How to Respond to a Lowball Offer in Greater Sacramento

By Nancy Adinolfe

Nancy Adinolfe is a top-producing RE/MAX real estate agent who has served California clients since 2018. A member of the RE/MAX Master Club, she provides expert guidance to buyers, sellers, and families throughout Sacramento, Elk Grove, Folsom, Rancho Cordova, and surrounding communities.

I get lowball offers on every house I list in the Greater Sacramento Region. They come in by email, usually from an investor, with an attachment and very little explanation. And every time, I’m obligated to review it with the seller.

That’s part of the job. Whether it’s a legal requirement or a Realtor association standard, sharing every offer with the seller is non-negotiable. What happens next is where strategy matters.

The typical seller reaction. When I present a lowball offer to a seller, the instinct is almost always the same. They want to say no immediately. The house just hit the market, they have high expectations for what it can bring, and a number that’s significantly below asking feels like an insult. I understand that reaction completely.

But refusing without thinking it through isn’t always the right move. And I learned that firsthand.

When I sold my home here in the Greater Sacramento Region, I received a lowball offer that was nearly half the asking price. The buyer clearly wanted to be in the neighborhood but couldn’t realistically afford it at the time. I wasn’t in a desperate position, so I declined without countering. That was the right call for my situation. But the key phrase there is my situation. Every seller’s situation is different, and the response should be too.

First, understand where the buyer is coming from. Before you react to a lowball offer, take a moment to ask one question: Does this buyer not understand the market, or are they simply trying to get the best deal they can?

These are two very different situations. A buyer who genuinely doesn’t understand what the property is worth can often be brought along through education. Show them the comparable sales. Walk them through the home’s condition and features. Help them see why the asking price reflects the actual value. That conversation can be the starting point of a real negotiation that lands somewhere both parties can live with.

A buyer who understands the value perfectly well and is simply throwing a number at the wall to see what sticks is a different conversation. But even then, the answer isn’t always to walk away immediately.

Counter with confidence. When you receive a lowball offer, the seller always has the upper hand. You own the property. You set the terms. A counteroffer isn’t a concession. It’s an invitation to negotiate, and it keeps the door open.

Counter at a number that reflects the home’s true value. Use the comparable market analysis to back it up. Show the buyer what makes this property worth what you’re asking in the Greater Sacramento Region market. A well-reasoned counteroffer does two things at once: it educates the buyer, and it signals that you’re serious and prepared.

Stay calm throughout the process. This is the piece that gets overlooked most often. Negotiations go sideways when emotions take over. A lowball offer isn’t a personal attack. It’s a business opening move, and treating it like one keeps you in a position of strength.

My job as a Realtor is to stay calm and collected on behalf of my sellers and make the most of every situation, regardless of how the offer comes in. The sellers who do best in negotiations are the ones who take the same approach.

Know when to walk away. There is a clear signal that a negotiation isn’t going anywhere: the buyer receives all the information, sees the comparable sales, understands the value, and still refuses to budge on the price.

At that point, walk away. A buyer who will not budge after being shown the evidence isn’t going to get to closing. Your time and energy are better spent on an engaged buyer.

On the other hand, if the buyer increases their offer, provides proof of funds, and shows a qualification letter, that buyer is serious. Keep negotiating. Work toward a number that makes sense for both sides.

The one piece of advice I give every seller. Don’t refuse a lowball offer immediately. I know the instinct. I have felt it myself. But staying in the game, even briefly, costs you nothing and sometimes leads somewhere worth going. You never know how serious a buyer is until you give them the chance to show you.

If you’re selling a home in the Greater Sacramento Region and want to talk through how to position yourself for the best possible outcome, I’m here to help. Call or text me at (530) 313-3158, email me at nancy@listingexpert.net, or visit me at listingexpert.net.