Separate the agent's incentive from yours. Say: "Help me see it — how does this offer compare to the recent comparable sales, and what have we done to give other buyers a chance to compete?" Your agent earns most of their commission whether you sell for the top price or a slightly lower one that closes today; the last few percent that matters hugely to you barely moves their cheque.
Why they're saying it
The agent's incentive and yours diverge at the finish line. On a typical commission, the difference between a good price and a great one is a large sum to you and a small one to them — but a fast, certain sale saves them weeks of work. So "the market has spoken" can be sincere, or it can be a nudge to bank a sure deal at the edge of your acceptable range.
The counter isn't distrust; it's evidence. Ask how the offer sits against recent comparable sales and how much genuine competition the campaign generated. A truly strong offer looks strong on the numbers. A merely convenient one relies on urgency and the phrase "the market."
What to say back
"I want to make a good decision, not a fast one. Show me how this offer compares to the recent sales, and let's make sure every interested buyer has had the chance to put their best number forward before I sign."
"If the market's at this number, the comparable sales will show it — walk me through them. I'm not anchored to a fantasy, but I'm not leaving money on the table for a quick close either."
"It might well be the right offer. Before I accept, what's the downside of giving it 48 hours to see if the other interested buyers respond?"
Avoid these reactions
- Reading the agent's "accept it" as neutral advice rather than incentive-shaped advice.
- Signing under time pressure before testing the offer against the comparables.
- Forgetting that on price, you and your agent are only mostly on the same side.
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