As a buyer’s agent, what do you do to get your offer accepted? If you are doing any of these seven behaviors listed below, it’s time to stop now.
1. Stop being aggressive
People want to deal with who they like. They also want to deal with individuals who make things easy because they’re skilled at their job.
Nobody wants to deal with a jackass. If you are pushy and aggressive when you call the listing agent, you could be hurting your client’s negotiation. Building rapport at a personal level and then showing the other agent you’re a skilled professional can make or break your deal.
2. Stop asking listing agents to justify their price and do your job
Asking the listing agents for comps might seem reasonable. But what may seem reasonable in a neutral market may not be seen as reasonable in an aggressive seller’s market.
From the listing agent’s perspective, it might also be reasonable for you to understand that not all properties will comp at the list price. Guess what? The seller will probably still get their asking price, even if it’s listed high.
It’s your job to educate your clients on the facts and guide them to decide if they want to take the risk with inspections and appraisal. This is why it is called a “seller’s” market. The buyer has less negotiation power. If you’re expecting the listing agent to do your job, stop it.
3. Stop shuffling papers
If you’re a paper shuffler who just submits an offer with no conversation, you may as well forget it. Your client’s chances of winning just went way down.
4. Stop lying
You may be feel annoyed at the mere suggestion of it, but if I had a dollar for everyone who called and said they were going to write an offer and didn’t, I would be rich.
What’s more, if I had a dollar for every time I discussed an offer with a buyer’s agent and then received something completely different, again, I would be rich. Both behaviors are lying. If you are going to change something, communicate it to the listing agent. Keep your word.
5. Stop texting
I love texting. Texting is for quick things like “sent” or “on my way” or “did you receive the addendum?” Texting long scrolls of information about negotiations is not OK. If you’re doing this, just stop it.
6. Stop being so one-sided
“But you don’t understand, I represent my client and take that very seriously!” I get it. I do. Representation is what we do, and, as REALTORS®, we also agree to a Code of Ethics to cooperate with other REALTORS®.
This isn’t tough. If you’re ticking off the agents and their clients on the other side, stop it!
7. Writing love letters to the seller
This is dangerous. If the listing agent has six other offers and selects your clients’ offer over all the others, could it be because they submitted a photo of them with their 2.5 white children who, by the way, attend the Christian school around the corner?
If so, you just opened up a can of Fair Housing. It’s best to leave the love letters to the lovers and not have them be a part of your real estate transactions.
8. Submit an offer — and wait
If you are submitting offers and then waiting for the deadline with no communication to the listing agent or your clients, stop it!
If you write a timeframe on the offer, understand that is when your offer expires. This has nothing to do with when the seller will accept an offer or the seller’s timeframe. Calling and checking in regularly with the listing agent is offering great representation to your buyer.
It also allows you to give client updates of “nothing yet,” so your clients can see you are on top of things.
There are so many things that can be done to help the other agent and the seller understand why your client is the one for their home. This is why they call it work. The truth is, when you work the work—it works.
When you don’t, well, you sell fewer homes.