FSBO Negotiation Scripts: What to Say When a Buyer Lowballs You

You've spent weeks preparing your home, taking photos, creating your listing, and scheduling showings. You've researched comparable sales and carefully determined an asking price you believe is fair.

Then an offer comes in. Your asking price is $600,000. The buyer offers $540,000. Your first reaction? Are they kidding?

It's understandable. You know your home, you've invested years into maintaining it, and you've done your homework on pricing. But a lowball offer isn't necessarily an insult, and it doesn't necessarily mean the buyer isn't serious.

Sometimes buyers are testing your flexibility. Sometimes they're following advice to start low. Sometimes they genuinely believe their offer reflects the market. And occasionally, a buyer who starts with a terrible offer ends up purchasing the home at a reasonable price. The difference often comes down to how you respond.

Let's walk through what to say, what not to say, and how to negotiate confidently without unnecessarily giving away your equity.

1. Don’t Take a Lowball Offer Personally

This is probably the hardest part of negotiating your own home sale. You're negotiating the value of a home where you've lived, raised a family, made improvements, and built memories. Buyers see a property they're considering purchasing, along with other homes available in the market. They're trying to get the best deal they can. Your goal is to maximize your proceeds; their goal is favorable terms. Neither side is wrong.

What NOT to say

“That’s ridiculous. Don’t waste my time with an offer like that.”

Even if you're thinking it, there's little benefit to saying it. You may alienate someone willing to pay considerably more.

What to say instead

“Thank you for your offer. We’re quite a bit apart on price, but I’m happy to continue the conversation if there’s room for you to improve your number.”

You're not accepting, lowering your price, or insulting the buyer. You're keeping the door open. You can reject an offer without rejecting the buyer.

2. Don’t Immediately Reveal Your Bottom Line

Buyers often ask, “What’s the lowest you’ll take?” It's reasonable from their perspective, but answering can mean negotiating against yourself. If your home is listed at $600,000 and you'd privately accept $575,000, revealing that number gives away $25,000 before an offer arrives.

What to say

“We’ve priced the home based on the market and comparable properties. We’re certainly willing to consider a serious offer. What did you have in mind?”

Let the buyer tell you what they're prepared to offer. They may be willing to pay more than you expected.

3. Ask the Buyer to Explain Their Offer

Instead of immediately countering a low offer, ask how the buyer arrived at their number. This turns an argument over price into a discussion of information. Maybe they're looking at another sale, concerned about the roof, or just testing your flexibility.

“Thanks for putting together an offer. Can you help me understand how you arrived at that price?”

If their comparable sales aren’t really comparable

“I appreciate you sharing those properties. There are some important differences between those homes and ours, particularly in condition, location, and features. Let me show you the sales we used when determining our asking price.”

If you haven’t pulled your own comparable sales yet, our guide to setting the sales price on your home walks through how. If they present relevant information you overlooked, consider it. The goal is a well-supported agreement, not proving you're right.

4. Don’t Automatically Split the Difference

Using the same example, your asking price is $600,000 and the buyer offers $540,000. Meeting at $570,000 may feel fair, but the midpoint between two numbers isn't necessarily market value. The buyer may have started low hoping you'll do exactly that.

What to say

“We appreciate the offer, but based on recent comparable sales and the condition of our home, we believe our asking price is well supported. We’d be willing to consider $592,000 if the other terms are favorable.”

The right counter depends on market conditions, days listed, competing homes, and offer terms. Make an intentional decision, not an automatic halfway concession.

Put every counteroffer in writing

Verbal back-and-forth is fine for exploring, but once you agree on a number or a term, put it in writing and have your attorney review it before you sign. A price agreed on the phone isn’t a contract, and misunderstandings about credits, dates, or what’s included are one of the most common ways FSBO deals fall apart.

5. Find Out What the Buyer Actually Needs

Sometimes the buyer's problem isn't the price. It may be cash needed at closing, the monthly payment, a timing constraint, or the need to sell another property.

When the buyer says the price is too high

“Is your main concern the purchase price itself, the monthly payment, or the amount of cash you’ll need at closing?”

A negotiated closing-cost credit or financing arrangement might address a specific concern, subject to lender and appraisal rules. If the property is genuinely overpriced, revisit the price. Different problems call for different solutions.

6. Negotiate the Entire Offer, Not Just the Price

An offer includes financing, contingencies, closing dates, inspections, earnest money, and concessions. Consider these hypothetical offers:

Offer A: $590,000 purchase price; $12,000 seller closing-cost credit; financing and home-sale contingencies; 90-day closing.

Offer B: $580,000 purchase price; no closing-cost credit; strong financing documentation; no home-sale contingency; 45-day closing.

Offer A's price is higher, but its proceeds before other costs are $578,000, compared with $580,000 for Offer B. The better choice depends on all the terms and the likelihood of closing.

When a buyer wants a price reduction and closing-cost help

“We’re open to discussing a closing-cost credit, but we’d need to adjust the purchase price accordingly so the overall transaction makes sense.”

7. Trade Concessions Instead of Giving Them Away

When a buyer requests something, consider what you can reasonably ask for in return. This doesn't mean fighting over every detail; it means knowing the value of what you're giving.

Buyer: “We’d like you to pay $5,000 toward our closing costs.”

Seller: “We can consider that if we maintain the agreed purchase price.”

Buyer: “We need to close in 30 days.”

Seller: “We may be able to accommodate that timeline if the price and other terms work for us.”

Buyer: “We want a credit for the repairs identified during inspection.”

Seller: “We’re open to discussing a reasonable credit if it resolves the inspection issues and allows us to move forward.”

8. Don’t Let a Buyer Pressure You Into an Immediate Decision

A buyer may say their offer expires in two hours. Sometimes the deadline is real; sometimes it's pressure. Either way, understand the expiration and take the time reasonably available to evaluate the terms.

What to say

“Thank you for the offer. This is an important decision, and I want to review the complete terms with my attorney before responding. I’ll get back to you by [specific time].”

Respond thoughtfully and within applicable deadlines. Don't delay merely to seem difficult.

9. Know When to Walk Away

Not every offer deserves endless negotiation. Sometimes you're too far apart, the buyer keeps adding demands, or the terms create unacceptable risk. You can decline professionally without burning bridges.

“At this point, it looks like we’re too far apart to reach an agreement. We appreciate your interest and wish you the best with your search. If your circumstances change, you’re welcome to reach back out.”

Don't threaten to walk away unless you're genuinely prepared to do so.

10. Prepare Your Negotiation Plan Before Offers Arrive

Write down these six things before you start negotiating:

1.     Your asking price, supported by market research.

2.     Your target selling price.

3.     Your minimum acceptable net proceeds after concessions, commissions, and other expenses.

4.     Your preferred closing timeline and flexibility.

5.     Your negotiable terms, including repairs, credits, appliances, and timing.

6.     Your deal breakers: terms and risks you will not accept.

Keep the plan private. Use it to make rational decisions, while recognizing that market conditions and circumstances can change.

11. Five FSBO Negotiation Scripts Worth Saving

When someone makes a lowball offer

“Thank you for the offer. We’re still quite a bit apart, but we’d be willing to continue the conversation if there’s room to improve the price.”

When someone asks for your lowest price

“We’re open to reasonable offers. What number did you have in mind?”

When someone challenges your asking price

“I’d be happy to review the comparable sales we used to arrive at our price. If you have other relevant sales, I’m certainly willing to look at them.”

When someone requests a concession

“We can consider that, but we’d want to look at the overall price and terms before agreeing.”

When someone pressures you for an immediate answer

“I appreciate your interest. I want to review the full offer carefully and speak with my attorney before responding.”

You don't need complicated tactics. A few prepared, professional responses help you stay in control.

12. Your FSBO Advantage: Focus on Net Proceeds

Selling without a listing agent can give you more flexibility because you're not automatically paying a listing-side commission. Consider a hypothetical $600,000 sale with a 5% total commission. That’s $30,000 in commissions, leaving $570,000 before other expenses. A $585,000 sale with no commission leaves $585,000. Even if you agree to pay a buyer’s agent 2.5% on that $585,000 sale, about $14,625, you’d keep roughly $570,375, still slightly more than the $600,000 sale.

That doesn't mean automatically accepting $585,000. It means evaluating net proceeds, risk, and certainty rather than contract price alone. Any buyer-agent compensation is negotiable and should be considered in the full offer.

The Bottom Line: A Lowball Offer Is the Start of a Conversation

A low offer can be frustrating, but it doesn't have to derail your sale. Effective negotiators prepare, understand their numbers, listen carefully, and know when to compromise and when to hold firm. You don't need to become a professional negotiator. You need a strategy, a sound understanding of your market, and the confidence to accept, reject, or counter an offer.

Want More FSBO Negotiation Strategies?

This article was inspired by Chapters 11 and 12 of my book, FSBO Isn’t Crazy. It’s Strategic! The Complete Guide to Selling Your Home Without an Agent and Keeping Your Equity. The book explores negotiation, counteroffers, buyer psychology, concessions, and protecting your position through the transaction.

Visit SaveOnYourHome.com for a completely free property listing, direct buyer messaging, showing scheduling, and educational resources. You can list your home in under 10 minutes. And join our free weekly FSBO Q&A call on Wednesdays, 3:00 to 3:45 PM Eastern.

Just because you’re selling by owner doesn’t mean you’re on your own.

Frequently Asked Questions About FSBO Negotiation

Should I counter a lowball offer or ignore it?

Usually counter, or at least respond. A short, polite reply keeps the door open, and many buyers who start low will improve their offer once they see you’re serious about your price.

How much should I counter a lowball offer?

There’s no fixed rule. Base your counter on recent comparable sales, how long your home has been listed, and the rest of the offer’s terms, not on the midpoint between your price and theirs.

Do I need an attorney to negotiate a FSBO sale?

You can handle the conversations yourself, but have a real estate attorney prepare or review the contract and any agreed changes before you sign. Requirements vary by state.

Disclaimer

This article is provided for general educational and informational purposes only and does not constitute legal, financial, tax, or real estate advice. Real estate laws, contract requirements, and negotiation practices vary by state and individual circumstances. Always consult a qualified real estate attorney and other appropriate professionals before entering into or modifying a real estate transaction. SaveOnYourHome.com does not provide legal advice.

By Yehuda Kohn, Founder - SaveOnYourHome.com