I still remember the first time I had to explain a counter offer to a buyer—it was early in my career, and I was just starting to get comfortable navigating negotiations. My client had submitted a solid offer, and when we got a counter back from the seller, they looked at me like I’d just handed them a rejection. “Wait… does this mean they don’t want to sell to us?”
That moment taught me something I’ve carried ever since: most clients—buyers and sellers—don’t understand what a counter offer really means. They hear “counter” and think “conflict.” Our job as agents is to reframe that. A counter offer isn’t a setback—it’s an invitation to keep the deal alive.
In this post, I’ll break down exactly how to navigate counter offers from both sides of the table. Whether you’re representing a buyer trying to land the home or a seller looking to hold firm, I’ll share real-world strategies, language I use in tough conversations, and how to keep real estate negotiations moving without losing leverage.
What Is a Counter Offer in Real Estate (And What It’s Not)
A counter offer isn’t rejection—it’s negotiation in motion. I’ve had to explain this countless times to clients who feel deflated when they don’t get an immediate “yes.” But here’s what I always tell them: if a seller sends a counter, it means they’re still interested—they just want to reshape the terms.
So, what exactly is a counter offer?
In plain terms, real estate counter offer is:
A formal response from the other party (usually the seller) to an original offer that modifies one or more terms—like price, closing date, contingencies, or credits—without accepting the original offer as-is.
Key Elements of a Counter Offer
Here’s what’s typically adjusted in a counter:
- Purchase price – the most common change
- Closing date or possession terms – especially if the seller needs more time
- Contingencies – sellers may ask to shorten or remove them
- Inclusions/exclusions – appliances, furniture, repairs
- Earnest money amount – sometimes bumped to reflect a stronger commitment
Once a counter offer is made, the original offer is void, and the roles flip—the ball is now in the original offeror’s court (usually the buyer). They can accept, reject, or counter back.
What a Counter Offer Is Not
- It’s not personal. Some buyers take a counter as an insult or a power play. It’s not. It’s simply a negotiation tool.
- It’s not final. Just because the seller counters doesn’t mean that’s the last word. There’s usually room to keep the conversation going.
- It’s not a stall tactic. When done right, a counter offer keeps things moving, not delaying.
I always explain to my clients that counter offers are a normal, healthy part of real estate—and as agents, how we frame them makes all the difference.
How to Handle a Counter Offer as a Buyer’s Agent
When you’re representing the buyer, a counter offer can feel like a pressure point. Maybe your client is already nervous, or they’re feeling like the seller is being difficult. Your job in that moment is to keep the emotion low and the logic high.
I always tell buyers: “A counter isn’t bad news—it’s a sign the seller wants to work with us. They’re just trying to meet us somewhere in the middle.” That one sentence tends to shift the tone of the conversation immediately.
Here’s how I approach the process:
How to Handle a Counter Offer as a Buyer’s Agent
When you’re representing the buyer, a counter offer can feel like a pressure point. Maybe your client is already nervous, or they’re feeling like the seller is being difficult. Your job in that moment is to keep the emotion low and the logic high.
I always tell buyers: “A counter isn’t bad news—it’s a sign the seller wants to work with us. They’re just trying to meet us somewhere in the middle.” That one sentence tends to shift the tone of the conversation immediately.
Here’s how I approach the process:
1. Set expectations before the offer is sent
Before you ever submit an offer presentation, prep your client for the possibility of a counter. That way, if it comes back, it’s not a surprise—it’s part of the plan.
What I say:
“There’s a chance the seller counters, especially if we’re coming in under asking. If that happens, we’ll treat it as a starting point—not a no.”
This framing has saved me from so many emotional rollercoasters over the years.
2. Evaluate the counter like a new offer
Once a counter comes in, I sit down with the buyer and walk through it line by line. We treat it like a brand-new offer—not just a price change.
What we assess:
- Is the new price still within budget?
- Did they change anything besides price?
- Is there room to negotiate terms that benefit the buyer (e.g., repairs, credits, flexible close)?
Sometimes a seller gives on price but tightens up the contingencies. You have to read the full playbook—not just the headline.
3. Know when to push, and when to close
If the counter offer is fair—or better than expected—I advise the buyer to move forward quickly. But if we feel there’s still room, I’ll help them craft a respectful response.
What I might say to the listing agent:
“We appreciate the counter. The buyer is close—but they’d feel more comfortable at $X with a two-week inspection period. Let me know if that’s a deal-breaker.”
Tone matters. You’re trying to show willingness without backing down completely.
4. Watch for emotional fatigue
After a few back-and-forth rounds, buyers can burn out. I’ve seen great deals fall apart because clients just got overwhelmed. If that’s happening, I pause and say:
“Let’s take a breath. We’re not going to lose the house in the next 10 minutes. Let’s revisit what matters most and go from there.”
You’d be surprised how often that saves a deal.
And remember, the way you present an offer to a seller matters, so work on your pitch.
How to Handle a Counter Offer as a Listing Agent
When you’re on the listing side, the counter offer becomes a tool for leverage—but it also comes with risk. Push too hard, and you could lose the buyer. Cave too early, and you leave money or terms on the table for your client.
As a listing agent, your job is to protect the seller’s interests while keeping the deal alive. I’ve learned to walk that line carefully, especially in shifting markets where leverage can flip overnight.
1. Know your seller’s walk-away point—before the first offer comes in
Too many agents wait until an offer lands to talk numbers and strategy. I’ve made that mistake before. Now, I always have the counter offer conversation upfront.
What I ask before listing goes live:
- What’s your ideal price?
- What’s your minimum acceptable number?
- Are there terms you won’t budge on (e.g., close date, contingencies)?
- Would you consider a backup offer if one came in stronger?
Once I know their bottom line and motivations, I’m not guessing when it’s time to counter—I’m executing a plan.
2. Use counters to create momentum, not friction
A counter offer should move the deal forward—not turn it into a power struggle. I’ve seen agents use counter offers like a hammer—raising the price, stripping contingencies, and expecting the buyer to comply. That works sometimes, but more often, it pushes buyers away.
I try to coach sellers this way:
“If we counter too aggressively, we risk losing a qualified buyer who’s emotionally invested. Let’s counter in a way that protects your interests but keeps the door open.”
We’re not trying to win a battle—we’re trying to close a deal.
3. Time kills deals—respond fast
This one’s simple: be responsive. When you wait 48 hours to respond to an offer, momentum dies. I always try to get back with a counter within a few hours if possible—even if it’s just to say, “We’re reviewing and will have a response shortly.”
“Appreciate the offer—seller is reviewing everything carefully. We’ll be back to you soon. We like where this is headed.”
That small communication keeps the buyer from mentally moving on.
4. Use a counter as a soft close
Sometimes, the counter isn’t just about terms—it’s about signaling the seller’s intent to get the deal done. If I know my seller is ready to accept a certain number, I’ll say:
“Here’s where we’ll come down. If your buyer can meet us here, the home is theirs.”
That kind of clarity moves deals forward. It also saves time and shows that your seller is serious without giving up control.
Common Counter Offer Mistakes Real Estate Agents Should Avoid
Even seasoned agents can fumble counter offers—not because they don’t know the mechanics, but because they miss the subtle stuff: tone, timing, pressure, or misreading the other side. I’ve made these mistakes early on, and I’ve watched deals fall apart over details that could’ve been avoided with better communication or a bit more strategy.
Here are the pitfalls I now watch for every time:
1. Letting Ego Lead the Negotiation
Counter offers should be tactical—not emotional. I’ve seen agents on both sides treat countering like a game of chicken. That usually ends with someone walking away, even if a deal was totally possible.
Instead: Remind your client (and yourself), “We’re here to find common ground, not win a debate.”
2. Failing to Explain the Counter Offer Clearly to the Client
I’ve had clients agree to counters they didn’t understand—only to get upset once the terms really hit. Your job is to translate every line of that counter into plain English.
What I say:
“Here’s what the seller’s asking, what it changes from our original offer, and what that means for you—financially and timeline-wise.”
3. Overcorrecting the Counter
Sometimes agents swing too hard on the counter—adding new demands, tweaking multiple terms at once, or including unnecessary pressure language. This muddies the water and creates doubt.
Instead: Focus on one or two strategic changes. If you’re countering price, don’t also strip contingencies or shorten timelines unless it’s warranted.
4. Letting Time Work Against You
The longer you wait to counter, the colder the buyer gets. I’ve lost deals simply because we waited too long and another opportunity popped up for the buyer.
Fix: Always aim to respond within 24 hours, ideally same-day. Keep the momentum going.
5. Not Using Counters to Create Optionality
Counter offers don’t have to be rigid. I’ve had success offering two counter paths:
“Seller is comfortable accepting $X with a quick close OR $Y if we stick to a 45-day close. Let us know which works best for your client.”
It shows flexibility, keeps both parties engaged, and opens the door to faster agreement.
Quick-Reference Counter Offer Checklist for Agents
Step | What to Ask / Do |
Before You Submit | “What’s our walk-away number?” “What terms matter most?” |
When Reviewing a Counter | Walk through each change line-by-line with your client |
If You’re Countering Again | Keep it clean: change 1–2 things max, avoid adding pressure |
Always | Respond quickly, keep the other side informed, and use counters as a bridge—not a wall |
When to Accept, Decline, or Counter Again
One of the most common questions I get from clients is: “Should we take this or counter again?” And the truth is, there’s no one-size-fits-all answer. But as the agent, your job is to help them weigh the offer logically—not emotionally—and make a decision that lines up with their priorities.
This is where you earn your paycheck.
Here’s how I guide clients through the decision, whether they’re buying or selling:
When to Accept a Counter Offer in Real Estate
I usually advise clients to accept a counter when:
- The counter meets (or comes close to) their original goals
- The terms are clean—few contingencies, reasonable closing timeline
- They’re emotionally ready to move forward and tired of the back-and-forth
- The market is competitive, and dragging it out could mean losing the deal
What I say:
“This offer hits most of the points we talked about. If we accept now, we lock in a solid deal and avoid more negotiation risk. Are you ready to move forward?”
Sometimes the best counter… is no counter.
When to Decline a Counter Offer
Declining a counter offer is appropriate when:
- It’s way off from the client’s minimum goals
- You’re getting unreasonable terms with no flexibility
- You sense the other party isn’t serious or negotiating in good faith
- There are better opportunities already in play (especially with buyers)
What I say:
“This doesn’t move us forward—it’s just not workable. If we decline, we keep looking or keep negotiating from a position that makes sense for you.”
Letting go of a deal can be hard, especially for buyers who’ve become emotionally attached—but it’s better than getting stuck in a bad one.
When to Counter Again
I encourage another counter if:
- There’s still a meaningful gap, but both sides seem engaged
- You can trade terms instead of price (e.g., quicker close for a lower offer)
- The client is close to the line but wants one more shot at better terms
Pro tip: Don’t just counter on price. Sometimes you can get more creative with things like:
- Shorter inspection timelines
- Removing personal property requests
- Flexible possession terms
- Seller-paid closing costs
What I say:
“If we respond with a clean, respectful counter—one or two small adjustments—it shows we’re still in, but we’re holding our ground on the terms that matter.”
Counter Offers in Multiple-Offer Situations
Multiple-offer scenarios can be thrilling… or a total minefield, depending on which side you’re on. The pressure is higher, timelines get tighter, and the stakes are real. One wrong move in how you handle a counter offer, and the whole thing can fall apart—or cost your client thousands.
Let’s break it down from both the listing agent and buyer agent perspective, because the counter strategy is very different depending on which seat you’re in.
As a Listing Agent: Using a Counter to Maximize Leverage
When you’ve got multiple offers on the table, the biggest mistake you can make is reacting too quickly without a plan. I’ve seen agents panic and pick the cleanest offer right away—but they leave money or better terms behind because they didn’t counter strategically.
Here’s how I coach my sellers:
- Don’t just take the highest offer—counter the most motivated one. Look for strong terms, flexibility, and agent professionalism. If they’re close, they’re likely to come up.
Use the counter to signal intent. I might say:
“We have strong interest. If your client can come up to $X and shorten the inspection to 5 days, we’re ready to sign.”
- Know when to send a multiple counter vs. countering just one offer.
- In seller’s markets: a multiple counter offer keeps your options open and lets the best buyer rise.
- In balanced markets: counter your strongest offer to avoid scaring them off or dragging it out too long.
Pro tip: Always include a clear deadline in your counter—and follow up with a quick call to the buyer’s agent to reinforce the message. Tone and communication matter.
As a Buyer’s Agent: Winning Without Overplaying Your Hand
Your client wants the house. You know there are other offers. The listing agent counters yours—now what?
Here’s what I do:
- Immediately check in with the listing agent.
“Thanks for the counter—can I ask if others were countered too? Anything we can include to make this easier for your seller?”
This tells me how serious the seller is, and whether we’re really in play or just being used to drive someone else’s offer up. - Coach your buyer on risk vs. reward.
“If we match this, we’re in a strong position. If we counter again, we risk being outbid—or the seller could go cold.” - Get creative with terms. If price is maxed out, look for other wins:
- Waive or shorten contingencies
- Flexible possession
- Larger earnest money deposit
- Quick close
- Immediately check in with the listing agent.
Remember: In multiple-offer scenarios, you’re not negotiating in a vacuum. You’re negotiating in a room full of silent competitors. Help your client stand out not just with price—but with professionalism, clarity, and speed.
BONUS: Counter Offer Scripts for Real Estate Agents
One of the biggest mistakes I see agents make during negotiations? Free-styling their way through tough conversations. The right words—delivered the right way—can mean the difference between progress and a dead deal. That’s why I keep a handful of go-to counter offer scripts handy for every situation.
Here are a few scripts I’ve used (and refined) over the years for buyers, sellers, and agent-to-agent communication:
Script: Explaining a Seller Counter Offer to a Buyer
“Good news—they didn’t reject our offer. They’ve come back with a counter, which means they’re still very interested. The main changes are [price/terms]. Let’s walk through each item so you feel comfortable with what’s on the table. If this still aligns with your goals, I’d recommend we keep the momentum going and respond quickly.”
Why it works: It calms the buyer, reframes the counter as progress, and keeps things collaborative.
Script: Presenting a Buyer Counter Offer to a Listing Agent
“Thanks again for the seller’s counter. My buyer is really close—they love the home and want to make it work. We’re countering at [X] with [key term changes]. I think if we can land somewhere around here, they’ll feel good about moving forward and closing fast. Let me know if this is workable on your side.”
Why it works: Shows interest without appearing weak, signals flexibility, and opens the door to discussion.
Script: Seller Counter Offer Strategy in a Multiple-Offer Situation
“We appreciate all the offers. We’re countering your client at [$X] with [specific terms], as we feel this reflects both the current market and the value of the property. If your buyer can accept, we’re ready to move forward immediately. Please respond by [specific time] as we’re working on a tight timeline.”
Why it works: Direct, respectful, and communicates urgency without pressure.
Script: Countering as a Buyer’s Agent in a Bidding War
“My client has reviewed the seller’s counter and is prepared to match [$X], provided we can keep the inspection timeline at 7 days. We’re also flexible on the closing date to help with the seller’s transition. They’re fully committed and ready to sign.”
Why it works: It’s concise, collaborative, and reminds the listing agent that your buyer is ready, serious, and easy to work with.
Script: Coaching a Seller Who’s Unsure About Accepting
“This counter gets us really close to your goals. My advice? If we hold out for more, we might lose momentum—or worse, the buyer. If you're comfortable with this number, we can lock in a clean deal today and avoid future back-and-forth. What’s more important to you right now—top dollar or certainty?”
Why it works: Helps the seller reframe the negotiation in terms of priorities, not just numbers.
