Home News Personality Counts: Making a Good Impression Can Boost a Buyer’s Chances in a Competitive Market

Personality Counts: Making a Good Impression Can Boost a Buyer’s Chances in a Competitive Market

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It’s a dirty little secret in real estate that brokers tend to admit only in each other’s companies. To win over a seller, the buyer’s personality is important.

Steven James, President and CEO of Berkshire Hathaway Home Services New York, said: “Honestly, in some of these situations, it’s not about money, it’s about feelings.”

If a buyer is looking to compete with multiple other offers, there are several ways to personally influence the seller (and their agents) to win them over.

Most agents say they advise sellers to: Put personality aside and focus on the price and terms of your offersome admit to subtly claiming on behalf of buyers who have left an impression on them.

“They are really biased, whether they know it or not,” said Compass real estate agent Lori Abbey. Denver.

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“I hear this almost every day with my brokers, like, ‘Oh, I showed my new listing to the most adorable couple yesterday. They’re perfect for this house. I love them.'” Mr James said. “Now, if an offer comes from them that is very close to another buyer’s offer, who do you think has the advantage in that situation?”

James recommends that buyers make a good impression right away.

“It starts the moment you walk through the threshold,” he said. “You need to recognize that the agent recognizes you and that you are as accommodating as possible.”

He warns that buyers often make the mistake of trying to play hardball too early.

“Some buyers have gotten properties they really like, but they feel they have to let go because they think that’s how they get a lower price,” James said. “Well, it never works.”

Instead, he suggests: Never demand. Buyers who may have concerns about the property can have their agent handle the listing agent later.

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“You need that agent to want the seller to sell you,” James said.

Abby is listing agent What are the terms of the offer that matter most to the seller? Does the family want to stay in the home for 60 days after closing? Is it more important to close as soon as possible? Buyers and their agents can structure their offers accordingly.

The personalization of your offers doesn’t stop there. Abbey even looked up sellers on Facebook and tailored offer letters based on their profiles. In one instance, I noticed that a seller had a family dog ​​that resembled a client’s dog. In the offer, the buyer attached a photo of her family, including a dog. In another, she learned from her seller’s agent that they were theater fans, so she included tickets to a show at the Denver Center for the Performing Arts to sweeten her deal.

“Buyers can’t be too strong,” she said. “Sellers want more, more, more, more”


Overflowing love letters may do more harm than good

In the past, Abbey wrote “love letters” to buyers and sellers, detailing why they liked the home. But last year, the National Association of Realtors advised realtors to stop the practice. link for this? They say a love letter not only gushes about the home, but may also reveal the buyer’s sexual orientation, religion, or race, prompting the seller and his agent to pursue discrimination accusations under the Fair Housing Act. He warned that it could be susceptible. Selling homes from discriminating people based on race, gender, religion, disability status, country of origin, or family status.

Since then, Abby stopped writing letters. Other agents agree that the risk the letter poses is not worth it.

“You have to be really careful about what you say in these letters,” said Judy Zeder, a sales associate at the Jill’s Zeder Group in Miami. They’re starting to sound very similar.”

This practice has become so common that many sellers say they don’t even see the letters anymore.

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Choosing an agent with a strong network

Ultimately, says Zeder, the most important relationship is not the relationship between the buyer and the seller, but the relationship between the buyer and the seller’s agent.

“If agents know each other, they may know that they work hard to make deals happen because they have worked together for a long time,” Zeder said.

Reputation matters. Abbey admits she has a “list” of agents she doesn’t want to work with because they are difficult to work with or may try to negotiate last-minute price changes or unforeseen circumstances. increase. Buyers who deal with such agents could automatically be at a disadvantage, she said.

Reputation also works in the opposite sense.

“I told my listing agent, ‘I trust you. rice field. This makes her clients more likely to be selected from a pool of good offers.

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Nothing beats a fixed offer

Most agents agree on one thing. That said, every personal touch in the world doesn’t matter if the offer isn’t strong.

“The clearer the offer, the more likely we are to get the property,” says Zeder.Arrange financing in advance, make a cash offer, or hold out Deposit It’s a quick way to get your offer noticed.

Agents are encouraged to create backup offers even if the buyer’s offer was initially overlooked.

Buyers back out for all sorts of reasons, Zeder said. They may identify problems with the home during the inspection, get a poor valuation, or buyer regret. A strong backup offer can also discourage the seller from cooperating with the initial offer.

“Usually, if the original buyer tries to renegotiate or renegotiate the property, they are more likely to receive an offer,” says Zeder.

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Beyond the numbers game, showing enthusiasm doesn’t hurt. Abbey knows from her experience that buyers who are excited about a property tend to be more accommodating during appraisals and inspections, and rarely try to renegotiate at the end. Ultimately, it can benefit the seller.

“Sellers want to make sure they pick the right one the first time, because that’s the most profitable way to go,” says Abbey.

James said some sellers will take the time to work with buyers they deem suitable for the property.

“Then the seller could say to the agent: ‘Go back to that couple’s agent and see what their story is. They can really afford this and this They look great for home – let’s see if we can get them.

“They may have lived there and raised their families there,” James added. “For them, it matters to some extent who they sell the house to.”

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