Handling Lowball Offers Like a Pro

Selling a Home in San Diego? Here's How to Deal with Lowball Offers

Selling your home is an emotional and financial journey, and nothing tests your patience quite like a lowball offer. You’ve put time, effort, and possibly a lot of money into your home, so receiving an offer well below your asking price can feel like an insult. But before you dismiss the offer outright (or fire off an angry response), here’s how to handle lowball offers with professionalism and strategy.

Take a Deep Breath and Stay Objective

It’s easy to take a low offer personally, but real estate is a business transaction. Buyers may have their own reasons for submitting a low offer—they could be testing the waters, unfamiliar with the market, or just looking for a deal. Instead of reacting emotionally, approach the situation with a level head, and it could end up benefiting you.

Evaluate the Offer Carefully

Not all lowball offers are created equally. Before rejecting or countering the offer, consider it fully. Ask yourself:

• How far below asking is it? A 10% under-asking offer is very different from a 30% under-asking one.
• Are there contingencies that make the offer less appealing? Does the buyer require extensive repairs or financing conditions that could complicate the sale?
• Is the buyer pre-approved and serious about purchasing? A low offer from a financially strong, motivated buyer might be worth engaging with.
• Are there strong terms that could offset the low price? If the buyer is offering a quick closing, fewer contingencies, or an all-cash deal, it might be worth negotiating despite the initial number.

A detailed evaluation will help you determine whether the offer has potential or if it’s best to move on.

Respond with a Counteroffer

Instead of outright rejecting a low offer, counter with a price closer to your listing price or one that reflects fair market value. Most buyers expect some back-and-forth, and by countering rather than dismissing their offer, you maintain control of the conversation. This keeps negotiations open and signals to the buyer that you’re willing to work with them—but not at an unreasonable discount.

Justify Your Price with Market Data

A great way to counter a low offer is to back up your price with facts and data. Provide recent comparable sales in the area (comps) that support your asking price, and demonstrate your home’s value. This helps educate buyers who may not have done their homework. Additionally, if your home has unique features—such as recent upgrades, a larger lot, or a prime location—highlighting these aspects can reinforce your asking price.

For example, the median home price in San Diego has seen steady growth, with appreciation rates averaging around 5.6% annually, according to the latest data from the California Association of Realtors. Highlighting the upward trend and local appreciation can help make your case more compelling.

Understand the Buyer’s Motivation

Understanding the buyer’s motivation can give you an advantage in negotiations. Your real estate agent can communicate with the buyer’s agent to uncover insights such as:

• Are they serious buyers or just bargain hunters? Some buyers submit low offers to see if a seller is desperate, while others are genuinely looking for a home but have financial constraints.
• Are they competing for other properties? If they have made multiple offers, you may have more room to hold firm.
• Do they need to move quickly? A buyer with a pressing timeline (due to job relocation or lease expiration) might be more flexible on price if given the right counteroffer.

Understanding the buyer’s motivations allows you to tailor your response and strengthen your position.

Consider Non-Monetary Negotiation Points

If the buyer isn’t willing to raise their price significantly, they may still be able to make the deal more appealing in other ways. Instead of focusing solely on price, explore what else the buyer can offer, such as:

• A faster closing timeline – If you need to sell quickly, a buyer who can close in 15-30 days instead of the standard 45-60 days might be worth considering.
• A leaseback option – If you need extra time to move, some buyers may allow you to rent the home back temporarily after closing.
• Minimal or waived contingencies – Buyers who are willing to waive financing, inspection, or appraisal contingencies reduce the risk of delays or deal cancellations.
• Covering seller costs – Some buyers may be open to covering items such as title insurance, escrow fees, or HOA transfer fees, reducing your out-of-pocket expenses.
• Flexible moving terms – A buyer who accommodates your ideal move-out date can save you the stress and cost of temporary housing or storage.

Depending on your situation, these terms can be just as valuable as a higher offer. Be open to creative solutions that make the deal work in your favor.

Know When to Walk Away

No one wants to receive low offers on their home, but sometimes those offers have something to teach you. Is your asking price too high? Your real estate agent can help you assess your price versus market conditions to determine whether to accept now, wait for better offers, or make strategic price adjustments to attract more serious buyers.

However, if the offer is truly unrealistic and the buyer refuses to negotiate reasonably, it’s time to move on. The right buyer will come along—one who recognizes the value of your home.

Work with a Skilled Real Estate Agent

A strong real estate agent is your best ally in handling lowball offers. They can provide market insights, negotiate on your behalf, and keep the transaction professional so emotions don’t derail the process. Experienced agents also understand buyer psychology and can craft counteroffers that maximize your chances of securing a favorable deal. Having an expert in your corner ensures you don’t leave money on the table and that you make informed decisions throughout the selling process.

Final Thoughts

Receiving a lowball offer doesn’t mean your home isn’t valuable—it just means the right buyer hasn’t come along yet. By staying calm, keeping negotiations open, and leaning on your real estate agent’s expertise, you can handle these offers with confidence and ultimately secure the best deal for your home.

Thinking about selling in San Diego? Let’s connect and develop a strategy to get you top dollar for your home—without the stress.