Recently, I had an interesting conversation with an agent from another brokerage. We’d been working hard to bring a transaction together. He represented buyers interested in my seller client’s home. We’re both doing our job protecting our clients’ interests.
After several rounds of offers and counteroffers, the buyer and seller hit an impasse. At least for now, the deal didn’t come together.
So what was the hesitation?
For buyers, it wasn’t panic. Most have adjusted to interest rates in the mid-6% range. The real issue is affordability and uncertainty about the future. Monthly payments matter and with prices higher, buyers are running the numbers carefully and thinking long term.
For sellers, inventory has increased from the extreme lows post-pandemic, but well-priced homes are still moving. Pricing correctly from the start matters and testing the market with an aspirational price often leads to longer days on market and eventual price reductions. Sellers are cautious about making reductions if activity suggests they’re still competitive.
When negotiations stall, it’s rarely just about price. It’s about motivation.
Is the buyer trying to stay within a specific payment threshold? Is the seller working toward a timeline or financial goal? Is there flexibility in terms, concessions, or structure?
In this market, deals don’t just come together. It takes clear priorities on both sides and thoughtful negotiations.
That’s where experience makes a difference. It’s not about winning, it’s about bringing together two parties who have the same goal and guiding them to a workable agreement!
If a move is on your mind, give us a call and we can help you get clear on your goals and design a strategy that supports them!
