An offer comes in and suddenly you have 24 to 48 hours to make a decision that affects tens of thousands of dollars. As a Realtor here in Ocala, this is the moment I see sellers freeze up the most — not because the choice is actually that complicated, but because nobody walks them through how to think about it in the moment.
Accept, counter, or decline. That’s really the whole decision tree. Here’s how to know which one you’re actually looking at.
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Whether you’re selling a family home or an equestrian property here in the Ocala area, I’ll give you an honest assessment of what it will take to get top dollar.
When to Just Accept
Accept when the offer clears your actual bar — not your dream number, your real one. That means the price is at or near what your comps and your CMA support, the buyer is well-qualified (a strong pre-approval or proof of funds, not just a promise), and the terms work with your timeline.
Sellers sometimes talk themselves out of accepting a genuinely good offer because it feels too easy, or because they assume they should always push for more. If the number and terms are already where they need to be, countering just for the sake of countering risks the deal for marginal gain — and a strong buyer who feels nickel-and-dimed can walk.
When to Counter
Counter when the offer is workable but not quite there — the price has room to move, or the terms need adjusting, but the overall shape of the deal makes sense. A counter should target the specific things that actually matter to you: price, closing date, or which contingencies stay in. It shouldn’t be a reflexive “let’s see if we can squeeze more” move.
The strongest counters are simple and specific. Countering five different line items at once slows everything down and increases the odds the buyer gets frustrated and moves on to another house.
When to Decline (or Let It Go Without a Counter)
Not every offer deserves a counter. If a buyer comes in far below market with no indication they’re open to moving, or if the terms include contingencies you genuinely can’t accept, a formal decline — or simply not responding within the offer’s expiration window — is sometimes the right call.
This isn’t about being rigid. It’s about not spending your limited negotiating energy on an offer that was never going to become a real deal.
The Bottom Line
Accept when it clears your real bar. Counter when it’s close but fixable, and be specific about what you’re actually asking for. Decline when it was never going to get there. Knowing which situation you’re in before the offer lands is what turns a stressful 24-hour window into a straightforward decision.
For the rest of this series, see home staging mistakes that cost sellers money, pricing your home right the first time, what buyers really look at during a showing, and the negotiation mistakes that cost sellers money.
