How to Handle "Can I Put in an Offer?" Without Losing the Deal or Your Credibility

Every new home salesperson has been here.

The buyer walks the model, loves the floorplan, gets excited about a homesite—and then hits you with it:

"So... can we put in an offer?"

And in that moment, you have a choice to make. Get it wrong and you either lose the deal or create a nightmare that blows up later.

Let's talk about how to get it right.

Why This Moment Matters

Here's what's happening in the buyer's head: They've been told their entire life to negotiate everything. Their uncle told them to "always make an offer." They watched a YouTube video about how you should "never pay asking price." They bought their last home resale and knocked $15,000 off because the seller was desperate.

They think new construction works the same way.

It doesn't. And if you don't reset that expectation right now—clearly but professionally—you're setting yourself up for one of two bad outcomes:

1. You lose them because they think you're inflexible and they go down the street to a competitor who strings them along.

2. You string them along and they submit a ridiculous offer that gets rejected, they feel embarrassed or insulted, and the deal dies anyway—except now you wasted everyone's time.

Neither outcome is acceptable.

The Wrong Responses

Wrong Response #1: The Pushover

"Sure! Let me send that over to my sales manager and see what we can do!"

This feels safe. You're not saying no. You're keeping the conversation alive.

But here's what you just communicated: The price isn't real. Everything is negotiable. Let's see how low we can go.

Now you've trained the buyer to push. And when the offer gets rejected or countered with almost no movement, they feel like you failed them. You were supposed to "see what you could do"—and you didn't deliver.

You look weak. The builder looks unreasonable. Everyone loses.

Wrong Response #2: The Wall

"We don't negotiate. The price is the price."

Technically true in many cases. But this response kills the conversation. It makes the buyer feel stupid for asking. It puts up a wall right when you need to be building a bridge.

They're not going to say "Oh, okay, I'll just pay full price then." They're going to leave and find someone who makes them feel heard.

The Right Response: Seek First to Understand

Before you say anything about pricing, offers, or what's possible—find out what's behind the question.

"I appreciate you asking that. Before I answer, help me understand—when you say you want to put in an offer, what are you hoping to accomplish?"

Now you're in a conversation.

Sometimes you'll find out they don't actually expect a discount. They're just using the language they know from resale. They're really asking, "What's the next step to move forward?"

Other times you'll discover they have a real budget constraint. Maybe they need help with closing costs. Maybe they're comparing you to a resale home that's priced lower.

And sometimes, yes, they're just fishing to see if they can get a deal.

Each of these requires a different response. But you won't know which one you're dealing with until you ask.

Educate Without Condescending

Once you understand what they're after, you can educate them on how new construction pricing actually works. But do it in a way that doesn't make them feel dumb for asking.

Here's a framework I use:

"Great question—let me explain how pricing works with us because it's a little different than resale. Our homes are priced based on the cost of the lot, the cost of construction, and current material and labor pricing. We don't build in a big cushion and wait for someone to negotiate us down—what you're seeing is the real number."

"That said, we absolutely have conversations about how to make a deal work. Sometimes that's about incentives, sometimes it's about lender programs, sometimes it's about selecting a home that fits the budget better. What I can't do is promise that we'll take a number significantly under the listed price—because that's just not how our pricing is structured."

This does three things:

1. It explains the why behind the pricing—which builds trust and credibility.

2. It opens the door to solutions—without opening the door to lowball offers.

3. It protects the builder and protects you from overpromising.

   
   

Redirect to Value, Not Price

Here's what top performers understand: When a buyer focuses on price, it's often because they don't fully see the value yet.

Your job is to bring them back to value.

"I hear you—and I want to make sure this home makes sense for you financially. Can I ask, what was it about this home that got you excited in the first place?"

Now they're telling you about the kitchen, the backyard, the school district, the commute. They're re-selling themselves.

Then you can say:

"So if we can find a way to get you into this home—with that kitchen, that backyard, that location—in a way that works for your budget, that's a win, right?"

Yes. Of course it is.

Now you're on the same team, solving a problem together. You're not adversaries haggling over price.

What to Say When They Push

Sometimes you'll do everything right and they'll still push.

"Okay, but what if I offered $20,000 less? Would you at least present it?"

Here's how to handle it:

"I'll always communicate with my team—but I want to be honest with you so I'm not wasting your time or setting you up for disappointment. A $20,000 reduction isn't something we're going to be able to do. If that's the number you need to hit, this might not be the right home, and I'd rather tell you that now than put you through a process that ends in frustration."

"But if you love this home and you're trying to find a way to make it work, let's look at what we can do—whether that's incentives, financing options, or a different homesite that gets you closer to your number."

This is honest. This is direct. And it keeps the door open while protecting your integrity.

The Psychology at Play

There's a concept in negotiation called anchoring. The first number thrown out tends to pull the entire conversation in its direction. If you let a buyer anchor the conversation at $30,000 below asking, you'll spend the rest of the deal trying to climb back up.

That's why it's critical to anchor to value first and let price follow.

There's also research on what buyers actually want from salespeople. According to The Challenger Sale, buyers don't want a pushover who agrees with everything they say. They want someone who teaches them something, challenges their assumptions, and guides them to a good decision.

When you say "We don't do that, but here's what we can do," you're being that person.

The Bottom Line

When a buyer asks "Can I put in an offer?"—don't panic, don't cave, and don't shut them down.

1. Ask what they're really trying to accomplish.

2. Educate them on how your pricing works.

3. Redirect to value and find real solutions.

4. Hold the line with honesty and professionalism.

You'll keep more deals. You'll build more trust. And you'll stop wasting time on offers that were never going to happen.

That's how professionals operate.

Now go sell something.