OHIO 3-16-20

OHIO EDITION

UNTANGLING THE BIDDING WAR: A Buyer’s & Seller’s Perspectives COVER STORY

DEEDEE OLLIS

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance

FEATURED AGENTS

LUKE O’NEILL & MARI O’NEILL REA RIDLEY MELANIE SWEENEY

OHIO EDITION

MELA

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REA RIDLEY 19 20 Entering LUKE O’NEILL & MARI O’NEILL

estate w Rea Ridley is a passionate Brother and sister duo Luke their time together.

O pace fo bilingual real estate agent and Mari O’Neill have taken and Luke O’Neill (T who prev who got her start in the busiVice Pre the northeast Ohio real estate knowledgeable and v ness in 1999. She currently startup. market by storm. Luke got his listing our cluster hom serves the Columbus, Ohio, years, sh start after working in insurance, came to pricing and h area and has completedto 55 move LUKE O’NEILL RIDLEYfeel fulfilled.

MELANIE SWEENEY DEEDEE OLLIS whereREA he didn’t should do to make it s lenge sales on her own in just and & MARI O’NEILL “I bought my first house a little and painted andrisk replac this past year. A tall orderpaid after I graduated from college, quickly. They even tool years for some agents, but 3 not new b and I loved the experience,” we couldn’t gether there Rea who is a real estate force to be reckoned with, he says. “When a good family friend convinced me to I highly recommend th and who has 26 current listings, of which are in i Bringing13 a varied background enter the real estate industry, I took the chance. The rest contract and 13 of which roles are active. and building other business is history.” He’s now in his fourth year in the business, When it comes to sta success with clients and her peer CONTENTS and was joined by his younger sister Mari last year, hostthen client ® appreciation and decided it canlast beyear In the competitive world aofteam REALTORS who works as his sales partner. Both born and raisedvidual in path calls.and They make tosure wo a challenge to get recognition, but thisswitched tenacious Akron, Ohio, they know the area well and have built a welcome back any tim challenge herself.

About 70% 4) THERE GOES THE 17) doesn’t 3 MIND–BENDING agent need to go out of her way to promote o business off of referrals. TO referrals, repeat clients, and frien NEIGHBORHOOD: HOWalmost TO entirely based PHILOSOPHIES herself in the real estateallarena—her clients dotellityou of myAs clients would Luke andallMari lo LIST HIGH WHEN NEIGHBORS EXPAND YOUR PROFESSIONAL for her. “100% of my business comes from referwith me.

They trusted my mar down to our core values,” eager to keep buildin ARE A NUISANCE“I really think it just comes PERSPECTIVE rals,” she says. She attributes thisresults.” to the high level delivered Clients often s Luke explains. “We have a servant, leadership mindset, double our production network she has built within of urgency with which she approaches her client’sher c we come from a place of service and understanding THE our have awhich full-time admin 21) UNTANGLING BIDDING other “I always answer anyrealtors, question my allows clientsher 13) IF IT’S GOODclients FOR wants and needs.”requests.

They aim go above&and before a listing even goeshigh live and WAR: A to BUYER’S SELLER’S might have.

I stay on top of my work.”

With THE SOUL, IT’S GOOD beyond expectations, and focus on what’s best for their Through sellers and buyers. it all, their lo PERSPECTIVES praises from those she’s worked with, who are more FOR THE BUSINESS buyers or sellers, not the commission. “They know we the same. “To hand ov than happy to refer othersOf hercourse, way, Rea’s marketing touc truly care about the decisions they’re making. We’re newMelanie house stays is theingreate strategy is pretty straightforward.

Her long develphone, text, email, and social med not just out trying to chase a commission. We have the take it lightly that they oped and trusted system love of word-of-mouth meanswhic though are her parties, mindset that if we do what’s times a year at her own that she doesn’t rely on much more than MLS home. whenWh right and always think about be too close for comfort for it comes to marketing hermay listings. our clients first, the money Phone 310-734-1440 | Fax 310-734-1440 doesn’t see it that way. “I’m in my will follow.” One of the ways time. I know every nook and cra mag@topagentmagazine.com | www.topagentmagazine.com And as a bilingual real estate expert, she is able to want to welcome them into mine. they show they care is by cater to both English SpanishTopspeaking clients, No portion of this issue may be reproduced in any manner whatsoever consent ofand the publisher.

Agent providing a drawing of their withoutareprior Magazine is published by Feature Publications GA, Inc. Although precautions taken to ensure the accuracy of published giving her a wider scopeOne of ofthe HerMelanie list- d themarket. biggest joys at closing. materials, Top Agent Magazineclients’ cannot benew held home responsible for opinions expressed or facts supplied by its authors. ings prince range varies isfrom anywhere lowpeople, as meeting so manyasnew To subscribe or change address, send inquiry to mag@topagentmagazine.com.

“I have a friend who is a local the world and the cultural educati $10,000 to anywhere as high as $480,000.

Published in the U.S. artist, so we take a picture “I learn something new every da of the front of the house and India it’sclients really important Rea likes to keep up withinher past via socialto ha TopasAgent Magazine she does a nice drawing of it, East or, a second choice, North media, and she derives the most pleasure out of her we get it framed and put our job knowing those she helps are truly satisfied. “I

mailto:mag@topagentmagazine.com

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There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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DEEDEE OLLIS Top Agent Magazine

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DEEDEE OLLIS Top Agent DeeDee Ollis serves clients across Butler County, under the banner of RE/MAX Victory. There, she is the #3 RE/MAX agent in the State of Ohio.

DeeDee Ollis began her tenure in real estate back in 2007, earning experience part-time until making the full-time transition in 2011. Along the way, she has made her faith the center of her real estate practice, using her platform as an agent to uplift others and empower them through homeownership. “It was destined before I even knew it,” she remembers, “and I’m giving God the glory.”

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Today, DeeDee serves clients across Butler County, under the banner of RE/MAX Victory. There, she is the #3 RE/MAX agent in the State of Ohio and has a rate of repeat and referral clientele to match. In fact, almost the entirety of her business is driven by clients who turn to her time and again for her expertise and proven track record. “It’s about honesty, drive, and dependability,” she Top Agent Magazine

explains. “I stay very humble and really, it all comes down to my faith. That’s what separates me from my competition. I keep Christ first in my business, and that’s the number one reason for my success.” Beyond her foundational faith, DeeDee cites the importance of providing clients with superlative client care, centering their best interests as she provides astute counsel. “For me, my favorite part of what I do is in the relationships,” she says. “I’ve always been a people person and I’m not just focused on a single transaction. I’m building relationships, friendships, and partnerships. I like to be of service and I’m extremely fortunate that I’ve built lifelong relationships with my clients.”

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When listing properties, DeeDee leaves no stone unturned. All homes are equip-ped with high-end documentation to create an immersive first impression. From there, exposure is secured through visibility across the leading online listing platforms and social media outlets, where targeted ads and regular outreach drums up interest in short order. While bolstered by the help of an intrepid assistant, DeeDee works as a solo agent, but this hasn’t slowed her down a bit. Last year, she closed 94 transactions, and 116 the year before. With an average sales price of roughly $200,000, she has earned a rank as a top producer in her home state.

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“It’s about honesty, drive, and dependability. I stay very humble and really, it all comes down to my faith. That’s what separates me from my competition. I keep Christ first in my business, and that’s the number one reason for my success.”

Beyond the office, DeeDee gives back her time and energy to a variety of causes. She volunteers at a local non-profit retail store called Made to Love, which sells handmade goods from native Haitians, with all proceeds returning to makers. She also sponsors the education of local children in Haiti, in addition to supporting Homes for Homes, which Copyright Top Agent Magazine 10

build cost-effective dwellings in countries such as Mexico, Uganda, and Nicaragua.

Last year, she was able to sponsor four global families and give the gift of home. In her free hours, she most enjoys time spent with family and loved ones, contributing to her church, and hanging out with her husband of 25 years and their three children.

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As for the future, DeeDee intends to grow while staying true to her roots. In the years to come, she hopes to cultivate a Top Agent Magazine

likeminded team who can spread her message. “I want to build a team of women that I can empower and help grow successful Copyright Top Agent Magazine 11

careers,” she says. “I want to teach them what I’ve learned and build a faith-based brokerage that can serve as a ministry.

That’s how I see real estate. I’m fortunate that my career can be a platform to spread the word of Jesus.”

To learn more about DeeDee Ollis, email forgivenrealtor@gmail.com, call (513) 543–0754, or visit faithwillopendoors.com www.

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Top Agent Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

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LUKE O’NEILL & MARI O’NEILL Brother and sister duo Luke and Mari O’Neill have taken the northeast Ohio real estate market by storm. Luke got his start after working in insurance, where he didn’t feel fulfilled.

“I bought my first house a little after I graduated from college, and I loved the experience,” he says. “When a good family friend convinced me to enter the real estate industry, I took the chance. The rest is history.” He’s now in his fourth year in the business, and was joined by his younger sister Mari last year, who works as his sales partner. Both born and raised in Akron, Ohio, they know the area well and have built a business almost entirely based off of referrals.

their time together. One recently said, “Mari O’Neill and Luke O’Neill (The O’Neill Team) were very knowledgeable and very helpful when it came to listing our cluster home. They were spot on when it came to pricing and had great advice as to what we should do to make it show better. We took their advice and painted and replaced the carpet and our home sold quickly. They even took the time to sweep for us when we couldn’t get there before a showing! Great service!

I highly recommend them.”

When it comes to staying in touch, Luke and Mari host client appreciation events and make regular phone calls. They make sure their past clients know they are welcome back any time.

As Luke and Mari look towards the future, they are eager to keep building their business. “We want to double our production volume in 2020 and will likely have a full-time administrative assistant.”

“I really think it just comes down to our core values,” Luke explains. “We have a servant, leadership mindset, we come from a place of service and understanding our clients wants and needs.” They aim to go above and beyond expectations, and focus on what’s best for their Through it all, their love for the industry will remain buyers or sellers, not the commission. “They know we the same. “To hand over the keys to the clients for their truly care about the decisions they’re making. We’re new house is the greatest feeling in the world. We don’t not just out trying to chase a commission. We have the take it lightly that they decided to work with us.” mindset that if we do what’s right and always think about our clients first, the money will follow.” One of the ways they show they care is by providing a drawing of their clients’ new home at closing.

“I have a friend who is a local artist, so we take a picture of the front of the house and she does a nice drawing of it, we get it framed and put our logos on it, then present it to For more information about Luke or Mari O’Neill, them as a closing gift.” call 330-414-2305 or email soldbyoneillteam@gmail.com After the transaction, clients leave glowing reviews about Top Agent Magazine

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

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Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes18

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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REA RIDLEY Rea Ridley is a passionate bilingual real estate agent who got her start in the business in 1999. She currently serves the Columbus, Ohio, area and has completed 55 sales on her own in just this past year. A tall order for some agents, but not Rea who is a real estate force to be reckoned with, and who has 26 current listings, 13 of which are in contract and 13 of which are active.

In the competitive world of REALTORS® it can be a challenge to get recognition, but this tenacious agent doesn’t need to go out of her way to promote herself in the real estate arena—her clients do it for her. “100% of my business comes from referrals,” she says. She attributes this to the high level of urgency with which she approaches her client’s requests. “I always answer any question my clients might have. I stay on top of my work.” With high praises from those she’s worked with, who are more than happy to refer others her way, Rea’s marketing strategy is pretty straightforward. Her long developed and trusted system of word-of-mouth means that she doesn’t rely on much more than MLS when it comes to marketing her listings.

I’m working with a buyer, I like giving them exactly what they’re looking for. My number one concern at all times is to please my client. I want them to be a 100% satisfied.”

Being a busy REALTOR® who is always on the go, and always working hard in order to satisfy clients, doesn’t leave much room for anything else. But Rea is currently working hard to carve out some time so that she can join the women’s council and do volunteer work, something she feels passionate about. “I want to make a difference,” she says. And on the rare occasion when she does have a short span of free time for herself, she loves to spend it by the ocean, and favors the stunning beaches of Miami, Florida. In fact, she envisions a future that allows her to be a dual agent, splitting her time equally between Florida and Ohio.

Rea’s clients have full faith in her, and it’s easy to see why. As she says, “You can count on me. Any time. Any hour. I will be there for you.

And as a bilingual real estate expert, she is able to cater to both English and Spanish speaking clients, giving her a wider scope of the market. Her listings prince range varies from anywhere as low as $10,000 to anywhere as high as $480,000.

Rea likes to keep up with her past clients via social media, and she derives the most pleasure out of her job knowing those she helps are truly satisfied. “I love making people happy. If I’m working with a seller, I like giving them exactly what they need. If Top Agent Magazine

To learn more about Rea Ridley email rridleyrealtor@gmail.com, visit rebecca.columbusignaturehomes.com, or call (614) 307–6258

www.

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MELANIE SWEENEY Entering the world of real estate was a big change of pace for Melanie Sweeney, who previously worked as the Vice President of a healthcare startup. After a successful 8 years, she decided it was time to move on to the next challenge and chose real estate. The risk paid off, and a little over 3 years later she is thriving in her new career.

Bringing a varied background in different executive roles and building other businesses set Melanie up for success with clients and her peers. Melanie started on a team and then decided last year to carve out an individual path and switched to working solo, to further challenge herself. About 70% of her business is via referrals, repeat clients, and friends. “I think just about all of my clients would all tell you they had fun working with me. They trusted my market expertise. And I delivered results.” Clients often speak of the incredible network she has built within her community and among other realtors, which allows her to get the ball rolling before a listing even goes live and then to close deals for sellers and buyers.

home from this direction brings health, happiness, and prosperity. I never would have known that.”

Melanie believes that the strength of a community can be found at the core of the real estate market as well as strong public schools, which is why she has volunteered for years and just made another donation to the Shaker Schools Foundation. She also manages the Cleveland Heights Women’s Hockey league and plays hockey 3 times a week.

Melanie thinks she might build a team in the future, with a twist. She envisions a coaching model to help others launch their own business and create their own brand.

In the world of real estate, clients are often reduced to just “buyer” or “seller”. For Melanie, that doesn’t sit well. “This is super personal for me. Every time I send an email or speak to a REALTOR® about a client, I use their names.” Perhaps what really makes Melanie so special is that her calling goes beyond the basics of real estate. As she says, “I’m truly not in this business to sell houses. For me, it’s all about helping families – 120 and counting! I’ve been mission-driven in each of my careers and this is my mission now.”

Of course, Melanie stays in touch with her clients via phone, text, email, and social media. What clients truly love though are her parties, which she hosts a couple times a year at her own home. While this personal touch may be too close for comfort for some agents, Melanie doesn’t see it that way. “I’m in my clients houses all the time. I know every nook and cranny of their home. I want to welcome them into mine.”

One of the biggest joys Melanie derives from her work is meeting so many new people, literally from all over the world and the cultural education that comes with it.

“I learn something new every day. I just learned that in India it’s really important to have an entrance facing East or, as a second choice, North because entering the 20

To learn more about Melanie Sweeney email melaniesweeney@kw.com, visit melaniesweeney.kw.com, or call (216) 288–0199 https://

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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 22

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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