Resist the temptation to dismiss the first offer you receive simply because it is the first. Studies show that the first offer is often the best. Consider all offers, however, even ones below your expectations. Every buyer has his or her own way of negotiating an offer.

Negotiating Guidelines

• Respond quickly — don't leave an offer on the table for more than 48 hours, and make sure your agent knows how to contact you at all times
• Make a counter offer if the buyer offers less than the listing price or asks for concessions
• Be reasonable — don't jeopardize the sale over minor details or an insignificant amount of money
• Be wary of offers contingent upon the sale of another property that could delay the closing of your home
• Make sure your agent is satisfied that the buyer is financially qualified to fulfill the contract offer; set a time limit in your sales contract for the buyer to secure financing
• Seek a rapid close date to avoid duplicate housing payments
• If the buyer asks for repairs, make sure the repairs are clearly stated in the contract
• Consider offering a home warranty to alleviate the buyer's concerns regarding future problems

Closings

• Monitor the closing process carefully to ensure a smooth transfer of title
• Schedule the buyer's final walk-through inspection at least three to five days prior to the close date to allow enough time to complete any necessary repairs
• If vacating your home in advance of the closing, make sure arrangements are made to maintain the exterior and interior of the home
• Leave behind for the new owners any spare keys, appliance handbooks, warranties, electric garage-doorrs, extra wallpaper and paint, phone books, etc.