Welcome back to America’s #1 Daily Podcast, featuring America’s #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
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(Part 1 of a 2-Part Series)
Lowball offers: every agent has faced them, and every agent knows they can kill momentum fast. But here’s the truth — buyers rarely say, “I just want to lowball to see how it goes.” Instead, their insistence usually comes from fear, misunderstanding, or misplaced, unrealistic expectations.
Your job: help your clients see reality, align offers with market value, and avoid deals that get rejected out of hand.
Here’s your Four-Step Anti-Lowball Action Plan, now enhanced with regional stats and guidance on using comps when the listing is overpriced:
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1️⃣ Understand Buyer Psychology ????
Lowballing is often rooted in mindset, not math.
- Buyers hear national headlines (“market cooling!”, “rates rising!”, “inventory surging!”) and assume they should set very low offers.
- They might have an armchair quarterback like a parent or friend telling them, “make sure you never offer the list price. Negotiate hard!”
- Or they feel price is the only thing that matters, forgetting terms like closing date, possession, and condition also influence acceptance.
???? Agent Tip: Ground every conversation in local, recent data. Real comparables are more trustworthy than internet rumors.
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???? Stat Snapshot (National):
- Zillow reports a median sale-to-list price ratio of ~0.998 (≈99.8%) across the U.S. for late summer 2025. (zillow.com)
- Redfin reports the U.S. average sale-to-list ratio at about 99.0% as of July 2025. (redfin.com)
???? Regional Variations (Examples):
- Sun Belt metros: often 98.5–100% — strong but slightly negotiable.
- Midwest/Rust Belt: can dip to 97–98% where inventory is softer.
- High-cost metros (CA, Northeast): commonly 100–102% when competition is fierce.
2️⃣ Revisit Your Client’s Qualifications ????
Sometimes lowballing comes down to affordability, not strategy.
- Review buyer qualifications before writing the offer: credit, down payment, debt-to-income ratios, etc.
- Speak to their lender. Assess whether funding is ready or delayed.
- Even cash buyers have liquidity limits or timing issues.
???? Many buyers “lowball” because that’s all they can reasonably offer — not because they believe the list is unfair. Adjust your showing strategy to match their budget. In other words, if they can only go to $800k, don’t show them $1m and try to get a deal. Instead, show them $750k homes that they can actually buy.
3️⃣ Determine If the Listing Is Priced Correctly & Use Comps to Back Up Offers ????
Not every below-list offer is a lowball — sometimes the listing is overpriced. This is where your data and comps become your strongest tools.
- Run your CMA: comparables (closed & pending), active competition, days on market, condition, price changes.
- If your comps show that similar homes in that area have sold recently at or below list, include those comps with your offer.
- Attach a comps pack or summary — this legitimizes an offer that may look “low” compared to the list price but is grounded in reality.
???? Sellers and listing agents are far more likely to take your buyer seriously when you can show market evidence.
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✅ Part 1 Action Checklist
- Reconfirm every buyer’s loan approval or funding status this week.
- Pull a fresh CMA before writing any offer.
- Ask each buyer: “What’s driving your offer strategy — fear, budget, or facts?”
- Identify 3 listings in your area that look overpriced (based on comps) where lower offers could actually work. Look for homes with longer days on the market.
- Consider new construction. Builder rate buydowns can make a seemingly too high price work if the payment is right.
