Keep your counter strategy tied to what buyers have been paying
You are deciding how hard to negotiate without losing a qualified buyer. My guidance in Nashville, TN negotiate from a realistic close-to-ask expectation, not an emotional attachment to the list price.
If you only remember one closed metric right now, make it this recent offers landed about 97.4% of asking last month in Nashville, TN. A typical sold price was $540,000 last month, and supply measured 3.45 months. The practical impact is that expecting full-ask outcomes as the default can create avoidable back-and-forth. Some metrics were not reported for this period. With supply measured at 3.45 months and deals closing below ask on average, your negotiation posture should be firm but grounded in what the market has been supporting. Decide your priority before you counter price, timing, or certainty. I recommend countering with terms that improve certainty first, because price can only stretch so far when buyers typically land at 97.4% of asking. Keep your responses fast and clean, and pre-approve your minimum acceptable outcome so you do not negotiate in circles.
About Kim Campbell
Kim Campbell is a licensed Real Estate Professional affiliated with eXp Realty, specializing in the Nashville market. With a focus on strategic marketing and deep local knowledge, Kim Campbell provides clients with expert guidance in navigating complex real estate transactions. View full profile →
