Setting the Right Offer: How to Motivate Tenants to Accept a Buyout Offer

Industry News,
Setting the Right Offer: How to Motivate Tenants to Accept a Buyout Offer

By Sasha Struthers, Esq., Struthers Legal, APC

When approaching a tenant buyout, the key to success lies in one important principle: your offer must be more attractive than the alternative of staying put. Tenants rarely move without a strong reason to do so, which means your proposal must speak directly to both the financial and personal motivations that drive their decision-making.


Understand the Local Market and Tenant Profile

 Before putting any number on paper, do your homework. What is the current rental market like in your area? Are comparable units cheaper or more expensive than what your tenant is paying? Are there plenty of available rentals, or is inventory tight?

Next, look at if your jurisdiction has a listing of all the tenant buyouts completed in the area. Check the immediate area for how recent a buyout was done, how comparable the unit is, when the buyout was done, and for how much. Housing departments direct tenants to these registries. These registries may also help to show “comps” in the area for negotiations.

 Also important is knowing your tenant’s profile. A young professional might value relocation money to offset moving costs, while a family with children may need extra time and support to transition smoothly, especially if they value the school in the area where they live. Seniors or long-term tenants might prioritize stability and peace of mind over cash alone. By aligning your offer with who they are and what they need, you increase the chances of a positive response.


Make the Offer Worth More Than Staying Put

 At its core, the offer must tip the scale. If the tenant is paying below-market rent, their incentive to stay is already strong. In that case, your buyout must bridge the gap between their current deal and the cost of finding a new place to live. That means factoring in moving expenses, security deposits, and the emotional energy of being uprooted. Think of your offer as a package, not just a check. Along with cash, consider covering moving costs, offering flexible timelines, or providing references and resources to help secure a new place. These extras can make your proposal feel more valuable than simply writing a number on a page.


Stay Flexible and Leave Room for Negotiation

 Rarely will a tenant accept your first offer without hesitation. That’s why it’s smart to leave yourself room to negotiate. If you start too low, you risk insulting them or shutting down the conversation. If you start at your ceiling, you leave no space to maneuver. Flexibility doesn’t just apply to money. Timing, logistics, and support can all be negotiated. Some tenants may value an extended move-out period over a higher cash sum, while others may want quick payment to lock in a new lease. By staying open and responsive, you demonstrate good faith and make it easier to reach an agreement that works for both sides.


 The Bottom Line

 A successful buyout offer is not just about the dollars—it’s about making the tenant’s life easier and showing them that moving is a better option than staying put. When you understand their situation, build an offer that outweighs the value of staying put, and keep the door open for negotiation so you can maximize your chances of a smooth, voluntary agreement.


If you are interested in learning more about tenant buyout agreements and wish to have a one-on-one session to go over your specific situation, you can sign up for a consultation with Sasha. Sasha Struthers is a California licensed Attorney and Real Estate Broker with a law practice that focuses on 'Cash for Keys'/ tenant buyouts and government agency complaints such as REAP, CRD, and Orders to Comply. Sasha's experience managing a 15-building real estate portfolio, including five apartments subject to LARSO has allowed her to help landlords strategically reposition their portfolios, maximize income, and reduce management stress. You can check out her law practice at www.struthers.legal.


About the Apartment Association of Greater Los Angeles (AAGLA): Serving rental housing providers throughout Southern California since 1917, AAGLA is a leading trade association and government advocate. With over 10,000 members representing more than 350,000 rental units, our community includes rental property owners, managers, developers, real estate professionals, and trusted vendors. AAGLA also offers comprehensive member-exclusive education and training, including weekly webinars, in-person events, Lunch & Learn sessions, and Certificate programs covering legal updates, landlord-tenant laws, insurance, and more.
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