It sounds like an invitation. But it’s actually a trap.

When a seller says, “Just make me an offer,” most agents or investors do one of two things:

1. They blurt out a number.

2. They stall awkwardly and lose momentum.

Either way, the deal gets harder, not easier.

Why? Because that phrase isn’t about the number. It’s about control.

In this article, you’ll learn how to:

• Avoid over- or under-offering when sellers push early

• Respond in a way that builds trust (not tension)

• Get the information you need before making the offer

• Use seller psychology to your advantage

• Turn the conversation around and stay in the driver’s seat

Let’s dig into what to say, and what not to say, when you hear those six fateful words.

Why Sellers Say “Just Make Me an Offer”

Before you respond, understand the why.

When a seller says this, they’re often:

• Guarded. They don’t want to reveal too much yet.

• Testing you. They want to see if you’re serious or a lowballer.

• Tired. They’ve been through too many calls and just want a number.

• Power-playing. They’re trying to anchor the conversation on your number.

If you answer too quickly, you give up leverage.
If you stall too long, you lose momentum.

Here’s how to respond with clarity and control.

Option 1: The Reframe + Permission

This approach flips the script without creating friction.

“Happy to, just want to make sure it’s the right offer, not just a random one. Do you mind if I ask a couple of quick things first so I can get you something that actually makes sense?”

Why it works:

• Reframes the request as a collaboration

• Positions you as someone intentional, not desperate

• Buys you time to ask key discovery questions

• Lowers resistance, it’s not a dodge, it’s a clarification

Bonus: It helps you surface pain points before you price the solution.

Option 2: The Soft Bounce-Back

Use this when the seller is pushing hard, but you need more context.

“Sure, I can definitely get you a number. Are you hoping for something in a certain range, or are you more open to different options depending on the timeline and terms?”

Why it works:

• Gets them to reveal pricing expectations

• Opens the door to creative terms

• Moves the conversation forward while keeping control

Option 3: The Humble Expert

This one is for sellers who are genuinely curious but unsure how to proceed.

“I’d love to make you an offer, but truthfully, I don’t want to offend you with something way off. Would it be okay if I learned a little more first to make sure it’s fair and realistic?”

Why it works:

• Shows respect, not avoidance

• Puts you on the seller’s side emotionally

• Signals that your offer is thoughtful, not aggressive

The Wrong Response: Throwing Out a Blind Number

If you say:

“Uh… maybe $120K?”

You’ve now:

• Set the anchor

• Signaled that you’re guessing

• Risked offending them

• Lost leverage if you need to renegotiate later

Don’t guess. Don’t wing it. Don’t cave.

Even if they push. Even if they’re annoyed. Stay calm. Stay confident. Stay curious.

What to Do After You Respond

Once you’ve used one of the responses above, immediately transition into discovery mode.

Ask:

• “Can you walk me through the current situation with the property?”

• “What’s your ideal timing to get this resolved?”

• “Is there anything you’re hoping to avoid in this process?”

These questions:

• Build rapport

• Surface urgency

• Help you craft a stronger offer later

You can always come back with:

“Thanks for walking me through that. Based on what you’ve shared, I’ll run the numbers and send over a couple of options. Sound good?”

Optional Move: Use a Soft Price Range (When You Have To)

If they absolutely won’t talk without a number, and you’ve gathered at least some context, you can float a soft range:

“Totally fair. Based on what I know so far, I’d probably be somewhere between $105K and $115K, depending on how the walkthrough goes. But I don’t want to lock anything in yet until I get a better feel for the condition.”

This:

• Anchors you instead of them

• Keeps room to adjust

• Shows you’re serious, not reckless
  
  
  

Just don’t turn this into a firm offer until you’re ready.

How Goliath Helps You Respond with Confidence

If you’re using Goliath Data, you’re not guessing, you’re prepared.

With Goliath, you can:

• See seller distress signals before the call

• Access property condition notes and comp ranges

• Score motivation levels based on past behavior

• Automatically follow up if they ghost after you don’t give a number

Confidence doesn’t come from charisma. It comes from data.

Don’t Fall for the Trap

“Just make me an offer” sounds like a shortcut.
But it’s usually a test.

The sellers who say it are either:

• Not ready

• Not serious

• Or not informed

Your job isn’t to win the deal with the fastest number. It’s to build the kind of trust that leads to the right number, and a signed contract.

So the next time you hear it, don’t flinch. Smile. Ask a better question. And turn that trap into a close.