When it comes time to make an offer on a property, the second biggest question is who brings your offer to the seller and how it is all set up. Most first-time buyers—and some repeat ones too—think it’s just a simple matter of sending an email, but in real estate, there is a standard protocol that governs the steps, responsibilities, and best practices for presenting an offer successfully.
How you deliver your offer determines whether the seller is serious about the offer, will negotiate, or will refuse it. Who Delivers Your Offer to the Seller Framework? I’ll guide you through the format and key players so that you’re aware of what occurs from the moment you’re thinking of making an offer to when it ends up on the seller’s desk.
1. Your Real Estate Agent’s Role
In most typical sales, your agent does most of the work, including writing and presenting your offer to the seller’s agent. They do more than just give someone a piece of paper—they’re your representative, negotiator, and agent.
This is what they typically do:
Write the offer: They complete the purchase agreement, ensuring all conditions, terms, and contingencies are mentioned.
Add supporting documents: Pre-approval letters, proof of funds, and addenda are attached to the offer.
Communicate context: Your agent may indicate your purpose for some terms or express your intent as a buyer.
Send to listing agent: They don’t send it to the seller themselves—instead, they send it to the seller’s agent (better known as the listing agent).
Your agent’s professionalism and communication style can heavily influence how the seller perceives your offer. A well-prepared, clearly presented proposal shows you’re organized and ready to close.
2. The Listing Agent’s Role in the Delivery
The seller is represented by the listing agent. His or her task is to receive offers from buyer agents and present them to the seller promptly. Rules of Realtors and industry practice require them to present all legitimate offers, regardless of terms and price, unless the seller, under certain terms, specifically instructs them otherwise.
This is how the listing agent usually makes delivery:
Review the offer: They ensure that whatever is on the pages, such as signatures and required documents, is part of the offer.
Terms: They walk the seller through price, contingencies, due dates, and special requests, which may already be fulfilled.
Comparison highlighting: If there are several offers submitted, they can compare them side-by-side to present to the seller.
Guiding the seller: They may not be able to decide for the seller but can convey a professional opinion regarding the market situation and negotiating plan.
What this implies is that although you may be able to consider your offer “going straight” to the seller, it has to go through the sieve of the listing agent, and their mode of delivery can affect the manner the seller receives it.
3. Instances Where Offers Go Directly to the Seller
Offers sometimes go directly to the seller and are not routed through an agent. This occurs when:
The property is For Sale By Owner (FSBO).
The buyer knows the seller personally and is handling the transaction without agents.
A seller has requested direct submission (rare in agent-represented deals).
If you’re delivering the offer yourself, the framework is simpler but more delicate. You’ll want to:
Make the offer in a professionally written form.
Utilize all the legal forms and disclosures required.
Be polite, factual, and not emotional in scope except in the context of a proper relationship.
Direct delivery is more personal but also encourages misunderstanding when both parties don’t possess an expert negotiator.
4. The Offer Delivery Model
The following is a simplified step-by-step model of how an offer moves from you to the seller:
The buyer sets the terms of the offer (price, contingencies, closing date, etc.).
A buyer’s agent puts together an offer package (purchase agreement, proof of funds, and pre-approval letter).
Offer submitted to listing agent—usually through secure e-mail, transaction management system, or hand delivery.
The listing agent reviews and prepares a presentation for the seller.
The listing agent calls or meets with the seller to negotiate the terms of the offer.
The seller considers and chooses whether to accept, reject, or counteroffer.
This can be repeated if there are negotiations and counteroffers.
5. Why the Delivery Method Matters
The way you present your offer matters sometimes more than you think. Here’s why:
First impressions matter: A poorly done or nonexistent offer package makes a seller wonder if you’re serious or not.
Speed is gold: In competitive markets, fast and efficient delivery can be a benefit.
Tone and communication are important: An experienced agent can frame your offer favorably and let the seller know what you’re going to do and what you’re willing to negotiate.
Remember that sellers don’t simply read the figures—they’re reading the promise of a smooth closing. The delivery period is where your offer starts to build that confidence.
6. Best Practices for Effective Offer Delivery
To have the best possibility of a good outcome:
Choose an efficient agent who can communicate well.
Be prepared in terms of finance and documents at the offer stage.
Make all unnecessary conditions a bare minimum, if at all possible—clean offers are more attractive.
Walk away straight away on counteroffers to keep the pressure on.
Be professional throughout in negotiating, whether face-to-face or through agents.
The “who” of who presents your offer to the seller is easy, but the paradigm that it is founded upon tells us a lot about how real estate negotiations work. The vast majority of the time, your buyer’s agent presents it to the listing agent, and he presents it to the seller. Less often, but more regularly, you present it yourself, especially in FSBO deals.
Regardless of which approach is used, delivery is more than just tossing paper around—it’s where your proposal is cemented in the seller’s brain. With a solid process, and one being directed by experienced professionals, it can provide your proposal with some deference and the best chance of success.