You’ve worked hard for months showing many homes to your buyer client and they are finally ready to make an offer. You draft the offer and you are ready to send it over to the listing agent.

Are you one of those REALTORS^® that makes little effort? Or do you take some time to make sure your clients offer will be taken seriously and with proper consideration? Do you add value?

Here’s a Poor Approach

Get the listing agents email address. Attach the offer. Press send. Hope for the best.

Here’s a Superior Approach

1.  Find out what’s important to the seller. You may have to contact the listing agent first and ask some questions. You can use your first offer as a probe. It enables you to make a proposal to the seller that may or may not be acceptable. In general, the seller wants the most amount of money in the shortest period. They may also want the least number of contingencies and if they are agreeing to leave fixtures and fittings, they will want to leave only those that have no value to them.

2. Try to match what the seller wants, to what your client wants. In general, the buyer wants to pay the least amount of money and to take possession at a time that suits them. They may also want to include a full set of contingencies with as much time as can be agreed, to satisfy them. In most cases, they will try to secure ALL fixtures and fittings, (they could always sell them later). In other cases, they may insist some fixtures be taken away at the seller’s expense, for example a non-working hot tub or perhaps a pool table.

3. When you email the offer over to the listing agent don’t miss the opportunity to build a case for your client. Why not add a short “client bio” or perhaps have your client write a nice letter of introduction to accompany the offer? You can share a lot of helpful information that would make the seller confident to cooperate with your buyer. Or you can use the extra information to “speak to the seller’s heart” without giving away sensitive information, for example that your client will pay than is offered, or their motivation for purchasing etc.

Remember its your duty to do all that you can to help your buyer secure the home of their dreams. Don’t take short cuts.

About the author:

You can read more about the author of this blog by clicking this link - Stuart Neal Broker Owner & REALTOR^® .

You can watch and hear Stuart share other ideas on his You Tube Channel: Stuart Neal Real Estate Career Mentor & Coach.

Want more information about becoming a team member or Associate REALTOR^® with Ambergate? Call Stuart our broker owner at: 780-760-2014 ext. 3 or go to our Careers page - Vital Home Realty Careers.