Deal guide
The Risk of Rejecting a Qualified Buyer While Waiting for a Higher Price
Waiting for a higher price can work, but only when the expected upside is worth the time and risk. A good buyer has value beyond price: readiness, funds, realistic conditions and a high probability of closing. The decision should compare today's credible deal with tomorrow's uncertain one.
01 · Define what makes the buyer 'good'
A good buyer is not simply friendly or enthusiastic. Look for verified funds or credible financing, clear timing, reasonable conditions, a willingness to document the offer and a realistic path to closing.
02 · Measure the gap to your target
A small difference between a credible offer and your target should be treated differently from a large one. Express the gap both in money and as a percentage of the transaction, then compare it with the cost of waiting and the probability of actually receiving the higher price.
03 · Use probability, not hope
Ask what evidence supports the expectation of a better offer: recent comparable sales, multiple active buyers, limited competing supply or improving conditions. 'Someone may pay more' is possible in every sale; it is not a strategy by itself.
04 · Account for carrying costs and market time
Every extra month can add maintenance, financing, utilities, vacancy and management costs. Long market time can also weaken buyer perception. The future offer needs to be high enough to compensate for both the additional cost and additional risk.
05 · Consider buyer certainty as part of value
A buyer with funds ready, a sensible deposit and few contingencies can have material value. A later buyer offering more but relying on fragile financing may produce a worse result if the transaction fails after weeks of delay.
06 · Negotiate before rejecting
If the buyer is strong but the price is short of your target, test whether the gap can be narrowed. You can also negotiate timing, included furniture, handover, deposit or other terms. A deal is a package, not only one number.
07 · Set a deadline for waiting
If you reject a good offer to test the market, decide in advance how long you will wait and what evidence will trigger a price or strategy change. Without a deadline, a deliberate market test can turn into months of passive hope.
08 · Do not anchor to the offer you already lost
If the buyer moves on, the next decision should use current market evidence. Do not assume the same price is still available or refuse later offers simply because an earlier buyer once offered more. Each offer belongs to a specific moment in the market.
For general information only. This guide is not a substitute for legal, tax or investment advice. Verify the facts for your particular transaction and consult a qualified professional when necessary.