GEORGIA 2-25-19

GEORGIA EDITION

Get the Biggest Recharge Out of Your Lunch Hour

PLAYING THE REAL ESTATE MATCHMAKER Untangling the Bidding War: A Buyer’s & Seller’s Perspectives

FEATURED AGENTS

JESSICA CROCKER BRIAN O'NEAL COVER STORY

Tiffany Stone

GEORGIA EDITION

is proud valon Home Inspections isTerri proudCagle to congratulate

to congratulate

BRIAN O’NEAL TIFFANY STONE 6

BRIAN O'NEAL

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TIFFANY STONE

on being featured for the State of Georgia in Top Agent Magazine!

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JESSICA CROCKER

JESSIC

When speakin Crocker – Ow tique agency G Tucker, Georg be impressed down-home ch industry know providing her service availa well-known, a her many buy their real estat

on being featuredCONTENTS for the State ofJessica’s Georgia desire to work in the real esta in Top Agent Magazine! her childhood. “I was in fourth grade,” sh

4) TAKE MY WORD FOR IT: THE POWER OF TESTIMONIALS & MAKING WORD-OF-MOUTH COUNT

18) HOW TO GET THE BIGGEST estate commercial on television. My m RECHARGE OUT OF YOUR and I decided in that moment that I w LUNCH HOUR agent.” Her mother’s response confused

‘well, you’d better marry a rich man,’ 24) UNTANGLING THEnoBIDDING laugh. “I had idea what she meant. T ASHI ACI & ICC Certified Inspector 8) PLAYING THE REAL ESTATE WAR: A BUYER’S & SELLER’S conversation until I grew up.” Instead of TERRI CAGLE | Senior Mortgage Loan Originator 404-578-7016 | info@avalonhomeinspections.net MATCHMAKER—FOLLOW THESE PERSPECTIVES tially, however, Jessica began a career NMLS #207639 | GRMA #28627 avalonhomeinspections.net 8 DATING RULES TO ENSURE YOU “I just didn’t enjoy that, though,” she sa 770-817-5126 (Direct) | 404-386-9183 MATCH YOUR CLIENT WITH THE years(Cell) of that, I got to a point where I cou tcagle@acopiahomeloans.com PERFECT HOME FOR THEM I’d wanted to do since fourth grade…an acopiahomeloans.com/tcagle and deliver good news for a change inst MOBILE APP: http://mtgpro.co/oej9c Jessica hit the ground running, and a 12460 Crabapple Rd, Suite 701 | Alpharetta GA 30004 Phone 310-734-1440 | Fax 310-751-7068 immediately. Currently overseeing a tea ly-dedicated and knowledgeable agents, mag@topagentmagazine.com | www.topagentmagazine.com for herself as an agent who can be con No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent client’s needsoffront and center durin Magazine is published by Feature Publications GA, Inc. Although precautions are taken toher ensure the accuracy published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. commitment to an ethical business etho To subscribe or change address, send inquiry to mag@topagentmagazine.com. ness that is based significantly upon rep Published in the U.S. perhaps the surest indicator of a job well petitive real estate industry. When asked Avalon Home Inspections Inc.

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The 4

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by showTop Agent Magazine

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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BRIAN O’NEAL With a client-first mentality and an emphasis on customer service, Brian O’Neal has grown SouthSide, REALTORS® to great heights. He entered real estate 12 years ago after being laid off from a major American automobile company. After working as an independent agent for a few years, he started his own company, which has now grown to over 90 agents. Based out of McDonough, Georgia, they serve the south side of Atlanta and are continually growing year after year. They are well known in the area and have gained the trust of a wide variety of clients. Currently, Brian works re-sales and new construction, with a history of helping builders find lots on which to build all across the area south of Atlanta.

“We have several builders we represent, and new construction has really taken off in this area,” Brian explains. Clients continue to return to Brian and refer him to others because of his laid back demeanor and commitment to getting them to their goals. “We just have a lot of fun. I’m an outgoing person and don’t take it too seriously. It’s a fun process, and I like to keep it that way,” he explains. He keeps in touch with past clients through multiple yearly postcards and emails. But it’s more than just staying in touch that brings Brian and his team of REALTORS® continuous success. After working with any REALTOR® at SouthSide, it’s difficult to forget them, as they go above and beyond to satisfy their clients. Whether it is selling a starter home or a $1 million estate, both buyers and sellers can expect to receive the same great service from everyone on Brian’s team.

When it comes to marketing, SouthSide, REALTORS® also exceeds expectations, offering professional photo-

graphy on every listing. They also market in Georgia MLS, FMLS, and on their newly designed website. “We’re very competitive with our marketing and our plans,” Brian explains. This also extends to the marketing they do to hire new agents. It’s not often a brokerage expands to such a large roster of qualified REALTORS®, and Brian believes this is largely due to the value they place on their people. “We’ve grown mainly from word of mouth about how well we treat our agents. We aren’t ‘nickel and diming’ anyone, and because of that we’ve become one of the biggest companies around,” he says.

After working with Brian and his team, clients leave glowing reviews about their time together. One recently said, “Brian and all his REALTORS® really know the area and home sales. Brian provides a wonderful, encouraging, and exciting environment for his sales staff, and they are highly motivated to sell your home. When looking for a home or ready to sell one, look no further. SouthSide, REALTORS® is simply the best. Better than all the rest!” Another wrote, “Looking for a REALTOR® that has caring, honest and helpful agents? You found it! SouthSide, REALTORS® is the very best!”

During any free time, Brian is hanging out with his family, including his two young daughters. His family loves the beach, and he also loves trout fishing in the mountains. But he truly loves his work and enjoys every minute of it. “The agents who work with us are all friends. We’re working on opening our third office now, and I’m just having a ball growing the business. It’s so much fun.”

For more information about Brian O’Neal, please call 678-873-0606 or email brian@southsiderealtors.com 6

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Avalon Home Inspections is proud to congratulate

BRIAN O’NEAL

on being featured for the State of Georgia in Top Agent Magazine!

Avalon Home Inspections Inc. ASHI ACI & ICC Certified Inspector 404-578-7016 | info@avalonhomeinspections.net www.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 10

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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Tiffany Stone

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TIFFANY STONE Top Agent Tiffany Stone – of Better Homes and Gardens Real Estate Metro Brokers in Atlanta Georgia – brings to the real estate game a wealth of industry knowledge and a true commitment to providing her many buyers and sellers with topnotch service. Tiffany’s empathetic approach and her willingness to make herself available to her clients on a 24/7 basis has translated into a reputation as a trusted and highly-professional real estate advocate.

industry and decided I’d like to move over to the real estate side of things.” During her undergraduate coursework at the University of West Georgia where she earned a degree in business, Tiffany obtained her real estate license. Now, eleven years into her career, Tiffany sells the entire state of Georgia (“I’ve lived in this state my entire life, so there are few places in Georgia I’m not familiar with”), though she focuses primarily on the area within a thirty mile radius of downtown Atlanta.

Tiffany began her journey in the real estate world in 2008. “I was working with an REO property management company while I was in college, and I came into contact with a lot of real estate agents,” she recalls. “I just fell in love with the

In addition to residential sales, Tiffany is also a commercial and business brokerage Realtor whose past experience allows her to offer her clients a wide range of assistance, including mortgage, insurance and closing services. This

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breadth of knowledge and her absolute commitment to providing exceptional customer service – including as much hand-holding as necessary – has translated into the fact that half of her considerable business is the result of repeat clients and referrals.

“My clients feel like I really care about them,” says Tiffany, when asked why her clients demonstrate such impressive loyalty. “I’m always there for them, I work seven days a week, and I work Top Agent Magazine

when my clients aren’t working. I understand that people need a job in most cases to afford a mortgage to buy a house, so that’s going to mean a lot of work on evenings and weekends. When my clients reach out to me, they’re going to reach a live person, whether that’s me or my assistant. I don’t ever want them to feel like they’re just another number on a list.”

This client-first business ethos has resulted in a wealth of rave reviews on Zillow.com, including 13 Copyright Top Agent Magazine

this one, which perfectly illustrates Tiffany’s above-and-beyond approach: “I highly recommend using Tiffany, whether you are buying or selling your home. I can honestly say that over the course of my life, I’ve never met another agent with the level of dedication and work ethic that Tiffany displays on a daily basis. Her professionalism and knowledge of every facet Copyright Top Agent Magazine 14

of real estate transactions is absolutely staggering, and I couldn’t possibly ask for a nicer person to work with…I felt comfortable calling her at any time, and her response was always timely. After multiple offers, my home was under contract within weeks. I was impressed with her negotiation skills, and she was able to get my home sold for top dollar.”

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Tiffany’s exhaustive marketing strategies are also a factor in her success story. Professional photography, video walkthroughs, targeted ‘coming soon’ email blasts, and networking with other agents are just a few of the methods she utilizes to great effect. Additionally, her expert employment of social media – for both marketing and maintaining client relationTop Agent Magazine

ships – ensures her listings are seen by as many potential buyers as possible.

When she’s not working, Tiffany enjoys nothing more than spending time with her husband and their young son. As a veteran house-flipper, she also loves home renovation and décor projects.

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Tiffany’s plans for the future are myriad, but chief among them is expanding her business to better serve her clients’ needs, and as part of that goal she has already obtained her Florida real estate license. “Although,” she says, “I’m still sticking with the company I love and respect; my Florida brokerage is Better Homes and Gardens Real Estate Main Street Properties.” Above all, however, is her solid commitment to continue

providing the very best service available in the real estate industry.

When asked what she enjoys most about what she does, Tiffany points to the relationship aspect of the business. “I love that I’m making a difference in people’s lives,” she says. “I make it a personal goal to really listen to my clients to understand what they’re looking for and what’s most important to them.”

For more information about Tiffany Stone, please call 678-704-5844 or email Tiffany.Stone@metrobrokers.com

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Terri Cagle is proud to congratulate

TIFFANY STONE

on being featured for the State of Georgia in Top Agent Magazine!

TERRI CAGLE | Senior Mortgage Loan Originator NMLS #207639 | GRMA #28627 770-817-5126 (Direct) | 404-386-9183 (Cell) tcagle@acopiahomeloans.com acopiahomeloans.com/tcagle MOBILE APP: http://mtgpro.co/oej9c www.

12460 Crabapple Rd, Suite 701 | Alpharetta GA 30004

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 18

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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JESSICA CROCKER When speaking with Top Agent Jessica Crocker – Owner/Broker at the boutique agency Georgian Home Realty in Tucker, Georgia – one can’t help but be impressed by her combination of down-home charm and vast real estate industry knowledge. Jessica’s focus on providing her clients with the very best service available in the Atlanta area is well-known, and she has been helping her many buyers and sellers achieve their real estate goals since 2005.

Jessica’s desire to work in the real estate industry goes back to her childhood. “I was in fourth grade,” she says, “and I saw a real estate commercial on television. My mom was cooking dinner, and I decided in that moment that I wanted to be a real estate agent.” Her mother’s response confused her, however. “She said, ‘well, you’d better marry a rich man,’” recalls Jessica with a laugh. “I had no idea what she meant. That was the end of that conversation until I grew up.” Instead of pursuing real estate initially, however, Jessica began a career selling health insurance.

“I just didn’t enjoy that, though,” she says. “Finally, after fifteen years of that, I got to a point where I could leave that and do what I’d wanted to do since fourth grade…and that was to sell houses and deliver good news for a change instead of bad.”

Jessica hit the ground running, and achieved success almost immediately. Currently overseeing a team of seven other equally-dedicated and knowledgeable agents, Jessica has made a name for herself as an agent who can be consistently trusted to place her client’s needs front and center during every transaction. This commitment to an ethical business ethos has resulted in a business that is based significantly upon repeat and referred clients, perhaps the surest indicator of a job well done in the highly-competitive real estate industry. When asked to account for the loyalty

she and her team inspire, Jessica pauses for a moment before replying. “I think a lot of it has to do with the fact that we are all from this area,” she says. “We’ve all grown up here. We have a good base here, and we really know the area, which I think helps people trust us. We provide them with an excellent experience.”

Jessica truly cherishes the relationships she forms with her clients, and works hard to maintain contact with them. The appreciation she feels for them is more than reciprocated, as is made evident by the glowing reviews she has received, including this one from Zillow.com, on which site she holds a perfect overall five-star rating: “Jessica was a joy to work with. My condo sold immediately due to her responsiveness and know-how. When the AC suddenly didn’t work the night before showings, Jessica had someone there fixing the problem within hours. She has a deep Rolodex and is an amazingly nice person to boot. After a previous, awful experience with a different realtor, I can’t tell you how refreshing this whole encounter was. I absolutely recommend Jessica for your selling or buying needs.”

When asked what she enjoys most about what she does, Jessica points to the personal side of the industry as providing the most job satisfaction. “I love the reward of helping people,” she says.

“Buying or selling can be a very stressful situation, so it’s nice to be the one who can control the situation and make sure that they make money from a sale or find a great place to live.”

Jessica’s plans for the future are fairly simple: to continue growing her already successful business, and to add new agents to her roster who share her client-first, ethical business ethos. “We don’t want fly-by-night agents, we want them to work here forever and be our friends. I only want to hire really great agents.” Her overriding, goal, however, is to continue making her clients happy.

“To me,” she says, “a home is so much more than a structure. It’s where my clients will be making memories. So helping someone find a home is so much greater than helping them to find a house.”

For more information about Jessica Crocker, call 770-316-6658 or email JCrocker@georgianhomerealty.com Top Agent Magazine

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Laughs!

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a Top Agent Magazine

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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