Handling Lowball Offers in Calgary's Real Estate Market

Selling your home is a significant emotional and financial journey, and nothing tests your patience quite like a lowball offer. You've invested time, effort, and possibly a considerable amount of money into your home, so receiving an offer well below your asking price can feel both frustrating and disheartening. Before you dismiss the offer outright (or fire off an angry response), here are some strategies to handle lowball offers with professionalism and finesse, especially in Calgary’s unique real estate market.

1. Take a Deep Breath and Stay Objective

It's easy to take a low offer personally, but remember that real estate is a business transaction. Buyers have their own reasons for submitting low offers—which could range from testing the waters, being unfamiliar with the local market, to simply trying to get a deal. Instead of reacting emotionally, taking a step back to assess the situation with a level head can ultimately benefit you.

2. Evaluate the Offer Carefully

Not all lowball offers are the same. Before rejecting or countering an offer, consider it thoroughly. Ask yourself:

• How far below asking is it? A 10% under-asking offer in Calgary is very different from a 30% under-asking one.
• Are there contingencies that make the offer less appealing? Does the buyer's offer include extensive repairs or complicated financing conditions?
• Is the buyer pre-approved and serious about purchasing? A low offer from a financially strong, motivated buyer might be worth engaging with.
• Are there strong terms that could balance the low price, such as a quick closing, minimal contingencies, or an all-cash deal?

A detailed evaluation can help determine whether the offer has potential or if it's time to move on.

3. Respond with a Counteroffer

Instead of outright rejecting a low offer, consider countering with a price closer to your listing price or one that reflects fair market value. Most buyers expect some back-and-forth, and by countering instead of dismissing their offer, you maintain control of the conversation. This keeps negotiations open and signals to the buyer that you're willing to work with them, but not at an unreasonable discount.

4. Justify Your Price with Market Data

A great way to counter a low offer is to back up your price with concrete facts and data. Provide recent comparable sales (comps) in Calgary that support your asking price and detail your home's unique features. Whether it's a recent renovation, a larger lot, or a prime location near key amenities, highlighting these aspects reinforces your asking price and educates buyers who may not have done their homework.

5. Understand the Buyer's Motivation

Understanding the buyer’s motivation can give you an advantage in negotiations. Your real estate agent can communicate with the buyer’s agent to uncover insights such as:

• Are they serious buyers or just bargain hunters? Some buyers submit low offers to see if a seller is desperate, while others are genuinely looking for a home but have financial constraints.
• Are they competing for other properties? If they have made multiple offers, you may have more room to hold firm.
• Do they need to move quickly? A buyer with a pressing timeline (due to job relocation or lease expiration) might be more flexible on price if given the right counteroffer.

Understanding the buyer’s motivations allows you to tailor your response and strengthen your position.

6. Consider Non-Monetary Negotiation Points

If the buyer isn’t willing to raise their price significantly, they may still be able to make the deal more appealing in other ways. Instead of focusing solely on price, explore what else the buyer can offer, such as:

• A faster closing timeline – If you need to sell quickly, a buyer who can close in 15-30 days instead of the standard 45-60 days might be worth considering.
• A leaseback option – If you need extra time to move, some buyers may allow you to rent the home back temporarily after closing.
• Minimal or waived contingencies – Buyers who are willing to waive financing, inspection, or appraisal contingencies reduce the risk of delays or deal cancellations.
• Covering seller costs – Some buyers may be open to covering items such as title insurance, escrow fees, or HOA transfer fees, reducing your out-of-pocket expenses.
• Flexible moving terms – A buyer who accommodates your ideal move-out date can save you the stress and cost of temporary housing or storage.

Depending on your situation, these terms can be just as valuable as a higher offer. Be open to creative solutions that make the deal work in your favor.

7. Know When to Walk Away

No one likes receiving low offers on their home, but sometimes those offers provide valuable insights. Is your asking price too high for the current Calgary market conditions? Your real estate agent can help you assess your pricing strategy to determine if it's time to accept an offer, wait, or make adjustments to attract more serious buyers.

However, don't be afraid to walk away from an unrealistic offer. The right buyer will come along—one who recognizes the true value of your home.

8. Work with a Skilled Real Estate Agent

A strong real estate agent is your best ally in handling lowball offers. They provide market insights, negotiate on your behalf, and keep the transaction professional. Experienced agents understand buyer psychology and can craft counteroffers that maximize your chances of securing a favourable deal. Having an expert in your corner ensures you make informed decisions throughout the selling process.

Final Thoughts

Receiving a lowball offer doesn’t mean your home lacks value—it just means the right buyer hasn't arrived yet. By staying calm, keeping negotiations open, and relying on your real estate agent’s expertise, you can handle lowball offers with ease and secure the best deal for your home in Calgary and surrounding areas.

Thinking about selling? Let’s connect and develop a strategy to help you get top dollar for your home—without the stress.