A strong contract starts before the first showing
If you are selling, the decision is how to protect your price once negotiations start. In Richmond, VA, I recommend you lead with clarity and documentation because buyers are already closing close to ask when the home feels low-risk.
Here is the signal I build your negotiation posture around buyers paid about 99.8% of asking last month in Richmond, VA. This changes your plan because your goal is to keep the negotiation inside that near-asking lane by removing reasons for the buyer to ask for more. Some metrics were not reported for this period. Still, the close-to-ask outcome tells me the market will support you when you are prepared and priced correctly. Walk into listing with your disclosures, receipts, and key home details organized so you do not negotiate from a position of uncertainty. When offers arrive, respond quickly with a clear counter that ties back to comparable sales, not to feelings. Keep concessions targeted and purposeful so you protect your net while still keeping the deal moving.
About Scott Fogleman
Scott Fogleman is a licensed Real Estate Professional affiliated with New Home Team, specializing in the Richmond market. With a focus on strategic marketing and deep local knowledge, Scott Fogleman provides clients with expert guidance in navigating complex real estate transactions. View full profile →
