Day 17 of 20 · AI for Real Estate
Negotiation Support & Scripts
⏱ 5 min
📊 Beginner
Every deal has a moment where it nearly falls apart. A low-ball offer. A seller refusing to budge. A buyer threatening to walk. A chain that looks like it is collapsing. How you handle those moments determines whether you close the deal or lose it.
Most agents rely on instinct. Some instinct is good — years of experience teach you a lot. But even experienced agents get caught off guard, lose their composure, or struggle to find the right words when a negotiation gets heated.
AI gives you something powerful: the ability to prepare for every scenario before it happens. Today you will build a library of negotiation scripts, counter-offer language, and data-backed closing phrases that you can pull from whenever you need them. And because you have market data from Days 12, 15, and 16, your negotiation position is built on evidence, not bluster.
Handling low offers with data
A low-ball offer is not an insult — it is an opening position. The worst thing you can do is react emotionally or dismiss it outright. The best thing you can do is respond with data.
Here is the framework: acknowledge, reframe, evidence, redirect.
Acknowledge: "Thank you for the offer. We appreciate the buyer's interest in the property." Never dismiss. Always acknowledge.
Reframe: "The offer of £380,000 sits below where we believe the market evidence supports the value of this property."
Evidence: "Three comparable properties within 0.3 miles have sold in the past three months at £418,000, £425,000, and £432,000 respectively. The property also benefits from a recently renovated kitchen and south-facing garden, which places it at the upper end of comparable values."
Redirect: "We would encourage the buyer to reconsider their position. Our client would be open to a conversation around £420,000 as a starting point for negotiation."
That response takes a low-ball offer and turns it into a professional, data-backed conversation. The buyer's agent cannot argue with sold prices. They can only negotiate.
Knowledge Check
What is the best approach when a buyer submits a significantly low offer?
A
Reject it immediately and tell the buyer not to waste your time
B
Accept it to avoid losing the buyer
C
Ignore the offer and wait for a better one
D
Acknowledge the offer professionally, reframe using market data and comparable sales evidence, then redirect toward a realistic negotiation range
Low offers are starting points, not final positions. Rejecting outright kills the conversation. Accepting too quickly leaves money on the table. The data-backed response keeps the door open while firmly establishing that the asking price is supported by evidence. Most low-ball buyers expect pushback — they are testing the water. Give them evidence instead of emotion.
Explaining price reductions to sellers
One of the hardest conversations in real estate is telling a seller their property needs a price reduction. Nobody wants to hear that their home is worth less than they thought. AI can help you structure this conversation with empathy and evidence.
The key is to never make it about the seller being wrong. Make it about the market giving you new information.
Try this prompt with AI: "I'm an estate agent and I need to recommend a price reduction to my seller. The property has been on the market for 6 weeks at £450,000 with 12 viewings but no offers. Similar properties are now selling at £420,000-£430,000. Write a script for a phone call that is empathetic but honest, uses market data, and recommends reducing to £430,000."
The AI will generate a conversation script that covers: opening with empathy ("I know this is not the news you were hoping for"), presenting the evidence ("The market has given us clear feedback over six weeks"), comparing to active competition ("There are currently three similar properties on the market between £425,000 and £435,000"), and making a clear recommendation with a reason ("A reduction to £430,000 positions us competitively and should generate fresh interest within the first two weeks").
I'm a real estate agent and a buyer has offered $480,000 on my listing priced at $550,000. The property is a 4-bed colonial in Westchester County, NY. It's been on market for 3 weeks with 8 showings. I have comparable sales data:
- 14 Oak Ridge: $538,000 (Jan 2026)
- 22 Maple Court: $545,000 (Feb 2026)
- 7 Birchwood Lane: $525,000 (Dec 2025)
The buyer's agent says their client loves the house but "can only stretch to $480K." I need a professional counter-offer response that uses data to justify a counter of $535,000 and keeps the negotiation alive.
**Counter-Offer Response**
Hi [Buyer's Agent],
Thank you for presenting your client's offer of $480,000 on [property address]. We appreciate their enthusiasm for the home, and our seller is pleased to know it resonated with them after their showing.
Having reviewed the offer carefully, our seller is unable to accept at the proposed level. However, they are motivated to find a path forward and have authorised a counter-offer of **$535,000**.
To provide context for this position:
The comparable sales evidence within the immediate area strongly supports our pricing:
- 14 Oak Ridge Road — $538,000 (January 2026)
- 22 Maple Court — $545,000 (February 2026)
- 7 Birchwood Lane — $525,000 (December 2025)
The average comparable sale price is **$536,000**, and our seller's property benefits from [mention any upgrades — updated kitchen, finished basement, newer roof, etc.] that the comparable properties did not offer at the time of sale.
Additionally, the property has generated strong showing activity — 8 showings in just 3 weeks — which indicates healthy buyer interest at the current price level. The Westchester market for 4-bedroom colonials remains active, with average days on market at [X] days.
Our counter of $535,000 represents a meaningful reduction from the asking price and aligns directly with comparable evidence. We believe this creates a fair basis for both parties to move forward.
We would welcome the opportunity to discuss this further. Our seller is flexible on closing timeline if that helps bridge any gap.
Please let us know how your client would like to proceed.
Best regards,
[Your name]
↻ Replay conversation
Knowledge Check
When explaining a price reduction to a seller, what approach works best?
A
Tell them directly that they overpriced it
B
Blame the market and suggest waiting for conditions to improve
C
Frame it as the market providing new information rather than the seller being wrong, use comparable data and viewing feedback as evidence, and make a clear recommendation with a timeline
D
Avoid the conversation and hope an offer comes in
Sellers are emotionally invested in their home's value. Telling them they were wrong puts them on the defensive. Framing it as "the market has given us feedback" makes it feel collaborative rather than confrontational. Backing it up with data — viewing numbers, comparable sales, competing listings — makes the recommendation evidence-based rather than opinion-based. A clear recommendation with a timeline gives them a path forward.
Multi-offer situations and difficult buyers
AI can also help you navigate more complex scenarios.
Multi-offer situations. When you have multiple offers, use AI to draft communication to all parties: "We are pleased to confirm that [property] has received multiple offers. We are inviting all interested parties to submit their best and final offer by [deadline]. Please include your offer price, funding position, proposed timeline, and any conditions." Having a template ready means you handle these high-pressure moments with professionalism.
Difficult buyers who keep negotiating after agreeing. Draft a firm but professional response: "We note the request for a further £5,000 reduction following the survey. The survey identified [issue] which our client was already aware of and which was reflected in the agreed sale price. Our client's position remains at the agreed figure of £X. We would encourage your client to proceed on the agreed terms."
Chain management. When a chain is at risk of collapsing, AI helps you write to all parties simultaneously with clear updates, timelines, and proposed solutions. Calm, professional chain management communication saves more deals than most agents realise.
The point is not that AI negotiates for you. It gives you the words and structure so you can negotiate better, faster, and with less stress.
Final Check
What is the main benefit of using AI for negotiation scripts?
A
It guarantees that every negotiation will succeed
B
It helps you prepare responses for every scenario in advance, so you always have data-backed, professional language ready — even under pressure
C
It removes the need for human judgment in negotiations
D
AI can negotiate directly with buyers and sellers on your behalf
AI does not replace your judgment — it enhances your preparation. When a low-ball offer lands at 5pm on a Friday, you do not need to scramble for the right words. You have a data-backed counter-offer framework ready. When a seller needs a difficult price reduction conversation, you have a script that balances empathy and evidence. Preparation is what separates agents who close from agents who hope.
AI-powered negotiation is not about replacing your instinct. It is about giving your instinct the right words and data to work with.
🏠
Day 17 Complete
"The best negotiators are the best prepared. Use AI to build a library of data-backed scripts for every scenario — from low-ball offers to price reductions to multi-offer situations — so you always have the right words ready."
Tomorrow — Day 18
Lead Generation with AI
Tomorrow you'll use AI to create lead magnets, landing pages, and ad copy that attract qualified buyers and sellers.