Nothing but Net

Most sellers naturally focus on the offer price when a contract comes in. That makes sense. It is the easiest number to see and the one everyone reacts to first. But the offer price is only one part of the decision.

One thing I try to do early in a listing conversation is walk through an estimated proceeds sheet with the seller before we ever get to the offer stage. Not because the numbers will be perfect on day one, but because it helps create clarity around what really matters: what the seller may actually walk away with.
That includes the mortgage payoff, closing costs, commissions, prorations, possible concessions, repair credits, and any other costs that may affect the final net.

When that conversation happens upfront, the seller is better prepared when an offer arrives. Instead of reacting only to the headline price, they can look at the complete picture.

A strong offer usually needs to be evaluated through a few lenses:
What is the estimated net to the seller?
How strong is the buyer’s financing?
Are there appraisal, inspection, or closing risks?
Does the timing work for the seller’s next move?
Are the terms clean, or are there concessions and contingencies that change the value of the offer?
How does the offer compare to current showing activity, feedback, and market conditions?

Sometimes the highest offer is the best offer. Sometimes a slightly lower offer with better terms, stronger financing, and more certainty creates a better overall result.

This is especially important now that compensation conversations are more often part of the offer strategy. Sellers need to understand each offer as a complete financial package, not just a purchase price.

The job of an advisor is to help the client slow the decision down, understand the numbers, and compare the options clearly.

For sellers, the better question is not always, “What is the highest offer?”
It is often, “Which offer best supports the outcome I actually want?”