The Best Way to Price Anchor Sellers Without Losing the Deal

Name: The Best Way to Price Anchor Sellers Without Losing the Deal
Uploaded: 2025-09-29T23:30:44+00:00
Duration: 33 s
Channel: Jake Burhans
Description: In this brief monologue, real‑estate negotiator Jake Burhans explains that the most effective way to price‑anchor a seller is to use vague range…

29 Sept 2025 · 1 min

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In this brief monologue, real‑estate negotiator Jake Burhans explains that the most effective way to price‑anchor a seller is to use vague range descriptors such as “low 4s,” “mid 4s,” or “high 4s” rather than precise dollar figures. By framing the offer in broad terms, the seller perceives the proposal as less calculated and more impersonal, making it easier for them to reject without feeling insulted. Precise ranges (e.g., $440,000‑$450,000) appear more thoughtful and can come across as disrespectful, potentially damaging the negotiation. Burhans recommends adopting the low/mid/high phrasing early in the call to keep the discussion flexible and less confrontational.

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I'm telling you right now, the best verbiage to use to price anchor a seller is low, mid, or high 6s, 7s, 3s. It makes it seem very uncalculated and less personal. So if the seller wants $550,000 for the property, you're like, yeah, we'd have to be in the low to mid 4s, it's easier for them to just say no, heck no. Versus if you're like, yeah, we'd have to be in the, you know, $440,000 to $450,000 range, it seems like we put more time into it. It's a little bit more insulting. So Use the verbiage, we're in the low 4s or the mid 4s or the high 4s when you're price anchoring a seller early in the call.