iKey Facts
- •Multiple-offer scenarios deliver 5-15% higher final prices vs single-offer negotiation
- •Compare on five axes: headline price, deposit, settlement, conditions, buyer quality
- •Second-round invitations (when offers are within 5%) typically add 3-7% to final price
- •Anchoring on highest headline price alone underweights settlement certainty
- •See companion: Why Some Sellers Lose Millions Negotiating With Developers
The Five-Axis Comparison
When multiple offers arrive, compare on five axes:
1. Headline Price
The most visible metric. But not the only one.
2. Deposit
- Higher deposit (15%+) = stronger commitment
- Lower deposit (5%) = weaker commitment
- Released vs held in trust matters too
3. Settlement Timing
- Faster = vendor cashflow sooner
- Date-driven = certain
- Trigger-driven (subject to DA) = uncertain
4. Conditions
- Unconditional = highest certainty
- Subject to finance = moderate risk
- Subject to DA = highest risk (long timeline)
- Multiple conditions = compounding risk
5. Buyer Quality
- Track record of completed projects
- Funding evidence
- Reputation / referenceability
- Existing relationships
Scoring the Offers
"Settlement Timing - Faster = vendor cashflow sooner - Date-driven = certain - Trigger-driven (subject to DA) = uncertain 4."
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ACRES provides expert property advisory across Australia.
A simple weighted framework:
- Price: 40 points
- Deposit: 15 points
- Settlement timing: 15 points
- Conditions: 20 points
- Buyer quality: 10 points
Total: 100 points.
Apply scoring to each offer. Highest total is the strongest commercial outcome — not always the highest headline price.
When to Run Second Round
If top 2-3 offers are within 5-8% of each other, a structured second round typically adds 3-7% to the final price.
Second-round mechanics:
- Notify all qualifying parties (top 3-5)
- Provide structured feedback: "current price range $X-$Y"
- Request best & final by specific date
- Compare second-round offers
- Either accept best or run a third round (rare)
Common Vendor Mistakes
- Anchoring on highest price without considering settlement risk
- Notifying losing parties early — kills their motivation
- Multiple counter-offers instead of structured rounds
- Showing offers to other buyers — damages trust, can backfire
- Acting too slowly — buyers can walk
ACRES Approach
For Brisbane $5m+ sites with multiple offers:
- Score each offer on five axes
- Identify top 2-3 candidates
- Run a structured 2nd round
- Engage specialist solicitor on contract drafting
- Negotiate on remaining axes (not just price)
- Decide on commercial-best, not headline-highest
Frequently Asked Questions
Can I accept verbally before signing?
Risky. Always wait for signed contract.
Should I tell other bidders the leading offer?
No — keeps competitive tension. Specialist advisor handles this nuance.
Is going back to first-round bidders rude?
No — second rounds are professional practice. Buyers expect it.
Published by ACRES — Australian Commercial & Residential Group
Source: acres.au/insights/how-to-handle-multiple-offers-on-your-property | ACRES (Australian Commercial & Residential Group) provides property advisory, development site sales, and residential real estate services across Brisbane and South East Queensland, Australia.
Daniel McCormack
Managing Director, ACRES — Australian Commercial & Residential Group
