Buyer Agent Training – Learn the Realtor scripts and talking points to use with listing agents and home buyers in multiple offer situations.
Today we are going to talk about buyer agent training. Specifically, how buyers agents should prepare to negotiate multiple offers in this current low-inventory market. It is an absolutely crazy time to be a buyers agent. You are competing against desperate home buyers and their desperate buyers agents. Everyone wants their offer to get accepted. Listing agents are fatigued and overwhelmed. Buyers agents must prepare and train for these situations in order to get the upper hand and ultimately get their offer accepted.
VIDEO: Buyer Agent Training – Negotiating Multiple Offers
It’s all about mindset
As a buyers agent, if you have two or three buyers you are currently working with, there is only so much you can do. You give them all the information they need. You show them every house available on the market. And you make the offers they ask you to. But ultimately, it’s out of your control. You can’t control the listing inventory. And you certainly can’t control the other offers that are going out on the homes your buyers are interested in buying.
This is where the mindset shift needs to occur. Lead generation must continually take place so that you can build up a bigger pipeline of buyers. Instead of focusing on only two or three buyers at a time, work on getting 12 or 13 buyers. It’s a numbers game! The more buyers you have to work with, the more likely you will go under contract with one of them at any given time. Create a pipeline mindset instead of a purely customer service mindset. At ICC, when we work on buyer agent training, of course customer service has its place! But we always push our clients to shift their focus toward lead generation and building that pipeline.
Buyer Agent Training: Take our online course
Learn how to leverage your networks to get buyers on your side. We’ll teach you all the tips, tools and techniques you need to address buyers’ unique needs, get them in the door for a proper appointment, make the most of your consultations, and get them on board as your clients. When it comes to buyer agent training, this is the masterclass! Enroll by clicking the link below.
Tips for buyers agents to get offers accepted
- Set healthy expectations with your buyers from the get-go. This is a crazy market. Tell your client that you may need to make multiple offers on multiple homes. You also may need to remove some contingencies to make your offers more appealing. Mention that you expect to see more than ten offers on any given property you look at together.
- Educate your buyers and “hit hard” the first time. Teach your buyers the options they have to make their offer the most appealing. You can’t rely on counteroffers in this market, so you really need to come in with your highest and best right away. Use your lender or other trusted vendor to partner with you in educating your client.
- Storytelling and building a good relationship with the listing agent. From the first time you reach out to a listing agent to see a house, begin sharing information about your buyer and why they are qualified. This appeals to the listing agent’s need to find good buyers for their client. You are opening up your relationship by sharing that your buyer is serious, qualified, and represented by someone who cares to make the transaction smooth.
Use these tips and be sure to take the buyer agent training course, The Buyer Lead Conversion Process. You’ll feel more confident as you approach making offers in this hot market.
How do you get offers accepted?
In this crazy hot market, we want to hear from you. What are you doing to get your offers accepted? What strategies are you using that seem to be working? Share your tips and tricks with us in our Facebook group, The Real Estate Agent Round Table. We’d love to hear from you.
And, if you need more help with negotiating in multiple offer situations, reach out. Get an ICC coach in your corner! Book your free consultation call today.