The call

How to respond when a seller asks about your profit

When a seller asks about your profit on the first call, he or she is usually trying to gauge your legitimacy and whether the offer will be fair. Explain that your profit is how you stay in business and cover your costs, similar to any service provider he or she might hire.

October 11, 2026 · 3 min read

Why does a seller ask about your profit?

A seller who asks about your profit is often looking for reassurance that he or she is not being taken advantage of. He or she might have heard stories, or simply be wary of quick cash offers. It is a natural question that comes from a place of caution, not necessarily hostility.

He or she wants to understand your motivation and ensure that his or her needs are also being met. Your job is to be transparent enough to build trust without revealing sensitive business details that are irrelevant to his or her situation.

The direct and honest answer to their question

When this question comes up, a good response is to acknowledge it directly and honestly. You can say something like, "That's a fair question. My business relies on finding properties at a price where I can cover my costs, like repairs and closing fees, and still make a reasonable profit. That's how I stay in business."

This answer positions your profit as a necessary component of your operation, not an exorbitant gain at his or her expense. It mirrors how any other business, from a plumber to a grocery store, operates.

Shifting the focus back to the seller's needs

After acknowledging your business model, gently pivot the conversation back to the seller's situation. You might add, "My goal is to provide a solution that works for you and your unique circumstances. Tell me more about what you need from this sale."

This re-emphasizes that your primary focus during the call is understanding and addressing his or her challenges. It helps him or her see you as a problem-solver, not just someone focused on money. For more on handling these calls, consider reviewing /learn/first-call-with-a-motivated-seller.

Avoiding specific numbers or justifying your offer

It is important not to get drawn into sharing specific profit margins or detailed financial breakdowns. These numbers are part of your business operations and are not relevant to the seller's decision to sell. Giving specific figures can invite further negotiation on your profit, which is unproductive.

Your offer should stand on its own merits, based on the property's condition, market value, and the seller's desired timeline. The conversation should be about the value you provide to him or her, not the inner workings of your balance sheet.

What if the seller presses further on your profit?

If a seller continues to press for specific profit numbers, you can politely reiterate your position. "As I mentioned, I need to make a reasonable profit to keep my business running, just like any other business. What's most important here is whether this offer meets your needs."

Remain calm and consistent. If he or she becomes fixated on your profit to the detriment of discussing his or her situation, it might indicate he or she is not a truly motivated seller. Sometimes, you need to understand when to disengage if the conversation isn't productive, as discussed in /how-to-work-your-leads.

The goal: transparency without oversharing

The aim is to be transparent about being a for-profit business without oversharing proprietary information. A seller will respect honesty and clarity. He or she is typically less concerned with the exact percentage of your profit and more concerned with whether the process is fair and whether his or her problem will be solved.

By handling this question professionally and redirecting to his or her needs, you build trust and keep the conversation focused on closing a deal that benefits both parties. Understanding what a motivated seller lead is can further clarify how to approach these conversations, as explained in /learn/what-is-a-motivated-seller-lead.

Questions people ask

Should I ever tell a seller my exact profit?

No, you should not share your exact profit. It's proprietary business information and can lead to unproductive negotiations about your earnings rather than the property's value or the seller's needs.

What if a seller says I'm making too much money?

Acknowledge his or her concern calmly and reiterate that your offer is based on the property's condition and market. Emphasize that your profit is necessary for your business to operate and provide a quick, hassle-free sale.

Is it okay to say 'it's none of his or her business'?

While you don't have to disclose your profit, saying 'it's none of his or her business' can sound defensive and erode trust. A polite, professional redirection back to his or her needs is much more effective.