When a seller pushes back with “I want more money,” it’s rarely just about numbers.

It’s about perceived value, emotional attachment, or mistrust in the process.

If you fold every time a seller resists your number, you’ll burn time chasing dead-end deals or end up overpaying. But if you push too hard, you risk losing the deal entirely.

Here’s how to hold your ground, strategically.

1. Anchor Your Offer With Logic, Not Emotion

The best way to make your offer stick is to back it with data.

Don’t just throw out a number, explain it clearly, factually, and confidently. Walk the seller through your thought process.

Key phrases to use:

• “Let me show you how I arrived at that number.”

• “I always base my offers on real numbers, not guesses.”

• “Here’s what the comps, repair costs, and timeline tell me.”
  
  

When you lead with logic, sellers are less likely to feel offended, and more likely to respect your position.

What this does:

• Establishes you as a professional, not an opportunist

• Removes emotion from the conversation

• Makes it harder for them to argue without facts
  
  

Tip: Create a simple offer sheet with the breakdown (ARV, repairs, your margin). Sellers are much more receptive when they can see how your number was calculated.

2. Use Time and Certainty As Your Leverage

If your offer is lower than what they hoped, emphasize what they gain by saying yes to your price, not what they lose.

Examples:

• “I can close this in 10 days, no inspections or delays.”

• “You won’t need to pay for any repairs, fees, or clean-up.”

• “I’ll take the property exactly as-is, no appraisals, no agents, no showings.”
  
  

They might want $10K more. But remind them that price is only one part of the equation, and you’re offering a total package of convenience, speed, and certainty.

What this does:

• Reframes the offer around value, not just price

• Creates contrast between you and retail buyers or agents

• Shifts the seller’s focus from dollars to benefits
  
  

3. Give Them a Soft Landing, But Stand Firm

The seller may still push back. That’s fine. Don’t fight. Don’t fold.

Use the “soft pass” approach:

“I totally understand. If the numbers don’t make sense for you right now, I won’t push. I’ll leave the offer on the table, and if things change or other buyers fall through, I’m here.”

Then add:

“I’d just encourage you to look at the whole offer, not just the number. A higher price doesn’t always mean a better deal.”

This gives the seller space, while reinforcing your value.

What this does:

• Keeps the door open

• Preserves your position

• Often results in a callback when other options fall apart
  
  

Present a Three-Option Offer

Instead of giving one number, present a menu of options:

• A low cash offer with fast close and no contingencies
  A mid-range offer if they’re willing to clean or make small repairs

• A creative offer with terms (seller finance, novation, subto)

This reframes the conversation. You’re no longer haggling, you’re helping them choose what matters most.

Building Strong Relationships: The Heart of Real Estate

Real estate is a people business. Building strong relationships with clients, colleagues, and industry contacts can set you apart.

The benefits of strong relationships

Good relationships lead to:

• More referrals

• Easier negotiations

• Long-term client loyalty
  
  

How to build and maintain them

• Communicate effectively: Keep your clients informed every step of the way. Use clear and concise language.

• Be genuine: Show empathy and listen to your clients’ needs. This builds trust.

• Follow up: Use tools like Goliath to automate follow-ups with texts, emails, and reminders, ensuring no lead goes cold.
  
  

Leveraging Technology: Streamlining Your Workflow

In today’s digital age, technology is an invaluable ally in the real estate industry. The right tools can save you time and help you work more efficiently.

The power of real estate technology

Technology can help you:

• Find and nurture leads

• Manage your workload

• Improve communication with clients

  
  

  Choosing the right tools

• Prospecting tools: Tools like Goliath Data help agents strike first with motivated sellers by providing access to real-time data and insights.

• CRM systems: Use customer relationship management systems to keep track of contacts and interactions.

• Virtual tours and digital marketing: These tools can enhance your property listings and reach a wider audience.
  
  

Time Management: Balancing Multiple Tasks Effectively

Real estate professionals often juggle many tasks at once. Effective time management is essential to keep everything under control.

Why time management matters

Good time management helps you:

• Meet deadlines

• Reduce stress

• Increase productivity

Strategies for better time management

• Prioritize tasks: Focus on what’s most important and tackle those tasks first.
  Use a calendar system: Keep track of meetings, deadlines, and follow-ups in one place.

• Delegate when possible: Don’t hesitate to pass on tasks that others can handle.
  
  

Standing Out in a Crowded Market

In a competitive industry, personal branding is key to attracting clients and standing out from the crowd.

The importance of personal branding

Strong personal branding can:

• Increase your visibility
  Build trust with potential clients

• Set you apart from competitors
  
  

Tips for effective personal branding

• Create a professional online presence: Use social media and a personal website to showcase your expertise.
  Network strategically: Attend industry events and engage with your local community.

• Share your knowledge: Write articles or give presentations to establish yourself as an expert.

Hold Your Ground, Help the Seller

In real estate, it’s easy to give in when sellers push back on price. But the professionals who hold firm with professionalism and clarity are the ones who win consistently.

You don’t need to be the highest offer. You need to be the clearest, calmest, and most helpful.

Explain your number. Emphasize your value. Stay open, but firm. And follow up like a pro.

If you’re ready to have smarter conversations with motivated sellers and close more deals without chasing, Goliath helps you find the leads, automate the follow-up, and keep your pipeline full.