What to Say When a Seller Says Just Make ME an Offer

When a seller tells you to "just make me an offer," they're signaling openness to negotiation and placing the ball in your court. This invitation is both an opportunity and a test: you need to submit a compelling first offer that reflects market conditions, the property's actual value, and your genuine purchasing intent, while avoiding the twin traps of offering so low you insult them or so high you leave money on the table. The best response is a well-researched, professionally presented offer that demonstrates you're a serious buyer who respects both their position and the market.

TL;DR

• Research comparable sales, get a professional appraisal or CMA, and understand the local market before naming any number.

• Submit a formal written offer through your real estate agent or attorney, not a casual verbal proposal, to establish legitimacy and legal clarity.

• Lead with a reasonable opening position (typically 3-7% below asking for a strong market, higher discount in a buyer's market), backed by data, and include favorable terms like inspection periods and proof of financing to strengthen your position.

Why Sellers Invite You to Make an Offer

A seller who says "make me an offer" is rarely asking you to guess. They're doing one of three things: testing your knowledge of the market, signaling flexibility on price, or avoiding the awkward conversation about what they think the home is worth. Some sellers are genuinely uncertain about market value and prefer to see what serious buyers think. Others have received feedback from their agent that the asking price is too high and they're ready to move. A third group simply prefers the negotiation process to stating a firm position upfront.

Regardless of their motivation, this statement removes the anchor of an asking price and puts the burden of discovery on you. That's actually to your advantage if you've done your homework, because you'll base your offer on data rather than emotion or a seller's wishful thinking.

Do Your Research Before Naming a Number

Never make an offer based on gut feeling or what you'd like to pay. Start with concrete market analysis.

Request a Comparative Market Analysis (CMA) from your real estate agent. A CMA compares the property to similar homes (same neighborhood, similar size, age, condition, and features) that sold in the past 3 to 6 months. The agent pulls actual sale prices, not asking prices, which tells you what buyers in that market actually paid. This is your most valuable tool.

If you're working without an agent, you can find comparable sales through county property records, Zillow's "Zestimate" algorithm (useful as a rough guide but not a professional valuation), and public MLS databases if you have access. Real estate appraisers also use these same comps to determine appraised value, which is what a lender will rely on.

Understand the market conditions in that area. Is it a buyer's market (more homes for sale than buyers, favoring price negotiation) or a seller's market (more buyers than inventory, supporting higher prices)? How long are homes typically on the market? Are prices trending up or down? This context shapes how aggressive or conservative your offer should be.

Tour the home thoroughly and note condition, updates, deferred maintenance, and any unique features or drawbacks. A home that looks move-in-ready will support a higher offer than one needing a new roof or foundation work. Factor in the cost and timeline of any needed repairs when setting your opening price.

How to Respond: The Written Offer, Not the Handshake Deal

When you're ready, respond with a formal, written offer. Do not make a casual verbal offer. Casual talk creates confusion, gives the seller leverage to claim you said something different, and lacks legal teeth if they accept.

Work through your real estate agent or attorney to prepare the offer on your jurisdiction's standard form (usually the state or local real estate board's contract). This form includes critical terms beyond price: inspection period, appraisal contingency, financing contingency, closing timeline, earnest money deposit amount, and contingencies for the sale of your current home (if applicable).

Present the offer in person if possible, or through your agent. Accompany it with a brief cover letter explaining why you're a qualified, serious buyer (you're pre-approved for financing, you have no contingencies beyond standard appraisal/inspection if true, you're prepared to close quickly, etc.). This narrative context matters; sellers are selling to humans, not to offers, and they want to know you can close and won't create headaches.

Setting Your Opening Number

Your opening offer should be reasonable but positioned to leave room for negotiation. The exact percentage varies by market conditions.

In a balanced or buyer's market, open 3 to 7 percent below the probable market value. If your CMA suggests a fair market value of $400,000, an opening offer of $375,000 to $388,000 signals that you're serious and have done research, while leaving negotiation room. This avoids insulting the seller while establishing your position.

In a hot seller's market, you may need to open closer to or even at estimated value to be competitive, though you should still structure other terms in your favor (shorter inspection period, faster close, higher earnest money deposit).

Avoid splitting the difference psychologically. Don't offer exactly halfway between asking price and your target price, because sophisticated sellers recognize this tells them you're guessing, not analyzing. Base your number on comps and condition, not mental arithmetic.

If the property is priced significantly above market value, your opening offer might be 10 to 15 percent below value to signal that the asking price is unrealistic. This is a calibration message: you're saying, "I'm interested, but this price isn't supported by the market." Many sellers respond to this by adjusting their expectations rather than by rejecting you outright.

Terms That Strengthen Your Offer Beyond Price

Price is only one variable. Sellers also care about certainty, speed, and hassle.

Include proof of pre-approval for financing. This removes doubt that you can actually buy. If you're paying cash, state that clearly. Sellers trust money they can see coming.

Set a reasonable inspection period (10 to 14 days is standard) rather than asking for 30. This shows confidence and removes the seller's fear that you'll use inspections as leverage to renegotiate lower.

Offer an appraisal contingency (standard protection for you, expected by sellers) but a shorter appraisal timeline. This again signals professionalism and speed.

State a closing date that works for the seller's timeline, if you know it. Many sellers have a time-sensitive reason for selling (job relocation, family situation, investment timing). Meeting their timeline increases your offer's appeal even if the price is slightly lower than a competitor's.

Make earnest money deposit reasonable (typically 1 to 3 percent of purchase price). A higher deposit shows commitment, but understand that you're tying up cash, so don't overdo it.

Avoid excessive contingencies. If your financial situation is solid, consider waiving the contingency for the sale of your current home, or clearly state when that contingency expires. Sellers hate open-ended contingencies that might kill the deal months later.

Presenting the Offer and Your Message

Timing matters. Submit your offer during business hours, not late at night, so the seller and their agent can review it promptly and respond. Quick responsiveness signals that you're a professional buyer.

Accompany the written offer with a brief personal note if submitting through an agent. "We love this home because of its location and character. We're pre-approved, ready to close on your timeline, and committed to a smooth transaction." This reminds the seller they're dealing with real people, not just a spreadsheet.

If the seller responds with a counteroffer, don't treat it as rejection. It's negotiation. Review their counter carefully: Did they move on price? Did they tighten timelines or push back on inspection periods? Counter back with your willingness to meet them halfway on numbers, but hold firm on terms that protect you (inspection period, appraisal contingency).

What NOT to Say or Do

Don't open with "We want to offer you significantly less than asking because we found comps that suggest..." This confrontational tone puts sellers on the defensive. Instead, let your offer speak. If the seller or their agent pushes back, then explain your comparable sales data calmly.

Don't submit multiple offers or "what-if" offers in hopes of finding the right number. One serious offer is stronger than three tentative ones, which signals indecision and desperation.

Don't negotiate price via email or phone. Keep it formal and on paper. Verbal negotiations create ambiguity and reduce your leverage.

Don't criticize the home to justify a low offer. Saying "the kitchen is outdated, so we're offering 20 percent below market value" offends the seller, even if the criticism is accurate. Let condition inform your number silently; let the comps do the talking.

Frequently Asked Questions

Should I offer full asking price if the market supports it?

Not necessarily. Even in a strong market, research the comps first. If the asking price is above what comparable homes sold for, open slightly below market value. If the asking price is already at or below comps, and the seller invited you to make an offer, opening at or slightly above asking demonstrates seriousness and may secure the deal quickly. But never offer above market value just because the seller asked you to name a price. That's their job to negotiate.

What if the seller rejects my first offer outright without countering?

A complete rejection, rather than a counteroffer, usually means your offer was perceived as too low or your terms were unfavorable. Ask your agent to request feedback. Did the seller have a higher offer? Is the inspection period the issue? Was your earnest money deposit too low? Use this information to decide whether to submit a revised offer that addresses the specific concern, or to walk away. Don't keep increasing your offer unless you learn why the first one failed.

Can I negotiate terms (like closing date or inspection period) instead of price?

Absolutely. If you're near or at market value on price, offering a faster close, a shorter inspection period, a higher earnest money deposit, or fewer contingencies can be as attractive to a seller as paying more. These are real concessions that reduce the seller's risk and hassle. Use them as negotiating currency alongside price.

Should I disclose my maximum budget to the seller or agent?

Never. Your maximum budget is your confidential information. If you tell anyone (including an agent) that you'll pay up to $450,000, that becomes the seller's starting point for negotiation. Keep your actual limits to yourself. Your agent and attorney know your budget, but it should not reach the seller's side of the negotiation table.

Sources

• U.S. Census Bureau, QuickFacts, housing, ownership, and local market context.

• U.S. Department of Housing and Urban Development, official guidance on buying, financing, and distressed property.

• GoliathData real-estate records, distressed-property and market data compiled from public records.