Why Some Buyers Lowball and Walk, and How to Turn It Around
Convert trial offers into genuine engagement.
Austin Beveridge
Tennessee
, Goliath Teammate
In every deal cycle, there’s always one buyer who tries the same trick: they throw out an insultingly low number, refuse to negotiate seriously, and disappear, hoping you’ll chase them or come back desperate. This is the lowball-and-run tactic. It’s common, frustrating, and if you don’t know how to handle it, it can waste your time and energy.
But here’s the good news: once you understand what’s really happening, it’s easy to flip this tactic around and keep control of the deal.
What Is the Lowball-and-Run Tactic?
The tactic is simple:
The buyer makes an offer way below market or your ask.
They either refuse to budge or vanish after making it.
They hope you’ll chase them, drop your number, or circle back when you feel pressure.
It’s less about getting the deal right away and more about setting a psychological anchor. They want you thinking about their number, even when talking to other buyers.
Why Buyers Use It
Testing Your Flexibility – They want to see if you’re desperate, inexperienced, or willing to cave.
Anchoring – Even if you reject it, their number becomes part of the mental negotiation range.
Fishing for a Lucky Hit – Every now and then, someone takes the bait. They’re playing volume games.
Time Leverage – They hope you’ll come back when you feel urgency, making their lowball suddenly look better.
The Psychology Behind It
The lowball-and-run is about control. It puts the buyer in a position where they don’t have to do any real work. If you chase them, they’ve already won, they’re in your head. If you anchor on their number, they’ve shifted the negotiation in their favor without lifting a finger.
That’s why the first rule of countering this tactic is: don’t chase.
How to Spot It Early
You’ll know you’re dealing with a lowball-and-run buyer if:
Their offer is so far below market it’s not realistic.
They avoid backing it up with comps or logic.
They make the offer quickly, before asking many questions.
They pull back when you push for seriousness.
How to Counter the Tactic
1. Stay Calm and Neutral
Don’t show frustration. A calm, neutral tone shows confidence. Example:
“I appreciate the offer. That’s not close to what works here, but thanks for sharing.”
No emotion, no chasing.
2. Re-Anchor Immediately
Bring the conversation back to reality. Example:
“The range we’re working with is [$X–$Y]. Serious buyers are moving in that window.”
This resets the frame and tells them your deal won’t be stolen.
3. Call the Bluff
If they disappear, let them. But leave the door open in a position of strength:
“If your position changes and you’re ready to be competitive, reach back out. Otherwise, no worries.”
Now you control the follow-up, not them.
4. Leverage Social Proof
If you have other interest, use it:
“We’ve got buyers circling at [your real number]. If you want to stay in play, it’ll need to be competitive.”
This forces them to either step up or move on.
5. Keep Them in the “Cold” List
Don’t delete them, just tag them as lowballers in your CRM. They may get serious later, but you don’t prioritize them.
Why Countering Matters
If you let the lowball-and-run tactic dictate your energy, you’ll waste time and lower your confidence. But when you counter it correctly:
You maintain your credibility with sellers.
You protect your deal value.
You show buyers you won’t cave easily.
Over time, your market reputation shifts. Lowballers stop trying, and serious buyers step forward faster.
Conclusion: Control the Frame, Control the Deal
The lowball-and-run only works if you let it. By staying calm, re-anchoring, and refusing to chase, you turn the tactic against itself. Instead of losing control, you come out stronger, showing every buyer that your deals are worth real money, not lowball games.
Because in real estate, the buyer who runs after lowballing isn’t the one you want. The buyer who stays in range, asks the right questions, and commits quickly, that’s the one who closes.
