How to deal with buyer clients making lowball offers

Tactics and tips that could save a relationship -- and maybe even a sale
  • Citing data, probing goals, emphasizing the importance of trust, encouraging empathy and ending relationships are among the potential ways to handle recalcitrant buyers.

The home was perfect for the agent’s client. Listed at $389,000, the property was close to her top choice school (where she wanted her son to attend). And with the lowest price-per-square foot in the area, it could only be described as a bargain. There was just one problem: The client only wanted to offer what the seller would likely see as a lowball number — $30,000 less than the asking price.