How do I respond to a lowball offer?

Stay calm and counter strategically. Review recent comparable sales and work with your agent to craft a response that keeps negotiations alive while protecting your property’s value.

First — try not to take it personally. An offer at $360,000 on a $395,000 listing isn’t necessarily an insult; it’s a starting point.

Here are your options:
• Reject it outright
• Counter at or near list price
• Counter somewhere in between
• Counter on price but tighten terms

The right move depends on:
• Days on market
• Showing activity
• Comparable sales
• Seller urgency

If your home is priced correctly and market activity supports it, you have leverage to counter confidently.

Sometimes a strong counteroffer brings a buyer up quickly. Other times, it reveals their true ceiling.

If you'd like, I can help you evaluate whether $395,000 is aligned with current comps in your specific Indianapolis neighborhood.

Receiving a lowball offer can be frustrating, but it doesn’t mean the buyer isn’t serious — and the worst thing you can do is respond emotionally. In a competitive market like Irvine, the way you respond can determine whether the negotiation becomes productive or shuts down entirely.

First, don’t reject the offer outright. Even a low offer is an opportunity. It shows the buyer is interested, and most expect some negotiation. By countering strategically, you steer the conversation back toward your target price while keeping the buyer engaged.

Use market data to your advantage. Your agent should present comparable sales, neighborhood trends, and recent buyer activity to justify your pricing. When buyers see objective evidence, they often adjust their expectations.

It’s also helpful to understand the buyer’s motivation. Are they cash buyers looking for a deal? Are they uncertain about the home’s condition? Do they misunderstand the market? Addressing those concerns—through disclosures, comps, or repair clarity—can turn a lowball offer into a realistic one.

As top realtors in Irvine, Irene and Ricky Zhang Real Estate Group specialize in transforming lowball offers into strong negotiations. With skilled communication and strategic counteroffers, many low offers ultimately rise to fair market value. The goal is always the same: stay calm, stay strategic, and guide the negotiation toward a price that reflects the true value of your home.

Counter with 390k

Try to take the emotions out of it and simply counter with a number that makes sense. Some buyers are old school and like to start at a way lower number in order to meet in the middle, which is the real number they want to buy for. Some are just not educated on the market and try to waste time. It is worth sending the counter as it doesnt cost either you or your agent anything. I have had examples were we received 5 offers on a house, and sent a multiple counter to all 5 instead of top 2-3 and to our surprise the lowest one, came back as the highest amount a few days later. you never know.

Sample Response (Agent to Buyer’s Agent)
“Thank you for your buyer’s offer of $360,000 on 123 Main Street. After reviewing current market activity and the premium waterfront location, my client is confident in the listed value. We are happy to counter at $390,000 and are open to discussing other terms that might work for your buyer, such as flexible closing timing or including select appliances. Please let us know your thoughts.”

Key Points to Remember
Never take low offers personally; treat them as the start of a conversation.
Respond quickly and professionally to keep negotiations moving.
Use your counteroffer to reinforce the property’s value, not just reject the buyer’s position.
Stay flexible and solution-oriented—sometimes buyers come up significantly if they perceive the negotiation as fair and professional.

Thank you for that offer for the purchase of Our home. Its below sellers asking price and below market value. However the seller is open to negotiating and would like to extend an invitation to you to submit a more serious and competitive offer.