What this step involves
Negotiation happens in two phases: initial offer/counter, and post-inspection. Most FSBO sellers leave money on the table in both. Staying calm, responding strategically, and knowing when to hold is a learnable skill — or one you can hire.
How to do it yourself
DIY Path
- Respond to every offer — never ignore. A response keeps the conversation open.
- Counter in writing with a specific expiration time (24–48 hrs) to create urgency
- On low offers: counter at a specific number, not "let us know your best offer"
- Post-inspection: Request the actual inspection report, then negotiate on major items only
- Decide in advance: what is your walk-away price? Your floor determines your floor.
Common pitfalls
What goes wrong
- Emotional responses: Buyers are negotiating, not attacking. Treat it as business.
- Negotiating every inspection item: Buyers get their own inspection report. Focus on structural, safety, and major systems — not cosmetics.
- Accepting the first offer too fast: In a strong market, a quick response can signal desperation. Take 24 hours.