Most sales don't happen on the first offer — they happen on the counter. In Ontario a counteroffer is called a sign-back: you change the terms you don't like, initial them, and send it back. Done well, it's how a near-miss becomes a firm deal.
Countering cancels the original
The moment you sign back, the buyer's original offer is dead. They are now free to accept your terms, counter again, or walk. That's normal — but it's why you never counter casually. Change what matters, and be ready for a yes.
What you can change
- Price — the obvious one, but rarely the only lever.
- Closing date — moving it a few weeks can be worth real money to the right buyer.
- Conditions — shorten a long condition period, or ask to remove one.
- Deposit — ask for a larger deposit to test commitment.
- Inclusions and exclusions — keep the chandelier, include the shed.
Don't bid against yourself
Make one clear counter and wait. If a buyer rejects your sign-back and you immediately drop your price again with no new offer from them, you're negotiating against yourself. Let them respond first.
Keep the irrevocable short
Put your own irrevocable deadline on the sign-back — short enough to keep momentum, long enough for the buyer to actually respond. It signals you're serious without stalling the deal.
When to just accept
If the offer is strong, the buyer is well-qualified, and the terms mostly work, a small gap isn't worth risking the deal over — especially in a slow market. Price it right from the start (a CMA helps) and you'll counter from strength. For licensed help drafting sign-backs and running the paperwork, see Offer-to-Closing Support.
General information for Ontario sellers, not legal advice. Consult your real estate lawyer for your situation.
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