Every real estate investor or wholesaler hits the same wall.

You run the numbers, stick to your MAO, make the offer… And the seller gets offended.

They say:

“That’s insulting.”
“I thought you were serious.”
“Forget it, I’ll find someone else.”

But here’s the truth: the offer wasn’t the problem. The delivery was.

In this post, you’ll learn exactly how to make low offers that:

• Protect your margins

• Don’t kill the conversation

• And, surprisingly, still get accepted

Because low offers don’t have to feel like low blows.

The Psychology of a Low Offer

To deliver a low offer successfully, you need to understand what the seller hears, not just what you say.

When a seller hears a number below what they expected, they instantly go into one of three emotional modes:

1. Defensive: “They think I’m desperate.”

2. Doubtful: “Is this person legit?”

3. Dismissive: “No thanks, we’re done here.”

Your job is to neutralize those emotional reactions before you drop the number.

This isn’t about tricking anyone. It’s about framing your offer in a way that’s truthful, respectful, and rooted in real data.

Earn the Right to Make the Offer First

Before you even talk numbers, check these boxes:

• Built rapport

• Understood the seller’s situation

• Uncovered their pain points

• Confirmed they want to sell

• Established trust and professionalism

If any of these are missing, even a fair low offer will feel like an attack.

Don’t offer until you’ve earned it.

Step 1: Set Expectations Early

One of the biggest mistakes?
Waiting until the end of the conversation to deliver a low number without warning.

Instead, prep the seller for a realistic range. You want to gently de-escalate their expectations, not drop a bomb.

Here’s how:

“I’ll be honest with you, my number might be a little lower than you were hoping for, just based on what the house needs. But I can walk you through how I got there, and I’m always open to feedback.”

This does three things:

• Removes surprise

• Signals transparency

• Opens the door to conversation, not conflict

Step 2: Use Anchoring (Without Manipulation)

Anchoring is a cognitive bias where the first number mentioned sets the tone for everything that follows.

You can use it respectfully like this:

“Investors in the area are usually buying homes in this condition anywhere from $95K to $115K, depending on repairs. Based on what you’ve told me and what I’ve seen, we’d likely land around [$X].”

You’re not dropping a number out of thin air, you’re showing a range and where your offer fits.

This creates context, not confrontation.

Step 3: Break Down the Math

A low offer makes sense when the seller understands how you got there.

Explain it like this:

“I always start with what the home could sell for if it was fully fixed, let’s say $250K.

From there, I subtract repair costs, which look like $30–40K based on what you’ve described, and then I factor in holding costs, closing fees, and the margin my buyers need to make it worth their time.

That’s how I arrived at [$X]. It’s not personal, just the math behind the deal.”

This approach:

• Shows logic

• Removes emotion

• Builds credibility

Even if they say no, they’ll respect the process and you.

Step 4: Use “Soft Language” Around the Number

The way you phrase your offer matters as much as the number itself.

Compare this:

“I’ll offer you $120K.”

To this:

“Based on what I’m seeing, I’d probably land somewhere around $120K. Does that feel like it’s in the ballpark, or way off?”

That second line:

• Invites dialogue

• Sounds flexible

• Keeps the door open

You can also use phrasing like:

• “Would something around [$X] even be worth talking about?”

• “I know that might be lower than expected. Is it something you’d even consider?”

This approach turns your offer from a demand into a discussion.

What to Say If They Get Upset

Even with perfect delivery, some sellers will still get emotional.

Here’s how to de-escalate:

If they say, “That’s way too low!”

“Totally fair, I’d feel the same way if I were in your shoes. I’m not here to insult anyone, and I really appreciate you hearing me out.”

Then pause.

Often, they’ll come back with:

“Well… what would it take to get closer to [$their price]?”

That’s your opening to keep the conversation alive.

Follow Up Beats First Offer

If a seller says no to your low offer, don’t walk away.

That “no” just means “not right now.”

Many sellers circle back after reality sets in:

• The repairs are bigger than they thought

• No other buyers showed up

• The timeline became urgent

Your job is to follow up with value and leave the door open.

Follow-Up Example:

“I completely understand. If anything changes, I’m happy to revisit the numbers and keep things simple for you. No pressure either way.”

Pair this with a reminder 7–10 days later:

“Hey [Name], just checking in. Happy to update the offer if anything has shifted on your end.”

What Not to Do: Common Low Offer Mistakes

Avoid these landmines:

• Making a low offer before understanding motivation

• Pitching the number like it’s a favor

• Saying “this is the best you’ll get”

• Acting defensively when challenged

• Justifying your number by insulting the house

Instead, stay calm, data-driven, and respectful.

You’re not here to “win” a negotiation, you’re here to create a win-win scenario.

Advanced Move: Use a “Two-Offer Close”

If you’re nervous about leading with a low number, try this:

Step 1: Give two paths

“We usually approach these deals in two ways, one is fast cash, the other is a higher price with terms.”

Step 2: Explain the trade-offs

“The cash offer is lower, but you’re done in a week, no repairs, no hassle.
The higher price might mean payments over time or waiting on resale.”

Step 3: Let them choose their pain point

“Do you care more about price… or about speed and simplicity?”

This keeps the seller in control and helps you present the low offer as one of multiple options.

Pre-Qualify Low Offer Leads with Data

With Goliath Data, you don’t have to walk in blind.

Before you offer, pull:

• Historical property data

• Seller distress indicators

• Zip code comp ranges

• Buyer exit price tolerance

This means:

• You know your MAO before the call

• You can tailor your offer language

• You can pre-filter who’s likely to reject vs. accept a low offer

Smart inputs = stronger closes.

The Seller Might Be Emotional, But You Can’t Be

Low offers aren’t personal. But for sellers, it often feels that way.

Your job is to stay steady.

If they react strongly, it’s not about you. It’s about their situation.

The best closers:

• Acknowledge the emotion

• Respect the person

• Stick to the math

And most importantly, they leave the door open.

Because today’s no is tomorrow’s yes, if you handled the first offer with respect.

Be Kind, Be Clear, Be Consistent

Making low offers is part of the job.

But doing it the right way is what separates professionals from pushy amateurs.

So remember:

• Lead with empathy

• Back your number with data

• Use soft, flexible phrasing

• Follow up without pressure

• Always treat the seller with respect

You’re not here to “win”, you’re here to solve a problem.

And when your low offer is part of a clear, fair, and respectful process?

Sellers will still say yes. Deals will still close. And your business will grow, the right way.