Fortes Seller’s Minute: Turn Lowball into Leverage

Words I Like: “Price is a number. Leverage is a system.”

Fortes Seller’s Minute: Lowball to Full Price

A lowball isn’t the end, it’s an opening to control the frame. Here’s the play I run with sellers so we trade up instead of caving.

Roadmap (do this this week):

1. Re-anchor: Send a data-backed “thanks for the offer” with comps and showing stats. Then counter: don’t “decline.” (Buyers expect negotiation; agents are hired to negotiate terms and price.)

2. Package the counter: pair price with certainty—short deadlines, tight response window, strong EMD, and proof of funds/pre-approval. (Short fuse ≠ desperation; it creates focus.)

3. Trade terms before dollars: offer inspection caps/short windows, flexible closing, or a rent-back in exchange for price movement.

4. Invite structured competition: if interest is rising, allow an escalation clause to move buyers up cleanly while protecting a ceiling.

5. Appraisal plan: if price climbs, ask buyers to carry an appraisal gap (in part or capped) so your net isn’t hostage later.

Common Mistake: Dropping list price after one bad offer. In many markets, buyers are winning with concessions and flexible terms—use that before cutting.

Home-Selling Tip: Pre-write your counter “package” so you can respond in minutes, not emotions. As promised, value in under a minute.

PS - If you find value in this and you feel compelled, please share this newsletter if you know of anyone thinking of selling that this could help.