Introduction:

When selling your home in Japan—especially if it's an akiya (vacant house) or rural property—you may receive offers well below your asking price. While frustrating, lowball offers are a common part of the real estate process and don’t necessarily mean the buyer isn’t serious.

This guide will show you how to respond strategically to low offers, maintain buyer interest, and negotiate confidently to reach a win-win deal.

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1. What Is Considered a Lowball Offer in Japan?

A lowball offer is typically:

• More than 10–20% below your asking price
• Not backed by any justification (e.g., condition, repairs needed, market trends)
• Presented without much explanation

These kinds of offers can feel disrespectful or discouraging, but they’re often just a buyer’s way of starting the negotiation process.

2. Don’t Take It Personally

Receiving a low offer doesn’t mean your home lacks value—it may just reflect:

• The buyer’s strategy to get the best deal
• Uncertainty about renovation costs
• Misunderstanding of local property values
• A sign the buyer is testing the waters

✔ Stay calm and view the offer as an opportunity to open a dialogue.

3. Evaluate the Offer Objectively

Before responding, ask yourself:

• Is this buyer pre-approved for financing or offering cash?
• Are there other homes for sale nearby at similar or lower prices?
• Are there defects or renovations needed that could explain the offer?
• Have other buyers expressed serious interest?

✔ If your home has been on the market for a while, the offer might reflect the current demand more accurately than your original price.

4. Keep the Conversation Going

The worst response to a lowball offer is silence. Instead, respond professionally:

How to reply:

“Thank you for your offer. While the price is lower than expected, we’re open to negotiation. Let’s explore if we can find a number that works for both sides.”

This keeps the buyer engaged and signals that you’re reasonable, which encourages them to reconsider.

5. Counter Offer with Supporting Rationale

Respond with a counteroffer backed by logic:

• Recent comparable sales in your area
• Renovation costs already factored into the asking price
• Unique features or upgrades

Example:

“The asking price already reflects the cost of recent improvements, including a new roof and plumbing system. However, we’re willing to consider ¥X as a middle ground.”

✔ Showing you’ve done your homework builds credibility and helps justify your number.

6. Offer Incentives Instead of Dropping the Price

If you don’t want to reduce the price too far, try offering non-monetary incentives:

• Covering a portion of the closing costs
• Including furniture, appliances, or garden tools
• Offering flexible move-in dates
• Paying for a home inspection or minor repairs

✔ These perks can make your offer more attractive without lowering your bottom line.

7. Know Your Walk-Away Number

Before entering negotiations, decide your lowest acceptable price. This gives you a firm foundation when offers come in.

✔ If the buyer won’t meet your minimum, it’s okay to politely decline and move on.

Example:

“We appreciate your interest, but we’re unable to go below ¥X. Please feel free to reach out if your budget changes.”

8. Consider Market Conditions

The Japanese housing market can vary dramatically depending on:

• Urban vs. rural location
• Property age and condition
• Demand for akiya or traditional homes

✔ If it’s a buyer’s market, you may need to be more flexible. In a seller’s market, you can hold firm.

9. Work with an Experienced Agent

A skilled real estate agent will:

• Screen serious buyers from time-wasters
• Help you prepare a strategic counteroffer
• Protect your interests without scaring off the buyer
• Keep communication professional and productive

✔ If you’re unsure how to respond, your agent can handle negotiations on your behalf.

Final Thoughts: Turn Lowball Offers into Real Opportunities

Low offers can feel disappointing, but with the right mindset and approach, they can lead to successful sales. Remember:

✔ Stay calm and respond with professionalism
✔ Justify your pricing with facts, not emotion
✔ Be open to negotiation but know your limits
✔ Work with experts who can guide you through the process

At Old Houses Japan, we help sellers navigate offers with confidence and connect with buyers who truly understand the value of your property. Ready to sell? Contact us today for expert guidance and support.