Why Southwest Florida Buyers Are Starting Below Asking Price And Getting the Deal

Written by:

Alejandra Rodriguez

Date:

06 Mar 2026

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Just a year ago, buyers in Southwest Florida who offered below the asking price risked being ignored. Today, starting negotiations well under list price is not only accepted but often effective.

Mary Bartos, team leader of The Bartos Group at Premiere Plus Realty, recently helped a buyer secure a home after starting negotiations $350,000 below the $1.55 million asking price. After weeks of negotiation, both sides agreed to meet in the middle. Bartos says the buyer’s decision came down to emotional fit: “The wife fell in love with it. She could see her life in that house with her kids and grandkids running around.”

This kind of bargaining was unheard of during the pandemic, when buyers competed with cash offers and skipped inspections just to secure a property. Now, with inventory rising and homes sitting on the market longer, buyers have gained significant leverage.

What’s Changed for Sellers and Buyers

Across Collier County, the number of homes for sale has doubled in the past year, growing from about 3,762 to over 7,000. The average days on market has climbed from 56 to 97. Sellers who once expected immediate offers are now waiting weeks or months before seeing serious interest.

“Price sells all things,” Bartos says. She notes that the market now dictates the outcome, regardless of a seller’s expectations.

Higher mortgage rates have also reduced the pool of qualified buyers. With more inventory and fewer buyers, the balance of power has shifted. Sellers are finding they need to adjust prices and expectations to attract offers, while buyers are more willing to negotiate aggressively.

How Savvy Buyers Are Approaching the Market

Bartos works with investors and second-home buyers who approach each deal with a clear strategy. One client, who owns 10 properties on Marco Island purchased through Bartos’s team, sums up his approach: He focuses on buying at the right price, knowing that’s where the profit is made.

This disciplined attitude is spreading among buyers. Many now submit low offers on several properties simultaneously, waiting to see which sellers are willing to negotiate. “I will put in a $1 offer if that’s what you want,” Bartos says. The goal is to test seller motivation and see who is willing to make a deal.

Some buyers start 20% to 30% below the asking price, expecting to land somewhere in the middle after negotiation. Others are prepared to walk away if sellers refuse to adjust. The process has become a numbers game, with buyers methodically seeking out the best opportunities.

A Case Study in Pricing and Patience

Bartos recalls a recent listing that had languished on the market for more than 400 days with two other agents. When her team took over, they repositioned the property with a more competitive price and increased marketing efforts. The home sold in 145 days. The main factor, Bartos says, was aligning the price with current market realities and reaching the right pool of buyers.

“Most of my sellers don’t have to sell right now,” she explains. “But if they want to move, we have to get the price compelling.”

Advice for Buyers and Sellers

For Buyers:

Aggressive offers are now part of the landscape. Starting negotiations well below the asking price is reasonable, especially when inventory is high. Bartos encourages buyers to make multiple offers on different properties to see which sellers are most motivated. “You can do that based on a contract,” she says.

For Sellers:

Realistic pricing is essential. Bartos advises sellers to review their listings with their agent every 3 weeks, examining showings, online activity, and buyer feedback. If offers aren’t coming in, it’s a clear sign the price needs adjustment. “I can throw a billion dollars at marketing,” Bartos says, “but if the price isn’t right, it’s never going to sell.”

For Those Waiting:

Now is not the time to sit on the sidelines. The market is stable, and increased inventory means more options and greater negotiating power for buyers. Bartos sees renewed confidence among buyers: “They feel secure in the government, they feel secure in the stock market.”

The Limits of Lowballing

Low offers are most successful when sellers have a clear reason to move, such as a job change, downsizing, or relocating to be near family. Sellers who aren’t motivated will likely wait for a better offer. Bartos emphasizes the importance of understanding a seller’s situation: “Why are they moving? If we don’t know that as a team, we may just throw money at something.”

What This Means

Southwest Florida’s real estate landscape has changed. Buyers who once faced intense competition are now dictating terms, and sellers who expected quick sales are learning to negotiate or lower prices. For buyers, starting low is a practical strategy. For sellers, accurately pricing and responding to market feedback are now essential.

Sellers worried about going too low should remember that buyers are equally cautious about overpaying. Both sides are seeking fair value in a market that has become far more balanced.

Looking Ahead

The current market offers opportunities for both buyers and sellers who are prepared to be realistic and flexible. Buyers have regained negotiating power, but motivated sellers can still achieve strong results if they price appropriately and engage with serious offers.

As Southwest Florida’s market moves further from the frenzy of the pandemic years, success now depends on understanding local trends, responding to real-time feedback, and being willing to negotiate. The days of bidding wars and instant sales have passed, replaced by a more measured pace that rewards preparation and strategy on both sides of the table.

About the Expert: Mary Bartos is the team leader of The Bartos Group at Premiere Plus Realty, based in Marco Island, Florida. Her team of over 40 agents serves buyers and sellers across Southwest Florida’s luxury coastal markets, from Cape Coral to Marco Island. The team closed approximately $250 million in sales in 2025.

This article is based on information provided by the expert source cited above. It is intended for general informational purposes only and does not constitute legal, financial, or real estate advice. Readers should conduct their own research and consult qualified professionals before making any real estate or financial decisions.