Firmer Lines in the Sand?

“What we’ve got here is a failure to communicate.”

–“Cool Hand Luke”

A couple years ago, when you heard a Buyer’s agent characterize their client’s position as “final,” it almost never was.

Today, it seems like the opposite is more common, i.e., Buyers’ agents — especially agents representing first-time Buyers — who present an offer that truly is their client’s best number (or close to it) . . . but don’t inform the other side of that.

Only in retrospect — after the Buyer repeatedly declines to reciprocate even significant concessions by the Seller — does that become apparent.


No momentum — and no deal.

Misreading the Other Side

Personally, as an agent negotiating a deal, I would always like to at least be told if the other party’s position really is their best number and/or terms.

If they say it is, and it isn’t — i.e., they’re bluffing — you’ll find out soon enough, because they’ll come back with a sweetened offer.

However, if they don’t say it’s their best offer, but it really is . . . suddenly, you have a deal-killing chasm between the two parties.

Got all that??

P.S.:  Ultimately, there’s really only one way for a Buyer or Seller to demonstrate that their position is firm:  walk away from the table, at least temporarily.

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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