By Robert Urban, FSBO Seller, Great Negotiator (Unless I am trying to convince my wife to watch a different show-then I always lose)
Hot Property! You’ve Got Multiple Offers-Now What?
Well look at you, FSBO legend. You listed your home, skipped the agent, and now your inbox is hotter than a Florida sidewalk in August. Multiple offers? Congratulations-you’ve officially entered the Big Leagues.(#YOUFSBOLEGEND)
But… hold up. Before you start throwing darts at the offers or choosing based on who brought the best muffins to the open house (tempting, I know- whoever brought apple gets the house), let’s talk strategy. Because you didn’t come this far just to trip on the finish line in flip-flops.
1. Don’t Panic. This Is a Good Thing.
Multiple offers can feel overwhelming, like being handed three marriage proposals and having to choose who gets your Netflix password. But remember: you hold the cards now. You’re the prize. You’re the prom queen, the quarterback, and the homecoming float—all in one.
Take a breath. Pour yourself a victory coffee. And then…
2. Line ‘Em Up and Compare the Details
Not all offers are created equal. You want to compare:
- Price (obviously, but don’t stop there)
- Financing terms (Cash offers? Big yes. Pre-approved financing? Also good. “My cousin might loan me the money” offers? Ehhhhh.)
- Contingencies (Fewer = better. Nobody likes surprises except toddlers and magicians.)
- Closing timeline (Do they want to close in a week, or in “sometime after Mercury is out of retrograde”?)
Create a spreadsheet or even a simple checklist. If you’re using HOYOnow.com, you can track all these offer details like the FSBO pro you now officially are.
3. You Can Counter-Individually or All at Once
You don’t have to accept the first sweet-talking offer that comes your way. You can counter. And if you’re feeling particularly bold (and maybe a little petty), you can let all buyers know you’ve received multiple offers and ask for their “highest and best.”
This is the FSBO version of saying, “You’re cute, but so is everyone else in line.”
It’s classy. It’s powerful. It’s borderline seductive.
4. Beware of the Emotional Buyer Love Letter
Sometimes a buyer includes a letter saying how much they “love the breakfast nook” and how they “see their children growing up here.” That’s adorable.
It’s also a tactic.
Stay focused on the numbers and terms. You’re not selling a fairytale-you’re selling real estate. Unless one of those letters comes with a briefcase full of cash or a lifetime supply of Cuban sandwiches, stick to the spreadsheet.
5. Trust Your Gut-but Back It Up with Logic
Sometimes you’ll just get a vibe. Like, “This buyer feels solid.” Great! But also verify their financing, inspect their offer for weird clauses, and make sure their real estate attorney isn’t still using AOL email. Keep the personal out of the transactional without proof.
Your instincts matter, but your paperwork is what protects you.
Get a Real Estate Attorney or Title Company Involved
Just because you’re FSBO doesn’t mean you have to go full feral. A good real estate attorney or title company can review offers, handle the closing process, and make sure you don’t accidentally sign away your mineral rights or the deed to your garage beer fridge.
You’re Crushing It
Multiple offers on a FSBO listing? That’s the dream. That’s you proving every doubter wrong. That’s “I sold it myself, AND people fought over it” territory. You are no longer just a homeowner. You are a dealmaker. A negotiator. A certified real estate ninja-without paying someone 6% to tell you what you already knew.
Keep it sharp. Keep it fair. And remember: the best deal isn’t always the highest-it’s the one that gets you to the closing table with the least amount of stress and the most cash in your pocket.
And when it’s all said and done?
Take a victory lap. You’ve earned it. Maybe even do it in a golf cart. This is Florida, after all.