a buyer’s offer.

LeBlanc effectively contends that a counter-offer in many circumstances may turn off a serious buyer.

Among the situations she mentions were a few that struck me as especially sensible — for example, her first reason, which amounted to advice against being greedy:

A fair offer that clearly has been considered carefully can disappear if the seller counter-offers, therefore indicating someone who may well continue to make unreasonable demands.

So may a buyer walk away if an obviously well-prepared offer implies a buyer who is serious and expects to be treated accordingly, not with a cavalier response. LeBlanc also maintains that a counter can arrest a buyer’s momentum, insult the buyer’s knowledge of a market in decline and strike a buyer as rejection.

While I think some the broker’s analysis represents a stretch, especially in Manhattan, I also believe that her viewpoint deserves discussion. Presenting a counter-offer automatically is akin to a command that goes, “Ready. Fire. Aim.”

At the same time, buyers who react negatively to a counter-offer without going back to the seller with a number even slightly higher than the original one are just shooting themselves in the foot.

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Malcolm Carter
Licensed Associate Real Estate Broker
Senior Vice President
Charles Rutenberg Realty
127 E. 56th Street
New York, NY 10022

M: 347-886-0248
F: 347-438-3201

Malcolm@ServiceYouCanTrust.com
Web site

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