In partnership with:

👋 Good evening, deal closers! 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 last year involved at least one counter-offer, and with 2025’s market showing up to 30% 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. 💪 

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🤝 7 Counter-Offer Moves Top Agents Use to Seal Big Deals

1️⃣ 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. For example, if comps show homes closing at 101% of list price, say:

🗣️ “Based on these comps, we are countering at $X.”

This not only strengthens your case but helps the other agent justify your position to their client.

On the flip side, if homes are closing at 92% of list price, help your seller see the big picture by showing a net sheet.

✅ Success Secret: Always run a new CMA before advising a counter-offer. One of our coaching clients in Texas turned a dead deal around by doing exactly that—adjusting to a 93% list-to-sell ratio and saving the deal.

2️⃣ Uncover Their True Priorities

🎯 Price isn’t always king. Ask the other agent:

🗣️ “What’s most important to your client besides price?”

Whether it’s a lease-back, fast close, or covering closing costs, knowing their real goals creates leverage. If the buyer wants a $10K seller credit, counter with $10K added to price.

✅ Success Secret: A well-qualified buyer offering below list price may be better than a sketchy full-price offer. Use the Ultimate Addendum (Premier/Elite Coaching) to confirm buyer strength—tri-merge credit, verified assets, employment, etc.

3️⃣ Defuse Emotions with Empathy

😤 Emotional sellers kill deals. Calm them with:

🗣️ “I know this feels disappointing, but these buyers are trying to buy your home. Let’s focus on the ones who made an offer.”

Then redirect to a data-driven counter-offer. Use net sheets to show what they do get—not what they wish they’d get.

✅ Success Secret: Highlight positives—free 60-day leaseback? Favorable timelines? Remind them this isn’t just about price.

4️⃣ Close Gaps with a Split-the-Difference Strategy

💰 If the buyer is at $480K and seller wants $500K, counter at $490K. This keeps the deal alive.

✅ Success Secret: NAR reports 45% of agents in 2025 closed using this strategy. Keep momentum going—don’t let a deal die without a counter.

📚 A recent Elite Coaching client in San Diego salvaged a stalled negotiation using this method—and closed in 10 days.

IN PARTNERSHIP WITH LIBERTAS

🌟 What If You Weren’t Doing This Alone?

Most agents think success is just about working harder. But the truth? The agents winning right now have a team, a plan, and the right partners in their corner.

With eXp Realty + The Libertas Group, you get:
✅ Premier Coaching with Tim & Julie Harris (included)
✅ A proven blueprint for listings & leads
✅ Weekly masterminds with top producers
✅ A network that shares, not competes

Don’t just survive the market — own it.

👉 See how Libertas can back you up

5️⃣ Push for Commitment with a Closing Question

🧠 When a seller stalls, ask:

🗣️ “What would happen to your plans if we accepted this offer as written?”

Then stay silent. This moves them from emotional to practical thinking.

✅ Success Secret: Use the Seller Prequalification script early to uncover their “why” for moving. No plan = no urgency.

6️⃣ Distinguish Lowball Offers from Market-Based Offers

📉 Not all low offers are ‘lowball’. If comps now support the buyer’s offer, your price may need adjusting.

Set up automated market updates (as if you’re a buyer) in your own listing’s zip code. You’ll stay informed.

✅ Success Secret: In Premier Coaching, we teach agents to monitor showings vs. days on market. Fewer showings = pricing problem.

7️⃣ Stay Sharp with a Counter-Offer Cheat Sheet

📃 Use this on every deal:

• Run a new CMA.

• Identify top priorities for both sides.

• Use empathy, then pivot to comps.

• Split price gaps when reasonable.

• Ask, “What happens if we accept this offer?”

• Never reject without a counter.

• Use the Ultimate Addendum to verify buyer strength.

✅ Success Secret: Consistency builds confidence. Keep this sheet handy for every negotiation.

8️⃣ BONUS: Play Offense Before the Offer

🏈 Pre-frame realistic expectations at your listing appointment. Discuss:

• Average list-to-sell ratios

• Common buyer requests

• Market volatility

Setting the stage now prevents disappointment later.

✅ Success Secret: One of our clients in Atlanta now includes this in her pre-listing packet—and seller stress has dropped by 80%.

🔑 What’s Your Next Big Real Estate Breakthrough?

The difference between “getting by” and breaking through often comes down to one thing — being in the right room with the right people.

That’s exactly what the Harris Mastermind delivers.
✅ Closed-door strategy sessions with Tim & Julie Harris
✅ Actionable scripts, systems & playbooks you can use immediately
✅ Networking with agents who are actually doing big things in today’s market

No fluff. No theory. Just real-world tactics from the nation’s top coaches — and the agents who are winning right now.

👉 Claim your seat in the Mastermind

🚀 Take Action Now

Don’t let weak offers cost you commissions! Counter strategically and skillfully.

Join Premier Coaching for the scripts, tools, and coaching you need to handle every offer like a pro.

🔗 PremierCoaching.com | DM us on X @TimAndJulie | Or text Tim directly to inquire about Elite, one-on-one coaching with Tim or Julie. 512.758.0206

and don’t forget to join us here: HarrisMasterMind.com

💬 Counter everything. Keep the deal alive. Make 2025 your million-dollar year.

AND THAT’S A WRAP!

Counter everything. Keep the deal alive. Make 2025 your million-dollar year. 💰️ 

—Tim & Julie Harris
Harris Real Estate Daily

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