How to Handle Lowball Offers

Turning Disappointment into Opportunity

You’ve listed your home, prepped for showings, and waited for that exciting moment: the first offer. But then it happens—you receive an offer far below your asking price. It’s natural to feel insulted or frustrated, but a lowball offer doesn’t always mean the deal is dead.

Here’s how to respond strategically and protect your sale.

1. Pause Before Reacting

Your first instinct might be emotional: “This is ridiculous!” or “We’re not even going to respond.” But take a breath.

Buyers often test the waters to see how flexible you are. A low offer could be the beginning of a conversation, not the end. The goal is to stay calm, objective, and focused on your end goal: selling the home.

2. Evaluate the Offer Carefully

Before dismissing it, consider:

• Is the buyer pre-approved? A low offer from a well-qualified buyer could be worth engaging.

• Are there other strengths? Quick closing date? No contingencies? Cash offer?

• Is the market slow? In a buyer’s market, offers often come in below asking.

Sometimes a low number is paired with strong terms that make the offer more attractive overall.

3. Review Your Pricing Strategy

If you’re getting multiple lowball offers or little interest overall, it may be a sign your pricing is too aggressive.

Ask your agent:

• How do recent comparable sales stack up?

• How long have similar homes stayed on the market?

• Has buyer feedback indicated pricing concerns?

If the offer is dramatically below fair value, a counteroffer backed by data may help reposition expectations.

4. Always Counter, Even If Slightly

Ignoring a low offer shuts down negotiations. Instead, counter with a price that reflects market value and shows you're serious—but not desperate.

For example:

• If the offer is $40,000 below asking, you might counter at $10,000 off list to show willingness to negotiate.

• You can also adjust terms instead of price: offer to include appliances, flexible move-out dates, or minor repairs.

The goal is to keep the conversation going.

5. Educate the Buyer Through Your Response

A good counteroffer includes more than just a number. Your agent can include:

• A list of comparable homes that support your pricing

• A summary of recent upgrades

• A reminder of how competitive the neighborhood is

This positions your home as worth the asking price and invites the buyer to reconsider.

6. Know When to Walk Away

If the buyer isn’t serious or refuses to negotiate in good faith, you don’t have to accept or continue the discussion. Some buyers simply aren’t a match—and that’s okay.

Keep your eye on the big picture: one buyer doesn’t dictate your home’s value.

Final Thoughts

Lowball offers aren’t always an insult—they’re often a starting point. The key is to stay calm, counter smartly, and keep negotiations alive. Many homes still sell to buyers who started off with a low offer, simply because the seller stayed flexible and professional.