Offers, Negotiation & Closing: Common Questions

Getting an offer is just the beginning. Getting to the closing table requires strategy. Below, we answer your top questions about evaluating bids, handling inspections, and protecting your equity.

How do we evaluate multiple offers?

We don't just look at the highest price; we look for the "Highest & Best" terms. We present you with a detailed Net Sheet that breaks down every offer, showing your bottom-line proceeds after commissions and fees. We also weigh the risk factors: cash vs. loan, down payment amount, and contingency timelines. Sometimes a slightly lower cash offer is better than a high offer with shaky financing.

Should I accept the first offer?

It depends. In real estate, the first offer is often the best because it comes from the most serious buyers who have been waiting for a home like yours to hit the market. However, we never rush. We evaluate the terms carefully to ensure we aren't leaving money on the table.

What are common buyer contingencies?

Most offers include three standard "exit strategies" for the buyer:

• Inspection Contingency: The buyer can cancel (or ask for repairs) based on the home's condition.
• Appraisal Contingency: The buyer can cancel if the bank values the home lower than the agreed price.
• Financing Contingency: The buyer can cancel if their loan is denied.

How do repair requests usually work?

In Arizona, this is handled during the "BINSR" (Buyer’s Inspection Notice and Seller’s Response) period. After the inspection, the buyer may ask you to fix specific items. You have three choices: fix them, offer a credit, or refuse. We are expert negotiators during this phase, helping you distinguish between reasonable requests and petty demands.

What if my home doesn’t appraise?

If the appraised value comes in lower than the contract price, we have a few options:
1. The buyer pays the difference in cash (an "Appraisal Gap").
2. We lower the price to the appraised value.
3. We meet in the middle.
4. The deal is cancelled.
We attempt to prevent this by providing the appraiser with a "packet" of data supporting your sale price before they even visit the property.

What closing costs will I have to pay?

In addition to the real estate commissions, sellers in Tucson and Oro Valley typically pay for the Owner’s Title Insurance Policy, escrow fees, recording fees, and prorated property taxes. A safe rule of thumb is to budget roughly 1% of the sale price for these non-commission closing costs.

Can I stay in the home after closing?

Yes, if negotiated upfront. This is called a "Post-Possession" or "Rent-Back" agreement. It allows you to close on the sale, receive your funds, and remain in the home for a set period (usually 1-3 days for moving, or up to 60 days if you need time to find a new home).

What is an escalation clause?

An escalation clause is a tool used in multiple-offer situations. It states that a buyer will beat any other bonafide offer by a specific amount (e.g., $1,000) up to a certain cap. We love receiving these as they often drive the price significantly higher than the list price.

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