TOGETHER WITH LIBERTAS & EXP REALTY
By Tim & Julie Harris · March 2, 2026
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👋 Hi, {{first_name|real estate agents}}! In today’s 2026 real estate market, deals aren’t “falling apart.”
They’re being negotiated apart.
With nearly 7 out of 10 transactions involving at least one counter-offer (NAR) and inventory levels shifting in many U.S. markets (Altos Research), your counter strategy determines whether:
💰 Your income increases
📉 Or your commissions quietly disappear
A weak counter drains momentum.
A strategic counter creates leverage, confidence, and bigger paydays.
Here are the 7 counter-offer strategies top-producing agents use every day to protect deals, strengthen their reputation, and win in any market. 👇
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1️⃣ 📊 Anchor Every Counter With Data (Not Drama)
Facts beat feelings. Every time.
Before you respond:
✔️ Run a fresh CMA
✔️ Review current list-to-sell ratios
✔️ Update the seller’s net sheet
If homes are closing above list → support your number.
If absorption is rising → price and counter strategically.
💡 Pro Move: Never counter based on opinion. Counter based on math.
🚨 Free coaching. Instant access to a real coach. No catch. Start winning listings now → https://PremierCoaching.com
2️⃣ 🤝 Discover What Really Matters to the Buyer
Price isn’t always the real issue. Terms often are.
Call the buyer’s agent and ask:
“What’s most important to your client?”
You might uncover:
Flexible closing timeline
Lease-back need
Repair certainty
Lower out-of-pocket costs
Clean, quick approval
💡 Pro Move: A strong, verified buyer at a slightly lower price often beats a fragile full-price offer. Strength wins. Certainty wins.
3️⃣ 💬 Neutralize Emotion Before It Wrecks the Deal
When sellers react emotionally, progress stalls.
Use this:
“I understand this feels disappointing. But these buyers are trying to buy your home. Let’s focus on the ones who showed up.”
Then pivot immediately back to:
The CMA
The net sheet
The buyer’s strength
The overall terms
💡 Pro Move: Shift the conversation from price to value and certainty.
4️⃣ ⚖️ Split the Difference — When It Moves the Deal Forward
Classic for a reason.
$500,000 list.
$480,000 offer.
Counter at $490,000.
Simple. Clean. Momentum-building.
💡 Pro Move: Always counter. Rejecting outright kills energy. Countering keeps control.
5️⃣ ❓ Ask the Question That Forces Clarity
When hesitation creeps in, ask:
“What happens to your plans if we accept this offer?”
Then stop talking.
Silence reveals commitment.
💡 Pro Move: Pre-qualify sellers at the listing appointment. If they don’t know their next move, every offer feels risky.
6️⃣ 🔍 Know the Difference Between Lowball and Market Reality
Sometimes the offer isn’t low.
The market is adjusting.
Set yourself up as a “buyer” in your own listing’s area so you receive:
Every new listing
Every price reduction
Every pending
Every closing
💡 Pro Move: Monitor weekly. Adjust early. Don’t get surprised.
7️⃣ 📝 Use a Counter-Offer Checklist (So You Don’t Wing It)
Top agents execute. They don’t improvise under pressure.
Your Counter Checklist:
✔️ Fresh CMA
✔️ Updated net sheet
✔️ Identify buyer priorities
✔️ Defuse emotion
✔️ Consider a split strategy
✔️ Ask a commitment question
✔️ Verify buyer strength
✔️ Counter — never reject outright
Consistency builds confidence.
Confidence builds closings.
Closings build income.
🚀 Final Thought
If you’re losing deals, it’s rarely because of the offer.
It’s because of how the counter was handled.
Top agents don’t wait for perfect offers.
They create them.
Sharpen your counter skills now — and stop leaving thousands on the table.
Join us at PremierCoaching.com.
Text 512.758.0206 to speak directly with our team.
Follow us on Instagram @timandjulieharris.
Counter everything.
Keep deals alive.
Make this your million-dollar year.
— Tim Harris
Tim & Julie Harris® Real Estate Coaching
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TOGETHER WITH EXP REALTY & LIBERTAS GROUP
🔥 THE BROKERAGE UPGRADE: STOP GUESSING.
You are implementing the systems and tracking the metrics (like we teach in the book, Harris Rules). Now you need a brokerage partner that is built for maximum leverage and accountability. Stop letting outdated brokers skim your commission and slow your growth.
If you’re ready to make 2026 your breakthrough year—by finally getting the systems, coaching, and commission split you deserve—it’s time to partner directly with Tim and Julie Harris at EXP Realty.
This is your mandatory next step to becoming a Millionaire Real Estate Agent.
👉 Go now to https://WhyLibertas.com/Harris or text Tim directly at 512-758-0206.
EXCLUSIVE MASTERMIND
🚀 2026: Agents Who WIN vs. Agents Who FAIL
Join Tim & Julie Harris for this exclusive mastermind session where they reveal the 3 secrets top agents are using right now:
🔥 Lead generation that converts
🔥 Systems that scale
🔥 Branding that attracts sellers
Don’t just survive 2026—CRUSH it.
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📬 Thanks for reading Harris Real Estate Daily. Share this with a colleague who needs clarity about where the industry is headed.
P.S. If you want to future-proof your business, don’t just watch change — position yourself ahead of it.
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