Handling Lowball Offers Like a Pro: Tips for Sellers in Greater Columbia

Selling your home is a significant emotional and financial journey. Nothing tests your nerves quite like a lowball offer. You’ve put a lot of time, effort, and probably some cash into your home, so getting an offer way below your asking price can feel deflating. But before you dismiss the offer (or get too heated), here's how to handle those 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 made equal. Before deciding to reject or counteroffer, 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 need extensive repairs or have 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.
• Are there strong terms that could offset the low price? Quick closing, fewer contingencies, or an all-cash deal might be appealing despite the initial figure.

Careful 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 negotiation, and countering rather than dismissing their offer keeps the conversation going. This signals you're open to working with them but not at an unreasonable discount.

Justify Your Price with Market Data

A great way to counter a low offer is with facts and data. Provide recent comparable sales in the area (comps) that support your asking price and highlight your home’s value. This can help educate buyers who might not be familiar with the market. In Greater Columbia, we’ve seen a steady incline in property values, especially in neighborhoods like Shandon and Lexington, so using precise data can strengthen your position.

Understand the Buyer’s Motivation

Understanding the buyer's motivation can give you an edge 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 test the waters, while others have genuine financial limits.
• Are they competing for other properties? If they’ve made multiple offers, you may have more room to hold firm.
• Do they need to move quickly? A buyer with a pressing timeline might be more flexible on price if given the right counteroffer.

Understanding their motivations allows you to tailor your response and improve your negotiating position.

Consider Non-Monetary Negotiation Points

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

• A faster closing timeline – A buyer who can close in 15-30 days instead of the standard 45-60 days might be more compelling.
• 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 waive financing, inspection, or appraisal contingencies reduce the risk of delays or cancellations.
• Covering seller costs – Some buyers may cover items like title insurance or HOA transfer fees, lowering your out-of-pocket expenses.
• Flexible moving terms – Accommodating your ideal move-out date can save you the hassle and cost of temporary housing or storage.

Based on your situation, these terms can be as valuable as a higher offer. Be open to creative solutions to make the deal work for you.

Know When to Walk Away

No one likes receiving low offers, but sometimes they 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 decide whether to accept now, wait for better offers, or adjust your price to attract more serious buyers.

If the offer is truly unrealistic and the buyer won’t negotiate reasonably, it’s okay to move on. The right buyer will come along who values your home accordingly.

Work with a Skilled Real Estate Agent

A strong real estate agent is your best ally in handling lowball offers. They provide market insights, negotiate on your behalf, and keep the transaction professional so emotions don’t drive the process. Experienced agents understand buyer psychology and can craft counteroffers that maximize your chances of securing a favorable deal. Having an expert in your corner ensures 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 confidently and ultimately secure the best deal for your home.

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