How to Handle a Counteroffer as a FSBO Seller

Received an offer on your home? Here’s how to review, respond, and negotiate counteroffers like a pro — without hiring a listing agent. Learn what matters most and how to protect your interests as a For Sale By Owner (FSBO) seller.

📄 What Is a Counteroffer in Real Estate?

A counteroffer occurs when a seller responds to a buyer’s offer with modified terms — usually adjusting price, contingencies, or closing dates. It replaces the original offer, and the buyer can choose to accept, reject, or counter again.

Counteroffers are common in a seller’s market or when multiple offers are received. They give FSBO sellers the flexibility to negotiate better terms while maintaining control of the deal.

💬 How to Respond to a Buyer’s Offer

  1. Review all terms carefully: Go beyond price — look at earnest money, closing timeline, and contingencies.
  2. Decide your priorities: Do you want a faster close, fewer contingencies, or the highest net amount?
  3. Write your counteroffer: Adjust the price, dates, or repair terms and sign it before sending back.
  4. Respond quickly: Most offers include expiration times — respond within 24–48 hours to keep interest alive.

Need a refresher? See what earnest money means and how it protects both buyer and seller during negotiations.

📊 Comparing Multiple Counteroffers

If you’ve received multiple offers, it’s crucial to evaluate each one objectively. Compare:

  • Price: The top-line number doesn’t always mean the best deal.
  • Financing: Cash offers usually close faster and with fewer risks.
  • Contingencies: Understand each contingency — inspection, financing, appraisal — and how they affect timing.
  • Closing costs: Check who’s paying what at closing before accepting.

See our full guide on how to negotiate multiple offers FSBO for strategies on balancing offers and timing.

⚠️ Common FSBO Mistakes During Negotiation

  • Failing to respond before the offer expires
  • Ignoring contingencies that could delay or cancel closing
  • Not verifying proof of funds or pre-approval letters
  • Over-negotiating minor terms and losing buyer interest

Always document changes in writing and work with a title company or attorney to finalize accepted terms.

🏡 Simplify Your FSBO Sale with Brokerless

Brokerless connects FSBO sellers to the MLS — putting your home in front of agents and serious buyers on Realtor.com and Zillow. You stay in control, avoid 6% commissions, and manage offers directly.

View Flat Fee MLS Packages