In real estate negotiations, you rarely get everything you want. One common scenario sellers face is receiving an offer with a great price—but with a delayed closing date. So, what should you do?
Step 1: Compensate the Waiting with a Higher Price
If the closing date is longer than expected (e.g., 3–4 months), you’re potentially giving up opportunity cost, carrying costs, and market flexibility. In such cases, it’s reasonable to ask for a higher price to balance out the extended waiting period.
This not only secures your financial position, but also filters out unserious buyers.
📌 Pro tip: When the price is good but the timeline is long, use that leverage to rebalance the offer.
Step 2: Protect Yourself with a Larger Deposit
A strong deposit demonstrates the buyer’s commitment. If they want to delay closing, you should demand a deposit higher than the standard 5%. This reduces the risk of last-minute walkaways and ensures the buyer has skin in the game.
When I was helping a client sell their condo, the buyer requested a 4-month closing. I countered by asking for both a higher purchase price and a larger deposit. The buyer agreed, and in the end, both parties got what they wanted. The deal closed smoothly—and securely.
The Key to Successful Negotiation: Prioritize
In real estate, it’s unrealistic to expect every element of a deal to go your way. You need to identify and protect what matters most to you—whether it’s price, closing timeline, or flexibility.
Work with Leo Shiu – Expert Negotiation Every Time
Real estate deals are rarely perfect—but with the right agent, you can always come out ahead. Leo Shiu, a multilingual top-producing Toronto listing agent, backed by a team of 100+ professionals, knows exactly how to structure offers that protect your priorities while keeping buyers engaged.
📞 Thinking of selling? Let Leo help you negotiate smarter—even when the deal isn’t perfect.