温馨提示：本视频发布于 2022 年 3 月 22 日，距今已超过一年。文中的市场数据、价格、利率与政策均以发布时为准，当前情况可能已有变化，欢迎联系我们获取最新信息。

买房策略 · 出价

很多买家问：我出的价最高，为什么没被接受？答案往往不在价格，而在“真实性”和条款。

1Offer 的三大块

• 价格：你愿意付多少钱。
• 时间：多少天过户、多少天内完成检查并确认不反悔（contingency removal）、多少天内放入定金。
• 附加条款：保护条款、包含哪些物品、是否允许卖方回租等。

对卖家来说，过户通常越快越好。但也有例外：有的卖家为了满足自住满两年的条件，享受出售自住房的资本利得免税额（单身 25 万、夫妻 50 万美元），会希望晚一点过户，但尽早锁定交易。

2价格高，也要“真实”

视频中这套房要价 100 万美元，最高出价超过 120 万，但这份 offer 的过户期 25 天、反悔期 17 天，在当时的市场里并不突出。卖方更看重的是确定性。

价格高到“不真实”时，卖家会担心买家先锁定房子，之后再借估价、检查重新谈价。所以出高价时，要附上让卖家信服的背景：比如买家已经在这个社区租房、孩子在社区小学上学、真心想在这里安家；再附上资金证明和贷款审批文件。

价格要够好，还要好得真实。

3强化条款的几个方法

• 缩短反悔期：在当时的市场，17 天的反悔期偏长，很多竞争者是 5 到 7 天。
• 尽快放定金：标准合约默认 3 个工作日内放入定金；写成 1 个工作日，甚至随 offer 附上定金支票，能体现诚意。视频中曾有买家拖延放定金，按合约发出催告通知后又过了两天，前后耽误了约一周。
• 贷款准备到位：不只是预审（pre-qual），而是提前推进到核保（underwriting）层面的批准，缩短过户时间。
• 估价与贷款保护：当时很多房子估价跟不上成交价，保留估价保护的 offer 竞争力较弱。是否放弃，取决于你是否有足够资金补足估价差额，以及贷款的确定性。

放弃保护条款意味着如果估价不足或贷款出问题，你可能需要自掏腰包或损失定金（自住一至四单元住宅的约定违约金通常不超过购买价的 3%）。请务必在充分了解风险后决定。

4诚信：不要同时给多套房下 offer

卖方经纪人常会问：你的买家是否同时给别的房子下了 offer？持牌经纪人可以选择不回答，但不能撒谎。李斐会建议客户：选定最喜欢的一套先出价，可以要求对方尽快答复，而不是同时下多份 offer。否则一旦两边都接受，买家违约，经纪人和买家的信誉都会受损。

5卖方怎么选：多重还价

收到多份 offer 后，卖方可以向所有买家发出多重还价（seller multiple counter offer），请大家提交最高最好的价格和条款。视频中的还价要求包括：确认随房附带的物品（冰箱、微波炉、车充、监控等）；7 天内移除全部保护条款；1 个工作日内放入 3% 定金。

顺便一提：在南加州，与墙体固定相连的物品通常随房出售，例如电视挂架、窗帘杆；电视、窗帘本身一般不包含。想要什么，请在 offer 中写清楚。

常见问题

本文仅供一般信息参考，不构成法律、税务、贷款或投资建议。市场数据与政策以发布时为准，可能已有变化；具体情况请咨询持牌专业人士并自行核实。

How to Make Your Offer Stronger in a Hot Seller's Market

Please note: This video was published on March 22, 2022. It is more than a year old. Market data, prices, rates, and policies reflect that date and may have changed. Contact us for the latest information.

Buying Strategy · Offers

Buyers often ask: I offered the most, so why was I not chosen? The answer usually is not price, but credibility and terms.

1The Three Parts of an Offer

• Price: what you will pay.
• Timing: days to close, days to complete inspections and remove contingencies, and days to deposit earnest money.
• Terms: contingencies, included items, seller rent-back, and more.

Sellers usually want to close fast, with exceptions. Some sellers want to meet the two-year ownership and use test for the home sale exclusion ($250,000 single, $500,000 married), so they prefer a later closing but want the deal locked in quickly.

2A High Price Must Also Be Credible

This home was listed at $1 million, and the top offer exceeded $1.2 million. But it had a 25-day close and a 17-day contingency period, which did not stand out in that market. Sellers valued certainty.

When a price looks too good, sellers worry the buyer will tie up the home and renegotiate after appraisal or inspection. Support a high price with context, such as the buyer already renting in the neighborhood with kids at the local school, plus proof of funds and loan approval documents.

The price must be strong, and it must be believable.

3Ways to Strengthen Terms

• Shorten contingencies: 17 days was long in that market; many competitors offered 5 to 7.
• Deposit quickly: the standard form allows 3 business days; offering 1 business day, or including the deposit check with the offer, shows commitment. In one case a buyer delayed the deposit, and after a notice to perform added two more days, about a week was lost.
• Be loan-ready: go beyond pre-qualification to underwriting-level approval to shorten closing.
• Appraisal and loan contingencies: many homes were not appraising at contract price then, so offers keeping appraisal protection were weaker. Waiving depends on whether you can cover an appraisal gap and how certain your financing is.

Waiving protections means if appraisal falls short or the loan fails, you may need to pay the difference or lose your deposit (liquidated damages for owner-occupied one-to-four unit homes are generally capped at 3% of the price). Decide only after fully understanding the risks.

4Integrity: Do Not Make Multiple Offers at Once

Listing agents often ask whether the buyer has offers on other homes. A licensed agent may decline to answer but cannot lie. Fei advises clients to choose their favorite home and offer on it first, asking for a quick response, rather than submitting many offers. If two sellers accept and the buyer walks from one, both the buyer's and the agent's reputations suffer.

5How Sellers Choose: Multiple Counter Offers

With several offers, a seller can send a seller multiple counter offer asking all buyers for their highest and best price and terms. In this video the counter asked buyers to confirm included items (refrigerator, microwave, EV charger, security cameras), remove all contingencies within 7 days, and deposit 3% within 1 business day.

Also note: in Southern California, items attached to the structure, such as TV mounts and curtain rods, usually convey; the TV and curtains themselves usually do not. Spell out what you want in the offer.

FAQ

This article is for general information only and is not legal, tax, lending, or investment advice. Market data and policies reflect the time of publication and may have changed; please consult licensed professionals and verify independently.