In this refreshingly honest episode, Mark is joined by Ian to tackle a topic that’s increasingly relevant in today’s property market—lowball offers. With more buyers chancing their luck, the duo unpack the art and psychology of negotiating without letting ego, emotion, or poor advice get in the way.

Ian opens up about a recent experience where an offer came in a staggering 17.5% under asking price. What follows is a brilliant breakdown of how agents should respond in these moments—offering perspective, not panic, and keeping both feet firmly on the ground.

You’ll hear why humouring lowball offers could be a mistake, how to manage seller expectations, and why a calm, strategic approach often leads to better outcomes. There’s a strong focus on advising, not appeasing, with plenty of insight into the psychology of buyers, sellers and agents alike.

💡 Key Talking Points

First reactions to a lowball offer: Why knee-jerk responses can derail a deal before it begins.

Resetting expectations: How buyers are using low offers to shift negotiation anchors—and why you need to be ready for it.

Agent behaviour matters: The role of the agent is to advise, not just pass on offers.

The three-offer theory: Why most deals are a dance of three steps—and how to navigate each one wisely.

Don’t let ego drive decisions: The difference between fighting for your client vs. fighting for pride.

Cultural context: Understanding buyer behaviour in multicultural areas and why education is key.

✅ Practical Takeaways

If the offer is within 2–4% of the seller’s target, lock it in early to strengthen your position.

Vet buyers thoroughly before encouraging sellers to entertain lower offers.

Educate buyers on local negotiation norms—especially if they’re not familiar with UK market etiquette.

Always provide sellers with stats on average negotiation ranges—knowledge is power.

Keep communication open, transparent and calm. Let strategy lead, not emotion.

⚠️ Risks to Watch

Entertaining lowball offers may damage seller trust and weaken your negotiating power.

Multiple simultaneous offers from the same buyer can lead to false hope and wasted time.

Incomplete due diligence on buyers may result in deals falling through.

🔁 Next Steps

Mark will update us on the outcome of his own current negotiation situation.

Agents are encouraged to share their experiences handling low offers for future episodes.

🎧 Final Thoughts

Ian wraps up with a solid reminder that good agents leave ego at the door. The goal? To get the best outcome for the client, full stop. Whether it’s navigating cheeky offers or calming nerves mid-deal, this episode is full of sharp advice for agents who want to raise their game in today’s unpredictable market.

👂 Like what you heard?

Don’t forget to subscribe, share, and let us know how you’ve handled a lowball offer recently. We’d love to hear your stories and maybe even feature you in a future episode.