Why Don't More Buyers Make Offers?

A client once asked me a very good question: "Why don't more buyers make offers on homes they think are overpriced?" I wish I knew. Over the years I've encouraged many buyers to make offers on listings that seemed to be asking well above the home's market value. I've also encouraged sellers to counter an offer that was well beneath what they said they would accept.

You'd be surprised how often it leads to a deal. Sure, there's a lot of back and forth, and sometimes it takes weeks. As it happens, my low-key demeanor masks a determined and patient negotiator.

I just keep at it and don't let emotion get in the way. After all, I can't blame a seller for wanting to get the most money possible for their home; nor can I blame a buyer for wanting to pay as little as possible.

My final tip: If you're a buyer and you haven't seen "the one," look 5% above the top of your price range. You never know...