In real estate, one truth stands strong: buyers almost never start with their best offer. They test the waters, aiming low—hoping to get a deal, not the deal. So how do you, as an agent or negotiator, move past that first offer and unlock their real buying potential? Insert Pull Back and Squeeze.

What Is “Pull Back and Squeeze”?

It’s a two-step response designed to help you respectfully challenge a low offer—without damaging the relationship.

Let’s say you’re sitting with a potential buyer.

You ask, “What are you thinking for your first offer?”

They say: $800,000 on a property clearly worth more.

Now, this is where the technique kicks in:

Step 1: The Pull Back

You physically lean back—if you’re face to face—and respond with a look of genuine surprise.

Something like: “Whoa, I didn’t see that one coming.”

It’s important to say this lightly, not aggressively, signaling you’re not offended, but the offer is certainly unexpected.

Step 2: The Squeeze

Without missing a beat, you layer in some cheeky but respectful value reminders.

“Do you realise this one comes with the second storey as well?”

“You know you’re getting both the house and the land here, right?”

This is the squeeze—a gentle, rapport-driven nudge that reframes the buyer’s perception of value and challenges them to reconsider.

Why It Works

Buyers expect negotiation, but what they often don’t expect is confidence paired with charm. Pull Back and Squeeze works because:

  • It keeps the conversation open, not combative
  • It plants seeds of doubt about whether their offer reflects the property’s true value
  • It builds rapport—which is key in every successful deal
  • And most importantly, it signals that you respect the process but won’t give the farm away.

A Word of Caution

This approach only works if you’ve already built some level of rapport. Without it, your cheeky value reminders may come off as dismissive or sarcastic. But with the right tone and relationship, this strategy is gold.

Final Thought

The next time a buyer throws out a lowball offer, remember: don’t shut it down—pull back and squeeze.

Treat the offer with respect, show a bit of surprise, and remind them—subtly—of what’s really on the table. You’ll be amazed at how often the true offer follows shortly after.

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