When buying a home, most people focus on the offer, inspection, appraisal and mortgage. But there’s another important piece that can affect whether you make it to the closing table:Homeowners
Why the Highest Offer Isn’t Always the Best Offer
Dated: September 20 2026
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Imagine you’re selling your home and receive three offers.
One buyer offers your asking price.
Another offers $5,000 more.
A third offers $10,000 more.
Easy decision, right?
Not necessarily.
When evaluating offers, price is extremely important—but it isn’t the only term that matters.
The strongest offer may be the one that provides the seller with the best overall combination of price, terms, timing, and likelihood of closing.
Financing Matters
Is the buyer paying cash or obtaining financing?
If financing is involved, what type of loan are they using? Have they provided evidence of their ability to proceed?
The financing structure can affect the transaction and should be evaluated along with the offered price.
What About the Appraisal?
An offer significantly above recent comparable sales may create an appraisal issue when financing is involved.
The contract terms governing a low appraisal can therefore be just as important as the headline purchase price.
Inspections and Contingencies
Offers can contain different contingencies and inspection provisions.
Those terms can affect the seller’s risk, timeline, and potential obligations during the transaction.
Seller Concessions
A buyer may offer a higher purchase price while simultaneously asking the seller to contribute toward certain allowable costs.
That’s why sellers should look at the overall economics of the offer, not simply the number at the top of the page.
Closing and Possession
Timing can have real value.
Perhaps you’re purchasing another home and need a particular closing date. Maybe you need additional time to move after closing.
An offer that aligns with your timeline could potentially be more attractive than one with a higher price but less favorable timing.
Earnest Money
The amount and terms of earnest money can also be relevant when evaluating a buyer’s offer.
Again, the details matter.
Look at the Entire Offer
When I’m reviewing offers with a seller, the objective isn’t simply to identify the largest number.
It’s to help the seller understand what each offer actually says so the seller can decide which combination of price and terms best meets their goals.
The purchase price gets the attention.
The terms can determine how smoothly you get to the closing table.
If you’re thinking about selling, having a strategy for evaluating offers is just as important as having a strategy for getting them.
MARLENE BERNASCONI
Principal Broker | Instructor
Residential | Commercial | Relocation
Weichert Realtors, Saxon Clark – Johnson City, TN
Johnson City Chamber Ambassador
📱 423-444-4360 Cell (Preferred)
📞 423-342-3600 Office
📧 RealEstateByMarleneB@gmail.com
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Marlene Bernasconi
With more than 27+ years of real estate expertise and a proven leadership track record across multiple markets, Marlene Bernasconi stands as a trusted force in East Tennessee real estate. As Principal....
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