Alan Hartstein
Athena Cocoves
Knowing how to negotiate a house price can save you thousands, but even seasoned pros risk upsetting a seller by putting in an offer that’s too low. Whether you’re in the market to buy your first home or looking for your next property, you need to understand the market and be strategic with your approach. Here’s what buyers need to know to make a realistic and successful offer.
When does it make sense to offer a lower price on a house?
When it comes to buying a property, or anything else for that matter, paying less is always a good thing. This is especially true for large expenses like mortgages, where even small reductions can translate into thousands of dollars saved over the life of the loan. These savings can then go towards renovations and home improvements or anything else you need money for.
However, simply putting in too low of a number and hoping for the best in any situation can backfire. Knowing when to go low — and how low to go — is key to success when making a offer on a house.
If the location is in a buyer’s market
One of the best times to make a lower house offer is in a buyer’s market. In this type of market, there are more listings than buyers, so properties often stay listed for longer than usual, such as six months or more.
As a buyer, looking for a property in a low-demand area may give you an upper hand in negotiations, as sellers may be more eager to make a deal.
In contrast, if the property is in a seller’s market — such as in a red-hot area of Sydney or Melbourne, where the demand is through the roof — there’s little point offering a low price, especially if the property is clearly going to go for much more.
To get a feel for the state of the market, look at similar properties on leading property websites. You can also check local real estate agent’s websites for recent sale prices of comparable properties. If properties in your area seem to be staying on the market longer than usual, it’s likely a buyer’s market where you can confidently offer less.
If the property needs improvements or repairs
Another time it may make sense to offer a lower price is if the house needs significant repairs. Consider the state of the property itself — is it a ‘renovator’s delight’ that requires a lot of work? Are there obvious issues or significant structural defects? Has the property failed to sell so far due to its condition?
If so, it may make sense to offer a low price, using any issues you’ve found as leverage in your negotiations.
You can also do a systematic inventory of the property’s defects to show to the seller or the seller’s agent during the negotiations. Just remember to always get a professional building inspection before making an offer, especially if there are already defects.
🤓 Nerdy Tip
Start with a low offer to test the seller’s flexibility. This allows you to gauge where you stand in negotiations and leaves room to meet in the middle.
Risks of making an offer below the asking price
While offering a lower price on a house can lead to significant savings, it also comes with risks — especially if your offer is too low.
Offending the seller with a lowball offer
If you really want the property, you should avoid offending the seller. So, be wary of placing a so-called lowball offer.
What is a lowball offer? A lowball offer is a term used for an amount so far below what the property could reasonably be expected to sell for that it may end up offending the seller.
One of the most obvious risks of making a lowball offer is outright rejection. If the seller believes you aren’t acting in good faith, you could also be shut out of further negotiations.
Getting beaten by the competition
There’s also the risk of competition from other buyers. While you’re going low, someone else could be going higher from the outset, meaning you’ve lost the ability to negotiate because you’re too far behind already.
» MORE: What is gazumping?
Running out of time
Then there’s the time factor, especially if you have pre-approval, which generally expires after 90 days. If you can’t negotiate a price before that time, you may be forced to apply for the loan again.
As a buyer, you’ll need to find a balance between making a fair offer and running the risk of losing the property. Keeping communication open with the seller or their agent is crucial if you want to avoid getting shut out of the negotiating process.
🤓 Nerdy Tip
Rejection is always a risk during negotiations, but you can still minimise the chance of burning bridges. If you’re making a lower offer, explain your reasoning — whether it’s based on market data, comparable sales, or the property’s condition — so the seller understands why you’re offering less. This keeps the door open for further negotiation and helps maintain goodwill.
Tips to negotiate a lower house price
1. Know the market
There’s an old adage that knowledge is power, and this is especially true when negotiating property prices. Researching comparable properties in the area will give you a realistic idea of what the home is worth in the current market. Use tools like Domain’s home price guide or realestate.com.au, both of which provide comprehensive records of property sales, as a starting point.
If you’re buying an investment property, understanding potential rental yields can also help. Consult with a mortgage broker or real estate agent with local expertise for a good appraisal of the property’s true value.
Finally, if the property is at auction and you plan on making a pre-auction offer, it might pay to go to some auctions in the area to gauge the market.
» MORE: How to search the history of a property
2. Organise your finances
Making an offer on a house below asking price can be easier when your finances are in order. Having full loan approval, rather than just pre-approval, shows you’re serious and ready to move quickly. The potential to offer a shorter settlement period could be a big incentive for eager sellers. A buyer with a lower offer, but who is ready to act without delays, may be more appealing than someone who is unprepared, even if they are putting in a slightly higher offer.
Having your papers in order and ready to go also means you know exactly how much you can afford when you make an offer, giving you confidence in negotiations.
3. Get as much information on the seller as possible
Knowledge is power, so it’s vital to know as much about the seller and their reasons for selling. If they need the sale money quickly, perhaps to pay for another house, they may be far more flexible on price — especially if you can make the process straightforward and as painless as possible.
Ask the real estate agent at the inspections as many questions about the seller as you can, such as:
- Have they already bought another property?
- Do they need a quick settlement?
- Would they prefer a particular type of buyer?
Alternatively, they may require a prolonged settlement. The timeline can usually be pushed out as far 120 days or possibly longer if your lender and the seller are happy to wait. In this scenario, the seller may be willing to lob a few thousand dollars off the price to ensure they get a sale but don’t have to move out in a hurry.
At the same time, be careful not to reveal too much about your own finances. For example, if the seller knows that your maximum price is much more than your offer, it could influence their negotiation strategy.
4. Put in a written offer
Submitting a written offer for a property immediately makes your bid look more official and may make the seller pause to consider ‘money in the bank’, especially if they need to push a sale through quickly. If you make it clear you have the money ready to go and you can shorten the settlement period, a written offer could very well be to your advantage.
While there’s no guarantee, of course, that the seller will budge, it could be a good starting point in your negotiation. At the very least, it shows the seller that you’re serious.
5. Make your offer as compelling and realistic as possible
Sellers often opt to go to auction to get the best possible price. To get a low offer accepted, it’s best to deal with properties sold by private sale. However, you can also make pre-auction offers to the vendor, especially if you’ve done your research and the reserve price for the auction is above the current market value.
» MORE: Buying a house at auction vs. private sale
6. Be prepared to make concessions
Successful negotiations often involve compromise. Be ready to make concessions, such as giving up fixtures you can replace later (like curtains, a dishwasher or a washing machine) or offering a more flexible settlement timeline. Remember, any of these small concessions could be the final push to convince the seller.
About the Author
DIVE EVEN DEEPER
Should You Use A Buyer’s Agent?
Buyer’s agents, or buyer’s advocates, are real estate professionals who exclusively help property buyers through the purchase process.
Can You Counter Offer On A House?
A counter offer on a house or property can be good for both sellers and buyers. Here’s how to leverage them.
What Is A Property Valuation?
A property valuation offers a source of truth when deciding how much a property is worth. Understanding what determines valuations can make you a more informed home buyer, owner or investor, especially if you plan to sell.
How To Negotiate A Better Home Loan Rate
Know what competitors are offering, ensure you meet all eligibility criteria, and enlist the services of a mortgage broker, if necessary.