Staying in your lane is sometimes harder than it sounds.
One of my agents recently told me about a conversation with a buyer who said:
“My lender told me it’s pretty normal for sellers to pay the buyer’s closing costs.”
Here’s the problem with advice like that.
Every real estate negotiation is different. In more than 30 years in this business, I’ve never seen two deals negotiated exactly the same way.
Lenders play an important role in a transaction. But negotiating with a seller isn’t their lane.
They don’t sit across the table from the seller. They don’t review the seller’s net sheet. They don’t see the competing offers or understand the seller’s motivation.
Because of that advice, this buyer walked into the process with a predetermined mindset about how their offer should work.
The reality is sellers consider the entire offer — price, timing, motivation, contingencies, and what they walk away with at the end.
In this case, the deal didn’t move forward, and the buyer is still searching.
Now we’re helping them understand that not every seller is willing—or able—to pay a buyer’s closing costs.
The good news is we’ll find the right home.
But next time the offer will be built on real negotiation experience.
Because in this business, everyone has advice.
But experience still matters.
Real estate negotiations aren’t one-size-fits-all, and the right strategy can make or break your deal. Whether you’re buying or selling, having an experienced agent guiding the process ensures your offer is built on real market insight—not assumptions.
If you’re planning a move in Tri-Cities and want advice tailored to your situation, our team is here to help you navigate every step with clarity and confidence.
This post is originally published by Ken on his Substack profile. Subscribe to his blog for more tips, strategies, and lessons from 30+ years in real estate.
