How to get a seller to counter offers from buyers

When you take on a new assignment, be sure your client understands that offers are not necessarily going to come in where they like. Your client should be prepared to counter offers, and counter them in writing.

Qualify the property or prospect and if appropriate and qualified, don’t let the ball drop in your court. Explain to your client that written counters give you the opportunity to ”sell” the other party on the deal.

An offer or proposal is like a pitch across the plate. You’ve done a lot to get to the plate. The offer or proposal is your time to swing the bat. Remember, you miss every ball you don't swing at. 

For more on improving your batting average to close more transactions, license the video “Closing The Bid-Ask Gap”