Herbert McGurk, REALTOR® - HOW I SELL HOMES OTHERS FAILED TO SELL

You could end up with multiple offers and exceed asking price, all while maintaining control and protecting your terms.

Technique #4: Set an Expiration Date on Your Counteroffer

Luxury deals often stall because too much time is allowed for “thinking it over.” Don’t let indecisiveness reduce your home’s perceived value.

Solution:

Put an expiration on your counteroffer. Shorten the decision window slightly below the norm. If the standard response window in California is 3 days, make yours 24–48 hours. This: • Signals confidence and professionalism. • Prevents unnecessary delay. • Forces action from serious buyers. Why it works in L.A.: ks in L.A.: • Luxury buyers often have multiple irons in the fire. • Deadlines help move them from interest to commitment—fast. Pro tip: Use a shorter expiration when you’re still getting strong interest or when you're early in your listing window. Technique #5: Pay the Closing Costs—But Get Your Money Back This may sound counterintuitive, but in select situations, it works brilliantly.

Here’s how:

Let’s say your buyer asks you to cover closing costs—around 3%