The Tribune

By MIKE LIGHTBOURN YOU have analysed your home sale appraisal provided by your BREA professional. You've priced your home fairly based on recent sale prices. You're feeling good about your asking price. Now, however, you're confronted by a solid offer at $15,000 less than you'd expected. Don't rush to judgment. Avoid the temptation to deliver a flat "No!" as your answer. There may be more to the offer than meets the eye. For example, say you'll need to rent a home temporarily while waiting for the sale on your new home to close. Meanwhile, you're paying rent there and a house payment here. Six months in that situation and you will have blown at least the $15,000. What if a buyer offers $15,000 less, but says he will pay some of your closing costs? Your agent had already prepared you to pay more than that in closing costs. If you accept this offer you'll receive more than expected! Another buyer makes an offer 10 per cent under the expected market price. You're disappointed, but instead of rejecting the offer outright, you counter back at full price and he accepts. He was just testing your resolve. Purchasers have many reasons for making offers. They may believe their offer is realistic. Quite often, by keeping a cool head and exercising patience, those offers may be converted into acceptable home sale transactions. Avoid the outright rejection of any sensible offer until all the facts are in. Mike Lightbourn is president of Coldwell Banker Lightbourn Realty