You run the comps. You check the condition. You make a fair, data-backed offer.

And then the seller says:

“That’s too low. I was hoping for at least $[insert fantasy number here].”

Now you’re stuck between logic and emotion, between what it’s worth and what they want.

So how do you respond?

Do you push back hard? Walk away? Try to justify your number with more comps?

Not yet.

In this guide, you’ll learn how to:

• Stay calm and confident when sellers overprice

• Uncover the real reason behind the high number

• Use empathy to lower defenses

• Re-anchor expectations without sounding dismissive

• Keep the conversation alive, even when the gap is wide

Let’s break down exactly what to say, and why it works.

First: Don’t Argue With the Number

The worst thing you can do is say:

“That’s way too high. It’s not worth that.”

That puts you in opposition mode. And once you're against the seller, you're no longer solving their problem, you're just defending your position.

Instead, start with curiosity:

“Got it, can I ask how you landed on that number?”

This does three things:

1. Defuses tension

2. Surfaces their thinking (Zillow? A neighbor’s sale? Their mortgage?)

3. Signals respect, which keeps the door open

Common Reasons Sellers Overprice

Once you ask, you’ll hear answers like:

• “That’s what I paid for it.”

• “My cousin sold theirs for that.”

• “It’s what I need to pay off my debt.”

• “I just think it’s worth it.”

Notice a pattern?

None of those are based on the current market.

But that’s okay. Your job isn’t to scold them, it’s to guide them.

Step 2: Reframe Value as a Moving Target

After they explain their price, say:

“Totally fair. At the end of the day, the market decides what a property will go for. My job is just to understand your goals and show you what your options are.”

You’ve now positioned yourself as a guide, not an adversary.

Then pivot with:

“If you did end up selling for $X, what would that help you do?”

Now you’re digging into motivation, which gives you leverage later.

Step 3: Introduce Anchors Without Pushing

Now that you’ve built rapport, it’s time to introduce reality, gently.

Try:

“Just so we’re on the same page, properties in similar shape in this area have been closing around [$realistic range]. But that doesn’t mean your number is off, it just means we may need to look at how we get there.”

You’re not saying “you’re wrong.” You’re saying:

• “Here’s what’s real”

• “Here’s what’s possible”

• “Let’s explore together”
  
  
  

Step 4: Offer Options That Match Their Goals

If the seller is firm on their number, don’t argue.

Offer paths.

• Want speed + certainty? That’s your cash offer.

• Want top dollar? You might refer out as a listing, or explain the trade-offs (repairs, showings, inspection delays).

• Want a premium but without hassle? Present a creative offer (novation, subto, seller finance, etc.).
  
  
  

Say:

“If you’re hoping to net closer to $X, we’d probably need to go more retail, which comes with some extra steps. Or I can show you what a faster, simpler option looks like, even if it’s a bit lower. Totally up to you.”

Now you’re putting the ball in their court, with clear trade-offs.

Step 5: Don’t Abandon the Lead, Let Time and Follow-Up Do Their Work

If they still won’t budge?

Tag them. Nurture them. Stay close.

Because most overpriced sellers don’t stay that way forever.

They just need:

• Time
  
  
  

• Reality (a few months of no offers)
  
  
  

• Follow-up from someone who didn’t pressure them
  
  
  

Say:

“I’ll shoot over everything we talked about in writing. If anything changes, or if you want to talk through other options, I’m here.”

Then drop them into your Goliath follow-up sequences.

Let automation and timing warm them back up.

How Goliath Helps You Handle Price Pushback

When a seller wants more than market value, your job is to stay calm, credible, and consistent.

Goliath gives you the tools to:

• Pull real-time comps and anchor with data

• Tag and track seller motivation levels

• Auto-follow up at the right intervals (without sounding robotic)

• Surface re-engagement signals (opens, clicks, replies)

• Adjust your offer flow as new insights emerge

Because most “overpriced” sellers don’t need more pressure.

They need more patience, clarity, and trust, delivered consistently over time.

Sellers Don’t Choose the Highest Offer. They Choose the Clearest Path.

When a seller demands more than market value, don’t take it as a rejection.
Take it as a reflection, of fear, confusion, or external pressure.

Your job is to:

• Stay in the room

• Stay helpful

• Stay calm

And over time?

You’ll be the one they trust when reality sets in, and when they’re finally ready to act.