How do I handle lowball offers?

In our 2026 Sarasota real estate strategy, we recognize that a lowball offer is a tactical opening rather than a personal affront. We understand that in our current balanced market, where sellers receive a median of 93.7% of their original list price, an offer starting 10% to 15% below ask is often a buyer’s attempt to find the "floor" of our expectations. We see that for single-family homes, which now sit at a 5.1-month supply, buyers feel empowered by the 48-day average time-to-contract to test our resolve. We have found that by responding with a data-driven counter-offer, anchored by recent sales in enclaves like West of Trail or Lakewood Ranch, we move the conversation from emotion to math, often bridging the gap to a fair market value. We believe that a professional, non-emotional response keeps the door open for the 42% of our transactions that are all-cash, which typically demand a "liquidity discount." We treat every offer as a lead to be cultivated, knowing that a firm but fair counter-position is what ultimately secures the highest possible net for our clients.