What is a counter-offer and how should I
respond?
Shocking: Here’s Exactly What a Counter-Offer Is — And How to Respond So You Don’t Lose the Home
What is a counter-offer?
A counter-offer is a clear, written change to an original purchase offer. In real estate, it replaces the original offer. It can change price, closing date, deposit, inclusions, or conditions (inspections, financing). A counter-offer is not a negotiation suggestion — it’s a legally binding proposal once accepted in writing.
Why that matters: when the other side counters, your original terms are gone. Act fast. Use leverage. Protect money and time.
How to respond: a 5-step counteroffer strategy that works
- Pause, don’t panic. Emotions kill deals. Breathe and treat the counter as data.
- Analyze the change. Which items moved: price, conditions, closing date, fixtures? Prioritize what matters to you.
- Evaluate leverage. Is the market hot? Are there other offers? Does the property have issues? More leverage = more room to push.
- Decide your route: accept, reject, or counter. If you accept, get it in writing immediately. If you reject, do it clearly and politely. If you counter, be decisive and strategic.
- Respond fast. The party that answers first often sets the final terms.
Tactical moves that win negotiations
- Use clean counters: remove contingencies (if safe) to make your offer stronger.
- Trade items, not price: offer a quicker closing or higher deposit in exchange for price concessions.
- Limit revisions: change only what you must. Multiple small edits invite pushback.
- Set a firm expiry: “This counter-offer expires in 24 hours.” That forces decisions.
Sample responses (short, legal-safe templates)
- Accept: “We accept your counter-offer dated [date]. Please confirm in writing and we will proceed to sign the final agreement.”
- Counter: “We counter at $X with the following changes: [list]. This counter expires at [time].”
- Reject: “Thank you. We must decline your counter-offer. We wish you success.”
Always have your agent or lawyer draft or review wording. Small language changes can create or close legal obligations.
Timing, money and legal points you cannot ignore
- A counter-offer can terminate the prior offer. Assume the original is dead until accepted in writing.
- Deposits and conditions matter. Tighten or relax based on risk tolerance.
- Respond within 24–48 hours in most markets to avoid losing leverage.
Final play: convert friction into value
Negotiation is about trade, not wrestling. Keep options open, make targeted concessions, and use clear deadlines. If you want the most leverage, present a clean, aggressive counter that solves the seller’s pain points.
Need help crafting the exact words or analyzing a counter-offer? Work with a local expert who reads market signals and acts fast.
Tony Sousa — Local Realtor
Email: tony@sousasells.ca | Phone: 416-477-2620 | https://www.sousasells.ca
