1.Tell them that in the years to come when its worth a million dollars they wont remeber the price today and smile
2.Ask them if its worse than sitting in a dentist chair and smile. Then say, another $5000 is less than 1% more..
3.Say to them , its too hard to over pay in this market
4.Tell them if you were in their shoes at that moment you would put a bid in of so $_________
5. Remind that real estate is one of the few purchases in life that will actually go up in value unlike plasma tvs and cars.