How To Handle Lowball Offers When Selling Your Home

Getting a lowball offer isn’t the end of the deal—it’s the beginning of the negotiation. Respond with strategy, not emotion, and walk away with more.

If you’re selling your home, don’t be shocked when a buyer comes in with a lowball offer. It happens more often than you’d think. But here’s the thing: it’s not about you or your home. Sometimes, buyers are just feeling you out and testing your motivation. If you’re worried that you might fall into the trap, don’t worry, I've got you covered. Here are three tips on how to handle lowball offers:

Stay calm—it’s not personal, it’s just a strategy. That first offer, even if it feels insulting, is usually a strategy. Buyers are feeling you out, and they want to see how flexible you’ll be on price and terms. And if you respond with emotion instead of logic, you’re giving them an advantage.

This is where many sellers go wrong. I understand that selling a home can be emotional. Maybe you’ve lived there for years, raised a family, put money and energy into making it your own. However, once you list it, you’re not just a homeowner anymore—you’re a seller in a business negotiation. When emotions take the lead, logical thinking gets clouded. And in real estate, thinking beats reacting every time.

Think like a buyer. It helps to flip the perspective: if you were buying, wouldn’t you want the best possible deal? Wouldn’t you try to feel out the seller’s urgency? Most people would. So when someone comes in low, don’t take it personally, and definitely don’t get offended. That kind of reaction only gives away your power in the negotiation.

Test the buyer’s motivation. The best response to a lowball offer is a strong, confident counteroffer. You don’t need to match their energy or get defensive. Just counter with terms that reflect your value and your position. 

“With a logical approach and negotiation, lowball offers can be the deal you’ve been waiting for.”

You’re not obligated to accept anything, but you also shouldn’t walk away immediately. Respond with a clear, calculated offer that communicates: I know what my home is worth, and I’m willing to negotiate on my terms.

Bonus tip: Negotiate price, terms, and commissions. Negotiation isn't just about price. Remember that terms including the timeline, contingencies, and even who pays the buyer’s agent commission, matter just as much. With recent changes in how agent fees can be structured, understanding that can give you an edge.

At the end of the day, the market sets the price, not you or your agent. The buyer pool will ultimately determine what your home is worth, but your job is to position yourself to get the most out of it. That starts by keeping a cool head and negotiating with purpose. If you need further guidance on how to sell your home much faster in this market, feel free to call me at 312-437-7799 or send an email to [email protected]. I look forward to hearing from you!