Showings, Offers, and Closing

You've prepared your home, priced it right, and launched your marketing campaign. Now comes the heart of the FSBO process: showings, offers, and closing. This is where your preparation pays off — and where a clear head and steady process will carry you through to a successful sale.

Preparing for Showings

Every showing is an audition. Your goal is to make it easy for buyers to fall in love with your home. Here's how to prepare:

Keep your home in "show-ready" condition at all times. You never know when a buyer will want to see it — sometimes with very little notice.
Create a showing routine: Before each showing, do a quick walkthrough — turn on lights, open curtains, wipe counters, fluff pillows, and ensure the home smells fresh (not perfumed — avoid heavy air fresheners).
Leave during showings. Buyers are more comfortable and honest when the seller isn't present. Give them space to explore, discuss, and form their own impressions.
Prepare an information packet: Leave a printed folder with key details — property features, recent upgrades, utility costs, tax information, and a floor plan if available. This gives buyers something to take home and review.
Be flexible with scheduling. The more available you are, the more showings you'll book. Weekend and evening availability is especially important since many buyers work during the day.

During the Showing

If you're present for the showing (ideally brief — introduce yourself and then step out), keep these principles in mind:

Be warm but not pushy. A friendly greeting and a brief overview of the home's features is sufficient. Let the house sell itself.
Don't negotiate during showings. If a buyer asks about price flexibility, say "I'm confident the price reflects fair market value, but I'm open to reviewing any offers." Leave negotiations for the written offer.
Answer questions honestly. If you don't know something, say so. Honesty builds trust; evasion raises red flags.

Evaluating Purchase Offers

When offers come in, resist the urge to focus solely on the headline price. A strong offer is about more than the number — it's about the terms, the buyer's financial strength, and the likelihood of reaching closing. Here's what to evaluate:

Price

Obviously important, but context matters. An offer at 98% of your asking price with strong financing and few contingencies may be better than a full-price offer with weak financing and multiple contingencies.

Financing

Cash offers are the strongest because they eliminate financing risk. There's no lender to deny the loan, no appraisal contingency, and a faster closing timeline.
Pre-approved buyers (not just pre-qualified) have been vetted by a lender and are more likely to close. Ask for the pre-approval letter.
FHA, VA, and USDA loans may have additional requirements (property condition standards, appraisals) but are perfectly valid financing methods.

Contingencies

Contingencies are conditions that must be met for the sale to proceed. Common contingencies include:

Inspection contingency: Allows the buyer to negotiate repairs or walk away based on inspection findings. This is standard and expected — don't reject an offer solely for including one.
Appraisal contingency: Protects the buyer if the home appraises below the purchase price. Standard with financed offers.
Financing contingency: Allows the buyer to back out if their loan isn't approved. Standard with financed offers.
Sale of buyer's home contingency: Higher risk for you — the sale depends on the buyer selling their current home. Negotiate carefully or request a kick-out clause.

Earnest Money

Earnest money is a deposit the buyer makes to demonstrate good faith. Typical amounts are 1–3% of the purchase price. Higher earnest money signals a more committed buyer and gives you more protection if they default.

Closing Timeline

Standard closing timelines are 30–45 days from offer acceptance. If you need a specific closing date (to coordinate a purchase, for example), negotiate this upfront. Cash sales can close in as little as 1–2 weeks.

Negotiation Strategies

Negotiation is where FSBO sellers often feel most out of their depth. Here are key principles:

Always respond in writing. Verbal agreements are difficult to enforce and lead to misunderstandings. Use a counter-offer form or work with your attorney.
Focus on total value, not just price. A slightly lower price with fewer contingencies and a faster close may be worth more than a higher price with multiple conditions.
Don't take lowball offers personally. A low offer is an opening bid, not an insult. Counter professionally and let the negotiation proceed.
Set your walk-away number in advance. Know the minimum you're willing to accept before negotiations begin. This prevents emotional decision-making.
Use deadlines strategically. Time-limited counter-offers create urgency and prevent protracted negotiations.
Consider professional help for complex negotiations. If you're uncomfortable, a real estate attorney can advise you on contract terms without full agent representation.

The Closing Process

Once you have an accepted offer, the closing process begins. Here's what to expect:

Earnest money deposit — The buyer deposits their earnest money into escrow (typically within 1–3 days).
Home inspection — The buyer schedules an inspection (usually within 7–14 days). You may receive a repair request or a price reduction request based on the findings.
Appraisal — If the buyer is financing, the lender orders an appraisal to confirm the home's value supports the loan amount.
Title search and insurance — A title company or attorney conducts a search to ensure there are no liens, encumbrances, or title defects. Title insurance protects both parties.
Final walk-through — The buyer does a final walk-through (usually 24–48 hours before closing) to confirm the home is in the agreed-upon condition.
Closing day — Both parties sign documents, funds are transferred, and the deed is recorded. You hand over the keys.

Working With a Title Company or Attorney

In most states, closings are handled by a title company or an attorney. As a FSBO seller, you'll need to engage one of these professionals yourself. They'll handle the escrow, prepare closing documents, manage the title search, and ensure all legal requirements are met.

Closing costs for the seller typically include:

Title insurance and escrow fees
Transfer taxes (varies by state/locality)
Outstanding liens or judgments
Prorated property taxes
Any agreed-upon repair credits

The closing process can feel overwhelming, but with the right professionals in your corner and a methodical approach, it's very manageable. For a detailed task list, see our FSBO Seller Checklist. And if you have questions about any part of the process, Robert Clarke is available for a free consultation.