Negotiation

How to Get a Seller to Reveal His or Her Target Price First

Getting a seller to state his or her price first is a powerful negotiation move. It anchors the conversation around his or her expectations, not yours, giving you valuable insight.

October 23, 2026 · 3 min read

Why you want the seller to go first

When the seller states his or her price first, you gain a significant advantage. You immediately understand his or her expectations, whether they are realistic or inflated. This prevents you from making an offer that is too high, or too low and potentially insulting.

It sets an anchor. If he or she starts high, you know how much ground you might need to cover. If he or she starts low, you know you are in a good position.

Ask open-ended questions about expectations

Direct questions about price can sometimes put a seller on the defensive. Instead, use open-ended questions that invite him or her to share his or her thinking. For example, 'What were you hoping to get for the property?' or 'What number makes sense for you with the sale?'

Another approach is, 'Given the condition of the house and your timeline, what figure do you have in mind?' These phrases are less confrontational and encourage a more thoughtful response. You can also ask, 'If this were to work out, what would need to happen for you to feel good about the sale?'

Use silence to your advantage

After asking an open-ended question, let silence do its work. Resist the urge to fill the void. The seller will often feel compelled to speak first, and that means revealing his or her thoughts, including a price.

This tactic requires patience. It can feel uncomfortable, but it often prompts the seller to break the silence with the information you are seeking. You can learn more about using silence in negotiation here: /learn/how-to-use-silence-in-real-estate-negotiation

Reframe the question if you get deflected

Sometimes a seller will respond with, 'What are you willing to offer?' or 'I want to know what you think it's worth.' Do not take the bait. Gently reframe the question back to his or her perspective.

You could say, 'I can certainly give you an offer, but I want to make sure I am in the ballpark of what you are expecting. What number would truly solve your problem?' or 'My offer will depend on several factors, but first, what figure are you working with?'

Connect price to his or her motivation

Tie the conversation about price back to the seller's stated motivation. If he or she needs a quick closing, ask, 'What price allows you to achieve that quick closing you mentioned?' If he or she needs to move due to job relocation, 'What amount allows you to make that move comfortably?'

This shows you are listening to his or her needs and trying to align your offer with his or her situation. It makes the question about price less transactional and more solution-oriented.

Questions people ask

What if the seller refuses to give a price?

If a seller absolutely refuses, you might have to make the first offer. In that case, make sure it is a low anchor, justified by property condition and market facts. Be prepared to explain your numbers clearly.

Should I ever give my offer first?

Ideally, no, but sometimes it is unavoidable. If you must go first, ensure you have done your due diligence and your offer is a strong, justified anchor. Always aim for the seller to go first if possible.

How can I prepare if I have to make the first offer?

If you anticipate going first, have your detailed repair estimates and comp analysis ready. Be prepared to clearly articulate why your offer is what it is, focusing on the property's condition and the cost to bring it to market value. You can read more about what to say on the first call here: /learn/first-call-with-a-motivated-seller