The Offer Process
Part 1: How to make offers sellers love
Your offer needs to stand out in a multiple offer situation, but how do you do that when everyone is offering the same price?
- Step 1 – Start by contacting the listing agent and building rapport with them so they want to work with you. Do all your research about the home before you call so you can ask questions if you need to. Remember – both you and the other agent want to get the home sold. So approach the conversation like you’re both on the same team.
- Step 2 – Present your buyers with a comparative market analysis, so they can see the real value of the home they are looking at. This will prepare them for putting in a proper offer.
- Step 3 – Call your lender and have them do a deep-dive qualification to make sure this deal doesn’t fall through in the end.
- Step 4 – Write up the offer. Do whatever you have to make your offer stand out – a shorter inspection period, shorter closing, etc.
- Step 5 – Have the lender call the listing agent to impress upon them how strong your buyers actually are. This will impress the agent and make your offer stand out.
The Cheese Letter
Some call it cheesy, I call it genius. The Cheese Letter is a letter from the buyer to the seller, telling them why they love the house, how they can see their kids playing in the yard, etc. It pulls on the sellers’ heartstrings because – let’s face it – people want to know that the home they love will be treasured by the new owners. Make sure to include a picture of the family that’s buying the home.
Part 2: Closing the deal
Closing can be a scary time for your clients. Many times, they’ve saved for years and years to make this purchase, and they’re extremely nervous. Make sure to focus on these four things to keep them calm and collected and provide a true 5-star experience all the way to closing!
- Focus 1 – Call your buyers every week just to check in with them. They may not have questions, but you checking in will make them feel looked after and remind them that you care.
- Focus 2 – Keep your clients up to date on all deadlines. Make sure they know when the inspection is happening, when the loan commitment is due, everything. They’ve got a lot going on – so remind them and keep reminding them since they are likely to forget something.
- Focus 3 – Celebrate every win with your buyers! When the inspection comes back, celebrate! Text them on closing day with a “Happy Closing Day!” first thing in the morning.
- Focus 4 – Right after closing, make sure to take a video and picture. Nobody is happier than right after they close on a house! That’s a great time to get a testimonial video and review, too. And don’t forget to bring a closing gift for your clients!