Before making an offer, ask key questions about comparable sales, contingencies, disclosures, and offer strategy. Each home, and seller, is different, so context matters. A good agent helps you interpret data, gauge competition, and craft an offer that’s both smart and competitive.
What Should I Ask Before Making an Offer?
Buying a home in the Bay Area is a major decision — and timing, context, and preparation can make all the difference. Before you make an offer, ask the right questions to understand value, risk, and opportunity.
1. What are the comparable sales (comps)?
Understanding what similar homes have sold for recently gives you a reality check on pricing. Your agent should pull recent comps for similar size, condition, and location. In fast-moving markets like San Francisco and Marin, even a few weeks can change what “fair market value” means.
You also have to ask the question, “Where is the market going?” The comps will help you do this, particularly if your agent shows you the trajectory of price per square foot for homes similar to the one you’re considering, not just every home in the neighborhood. This kind of pattern recognition helps you see whether the market is heating up, stabilizing, or softening before you write your offer.
Comps aren’t just numbers, they tell a story about how buyers perceive value in that neighborhood. Was that sale a fixer with great potential or a turnkey property with designer finishes? A good agent will interpret those details so you can decide whether to be aggressive or conservative.
In San Francisco and Marin, two homes just tens of feet apart can feel entirely different depending on light, views, and countless subtle factors. Even homes built side by side by the same builder decades ago can diverge completely over time, through updates, maintenance, and taste. In this market, the details matter.
2. What contingencies should I include or remove?
Contingencies protect you, they allow you to back out if certain conditions aren’t met. Common examples include inspection, appraisal, and loan contingencies. In competitive offers, some buyers shorten or waive them to stand out.
However, removing contingencies without understanding the property’s risks can be costly. Ask your agent what’s typical in the area, and which protections you truly need based on the home’s condition and your comfort level.
3. What do the disclosures reveal?
Disclosures can make or break a deal. They tell you about the home’s history, repairs, potential hazards, and any known defects. Review these carefully before submitting your offer.
A skilled buyer’s agent will help you interpret what’s important, for instance, whether that “minor foundation crack” is a red flag or a normal cosmetic issue for homes of that era.
4. What’s the seller’s situation?
Understanding the seller’s motivation can give you leverage. Are they relocating, already in contract on another home, or testing the market?
A seller in transition may value a quick, smooth close more than a slightly higher price. These nuances often determine which offer wins in a multiple-offer situation.
That said, walking into every open house and asking why the seller is selling is a bit like asking, “Are the sellers in distress?” it rarely reflects well and can shift the tone of the relationship you’re trying to build with the key people in the deal. Much of this information can be found, or at least inferred, from the disclosure package if you know how to read it carefully.
If your agent is well-established within the real estate community, they’ll often learn the important details directly from the listing agent, many of whom we’ve known and worked with for decades.
5. What’s the best offer strategy for this property?
Every listing is unique. Sometimes it’s worth being first with a clean, strong offer. Other times, waiting until after a weekend of showings gives you more data.
An experienced agent will assess how the listing agent is positioning the home, whether it’s priced below market to attract bids or at full value for negotiation. The right offer strategy can save you tens of thousands of dollars or help you secure a home others overlook.
Tip: When a listing agent says their seller is open to accepting offers before going on the MLS (Multiple Listing Service), it’s often because the home is priced ambitiously or there’s something about the property that makes full market exposure less appealing to the seller.
A strong listing agent typically wants full exposure, both for the property and for their own reputation and brand. Keep that in mind when a home is available to purchase off market; it’s often an opportunity that deserves a closer look, and sometimes, a bit more caution.
Like everything in real estate, there are smart ways to navigate situations like this. I have a few excellent strategies for evaluating and approaching off-market opportunities, reach out, and I’ll be happy to walk you through them.
The Bottom Line
Before making an offer, don’t rush past the details. Ask about:
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Comparable sales – What similar homes have sold for recently
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Contingencies – Which protections to include or waive
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Disclosures – What’s hidden in the fine print
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Seller motivation – Timing, flexibility, and priorities
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Offer strategy – How to present your offer for success
In a market as complex as San Francisco or Marin, context is everything. A buyer’s agent who understands both market data and human behavior can help you make an offer that’s strong, smart, and safe.
Oliver Burgelman
Realtor® | Vanguard Properties
📍 San Francisco & Marin County
📞 415-244-5846
