Our fast-paced, low-inventory seller’s market is crazier than ever, and though we know these conditions won’t last indefinitely, it looks like our buyers will have to buck up for at least a good while longer. To get themselves into a desirable new home these days, buyers have to be a lot more than just speedy—they have to come ready to play. How can we as agents put them in the best position to win out against heavy competition? 

Today I’m sharing the 11 steps that have become practically become prerequisites to catching a seller’s attention and maximizing your buyers’ chances. First, we need to understand that this is no market for pre-qualified buyers. Pre-qualifications are basically quick phone calls and online surveys; any listing agent worth their salt will only consider buyers who actually have pre-approval.

Cited below for your convenience are timestamps that will direct you to various points in the video. Feel free to watch the full message or use these timestamps to skip to topics that interest you most:

0:36 — Step No. 1: Prep your client on the current market 

1:37 — Step No. 2: Make sure your client gets pre-approved 

2:21 — Step No. 3: Call the listing agent

3:28 — Step No. 4: Don’t include concessions 

4:12 — Step No. 5: Remove contingencies

4:28 ― Step No. 6: Advise your client to put down additional earnest money 

5:35 — Step No. 7: Include an escalation clause

6:25 — Step No. 8: Have your client offer to pay cash above a low appraisal  

7:35 — Step No. 9: Have your client write a personal letter to the seller

7:57 — Step No. 10: Make sure your offer is complete and 100% error-free

8:26 — Step No. 11: Make sure your client’s offer is attractive (e.g., key verbiage and video)

9:12 — Wrapping up today’s topic

Hopefully you found these steps empowering. If you have questions or comments regarding any of these 11 steps, feel free to reach out via phone or email anytime. I’d be happy to have a more in-depth chat with you about what it takes to help buyers win in this ultra-tight market.

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