Use the typical sale-to-ask pattern to guide counters.
You're trying to decide how hard to push in negotiations without killing the deal. My rule negotiate inside the band the market has been rewarding in Tempe, AZ, and keep the timeline moving.
One number to respect from recent data is the typical gap between asking and closing. In Tempe, AZ last month, buyers paid about 97.72% of asking on average, and a typical sale took 48 days. The typical closed price was $495,000. This changes your plan because negotiation is not just about price, it is about speed and certainty. Some metrics were not reported for this period. Still, when the market is closing under asking on average, it is reasonable to expect counters, credits, or repairs to be part of the conversation. Set your first counter with the 97.72% benchmark in mind so you are negotiating from reality. Keep deadlines tight and paperwork clean so you do not add days to a process that already runs about 48 days. If you are selling in Tempe, AZ, decide in advance which repair or credit requests you will consider so you can respond quickly without emotional decision-making.
About Jeff Setlow
Jeff Setlow is a licensed Real Estate Professional affiliated with Exp Realty, specializing in the Tempe market. With a focus on strategic marketing and deep local knowledge, Jeff Setlow provides clients with expert guidance in navigating complex real estate transactions. View full profile →
