Counseling Buyers In A Multiple Offer Market
Is it just me, or is counseling your buyer on writing a winning offer a bit stressful?
They want answers to things like “how high should I go” that you can’t answer. And price is just a portion of the conversation. That one seems easy compared to the waiving of contingencies that is going on right now.
So how do you counsel buyers, and feel like you are representing and protecting them, so that they are successful?
Here are some things you can do to counsel your buyers for success:
- Don’t apologize for the market. The reality is that for many of you, your buyers are competing against escalation clauses, waived financing and inspection contingencies and more. Yes, it’s a lot to ask of a buyer, but it is the way the market is. You didn’t create it. Your job is to position your buyer in the best possible position to be successful in it. Honesty, while uncomfortable, is definitely best in the long run.
- Every buyer comes to terms with the market in their own time. The honest truth of the current market is a lot for a buyer to wrap their head around. They might not be willing to “go there” on their first offer, because while they trust you, it all seems a bit insane. Let it go. How they write the second offer will tell you if they are ready to truly get in the game.
- Shift your mindset to “My buyers win on their first offer.” It’s possible. Make it so.
- Help your buyers set boundaries for each house. Have conversations about under what terms is it the right house for them, and at which point are they comfortable letting someone else have it. It’ allows them to feel empowered no matter what the outcome.
- Don’t underestimate the power of a well packaged offer. Did you email over 15 different attachments that the listing agent has to compile and dig through to determine what your clients are offering? Or is it all neatly packaged with a letter from the lender, a love letter from the buyer and a summary sheet highlighting what makes their offer amazing? Sellers and listing agents are looking for the easy “yes” to stand out. Make it easy for them to say yes to you.
Properly counseling clients is about giving them the information that they need to be successful, and then letting them make the decision.
Yes, you can absolutely bond with them over the fact that some of this stuff is just crazy, but it doesn’t change the market. So have a good laugh, and then get down to business.
Your clients will appreciate the value that you bring, and you will be much more successful in our offer negotiations.
To your success!
Nicole
Signup to receive Nicole's blog posts via email weekly:
Other Posts
Bet On Yourself VS The Market
Last week I shared how the end of August is a weird time – wanting to savor summer, while also shifting back into work mode. Turns out I’m not the only one this happens to! Thank you for all of the notes and feedback. I’ve found that when I’m not taking action, I spend WAY…
I Used To Dread The Last 2 Weeks Of August
Thirty years in real estate has taught me a lot of things. One of the best is this: I can finally see my own patterns. Like the one where I get twitchy every year mid-August. Part of me wants summer to stretch on forever. Part of me is itching for routine, order, and the satisfaction…
Beliefs = Actions = Results – It Matters Where You Start
August is an interesting month for me. I’m savoring the relaxed pace of summer, while also starting to think about Fall and shifting back into work mode. With a shift in focus I naturally start wondering what will happen. Will I be busy? Where will my clients come from? Will they be buyers or sellers?…
What Do You LOVE About Your Business?
I’m back!!! There’s been a lot going on lately, (more on that in a later post) and it’s been a few weeks since I’ve sent you a note. Needless to say, I’ve missed you! I’ve been moving through a lot of ‘life’ lately, and there’s been a common thread in my business that has surprised…
How Do You Want Summer To Feel?
Summer is often a season of expectations not meeting reality. I used to think my perfect summer meant iced tea on the patio while reading every day. For the record, that’s never happened. And for a while, I felt bad about it — like I was missing out, like I was doing summer wrong. Until…
You’re Not Behind, There Are Infinite Options
Your in box is about to fill up with emails about us being 1/2 through the year. You know – the ones that ask if you’re on track with your goals, and offer a solution to whip you into shape for the next 6 months. If you are having a great year – I celebrate…
Letting Go Of The Hustle Sounds Great, But You’ve Got a Business To Run
To be clear, I am 100% for less hustle, more flow, manifesting, receiving, regulating my nervous system, and letting things be easier. But somewhere between: “That sounds amazing” and “I’m a real estate agent – I need to generate clients and sell houses to earn an income” Things can get confusing. Because no matter how…
The Beauty of Not Doing It Alone
Thank you for being part of this community! I learned something beautiful and powerful last week. It was vulnerable to post about recalibrating, and being in the messy middle of grieving. Yet the conversations, emails, texts and notes have meant to much. To know that we are not alone is one of the greatest gifts…
Recalibrate In a Business That Runs 24/7
It happens to me every year about this time. The need to recalibrate. In a business that can run 24/7 – it’s easy to look up one day and realize, your batteries are drained and there’s no break in sight. Side note – It doesn’t have to be a 24/7 thing, but that’s a topic…
It’s Okay For Things To Be Different
I often find myself comparing things. I compare my business this year to years past.I compare my health and fitness to where I was 10 years ago.I compare how I show up and experience different life events. On the one hand – it makes perfect sense. Our brains crave predictability. It calms our nervous system.…