When to Say No

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Earlier last week, we got an offer on a home I have co-listed over in Campbell. This being the kind of market that it is, it was no surprise that the offer was a bit low. Well, I shouldn’t say a bit low – it was really pretty low. When my clients ask me, “Is this too low to offer?” I always counsel them that, generally speaking, if you offer at least 90% of asking price, you will get a counter offer and you’ll at least begin negotiating. Anything less than 90% of asking price and it’s more likely than not that a seller will not respond to your offer – unless, of course, the seller is highly motivated.

The offer that we received on our listing in Campbell was only about 88.5% asking price. However, the property had been on the market for about two and a half months, and this was our first offer. And, who knows – it could be that the buyers were just fishing. As it happens, though, our seller does want to sell the house, but the home is owned free and clear with a low property tax base, so she’s not losing a great deal of money per month.

I had just run the numbers the day before, looking at October sales for single-family homes in Campbell and also Willow Glen (just across the street in San Jose). I had recently transmitted that information to the seller and to my co-listing agent, so we all knew the state of the market – and it was clear that at the offered price, the buyer was going to be coming out way ahead on the deal. So, we came back with a pretty decent first counter-offer, meeting them almost half way between asking price and their offer price. It wasn’t long before they countered our counter-offer – offering just $5,000 more than their original offer.

Take all your equity when you move

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It became clear just then that the buyers really were bottom-feeders. Not that there’s anything wrong with that – I’m all for bottom-feeding. Buying a house in this area is a big investment – and it’s best to buy as low as possible, especially in a market that may be heading for a decline. But for best results when bottom-feeding, it’s best to look for a property with a highly motivated seller. My client, the seller, does truly want to sell this property, but at the moment, she does not have a burning need to do so. It serves her much better to pass up low-ball offers at this point, and wait for an offer that better reflects the property’s true value.

I was counseled by some of my colleagues to keep working on this offer with my client, but I did just the opposite. Together with my co-listing agent, we advised my client not to make another counter-offer. We were just too far apart on price. The buyers were clearly looking to get a great bargain, and my seller is clearly looking to sell the home for full value (or close to it). So, I called up the agent who made the offer and gave him the news: thanks, but no thanks. He wished me the best of luck with the listing – what remained unspoken was, “Maybe this is the best offer you’re going to get.” Maybe so – I’ve said or implied the same thing to the listing agent when making low-ball offers many times. And, many times, the property did sell a few weeks later – never for full asking price, but closer to it than I’d been offering. I think that in order to provide the best service to my clients, it’s important to know when to say “Yes” – but it’s equally as important to know when to just say No.

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I've been helping my clients get rich in Bay Area real estate since 2003. My decades of hard-won experience in the Silicon Valley real estate market provide sharp insights and invaluable lifestyle knowledge, empowering clients to make confident, informed decisions when selling, buying, or investing. Contact me to make your next move the best one yet.