The Smart Way to Counter a Low Offer

When a buyer comes in way under asking, it can feel insulting—like they didn’t see the value in the home you’ve cared for. But an offer that “feels low” isn’t always a dead end. Often, it’s simply a starting point… and how you respond can determine whether you protect your price or leave money on the table.

Here’s the approach I recommend when you get a low offer and still want to come out with a strong result.

1. Pause, then validate the price with fresh data

Before you take it personally, verify what the market is saying right now.

I’ll usually pull:

• the most recent sold homes that truly match yours (not just active listings)
  
• current competition in your neighborhood and price band
  
• how long similar homes are taking to sell
  
• and where buyers are negotiating (price, conditions, or timing)

Sometimes the offer is genuinely off-base. Other times, it’s a signal that your price position needs a tweak or that buyers are reacting to a specific feature (layout, strata fees, lot, condition, location, view, etc.). Once you know why it’s low, your next move becomes much clearer.

2. Keep the door open with a smart counter

Most of the time, I’d rather counter than shut it down.

A lot of buyers start low because they expect a back-and-forth or they’re trying to protect themselves if they’re unsure about value. A professional counter tells them: we’re open to a deal, but we’re not giving the home away.

And if the buyer was never serious, you’ll find that out quickly. But if they are serious, a counter gives you a chance to pull the conversation into a range that actually works for you.

3. Negotiate more than just the number

Terms can be just as important as price. If a buyer can’t reach your number, you may be able to improve the overall deal by negotiating things like:

• stronger or faster subject removal timelines
  
• a larger or quicker deposit
  
• cleaner conditions (financing/inspection/strata review)
  
• a completion and possession schedule that fits your move
  
• inclusions/exclusions that reduce headaches

Sometimes the best “win” is a slightly different structure, not a big price reduction.

And if you’re considering a temporary stay after completion (a rent-back style plan), that can be done—but it needs to be documented properly so expectations, liability, and insurance are crystal clear.

A low offer doesn’t automatically mean your home isn’t valuable. It just means you need the right response—one that’s guided by current Kelowna market evidence and a negotiation plan that protects your bottom line.

If you’re thinking about selling or you’ve already received an offer and you’re not sure how to respond, reach out. I’m happy to review your numbers, walk through your options, and help you choose the move that puts you in the strongest position.