Before you accept, counter, or reject any offer, you need three data points: what comparable properties have actually sold for in the last 90 days, what the current market conditions are in your suburb, and what your personal timeline and financial requirements are.

The Offer Decision Framework

Step 1: Check Comparables

Pull the last 5-10 sales of similar properties (same suburb, similar size and condition) in the last 90 days. Is the offer within 5% of those comparables? If yes, it is a market offer worth serious consideration. If it is more than 10% below comparables, it is a low-ball that warrants a counter.

Step 2: Assess Market Conditions

In a seller’s market (clearance rates above 70%): hold firm or counter — another buyer is likely coming. In a buyer’s market (clearance rates below 60%): the offer in hand is worth more than the theoretical higher offer that may not arrive.

Step 3: Assess Offer Quality Beyond Price

• Finance clause: Pre-approved buyers are more reliable than those with long finance clauses
• Settlement terms: Does the buyer’s settlement date work for your next move?
• Deposit amount: A larger deposit signals genuine commitment
• Conditions: Building and pest clauses are standard but lengthy due diligence periods add risk

The Counter-Offer Strategy

If the offer is 5-8% below your target: counter at your target price with a short acceptance window (24-48 hours). Urgency creates decision-making pressure. If the offer is more than 10% below: counter once at a price that is 2-3% above your actual floor. This anchors the negotiation higher.

Ask GeeVee: Comparable Sales Analysis

GeeVee can pull live comparable sales data for your suburb so you know exactly what fair market value is before you respond to any offer.

Access free: collings.com.au/portal