The Art of Real Estate Negotiation: Before, During, and After the Contract

Think real estate negotiations only happen when you submit an offer? Think again! 📝🤝 In Episode 13 of Behind The Sign, Shawnte the Realtor and Courtney Henton pull back the curtain on one of the most critical parts of any real estate transaction: negotiation. Negotiations happen long before a contract is signed, continue through the inspection and option periods, and carry all the way through to final walkthroughs and closing. Whether you're navigating a buyer's market or a seller's market, Shawnte and Courtney break down the exact strategies used to negotiate price, terms, repairs, and non-realty items. Learn how to protect your earnest money, leverage your option period, navigate low appraisal deficits, and ensure repairs are actually completed by professionals before you sign on the dotted line. In this episode, you’ll learn:Pre-Contract Negotiations: Using Comparative Market Analyses (CMAs) to determine whether to offer above, below, or at list price. Earnest Money vs. Option Fees: The differences between good-faith deposits (refundable during the option period) and non-refundable option fees. Option Period Strategies: Why getting an inspector out within 24–48 hours gives you maximum leverage for repair negotiations. Handling Major Repair Items: Focusing on big-ticket structural items (roof, HVAC, foundation, plumbing) over minor cosmetic fixes. Negotiating Non-Realty Items: How to ask for appliances, furniture, and unattached property features in your offer. Appraisal Deficits: What happens when a home appraises for less than contract price and how sellers and buyers can meet in the middle. The Final Walkthrough: Why inspecting the property on closing day ensures all negotiated items and repairs were honored. Knowing the contract inside and out is half the battle—let an expert guide you to a win-win! Loving the podcast? Support us by dropping a 5-star review on Spotify, Apple Podcasts, or your favorite platform, and don't forget to like, subscribe, and share! CHAPTERS 00:00 Welcome to Episode 13: The Art of Negotiation 01:30 Negotiations Happen Before, During, and Right at the End 02:14 What Gets Negotiated First? Sales Price & Market Analyses 04:33 Earnest Money: Good-Faith Deposits & Protection 06:55 Option Fees and Option Periods: Buying the Right to Terminate 08:39 Negotiating Closing Dates & Timelines 09:20 Financial Terms & "Time is of the Essence" Deadlines 10:45 Fun Negotiations: Asking for Non-Realty Items & Furniture 13:12 Home Warranties: Fighting for Seller-Paid Coverage 15:18 Title Insurance, Surveys, and Closing Costs 16:02 Under Contract Negotiations: Option Periods & Inspections 17:28 Major Repairs vs. Cosmetics: Focusing on Big-Ticket Items 18:23 Repairs in Lieu of Cash vs. Professional Seller Repairs 20:51 When to Terminate: Using the Option Period Safely 22:23 The Strict 3-Day Deadline for Title Money 24:18 The Final Hurdle: Appraisal Deficits & Low Valuations 26:25 Meeting in the Middle: Price Drops vs. Cash at the Table 28:03 Starting with Equity & Special VA Loan Appraisal Rules 30:53 Pricing Homes Right to Avoid Appraisal Issues 32:28 Final Walkthroughs: Verifying Repairs Before Signing 33:51 Subscribe, Share, and Join Us for the Next Episode!