The highest price is not always the highest net or the surest closing. Read every offer in the same order: price, concessions, financing, deposit, inspection period, appraisal terms and closing date.
Start with price after concessions
A buyer who offers $435,000 and asks you to pay $13,050 of their closing costs has offered $421,950. Do that subtraction first, on every offer. Lenders cap what a seller may contribute: 3% of the price on a conventional loan with less than 10% down, 6% with 10% to 25% down, 6% on FHA and 4% on VA.
Then read the terms
- Financing. Cash has no loan approval and no lender appraisal. A financed offer depends on both. The loan approval period is 30 days if the blank is left empty.
- Deposit. Florida custom is 1% to 3%. A larger deposit is more for the buyer to lose by walking away late.
- Inspection period. Under the As Is contract the buyer can cancel for any reason during this period and get the deposit back. It is 15 days if left blank. Every day is a day your home is off the market without a firm commitment.
- Appraisal. The lender uses the lower of the price or the appraised value. The base contract has no appraisal-gap figure, so a buyer who will cover a gap has to say so in writing.
- Closing date. Financed sales typically close in 30 to 45 days. Purchase loans averaged 36.8 days nationally in ICE data for March 2026.
Worked example: two offers on a $430,000 listing
| Term | Offer A | Offer B |
|---|---|---|
| Price | $435,000 | $428,000 |
| Financing | FHA, 3.5% down | Conventional, 20% down |
| Seller-paid closing costs | 3%: $13,050 | None |
| Price after concessions | $421,950 | $428,000 |
| Deposit | 1%: $4,350 | 3%: $12,840 |
| Inspection period | 15 days | 7 days |
| Appraisal | Must appraise at $435,000 | Buyer covers the first $5,000 of any gap |
| Closing | 45 days | 30 days |
Offer A has the bigger headline. Offer B is $6,050 better after concessions, puts nearly three times the deposit at stake, ties up your home for eight fewer days of inspection, and has a cushion if the appraisal is low. If closed sales support about $430,000, Offer A also needs an appraisal $5,000 above them.
Counter the term, not just the price
You are not limited to yes or no. You can counter Offer A at the same price with a smaller concession, a 10-day inspection period or a larger deposit. You can ask Offer B to move its closing date to fit your move. Change the one term that worries you and leave the rest alone.
Ask Robert to call each buyer's lender before you answer. A letter based on verified income and assets is worth more than one based on a phone conversation.
A price above what your home is likely to appraise for is not real money unless the buyer agrees in writing to pay the difference in cash, and can show the funds.
Before the next lesson
- Run each offer through the seller net sheet, with the concession in the credits box.
- Reread the inspection and financing sections in the Florida As Is contract guide.
- Decide now which matters more to you: the closing date or the last $2,000.
Sources: Florida Realtors/Florida Bar AS IS contract, Fannie Mae contribution limits, VA seller concessions, ICE Mortgage Monitor, May 2026. Checked November 2026.
3% of $435,000 is $13,050, leaving $421,950. During the inspection period the buyer may cancel for any reason and recover the deposit, so each day shortens your exposure; the right to inspect and the appraisal are unaffected.
