Home
Navigating Offers & Negotiations
How to choose the right deal — not just the highest one
When That First Offer Arrives
The moment you receive your first offer is exciting — and sometimes overwhelming. Your phone buzzes, your heart races, and suddenly a stack of legal documents needs your attention. Take a breath. This is exactly what we've been preparing for.
A purchase contract isn't just a number on a page. It's a detailed roadmap of how the entire transaction will unfold, from earnest money deposit to the day you hand over the keys. Each section tells you something important about the buyer's commitment, flexibility, and financial readiness.
In Tulsa's current market, most sellers receive offers within the first two weeks of listing, especially in desirable neighborhoods like Midtown, Brookside, or South Tulsa. Understanding what you're looking at helps you respond strategically rather than emotionally.
Decoding the Offer: Key Components That Matter
Purchase Price
The headline number — but remember, it's just the starting point. A higher price with shaky financing can be riskier than a slightly lower all-cash offer.
Earnest Money
Typically 1-2% of the purchase price in Tulsa. A stronger earnest money deposit (3-5%) signals serious commitment and reduces the likelihood of the buyer backing out.
Financing Type
Cash offers close fastest and carry the least risk. Conventional loans are reliable. FHA and VA loans may require additional repairs or come with stricter appraisal standards.
Contingencies
These are the buyer's escape hatches — inspection, appraisal, financing, and home sale contingencies. Fewer contingencies mean a smoother path to closing.
Closing Timeline
Most Tulsa transactions close in 30-45 days. If you need more time to move or want to close quickly, this timeline matters as much as price.
Possession Date
When do you actually hand over the keys? Some buyers want immediate possession; others offer rent-back periods. This flexibility can be worth thousands in moving costs.
Looking Beyond the Price Tag
Here's the truth that surprises most sellers: the highest offer isn't always the best offer. I've seen countless deals where a lower-priced offer with strong financing and flexible terms beats out a higher offer that falls apart during inspection or appraisal.
87%
Cash Offers
Close successfully in Tulsa compared to 73% of financed offers
$4.2K
Average Savings
When sellers choose flexible closing dates that match their moving timeline
18
Days Faster
Average closing time for offers with pre-approval vs. pre-qualification only
Total offer strength is the real measure. It combines purchase price, buyer financial readiness, contingency count, closing flexibility, and repair request likelihood. An offer at $285,000 with cash and no contingencies can be significantly stronger than $295,000 with FHA financing, inspection contingencies, and a home sale requirement.
Comparing Multiple Offers Like a Pro
Your Offer Comparison Worksheet
When multiple offers land on your doorstep — and in Tulsa's competitive neighborhoods, they often do — you need a systematic way to evaluate them. Don't let excitement cloud your judgment.
Create a simple spreadsheet with these columns for each offer: net proceeds after closing costs, financing type and strength, earnest money amount, contingencies listed, closing timeline, possession flexibility, and your gut feeling about buyer commitment.
Pay special attention to proof of funds or pre-approval letters. A pre-qualification is just an estimate; a pre-approval means the lender has verified income, credit, and assets. That difference can make or break a deal when the appraisal comes in low.

🚩 Red Flags to Watch For
  • Pre-qualification only (not pre-approval)
  • Unusually long inspection periods (10+ days)
  • Home sale contingency with no backup plan
  • Earnest money less than 1%
  • Vague or incomplete buyer agent contact info
  • Requests for excessive personal property
  • Closing date that seems rushed or unrealistic
The Art of the Counter-Offer
Negotiation isn't combat — it's collaboration toward a deal that works for everyone. The best negotiations leave both parties feeling respected and heard. Here's how to approach counter-offers with strategy and grace.
01
Know Your Bottom Line Before You Start
What's your absolute minimum acceptable price? What terms are non-negotiable? Having clarity prevents emotional decision-making in the heat of the moment.
02
Counter on More Than Just Price
If a buyer offers $275K but you want $285K, consider meeting at $280K while asking them to cover more closing costs or adjust the timeline to your advantage.
03
Respond Promptly But Not Desperately
In Tulsa's market, responding within 24 hours shows you're serious. But taking a few hours to carefully review with your agent demonstrates confidence, not eagerness.
04
Use Data to Support Your Position
Recent comparable sales, days on market averages, and neighborhood trends give you factual backing when you counter. Emotion doesn't negotiate well; data does.
Remember: every counter-offer is a conversation, not a confrontation. The goal is finding common ground, not winning. Buyers who feel respected during negotiation are more likely to stay committed through inspection and appraisal challenges.
When to Stand Firm vs. When to Flex
Stand Firm When:
  • Your home is priced accurately based on recent comps
  • You've received multiple strong offers within days of listing
  • The buyer is asking for unreasonable concessions without justification
  • Market data supports your asking price
  • You have time and financial flexibility to wait for a better offer
Consider Flexing When:
  • Your home has been on the market longer than neighborhood average
  • The buyer has strong financing and few contingencies
  • Their requests are reasonable based on inspection findings
  • You need to close quickly for personal or financial reasons
  • The market is shifting and waiting could mean lower offers later
Tulsa Market Context
Currently, homes in South Tulsa's $250K-$400K range are seeing offer-to-list price ratios of 97-99%. Midtown properties often receive multiple offers in the first week, while homes over $500K may take 30-45 days to find the right buyer.
Why Timing and Tone Matter More Than You Think
The psychology of negotiation is just as important as the numbers. How quickly you respond, the language your agent uses, and your willingness to explain your position all influence whether a buyer stays engaged or walks away.
1
First Response
Reply within 24 hours. Silence creates anxiety and gives buyers time to second-guess their offer or shop other properties.
2
Counter Strategy
Present counters with brief, factual explanations. "Based on three recent sales within two blocks, we're countering at..." feels collaborative, not defensive.
3
Inspection Phase
Stay calm when repair requests arrive. Not every issue requires a price reduction — sometimes a credit or repair by a trusted contractor is the better path.
4
Final Negotiations
If small issues threaten to derail the deal, remember the big picture. Fighting over a $300 repair when you're days from closing rarely makes sense.
I always tell my clients: negotiation is a marathon, not a sprint. Staying emotionally steady through each phase keeps deals on track. Buyers remember how you made them feel during the process, which matters when unexpected challenges arise before closing.
Top 5 Negotiation Mistakes to Avoid
1
Getting Emotionally Attached to Your List Price
The market determines value, not your memories or investment. If comparable homes are selling for less, adjusting expectations isn't defeat — it's strategy.
2
Ignoring Buyer Financing Strength
A cash offer at 95% of asking beats a financed offer at 100% if the latter falls through during appraisal. Certainty has value.
3
Negotiating Without Your Agent's Input
Your agent has experience with hundreds of negotiations and knows local patterns. Sidebar conversations with buyers or their agents can create legal and strategic problems.
4
Taking Repair Requests Personally
Home inspections uncover issues in every property. Reasonable requests aren't insults — they're part of the process. Focus on what's fair, not what feels like criticism.
5
Chasing Every Dollar at the Risk of the Deal
Sometimes accepting $2,000 less keeps a solid buyer committed. Pushing too hard can cause buyers to walk, costing you weeks on market and potentially lower offers later.
Remember, the goal isn't to "win" the negotiation — it's to close on terms that meet your needs while keeping the buyer engaged and committed through closing day.
What to Expect After You Accept
Accepting an offer isn't the finish line — it's the beginning of a 30-45 day journey to closing. Here's what happens next so you can stay prepared and confident.
Within days, the buyer will schedule a home inspection. Expect them to find something — inspectors are paid to be thorough. Most inspection negotiations involve credits or small repairs, not deal cancellation.
The appraisal typically happens 1-2 weeks after contract acceptance. If it comes in at or above contract price, you're golden. If it's low, we'll negotiate solutions: buyer brings more cash, you reduce price slightly, or we meet somewhere in the middle.
1
Days 1-10
Inspection period and initial negotiations
2
Days 11-25
Appraisal, title work, and buyer final financing approval
3
Days 26-30
Final walkthrough, closing paperwork, and key handoff
Every offer tells a story — let's make sure you choose the one that leads to the best ending.
I'll help you compare, counter, and close with confidence. From that first offer to handing over the keys, you don't have to navigate this alone.
Morgan Tipton
Realtor® | Tulsa, OK
📧 [email protected]
📱 (918) 857-0084
🌐 www.morgantipton.com
📸 Instagram: @morgantipton.realtor