The homework behind an offer.

What would make this a good buy for you?

Before we talk about an offer, I ask buyers, “What would make this home a good buy for you?” That tells me what we’re working toward a comfortable monthly payment, room in the budget for improvements, or a home that checks boxes they haven’t found elsewhere.

Then I do the homework: recent comparable sales, the home’s condition, time on the market, price changes, and a conversation with the listing agent about the seller’s priorities. I bring that information back with a recommendation and explain what supports the number.

Together, we decide where to start, what we’re willing to negotiate, and where we’ll walk away. If I think the price is a stretch or there’s a better opportunity, I’ll say so. I want buyers to feel just as good about their decision after they get the keys as they did when they first walked through the door.

Give yourself room to step back.

When they’re having to talk themselves into it. If there are major issues we can’t get resolved, the numbers stretch them too thin, or the house just doesn’t fit what they need, I’m going to be honest about it. I’ll explain my concerns and their options, but the decision is theirs. I want them to feel good about the house long after closing.