As a For Sale by Owner, what should I know when negotiating my home price with an aggressive buyer’s agent?

January 13, 2025 | 714-336-0394 | Scot@CampbellRealtors.com | Broker of Record – Coldwell Banker-Campbell Realtors

Part of navigating the For Sale By Owner (FSBO) process in Huntington Beach is handling pushy Buyer Agents.

Selling your home in Huntington Beach without a real estate agent, also known as going the For Sale By Owner (FSBO) route, can be rewarding—but it comes with its own challenges.

Huntington Beach is a desirable coastal market, attracting buyers eager for beachside living and investors eyeing redevelopment opportunities. However, some buyer’s agents may see FSBO sellers as vulnerable or easy to pressure into unfavorable deals. By staying prepared and confident, you can ensure you navigate negotiations successfully and get top value for your property. Here’s what to know.

Why FSBO Sellers Face Aggressive Tactics

In a competitive real estate market like Huntington Beach, buyer’s agents are motivated to secure the best deal for their clients—and their commission. Some may assume FSBO sellers are unfamiliar with market trends or negotiation strategies and attempt to use this to their advantage. Aggressive agents may:

Submit lowball offers well below fair market value.
Pressure you with claims that your property is overpriced.
Employ pushy tactics to rush you into accepting unfavorable terms.
Offer a fair price, but include very unfavorable terms which ultimately can be a very “bad deal” for the seller.

This behavior can be intimidating, but by understanding your property’s true value and standing your ground, you can level the playing field and protect your interests.

Preparing to Sell FSBO in Huntington Beach

Preparation is your best defense against agents who assume they know more than you. Before you list your home:

Know Your Home’s Value
Research recent sales of comparable homes (comps) in your immediate Huntington Beach neighborhood. Understand that there are unique locational aspects of some homes in the Downtown, Huntington Harbour, Seacliff, and Edwards Hill areas of Huntington Beach that can impact value significantly. Be cognizant of school districts, and be sure your sales comparables include homes in your home’s school district. . Look for homes with similar size, condition, and features, and pay attention to ocean proximity, lot size, and upgrades. You could use tools like Zillow to build a price range, but keep in mind that the “mean error” reported by Zillow is about 8% for Southern California. Do not rely entirely on Zillow for your pricing decision.
Hire a Home Inspector
Invest in a pre-listing home inspection to identify any potential issues before they surprise you during negotiations. This allows you to make repairs or adjust your price accordingly.
Gather Your Documentation
Have all critical documents ready, including your inspection report, recent utility bills, property tax statements, and permits for upgrades or renovations. Providing this upfront shows confidence and transparency, which can dissuade agents from undervaluing your home.
Prepare Your Disclosure Packet
You must by State of California statute provide all the same disclosure information for your home as a For Sale by Owner as you would if the home was listed by a broker. IMPORTANT: If you do not disclose the defects you are aware of during escrow, the buyer can simply make a list of these undisclosed defects after close of escrow, obtain estimates for repair, and then file a lawsuit against you for the total cost of the repairs.

How to Handle Lowball Offers

Buyer’s agents targeting FSBO properties may start with a lowball offer and try to justify it by claiming your home is overpriced. Don’t let this shake you—respond professionally and assertively:

Ask for Their Valuation Sources: If they provide a Comparable Market Analysis (CMA), review the homes they’ve included. Verify that the comps truly match your property’s location, features, and condition. Agents sometimes include lower-valued homes to skew the numbers in their favor.
Counter with Confidence: If their offer is far below your list price, counter with a price 1-2% below your asking price. This shows you’re open to negotiation without undervaluing your property.
Highlight Your Property’s Unique Value: Remind the agent of desirable features, like ocean views, updated interiors, or proximity to Huntington Beach’s top amenities—Pacific City, Main Street, and highly rated schools.

Negotiation Tips to Stay in Control

Successful negotiations come down to power and perception. In Huntington Beach’s hot market, demand works in your favor—don’t let anyone convince you otherwise.

Share Limited Information: Avoid revealing details about why you’re selling or how quickly you need to move. For example, don’t share if you’re relocating for a job or downsizing. Keep the conversation focused on your property’s value.
Leverage Buyer Interest: Always communicate that there’s strong interest in your property. Even if you don’t have multiple offers, tell the buyer’s agent that others are scheduling second showings or have expressed serious interest.
Control the Timeline: Cash buyers often push for a quick close. Before agreeing, make sure the timeline works for you. If you need extra time, be upfront about it during negotiations.
Stay Calm and Collected: If an agent becomes pushy or aggressive, take a step back. Let them know you’ll review their offer and respond later. Confidence and composure often shift the dynamic in your favor.

Dealing with a Bully Agent

Unfortunately, some buyer’s agents may cross the line into bullying tactics. If this happens:

Remain Assertive: Stand your ground and don’t let their aggression rattle you. If necessary, take a break from the conversation.
Document Their Behavior: If an agent sends unprofessional or threatening emails, keep a record.
Call Out Their Conduct: If you feel comfortable, ask for their real estate license number. This signals that you won’t tolerate unethical behavior and may file a complaint with California’s Department of Real Estate.
Hire an Attorney: Even if you’re selling FSBO to save on commission, a real estate attorney can act as a buffer in difficult negotiations and ensure you’re protected legally.

Final Thoughts: FSBO Success in Huntington Beach

Whether your home offers ocean views, updated interiors, or access to Huntington Beach’s vibrant lifestyle, you hold the cards in a competitive market. Stay professional, stand firm, and you’ll be well on your way to closing a deal that reflects the true value of your home.

Yes, selling your Huntington Beach home FSBO can save you some commission money—especially with strong demand for coastal properties. By thoroughly preparing, understanding your home’s value, and maintaining confidence throughout negotiations, you can handle pushy agents and lowball offers with ease.

But, all the commission savings and much more can be “lost” if you do not disclosure the material defects in writing. Disclose, disclose, disclose.