You are right, it's often not about the actual amount but about the best terms and most likely to actually close. I used to put out the multiple counter offers and tell buyers' agents to bring the best terms. My clients sometimes ended up with buyers who had no inspection contingencies, and all other contingencies other than the title commitment had to be wrapped up within 10 days. Then, if the buyer flaked, sellers got to keep the earnest money. But the buyers never flaked in those scenarios.
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