How to Handle a Lowball Offer in Jacksonville's Market

By Matty Miller

With a track record defined by precision and local expertise, Matty Miller is a cornerstone of the Jacksonville real estate market. Since 2017, Matty has successfully navigated over 200 real estate transactions, earning his Broker’s license in 2019 to provide a higher tier of service to his clients. Currently overseeing a single-family property portfolio valued at over $50 million, Matty specializes in the strategic management and acquisition of high-value assets across the First Coast. His approach combines deep market data with a boots-on-the-ground understanding of Jacksonville’s unique neighborhoods. Whether working with institutional investors or individual homeowners, Matty delivers the seasoned perspective required to maximize value in Florida's most dynamic coastal markets.

If you’re selling a home in Jacksonville right now, let’s face it: this is becoming a buyer’s market. And if you’re a seller, you need to prepare for a lowball offer. They will happen. You will get them. The key is knowing how to make them work so you can sell your home in a tough market.

Understand the offer before you react. When I get a lowball offer, the first thing I do is call that buyer’s agent. I want to know: was this based on comps? Was it based on price per square foot? Or is the buyer just throwing out a number to see if they can get a reaction and a counteroffer below the list price? That conversation tells me a lot about whether this is a serious buyer or someone fishing for a deal.

Right now, we’re not seeing many properties sell for the list price. Offers coming in 3-5% below asking are normal. Sometimes you’ll see 7-10%. And then there are the ones that come in 15-20% off, which typically don’t go anywhere. But knowing where the number came from is the first step to knowing how to respond.

Fight it with numbers. I fight battles with numbers. I can pull price per square foot from our MLS for the neighborhood, the nearest mile, and the nearest three miles, and drill it down to the actual house. Price per square foot is a solid representation of value, and when you have those numbers in front of you, you’re not guessing.

You’re negotiating from a position of knowledge. If there’s a similar home on the market that hasn’t sold at a similar price, consider that too. As the seller, you need to understand what your home is valued at. And the buyer needs to understand it as well.

Stay calm. Getting upset won’t sell your home. I know this is emotional. You’ve put time, money, and memories into your home, and a lowball offer can feel like a slap. But getting upset about it won’t help you sell your home.

This is a negotiation, and we’re not in a market anymore where you don’t have to negotiate. You absolutely have to negotiate, and right now, things are swinging in the buyer’s favor. Staying calm and working with your agent to drill down into the numbers is what moves you forward.

Counter and know your numbers. When you make your counter, make it based on real data. Numbers never lie. Facts are facts. That’s the foundation of your counter, and that’s where you stand. A counter backed by comps and price-per-square-foot data carries weight. A counter based on emotion doesn’t.

Know when to walk away, but also know when to stay. Don’t be afraid to say no if the offer isn’t worth your time. But also understand that there’s not always another buyer around the corner. If you want to sell within a 30- or 60-day window, you may need to negotiate with that buyer. Sometimes buyers walk away, only to have the seller come back to them. That happens a lot in this market. And that’s when you know you’re in a challenging market where every offer matters.

Everybody’s situation is a little different. If you have questions, need help, or want to know what your home is actually worth in today’s Jacksonville market, give me a call. Watch my video above for the full breakdown. Call me at 904-650-3890, email matty@pursuitrealestate.com, or visit mattymillerrealestate.com. Let’s talk. Take care.