“We’ll Just Wait for a Better Offer”—Exactly What to Say® When Sellers Refuse to Negotiate
- Kara Moll
- Jul 16
- 4 min read
If you’ve been in real estate for any length of time, you’ve heard sellers say, “We’ll just wait for a better offer”—it’s one of the most common hurdles in negotiations.
This stance often comes from sellers’ high expectations, fueled by a hot market rumor, a neighbor’s big sale, or deep emotional ties to their home.
As a realtor, your job is to navigate these negotiations with skill, turning their reluctance into a deal that works for everyone.
With 20+ years in real estate and Exactly What to Say® training in my pocket, I’m sharing three powerful real estate negotiation strategies to help you move past this roadblock.
These negotiation tips will empower you to guide sellers, align their goals with market realities, and close deals with confidence, no matter the conditions. Let’s jump in!
Why Sellers Push to Wait for a Better Offer
The “better offer” mindset in negotiations often stems from optimism, misinformation, or attachment to their home’s value.
Sellers might believe the market will deliver a dream buyer or cling to sentimental worth, making them hesitant to accept current offers.
Mastering real estate negotiation strategies means understanding these motivations and responding strategically. Here’s why this negotiation challenge matters:
Strengthens Rapport: Validating their perspective builds trust, showing you’re their advocate in the deal.
Aligns Goals: Guiding sellers with market insights helps them see the value in negotiating now.
Closes Deals: Skillful negotiation keeps the sale moving, avoiding delays that could derail the process.
To turn this common negotiation challenge into a win, here are three Exactly What to Say® real estate negotiation strategies to guide sellers toward a deal with confidence.
1) Build Trust with Empathy Using “I Respect Your Goal”
You’re presenting an offer, and the seller brushes it off, holding out for more. Start by affirming their ambition with an Exactly What to Say® phrase like, “I respect your goal.”
How to Use It: Say, “I respect your goal of getting the best possible offer for your home—it’s an important milestone!” Pause to let them share what’s driving their stance.
Why It Works: This validates their desire for a high return, lowering defenses and creating a collaborative tone for negotiation.
Quick Tip: Use a warm, supportive tone to match their confidence, reinforcing that you’re on their team.
2) Guide with a Strategic Question Tree
The seller’s firm on waiting for a higher offer, stalling the negotiation.
Instead of countering directly, use a question tree—a series of thoughtful questions—to explore their expectations and steer them toward a realistic deal.
How to Use It: Ask, “What does your ideal offer look like?” Follow with, “If we could see how similar homes sold recently, would that help us find a price that attracts strong buyers?” Share a data point, like, “Homes in this area priced competitively sold in under 20 days.”
Why It Works: Questions uncover their priorities, allowing you to negotiate with targeted market insights and position yourself as a trusted guide.
Quick Tip: Have 2–3 local comps (e.g. recent sale prices, time on market) ready on your phone for quick reference.
3) Reframe Risks with a “What If” Perspective
The seller’s convinced a bigger offer is coming, halting progress.
Use an Exactly What to Say® “what if” question to highlight the negotiation trade-offs, like, “What if waiting risks losing a solid buyer?”
How to Use It: Say, “What if waiting for a higher offer means fewer buyers as market interest shifts? How would you feel if this offer isn’t available later?” Cite a trend, like, “Local data shows homes listed above market value had 15% fewer offers last month.”
Why It Works: It prompts sellers to consider the downside of holding out, making the current offer more appealing in negotiations.
Quick Tip: Anchor the “what if” to a specific market trend, like declining showings, to make it feel urgent and relevant.
Why Negotiation Hinges on Effective Communication
Negotiation isn’t just a skill—it’s the heartbeat of a realtor’s success, turning hesitant sellers into confident partners in the deal-making process.
Whether you’re navigating high expectations or emotional attachments, every listing appointment, offer discussion, or follow-up call comes down to effective communication.
By listening intently, asking the right questions, and framing market realities with clarity, you build trust and guide sellers to decisions that align with their goals and the market’s pulse.
These Exactly What to Say® real estate negotiation strategies are your foundation—practice them daily, refine your delivery, and you’ll not only close more deals but also create lasting client relationships.
Interested in learning more?
Join My Upcoming Workshops
You're invited to my Conversations for Negotiating with Confidence workshop for hands-on training and a proven toolkit for navigating challenging conversations.
Replays are available for 30 days so you can keep revisiting and practicing these important skills—enroll now to secure your spot!
What’s the most common negotiation challenge you face with sellers in your market?
Drop a comment below—I’d love to share tailored strategies to help you shine!
About Kara
Kara Moll empowers busy executives to become confident, effective communicators—unlocking their full potential in both their personal and professional lives. A real estate coach with Keller Williams MAPS Coaching, Kara is one of Phil M. Jones’ Certified Guides and an Exactly What to Say® Coach. She combines these powerful communication frameworks with expertise in Neuro-Linguistic Programming and Energy Leadership Coaching to help clients achieve transformative results.
With over 20 years of experience in real estate, coaching, and training, she brings a wealth of knowledge and insight to every interaction. To take your communication skills to the next level, enroll in one of her upcoming workshops at Workshops & Events | Kara Moll
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