Sometimes the Buyer Isn’t Insulting You. They’re Telling You What the Market Thinks.
Written by Devone Richard
6
Sellers, Stop Taking Offers Personally
I’ve seen this conversation too many times.
A seller lists a house for $1.2 million.
A buyer submits an offer for $1.05 million.
Before we even discuss the terms:
“That’s insulting. I’m not responding.”
Insulting?
The buyer didn’t insult your family.
They offered you $1.05 million for a piece of real estate.
You don’t have to accept it.
But stop confusing an offer you don’t like with disrespect.
This is business.
And sometimes your emotions can cost you a lot of money.
YOUR ASKING PRICE ISN’T A COMMAND
You listed your property for $1.2 million.
That’s what you’re asking.
It doesn’t mean a buyer is required to pay it.
You say:
“I want $1.2 million.”
They say:
“I’ll pay $1.05 million.”
Now we negotiate.
That’s real estate.
Some sellers believe anything below asking is automatically a lowball.
It’s not.
Sometimes your asking price is the number that’s wrong.
HERE’S HOW EGO CAN COST YOU MONEY
5
You list at:
$1,000,000.
A buyer offers:
$940,000.
You get angry.
“Tell them we’re not desperate.”
You refuse to counter.
The buyer moves on.
Sixty days later, you reduce to $975,000.
Another buyer eventually offers $925,000.
Suddenly that original $940,000 doesn’t look so insulting.
I’ve watched sellers reject good money because of pride, only to accept less money later.
That’s letting your ego negotiate for you.
MAYBE THE BUYERS ARE TELLING YOU SOMETHING
One low offer?
Maybe it’s an aggressive buyer.
But what if you’re asking $1.1 million and three qualified buyers offer:
$975,000.
$990,000.
$1 million.
At some point, stop saying:
“Everybody is lowballing me.”
Maybe everybody isn’t wrong.
Maybe you’re overpriced.
If qualified buyers repeatedly arrive around the same number, pay attention.
The market is talking to you.
REALTORS: STOP FEEDING THE MADNESS
6
Now let’s talk about Realtors.
Seller:
“That’s an insulting offer.”
Agent:
“I know! I can’t believe they offered that!”
Stop it.
Your job isn’t to get offended with your client.
You’re supposed to be the professional in the room.
Evaluate the offer.
Is the buyer qualified?
What’s the down payment?
What are the contingencies?
Are they requesting credits?
How quickly can they close?
How does the price compare with recent sales?
How long has the property been sitting?
If all you’re doing is agreeing with everything your seller says…
What exactly are they paying you for?
COUNTER THE DAMN OFFER
Seller wants $1.1 million.
Buyer offers $1 million.
Seller:
“Reject it.”
Why?
Counter at $1.075 million.
Maybe the buyer moves to $1.025 million.
Maybe you settle at $1.05 million.
That’s called negotiation.
Some sellers would rather have no buyer than negotiate with someone who didn’t immediately agree with their asking price.
That’s not strength.
That’s ego.
LOOK AT THE ENTIRE OFFER
6
Price isn’t everything.
Buyer #1: $1,050,000, shaky financing, small down payment, seller credits and multiple contingencies.
Buyer #2: $1,025,000, strong financing, large down payment, clean terms and quick close.
Which is better?
That’s why you hired a professional.
A good Realtor analyzes the entire deal—not just the biggest number.
And buyers, this goes both ways.
If a properly priced $1 million house receives your $700,000 offer because “you never know,” don’t be shocked when the seller doesn’t take you seriously.
Negotiation requires some reality from both sides.
FINAL THOUGHT
6
Sellers, stop allowing your feelings to negotiate your real estate.
Sometimes the offer really is too low.
Counter it.
Sometimes the terms are terrible.
Reject it.
But sometimes the offer you called “insulting” is the best buyer you’re going to see.
I’ve watched sellers reject $950,000 because they wanted $1 million…
Then months later accept $925,000.
So before you throw an offer away because it hurt your feelings, ask yourself:
“IS THIS BUYER LOWBALLING ME—OR IS THE MARKET TRYING TO TELL ME SOMETHING?”
Knowing the difference can save you tens of thousands of dollars.
Written by Devone Richard
Broker/Owner | OYT Real Estate
California Broker #01857383
Nevada Broker #1002115
📞 626-500-1212 | 702-941-0202
🌐 OYTRealEstate.com