How to answer “What is your offer?” on the first call

Why sellers ask for an offer so early

Sellers often ask for a direct offer early in the conversation because he or she is looking for a quick exit, or testing your seriousness. It might also be that he or she has spoken to other investors who gave numbers too soon, or perhaps he or she is just busy and wants to cut to the chase.

He or she wants to know if you are wasting his or her time, or if you can actually buy the house. You need to understand this is less about the number and more about validating your legitimacy.

Don't give a number immediately

Resist the urge to throw out a number. You do not have enough information to make an informed offer yet, and a premature offer can anchor the negotiation to a figure you might regret. It also implies you do not need to understand his or her situation.

If the number is too high, you leave money on the table. If it is too low, you risk insulting the seller and ending the call. Your job on this first call is to qualify the lead, not to make an offer.

For more on qualifying, see /learn/first-call-with-a-motivated-seller.

Pivot with questions, not answers

When he or she asks, "What's your offer?" respond with a question of your own. Something like, "That's a good question, and I'd love to give you a number, but first, I need to understand a bit more about the property and your situation. Can you tell me what you're hoping to get for the house?"

This redirects the conversation back to gathering information and puts the ball back in the seller's court. It also shows you are thoughtful and analytical, not just a random caller.

Another approach is, "I need to get a better idea of the condition and what your timeline looks like. Could you walk me through some of the updates or anything that needs repair?" This shifts focus to the property itself.

Explain your process transparently

Be transparent about your process. You can say, "My process involves gathering some details about the house, looking at recent sales in the area, and then putting together a fair cash offer. I can't give you a solid number until I have that information. Would you be open to telling me more?"

This manages expectations and educates the seller on how you operate. It shows you are systematic and professional, which builds trust. You are not just pulling numbers out of thin air.

Remember, you are on a discovery call, not a negotiation call yet. The more you know, the stronger your position will be when it is time to make an offer.

Set expectations for a follow-up offer

If the seller is persistent, you can offer a range, but be careful. For example, "Based on what you've told me so far, and without seeing the house, properties in your area in similar condition typically fall within X to Y range. But I can't give you a firm offer until I've seen it and run my numbers." Always qualify any range heavily.

This gives him or her some idea without committing you. Then immediately follow up by scheduling a property visit or a detailed follow-up call. The goal is to keep the conversation moving forward to the next step.

You may find insights on how to keep the conversation going when you read /learn/how-to-respond-to-a-motivated-seller-text or /compare/cold-calling-vs-responded-leads.