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🌤️ Good morning, agents! Let’s talk about 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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(Part 1 of a 2-Part Series)

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.

📊 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.

⚡One Session Could Change Your Entire Year

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That’s what you’ll get inside the Exclusive Mastermind Webinar with Tim & Julie Harris (FREE to attend).

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AND THAT’S A WRAP!

Counter wisely, guide confidently, and keep those closings coming.

See you in Part 2,

—Tim & Julie Harris
Harris Real Estate Daily

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