Negotiating Offers in Wicomico County: What Sellers Should Know Before They Say Yes

When the showings are done and the feedback starts turning positive, this is the moment every seller has been waiting for: offers.
But understanding what makes a strong offer—and how to respond strategically—can make the difference between a smooth sale and a stressful one.

Whether you’re selling in Salisbury, Nanticoke, Hebron, Parsonsburg, or anywhere across Maryland’s Eastern Shore, here’s what today’s sellers should know when it’s time to negotiate.

1. Don’t Focus Only on Price

Price matters — but it isn’t everything.

A lower offer with fewer contingencies, faster timelines, or stronger financing can often be better than a higher number with strings attached.

Things to look at:

• Is the buyer offering cash or financing?

• If financed, what type of loan (FHA, VA, USDA, Conventional)?

• How quickly can they close?

• Are they asking for concessions, repairs, or warranties?

• What’s the appraisal risk?

Sometimes the highest price isn’t the safest option — and your agent can help you compare the full picture.

2. Pay Close Attention to Contingencies

Contingencies are the “escape hatches” in an offer, and they matter more than most sellers realize.

Common contingencies:

• Inspection – Will they demand repairs or credits?

• Financing – Could they be denied at the last minute?

• Appraisal – Are they willing to cover gaps?

• Home sale contingency – Do they need to sell their home first?

The fewer contingencies, the stronger the offer.

3. Know Your Bottom Line Before Negotiations Start

Every seller should have three numbers in mind:

• Your ideal price

• Your acceptable price

• Your walk-away price

When you know these ahead of time, the negotiation becomes less emotional and more strategic.

4. Consider the Buyer’s Motivation

Motivation matters.

A relocating family on a deadline or a buyer who’s been outbid multiple times is usually more committed — and more flexible.

In contrast, a buyer with no urgency may take longer or negotiate harder.

5. Your First Offer Is Often Your Best.  I said often not always.

In Wicomico County’s market, serious buyers act fast.
The first offer you receive is often from the most motivated buyer. Don’t dismiss it too quickly — let data guide you.

6. Don’t Negotiate Alone

A strong agent does more than present offers — they:

• Assess the full strength of the buyer

• Compare offers apples-to-apples

• Predict appraisal risks

• Spot hidden red flags

• Craft counteroffer strategies

• Protect you from leaving money on the table

Selling is emotional. Negotiations should not be.

7. Get Everything in Writing

Verbal agreements don’t count.
Changes in price, repairs, timelines, concessions — everything must be documented clearly so you’re legally protected.

Final Thoughts

Negotiating is where deals are won or lost. With the right strategy — and the right Realtor® in your corner — you can secure the strongest, safest, and smoothest offer for your Wicomico County home.

If you’re thinking about selling or already getting interest, I’m here to guide you from listed to sold with confidence.

Written by Shawn Long

Realtor with ERA Martin Associates in Salisbury, Maryland.  Helping homeowners across Wicomico County and Maryland’s Eastern Shore prepare, price, and successfully sell their homes with confidence — offering solutions that move you forward every step of the way.