Transcript
Most buyers think the highest offer wins. It doesn't — not always.
We regularly win properties for our clients where they weren't the top offer. Sometimes five, ten thousand below the highest bidder. Because we understood what the seller wanted and built the offer around that.When a property is listed for private treaty — or you're making an offer before auction — here's how to structure it.
First, understand what the seller needs. Every seller has a price in their head, but they also have a situation. Are they buying their next place and need time? Are they already paying two mortgages and want this done yesterday? Are they elderly and nervous about the process? The selling agent knows all of this. Your job is to find out what matters to them beyond the number.
Settlement timing.
This is when you get the keys — usually thirty to ninety days after your offer is accepted.Match what the seller needs. If they need ninety days, give them ninety. If they want thirty, move fast. Aligning on timing makes your offer more attractive without costing you anything.
Conditions.
When you make an offer, you can make it conditional — meaning the sale only goes ahead if certain things check out first. Think of it as a safety net. The most common conditions are finance and building related. A finance condition means the sale depends on your lender formally approving the loan. A building condition means the sale depends on the inspection report coming back acceptable to you. If either falls through, you can walk away.
These conditions vary by state — what they're called, how long they last, and exactly what they cover. Your conveyancer or buyer's agent should know the specifics for your state inside out. But the principle is the same everywhere: conditions protect you from being locked into a purchase before you've had the chance to properly check everything.
Now, here's the trade-off. Every condition you add is a reason the deal might fall over. From the seller's perspective, that's risk. They've taken the property off the market, turned away other buyers, and bet on you.So the fewer conditions on your offer, the more confident the seller feels that the deal will actually close. And often, that certainty is genuinely worth thousands to a seller—sometimes more than a higher offer from a buyer who still has question marks. Your ability to coordinate these conditions at speed can therefore save you thousands of dollars - often where a buyer’s agent comes into their own.
Deposit.
Usually five to ten percent but ask the agent how they typically operate. If you can afford it, matching it can help.Here's what most buyers miss. Selling agents aren't just chasing the biggest number. They're chasing the deal that will actually settle. A clean, confident offer from a buyer who has their act together will often beat a messier offer with more money behind it. That's what we build for our clients every day.
Key takeaways
- The highest offer doesn't always win — sellers care about certainty, settlement timing, and conditions just as much as price
- Match the seller's preferred settlement timeline and keep conditions tight to make your offer stand out
- Every condition you add is a reason the deal might fall over — the cleaner your offer, the more confident the seller feels
