OHIO 9-20-21

OHIO EDITION

HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS FEATURED AGENTS

THE PK TEAM AT HER, REALTORS® TALETHIA MUMMERTZ

BUSINESS GROWTH HACK:

ABSORB YOUR CLIENTS' STRESS! COVER STORY

KRISTINA CLIFTON

WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU UNTANGLING THE BIDDING WAR:

A BUYER'S & SELLER'S PERSPECTIVES

OHIO EDITION

TALETHIA MUMMERTZ ® THE PK TEAM AT HER, REALTORS 7

KRISTINA CLIFTON

reviews. Featured twice Agent After working in property management17 18 in: TopTaleth Magazine, The Sun Post and Frequen for fifteen years, Talethia Mummertz touch Real Estate Showcase television sho was forced to make a change when the her lia nothing when it comes to marketing deliver “state of the art” exposure for t properties she was managing were sold. buyer be viewed on the web at: www.soldwi At that point more than four years ago, anniv Talethia decided to make the jump into Licensed in the State of OH, the perio team do geographically.

“Our motto is: Have real estate and got her license. Since then, throuC laughs. “We’ll go anywhere that a cl Talethia has experienced immense success from the office, the Team givesthan back ® THE PK TEAM AT HER, Ohio, REALTORS TALETHIA as a Realtor in Northeast and has to time see organizationsMUMMERTZ by either donating Inspired by the hard walks of life and forced to prosper by home, Charity golf outings, Charity ni gained bothdesire knowledge and experience to co her unrelenting to succeed and a fierce determination and Cancer charity events. When not to for her her four Jen sphere Kostos ofof HER, inprovide spades.

Sheandhas builtchildren, a wide is he enjoys spending time with family and ® , leapt at every opportunity the industry had to REALTORS influence within her community, and she owni Traveling to over 25 countries, Jen’s In offer with the sole intention of supporting her family, and has allowed her to meet a vast amount leverages hera experience to get could ended up building career she still adores overefficient 22 years later. the globe, allowing her to explore and Ensuring childrenand would never have toduring struggle the results that for her herself her clients and new people to improve herforce career CONTENTS way she had, she furthered those accomplishments in the munication, organization, adaptability, every single transaction. caree

field and proved that a “sink or swim attitude” is the way a Certified Relocation Specialist, the te to go, which inspired her son and daughter to follow inTO her SPEED and Globally Connected. The team are 4) BUSINESS GROWTH 19) HOW UP footsteps, makingher this one of the most personalhas and greatest Throughout career, Talethia made a National name Association In her of free time,The T Realtors, HACK: ABSORBaccomplishments YOUR FIRST-TIME HOMEBUYER to date; along with raising 4 wonderful The spend Medina County Boar for herself as a Realtor who Partin clients can trust.Realtors, She and to quality children! Jen’s 2 oldest children, Tom and Tiffany CLIENTS' STRESS! TRANSACTIONS placeshave a high building her basketball, and reg Jacobs, builtvalue a Top on Producing Realrelationships Estate Team in with Currently inundated with the hundred Northeast as “The PK Team”. clients, Ohio, and locally neverknown rushes anyone on their decision in theand lev referrals, Teamuniversity is currently looki

14) WHAT THE FIRST 22) UNTANGLING THE offering a 100% tu team members order to meet her own bottom line.

On top of being purpose of empow began her career with a friend’sBIDDING encouragement.WAR: “My THING YOU DOJen AFTER A BUYER'S program and other bonuses! Intereste reliable, also very knowledgeable she learned potential in the sp friend was ashe Top is Producer in town and I learned a lot -from Tom at: 440-829-4541. Sellers who WORK SAYS ABOUT YOU & SELLER'S PERSPECTIVES him,” says. home With over 90 offices, HER, REALTORS a lot Jen about maintenance during her tenure as Talethia hopes to b ®

a copy of Jen’s book, “How to Sell is spreading like wild-fire, as well as the expansion of their call her at: a property manager, and she has been workingMoney” with can agents to440-829-1768 conduct th team, which is led by Tom Partin. The Family-owned Team homes Ohioat long to be intimately that she has create are agentsin playing the topenough of their game; achieving stellar familiar success that is unparalleled. with local market trends and the landscape of the area. a Realtor in Nor

Phone 310-734-1440 | Fax 310-734-1440

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integrity, look no f The majority of the team’s business stems from long lastmag@topagentmagazine.com | Talethia www.topagentmagazine.com One way thatand provides valuetransacto her clients ing relationships referrals, resulting in multiple tions with both buyer and seller clients.

They pride themthroughinher communication.

No portion of this issue may is be reproduced any consistent manner whatsoever without prior consent She of the makes publisher. Top Agent Magazine selves on delivering excellent customer service!

The team’s is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top herself spirit, accessiblenegotiation to her clients throughout persistent skills, a service ob- the day Agent Magazine cannot be held responsible forstrong opinions expressed or facts and supplied by its authors. sessed attitude all combine to create exemplary forsend any inquiries they mayanhave, andapproach she is personTo subscribe or change address, inquiry to mag@topagentmagazine.com. to the real estate industry.

They demonstrate strong ethics Published in the U.S. able and goes the extra mile to make her clients feel and wisdom and believe that nothing beats a positive atticomfortable throughout transaction tude and colleague relations!

Not onlythe establishing a flawless process.

For more information about reputation, thewhen team has top-ranking Salesperson “My goal I earned meet awith a client is to let them Magazine 440-829-4 of the year award, Top Listing Team Producers, Top Sales know that I want the best for them, and I’m here forTop Agentcontact Team Producers and a multitude of 5-Star Customer Service them every step of the way,” Talethia says. She puts

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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KRISTINA CLIFTON

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KRISTINA CLIFTON Having uncovered a distinct niche by working with investments and estate properties, Kristina possesses the integrity and expertise needed to traverse even the most complicated transaction.

A longtime resident of Ohio, Kristina Clifton got her start in real estate by reselling homes and managing rental properties around the Columbus metropolitan area. Along the way, she built a steady network of investors, which later inspired 8

her to pursue her real estate license. So in 2014, she launched her career as an agent, combining her extensive experience as an investor with her outgoing personality to help buyers and sellers across the region. Today, Kristina is a Realtor and Top Agent Magazine

Property Manager for List Realty, LLC., where she assists clients throughout Central Columbus and the surrounding areas. Having uncovered a distinct niche by working with investments and estate properties, she possesses the integrity and expertise needed to traverse even the most complicated transaction.

When listing a property, Kristina offers her clients a comprehensive strategy. After helping them fully prepare their home for the market, she broadcasts it over both Top Agent Magazine

the regional MLS and a blend of targeted digital and social media campaigns; in the meantime, she also shares her listings to those within her professional sphere, generating an extensive buyer pool around each property. Along the way, though, she maintains open channels of communication throughout the transaction and caters her decision making to the precise needs of her clients.

Elsewhere, Kristina is hands-on with her buyers, leveraging her own background 9

in property management and in-depth knowledge of the region to guide them to savvy home investments. In fact, she remains in close contact with her clients long after the deals are done, cultivating a lasting relationship with each and every buyer or seller. This boutique approach has earned her a fantastic reputation throughout Ohio, with the vast majority of her volume coming from repeat clients and referrals.

Over the years, Kristina has also set herself apart as a one-stop shop for investors. Leaning on her husband, who owns his own construction business, and her

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Kristina is hands-on with her buyers, leveraging her own background in property management and in-depth knowledge of the region to guide them to savvy home investments. established network of contractors and legal professionals, she provides her clients long term service, meeting their needs for years to come. “I can help investors purchase a home and take care of it for them in the long run,” she says. “Whether that means finding a tenant for them, managing the process, or overseeing any maintenance operations, they can come to me for every aspect of their business.”

Outside of real estate, Kristina, a mother of three, enjoys spending time at home with her beloved family. Meanwhile, Top Agent Magazine

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she offers a clear plan for the future of her career: “Just keep doing what I’m doing.” With 2021 on track to be her biggest year yet, Kristina intends on scaling her workflow while adding new agents to the leasing side of her business. But through it all, she is focused

on what matters most: raising the bar of service throughout Columbus. “I love helping my clients with each step of the process,” she says. “At the end of the day, there’s nothing more rewarding than being the person a client knows they can go to for their real estate needs.”

To learn more about Kristina Clifton, please call (260) 438-2268 or email Kristina@listre.com 12

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an Top Agent Magazine

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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Laughs!

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THE PK TEAM AT HER, REALTORS® reviews. Featured twice in: Top Agent Magazine, Cleveland Magazine, The Sun Post and Frequently Featured on FOX8 Real Estate Showcase television show. The team spares nothing when it comes to marketing and advertising as they deliver “state of the art” exposure for their clients, which can be viewed on the web at: www.soldwithpkteam.com.

Inspired by the hard walks of life and forced to prosper by her unrelenting desire to succeed and a fierce determination to provide for her and her four children, Jen Kostos of HER, REALTORS®, leapt at every opportunity the industry had to offer with the sole intention of supporting her family, and ended up building a career she still adores over 22 years later.

Ensuring that her children would never have to struggle the way she had, she furthered those accomplishments in the field and proved that a “sink or swim attitude” is the way to go, which inspired her son and daughter to follow in her footsteps, making this one of the most personal and greatest accomplishments to date; along with raising 4 wonderful children! Jen’s 2 oldest children, Tom Partin and Tiffany Jacobs, have built a Top Producing Real Estate Team in Northeast Ohio, locally known as “The PK Team”.

Jen began her career with a friend’s encouragement. “My friend was a Top Producer in town and I learned a lot from him,” Jen says. With over 90 offices, HER, REALTORS® is spreading like wild-fire, as well as the expansion of their team, which is led by Tom Partin. The Family-owned Team are agents playing at the top of their game; achieving stellar success that is unparalleled.

The majority of the team’s business stems from long lasting relationships and referrals, resulting in multiple transactions with both buyer and seller clients. They pride themselves on delivering excellent customer service! The team’s persistent spirit, strong negotiation skills, and a service obsessed attitude all combine to create an exemplary approach to the real estate industry. They demonstrate strong ethics and wisdom and believe that nothing beats a positive attitude and colleague relations! Not only establishing a flawless reputation, the team has earned a top-ranking Salesperson of the year award, Top Listing Team Producers, Top Sales Team Producers and a multitude of 5-Star Customer Service Top Agent Magazine

Licensed in the State of OH, the team doesn’t limit themselves geographically. “Our motto is: Have Car, Will Travel,” Tom laughs. “We’ll go anywhere that a client needs us!” Away from the office, the Team gives back to various community organizations by either donating time at a local Children’s home, Charity golf outings, Charity night at the race events, and Cancer charity events. When not with clients, the team enjoys spending time with family and friends or traveling.

Traveling to over 25 countries, Jen’s International Experience has allowed her to meet a vast amount of people from around the globe, allowing her to explore and discover new cultures and new people to improve her career skills including communication, organization, adaptability, and teamwork. Being a Certified Relocation Specialist, the team is Locally Known and Globally Connected. The team are active members of the National Association of Realtors, The Ohio Association of Realtors, and The Medina County Board of Realtors.

Currently inundated with the hundreds of buyers leads and referrals, the Team is currently looking for and recruiting team members offering a 100% tuition reimbursement program and other bonuses! Interested parties can contact Tom at: 440-829-4541. Sellers who would like to obtain a copy of Jen’s book, “How to Sell Your Home for More Money” can call her at: 440-829-1768!

For more information about The PK Team, contact 440-829-4541.

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TALETHIA MUMMERTZ After working in property management for fifteen years, Talethia Mummertz was forced to make a change when the properties she was managing were sold.

At that point more than four years ago, Talethia decided to make the jump into real estate and got her license. Since then, Talethia has experienced immense success as a Realtor in Northeast Ohio, and has gained both knowledge and experience in spades. She has built a wide sphere of influence within her community, and she leverages her experience to get efficient results for herself and her clients during every single transaction.

Throughout her career, Talethia has made a name for herself as a Realtor who clients can trust. She places a high value on building relationships with her clients, and never rushes anyone on their decision in order to meet her own bottom line. On top of being reliable, she is also very knowledgeable - she learned a lot about home maintenance during her tenure as a property manager, and she has been working with homes in Ohio long enough to be intimately familiar with local market trends and the landscape of the area.

One way that Talethia provides value to her clients is through her consistent communication. She makes herself accessible to her clients throughout the day for any inquiries they may have, and she is personable and goes the extra mile to make her clients feel comfortable throughout the transaction process.

“My goal when I meet with a client is to let them know that I want the best for them, and I’m here for them every step of the way,” Talethia says. She puts sincere effort into pinpointing her clients’ specific needs and coming up with a plan to meet them. For these reasons and others, Talethia gets the majority of her business through referrals from past clients and her sphere.

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Talethia uses social media to keep in touch with past clients and to market her listings to a broad range of potential buyers. She also sends birthday and anniversary cards to past clients and periodically drops off gifts to clients throughout the year. Talethia closed more than $7M last year, and looks forward to seeing that number increase in years to come. “My favorite part of my job is helping people obtain the dream of owning a home they never thought they could,” Talethia says. This is the driving force that keeps her working hard at her career every single day.

In her free time, Talethia appreciates the opportunity to spend quality time with her family. She loves basketball, and regularly officiates at the high school and university levels, and speaks at events for the purpose of empowering women to realize their full potential in the sport. For the future of the business, Talethia hopes to build out a team while training new agents to conduct their business to the ethical standards that she has created for herself. If you’re looking for a Realtor in Northeast Ohio with experience and integrity, look no further than Talethia Mummertz!

Contact Talethia at (330) 704-7198, tmummertz22@gmail.com, or visit buyandsellohiohomes.com www.

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While Top Agent Magazine

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases 20

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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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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