If you’re working with motivated sellers, you’re not trying to outbid retail buyers.

You're solving problems, making things easy, and turning distressed deals into opportunities.

But here’s the challenge:

What do you say when your offer is well below what the seller expected?

How do you position it as a win instead of a slap in the face?

This guide will walk you through how to present your offer like a pro, even when it’s low, without sounding defensive or losing trust. Whether you’re an agent, wholesaler, or investor, these tactics will help you explain your number, hold your ground, and keep sellers engaged.

The Psychology of a Seller’s Expectation

Before we get tactical, let’s step into the seller’s shoes.

Most sellers have two numbers in their head:

• “What I think it’s worth” (usually based on retail listings or Zillow)

• “What I hope someone will offer” (emotionally inflated)

Neither of those has anything to do with as-is condition, timeline, or actual comps.

So when they hear your number, it feels like a lowball, even if it’s fair.

That’s why how you present your offer matters just as much as what you offer.

Step 1: Set the Right Frame Before You Drop the Number

Don’t make your offer the headline. Build the frame first so the number makes sense.

Here’s how:

• Set expectations early: “So just so we’re on the same page, I’m not a retail buyer and I don’t use agents, my offers are usually lower than listing, but they come with no fees, no repairs, and a quick close.”

• Preview your process

“Before I throw out a number, I’ll walk you through how I’m looking at this so it doesn’t feel like I pulled it out of thin air.”

• Ask about their goals

“Is your priority to get the absolute most, or to get it off your hands with the least hassle?”

This puts you in control of the narrative.

Step 2: Show Your Work (Don’t Just Say the Number)

If you want your number to be taken seriously, break it down like a pro.

Breakdown example:

“So here's how I arrived at my number. Fixed-up homes in the area are going for around $215K. Yours needs about $30K in repairs, maybe more depending on inspection. I usually need at least a 10–15% margin after closing costs and holding time. That puts my workable number around $140K to $145K.”

You don’t need a spreadsheet, just a simple breakdown that shows logic.

It signals professionalism, transparency, and fairness, even when the number is lower than they want.

Step 3: Preempt the Emotional Reaction

After you drop the number, pause, but don’t go silent. Use soft language to guide the conversation.

“I know that might be a little lower than you expected. Totally get it. I’ve had other sellers say the same thing at first, and then decide it was worth it for the speed and simplicity.”

Or:

“I’m not saying this is the perfect fit for you. But for folks who want to be done with it fast and skip the process, that’s where I’d come in.”

You’re removing the sting without apologizing.

Step 4: Contrast Your Offer With Their Alternatives

Here’s where you reframe the value.

Your job is to compare:

• Net proceeds after repairs, agent fees, showings

• Timeline to close

• Certainty of execution

• Stress and effort

Use phrases like:

• “If you list it, you might get more, but you’ll also have to…”

• “Most sellers I work with don’t want to wait 2–3 months and put money in up front.”

• “My offer isn’t the highest, but it’s guaranteed and clean.”

This helps the seller self-select without needing to convince them.

Step 5: Keep the Door Open, Even If They Say No

If they don’t accept the offer right away, don’t push. Just keep the relationship alive.

“Look, you don’t need to decide today. If things change, I’m a phone call away. No pressure.”

Then use Goliath to:

• Tag them based on offer status

• Set an automated 7–14 day follow-up

• Drop a soft-check-in text:

“Hey John, totally get if you’re still thinking things through. Just wanted to say my offer still stands. Let me know if you need anything.”

Sometimes it’s not about closing now, it’s about staying top of mind until they’re ready.

Sample Script: Full Offer Presentation

Here’s what it looks like all together:

“So just to make sure we’re aligned, I’m not a retail buyer and I’m not using agents. That means my offers are typically lower than listing price, but they come with no fees, no repairs, and we can close whenever works best for you.

Based on the condition, repair estimates, and what I’ve bought in the area, I’d be at $142K.

I know that might be lower than what you’ve seen online. And if you end up listing and getting more, I respect that completely. I’m not here to convince you. Just wanted to give you a number that’s guaranteed, clean, and quick.”

Simple. Respectful. Clear.

When (and How) to Use a Three-Option Offer

Sometimes, a low offer feels less painful when it’s presented alongside other options.

Use a 3-option framework like:

• Option 1: Fast cash ($142K, close in 7 days, no fees or repairs)

• Option 2: Higher price, delayed payout ($155K, but after inspection and 30–45 day close)

• Option 3: You list with an agent (Could net more, but longer timeline and fees involved)

This lets the seller feel in control and removes the pressure.

You’re not making them choose you. You’re showing them why you make sense.

What to Avoid When Presenting a Low Offer

Don’t say “This is the best I can do”

It ends the conversation. Instead, say:
“This is where I’d need to be for it to make sense as-is.”

Don’t sound defensive

Never argue against Zillow, other offers, or agents. Stay calm and professional.

Don’t skip the setup

Dropping a low number without setup feels like a punch. Frame first, then offer.

Using Goliath to Stay in Control After the Offer

When your offer is out, the ball’s in their court, but that doesn’t mean you go silent.

Use Goliath to:

• Track seller behavior (opens, clicks, replies)

• Send timed follow-up texts and emails based on motivation level

• See who’s warming up even if they haven’t replied yet

• Automate voicemail drops that feel personal and relevant

This way, you're not chasing, you're staying visible, consistent, and professional.

Confidence Wins Deals

A low offer doesn’t have to feel uncomfortable if you present it the right way.

Remember:

• Set expectations early

• Show your math

• Use soft, non-pushy language

• Highlight what you offer beyond price

• Stay calm, stay kind, stay in the game

The pros aren’t afraid of low offers. They just know how to deliver them like a trusted advisor, not a desperate buyer.

Want help turning more offers into accepted deals?