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Property Playbook

Offer has concessions

How sellers can compare offer price, credits, repair requests, closing cost help, commission terms, and timing.

Best for: Sellers comparing offers that are not directly comparable by price alone.

Build decision packet Use Start Here

Plain English

What do I do first?

This page puts the steps in order so you do not need to know the expert words before you start.

Start here: Turn every offer into a net sheet before reacting to the headline price.

Quote: The price and work list someone gave you.
Scope: What is included and what is not included.
Proof: Photos, receipts, readings, reports, and notes.
Deductible: The money you may pay before insurance helps.
Cleanup: Stop, dry, remove, clean, or make safe.
Rebuild: Put the home back together: walls, floors, cabinets, paint, and fixtures.

First move

Turn every offer into a net sheet before reacting to the headline price.

Mistake check

  • Do not compare offers by price before subtracting credits and concession terms.
  • Do not ignore repair request timing and uncertainty.
  • Do not forget that closing date can change taxes, payoff, carrying cost, and risk.

What people forget

  • Buyer financing risk
  • Appraisal gap
  • Inspection contingency
  • Occupancy timing
  • Repair credit vs repair completion

What makes it go bad

  • The highest offer has the lowest net.
  • A credit saves time but leaves a buyer defect unresolved.
  • Timing creates carrying costs or overlap costs that were not priced.

Step-by-step

  1. Step 1

    Build a net sheet for each offer

    Use the same payoff, commission, tax, title, association, prep, repair, and concession assumptions for every offer.

  2. Step 2

    Separate money from risk

    A lower net with stronger financing or cleaner contingencies may be worth comparing against a higher-risk offer.

  3. Step 3

    Ask for the missing terms

    If the offer is unclear about credits, buyer broker terms, repairs, occupancy, or appraisal, clarify before ranking it.

Documents to collect

  • Purchase contract
  • Offer summary
  • Net sheet
  • Repair request
  • Title estimate
  • Payoff estimate

Packet prompt

Create a packet with each offer, net proceeds, concessions, contingencies, timing, and open questions.

Open the decision packet