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“The seller is currently in possession of multiple offers. The Seller respectfully requests
that all interested Buyers submit their best and highest offer by 5:00 PM, _____.” (a
date two or three days later)
Of course, there is more that a skilled agent will do. The key thing is that a strong
negotiator understands there is value in having more offers (the more the better), even
“bad” offers are good because they give you leverage. This type of response keeps all
buyers feeling they are being treated fairly and they have a shot at the property, so they
will all stay in the game and come with their best offer to the table.

The worst response is any response that can cause any offers to be removed from the
table, or that could make buyers frustrated or stressed. Giving no response at all is an
even faster way to lose a buyer. Prompt and respectful communication keeps buyers
interested. Slow response or no response leads to irritation often in only a matter of
hours. Negative emotions cause buyers to lose interest very quickly. A good negotiator
keeps the ball moving and does not leave the buyers and their agent in the dark.
QUESTION #3: How will you recommend we respond to a ridiculous, low-ball offer?
WHAT TO LOOK FOR: Any offer is a starting point to a conversation. A skilled agent
will tell you to respond to EVERY offer as if it is a legitimate offer that could result in
satisfactory terms. See, the reality is that you have no idea how much someone is
willing to pay for a property based on their initial offer. They may be a cheap-skate who
is unrealistic and dreaming. Or they may be willing to pay whatever they have to, but
they want to know how low the seller will go, so they start very low to see how you will
respond. It is almost never a buyer’s intent to offend you, the Seller, so don’t take any
offer personally. A skilled negotiator will suggest a strong counter that forces the buyer
to get more realistic without muddying the waters and make the buyer walk from the
negotiating table.
These three questions will tell you a lot about an agent’s skill and preparedness in
dealing with different negotiating scenarios. The key thing to look for is their confidence
and certainty in the way they respond to your questions. If they appear uncertain or
reluctant to communicate to you a pro-active negotiating strategy, let that be a red flag.
And if they come across as adversarial or as if they are ready to go to battle against the
buyer and the buyers’ agent, that can be even more ineffective at securing the best
result for you.
A skilled negotiator makes everything sound easy and communicates confidence
without coming across as cocky or trying to play the hero. You don’t want a hero, just a

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