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