# Winning in Multiple Offers ### **Representing Buyers in Multiple Offers** ##### **Purpose:** To outline a clear, step-by-step process for representing buyers in a competitive, multiple-offer environment. This procedure ensures that clients are fully prepared, protected, and positioned to win while remaining compliant and professional. --- ##### **1. Prepare the Buyer Early** A winning offer starts well before offer night. Set the foundation with strong education and documentation: • Conduct a full **Buyer Presentation** to set expectations. • Review and complete a **Buyer’s Checklist** (include financing, timelines, preferences). • Ensure the buyer is **pre-approved** with a reputable mortgage specialist you trust. • Sign a **Buyer Representation Agreement** to formalize your relationship. • Conduct a **Comparative Market Analysis (CMA)** for the area and educate your client on likely price ranges. • Discuss the risks of waiving conditions (e.g., home inspection, financing) and have the buyer sign **OREA Form 127 – Buyer Acknowledgement of Conditions Not Included** when necessary. --- ##### **2. Finding and Researching the Property** • Check **REALM daily** to stay ahead of new listings. • Know your inventory and be quick to react. • Research properties in advance: • Use **GeoWarehouse**, public records, and municipal data to verify property information. • Review zoning, permitted uses, and check for existing surveys or easements. --- ##### **3. Understanding and Using Bully Offers** • A **Bully Offer** is submitted before the scheduled offer date in hopes of beating competition. • If you’re using this strategy, **bring your absolute best** offer early, with strong price, terms, and deposit. • This strategy can be used regardless if the listing allows for pre-emptive offers. • Clearly communicate the strength of your offer and be prepared to act quickly. --- ##### **4. Writing a Strong Offer** Your offer package should be clean, clear, and compelling. It should include: • A **competitive price** aligned with or ahead of market value. • A **strong deposit**, ideally included with the offer as a copy or certified confirmation. • **Minimal or no conditions**, where appropriate and with proper buyer disclosure (see Form 127). • A **buyer’s personal letter** to connect emotionally with the seller (if appropriate). • **Pre-approval letter** from their lender. • Full, clean, and professionally typed offer with Form 801 attached. --- ##### **5. Offer Communication Strategy** Communication is key in winning multiple offers: • Call the listing agent early to introduce yourself and your client. • **Register your offer early** via BrokerBay and confirm receipt. • Stay in contact throughout — confirm all documents have been received and ask about offer presentation details. • If possible, **present in person** or by live video to humanize your buyer. • Keep communication professional and timely. Always follow up written messages with a call. • Encourage the listing agent to **give you another chance** if a top offer is close. • Avoid relying on texts or casual email for negotiation — ensure everything is in writing and properly documented. --- ##### **6. Manage Expectations & Ask the Right Questions** Prepare your client mentally and emotionally for the process by asking: 1\. “Will you be upset with me tomorrow if it sells for more than you offered?” 2\. “Will you be upset with me tomorrow thinking I pushed you too hard?” These questions help the buyer reflect honestly on their comfort level and guide you in delivering the right offer strategy. --- ##### **7. Post-Offer Etiquette** • Win or lose, follow up with the listing agent to gather feedback. • If your offer was not successful, debrief with your buyer and revisit other options quickly. • If accepted, confirm timelines, send the deposit, and transition to next steps (inspection, lawyer, lender). --- ### [Training for Winning in Multiple Offers ](https://www.youtube.com/watch?v=Al7mOyealXI)