How to Navigate Gray-Zone Motivation and Still Close the Deal

There are three kinds of sellers:

• Cold: Not ready, not hurting, not realistic

• Hot: Fully motivated, time-sensitive, open to creative or cash offers

• Semi-motivated: Somewhere in the middle, and the hardest to close

These are the sellers who:

• Respond to your texts

• Take your calls

• Say they might sell

• But then throw out unrealistic price expectations or resist your first offer

They’re not tire-kickers, but they’re not ready to sign today either.

This article shows you how to handle semi-motivated sellers who counter your offer, and how to get them moving without blowing up the deal.

Recognize the Signs of a Semi-Motivated Seller

Before we jump into the counteroffer strategy, let’s define the profile. A semi-motivated seller might:

• Take days to respond, but always does eventually

• Say things like “I’m not in a rush” or “I’ll sell if the price is right”

• Ask thoughtful questions, but not urgent ones

• Say they want to sell… but stall on paperwork

• Push back with counters that show pride more than pain

These sellers are in limbo.

They’re not rejecting you, but they’re also not emotionally ready to walk away from the property just yet.

And that means you need a different script.

What Not to Do When You Hear a Counter

When a semi-motivated seller pushes back with a higher number, avoid these common mistakes:

Don’t immediately try to re-close

If you act like their counter is just a misunderstanding and try to “correct” it with logic, you’ll trigger resistance.

Don’t get defensive about your offer

Saying “that doesn’t make sense based on comps” puts you in opposition. You’re no longer their solution. You’re now an adversary.

Don’t ghost them if they won’t budge

These sellers often convert later. Don’t write them off just because they’re not ready today.

The 3 Goals of Handling a Counter

1. Figure out if they’re negotiating or just posturing

2. Keep the conversation open, and your number on the table

3. Help them walk themselves toward motivation (not be pushed)

That means your response script needs to leave space, create empathy, and reframe the value of your offer, without sounding desperate or salesy.

The Best Response Script to a Semi-Motivated Counteroffer

Let’s say your original offer was $175,000.

The seller comes back with:

“We were thinking more like $210,000.”

Instead of rebutting, use this three-part soft reframe:

1. Acknowledge without agreeing

“Totally understand, it’s your house, and your number’s what matters.”

This avoids conflict and validates their ownership.

2. Create space for logic

“Out of curiosity, what made you land on that number?”

Now you’re exploring, not objecting. If their answer is vague or based on emotion, it opens the door to realignment.

3. Reset the goal

“We’re definitely not far off. And my goal isn’t to beat you up on price, it’s to make the sale smooth and worthwhile for both of us.”

This brings the energy back to problem-solving, not win-lose.

When the Counter Is Close, Push Gently

If the seller’s counter is within striking range, say, $5–10K difference, your next move is to incentivize speed.

Try this:

“Look, if we can wrap this up this week, I can probably stretch to [$X]. If we go beyond that, I’d have to re-check with my partner because we’d need to shift some things on our end.”

This does three things:

• Adds urgency

• Adds a decision deadline

• Makes your flexibility conditional, not unlimited

When the Counter Is Way Off: Slow Down

If your offer was $175,000 and they counter at $240,000, don’t chase.

Instead, ask:

“If someone were willing to pay that, why do you think it hasn’t sold yet?”

Or:

“What would have to happen for you to feel $175K was worth it?”

These questions don’t just test motivation. They plant seeds.

They also set you up for a “soft pass” if needed (we’ll cover that shortly).

Use Motivation Markers to Decide What to Do Next

How do you know whether to:

• Push the deal

• Hold steady

• Or follow up later?

Look at motivation markers:

• Are they behind on payments or taxes?

• Are they already dealing with agents or buyers?

• Are they juggling a life event (death, divorce, move)?

• Are they engaging consistently, or sporadically?

The more pain they have, and the sooner they need out, the more pressure you can apply (gently).

Less pain? Step back and follow up over time.

Inside Goliath, you can track and score motivation automatically using filters like:

• Communication pattern

• Timeline tags

• Lead stage

• Equity + property condition score

That way, you’re never guessing.

How to Use a Soft Pass Offer When the Gap Is Too Wide

Sometimes the seller’s counter is simply unrealistic. But instead of walking away, use a “soft pass.”

Here’s the move:

“I want to be transparent with you. At $240K, it just doesn’t work for me or my buyers. I’m going to hold off for now, but if things change or the timeline tightens, feel free to reach out.”

Leave the door open. Let the seller feel in control. Stay top of mind without chasing.

Many soft passes turn into closings 2–4 weeks later.

Use Quick Notes to Save These Interactions

In the Goliath dashboard, use the quick notes field to track:

• Seller’s counter number

• How you responded

• What emotion did they express (pride, fear, indifference)

• What timeline did they share (even vaguely)

These help you:

• Adjust the follow-up tone

• Predict if you’ll need a creative offer later (subto, novation)

• Score urgency with more nuance

Over time, your data builds a clear profile: 

What kind of semi-motivated seller actually converts?

What Not to Say in These Conversations

Here’s a blacklist of lines that kill your chances:

• “That number doesn’t make sense.”

• “You’re overestimating the value.”

• “That’s not realistic.”

• “We’d never pay that.”

• “Zillow says it’s worth way less.”

These sound combative, dismissive, or robotic.

Instead, ask:

• “What outcome are you hoping for?”

• “What’s your ideal timeline?”

• “If I could help you get close to that number, what would you need in return?”

You’re keeping the conversation alive, not shutting it down.

When to Offer Alternatives Like Novation, Subto, or a Listing

If you’re trained to handle creative deals, this is where they shine.

Some semi-motivated sellers want retail, but:

• Don’t want showings

• Don’t want repairs

• Don’t want agent fees

Use that opening.

Say:

“I can’t pay $240K cash, but there’s a way we could structure it so you net close to that. If you're open to terms, I’ll walk you through it.”

This lets you pivot to:

• Novations (retail exit without becoming the buyer)

• Subject-to (keep the mortgage in place, solve a monthly problem)

• Listings (refer to your agent partner and stay in their good graces)

Goliath lets you tag “creative option qualified” leads, so you can circle back with the right solution at the right time.

These Sellers Convert If You Stay Patient

Semi-motivated sellers are slow. They’re prideful. They might even frustrate you.

But they convert more than most reps realize, because they’re already halfway to “yes.”

The key isn’t pressure. Its presence.

Stay in the loop. Keep your number on the table. Follow up like clockwork.

And when life tips the scale? You’ll be the first one they call.