“Offers Over” vs Fixed Price: Choosing the Right Pricing Strategy
“Offers Over” vs Fixed Price: Choosing the Right Pricing Strategy
One of the most important decisions when selling your home is how to price it. Two of the most common approaches are “Offers Over” pricing and a fixed price. While both can be effective, choosing the wrong strategy can limit buyer interest, weaken negotiation leverage, or leave money on the table.
Understanding how each method works — and when it makes sense — is key to achieving the best possible outcome.
What Is an “Offers Over” Pricing Strategy?
An “Offers Over” campaign sets a guide price and invites buyers to submit offers above that figure.
When “Offers Over” Works Best
This strategy is typically effective when:
Buyer demand is strong
Stock levels are low
There is potential for competition
The property has broad appeal
“Offers Over” can:
Encourage more initial enquiry
Create a sense of urgency
Allow the market to determine the final price
However, the guide price must be credible. If buyers feel the figure is unrealistic, they may disengage or assume the seller expectations are higher than advertised.
Risks of “Offers Over”
If used incorrectly, “Offers Over” can backfire.
Common risks include:
Setting the guide too low, attracting buyers who can’t afford the property
Setting it too high, discouraging early interest
Confusing buyers who prefer price certainty
This strategy requires careful calibration and active negotiation to succeed.
What Is a Fixed Price Strategy?
A fixed price approach sets a clear asking price that buyers can assess immediately.
When Fixed Price Works Best
Fixed pricing is often suitable when:
The market is balanced or buyer-leaning
The property appeals to a narrower buyer pool
Sellers value certainty and transparency
Comparable sales support a clear value range
A fixed price can:
Attract serious, finance-ready buyers
Reduce speculative or low-quality enquiry
Speed up decision-making for confident buyers
Risks of Fixed Pricing
The downside of fixed pricing is capping upside.
If demand is stronger than expected, a fixed price:
Can limit competitive bidding
May reduce urgency
Can result in buyers negotiating down rather than up
In strong markets, fixed pricing can undersell a property that might have achieved more under competitive conditions.
How to Choose the Right Strategy
The best pricing strategy depends on:
Current market conditions
Buyer demand for your property type
Stock levels in your area
Your timeline and risk tolerance
Ask:
Are buyers competing, or negotiating?
Is demand deep or thin?
Do comparable sales show momentum?
There is no one-size-fits-all answer — strategy must match conditions.
Why Strategy Matters More Than the Label
Whether you choose “Offers Over” or fixed price, execution is everything.
Success depends on:
Accurate pricing guidance
Strong presentation
Clear buyer communication
Skilled negotiation
A well-managed campaign can outperform the wrong strategy executed poorly.
At Norton’s Real Estate, we tailor pricing strategies based on real buyer behaviour, not templates.
📞 Selling Your Property? Choose the Right Strategy From Day One
If you’re preparing to sell and want advice on whether “Offers Over” or a fixed price will deliver the strongest result for your property, speak with a team that understands both pricing psychology and market conditions.
Contact Norton’s Real Estate for a confidential appraisal and a pricing strategy designed to maximise your outcome.
Disclaimer
This article is provided for general information and marketing purposes only. Pricing strategies should be tailored to individual properties, market conditions, and seller circumstances. This content does not constitute legal, financial, or property advice. Sellers should seek independent professional advice before making decisions regarding the sale of their property.