My argument when a seller says the land is assessed as $X...

[Brian Huber]

Hi, I've come across a few sellers, who when I give them an offer and it's low because their place is a wreck, they reply, "Well, the land alone is worth $X."  What is my retort?

In conversations with others, could my argument be, "The land may be assessed at that number, but assessments are almost never in sync with the current market."

OR

"The fact that your house needs so much work actually lowers the value of the land."

Is that last one accurate? Any other ideas you have on this would be great! Thanks!