{"id":2203,"date":"2021-04-26T14:58:13","date_gmt":"2021-04-26T14:58:13","guid":{"rendered":"https:\/\/preprod.realtrends.com\/blog\/2021\/04\/26\/increase-buyer-confidence-multiple-offer-situations\/"},"modified":"2025-03-13T02:37:31","modified_gmt":"2025-03-13T02:37:31","slug":"increase-buyer-confidence-multiple-offer-situations","status":"publish","type":"post","link":"https:\/\/preprod.realtrends.com\/blog\/2021\/04\/26\/increase-buyer-confidence-multiple-offer-situations\/","title":{"rendered":"How to increase buyer clients&#8217; confidence in multiple-offer situations"},"content":{"rendered":"\n<p>Buyers <a href=\"https:\/\/preprod.realtrends.com\/blog\/next-week-is-the-best-week-to-list-a-house-for-sale\/\" target=\"_blank\" rel=\"noreferrer noopener\">this spring and summer<\/a> will have to be nimble and ready to move fast if they want to win, especially in a bidding war. How agents talk to and prepare their buyer clients can make a big difference in whether or not those clients have the knowledge and confidence to make quick, expensive, crucial decisions. Several top agents at this year&#8217;s Modern Real Estate Summit offered tips on how to increase buyer clients&#8217; confidence in multiple-offer situations.<\/p>\n\n\n\n<p>Making sure buyers know the numbers is one way to increase buyer clients&#8217; confidence, said Sean Hererro, vice president of mortgage lending at Guaranteed Rate. Tapping into a total cost analysis program allows agents to illustrate to wary buyers exactly what their financing terms will look like.&nbsp;<\/p>\n\n\n\n<p>\u201cOur sellers want confidence,\u201d Hererro said at the April <a href=\"https:\/\/modernresummit.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">2021 Modern Real Estate Summit<\/a>. \u201cWe\u2019ve seen them pick cash offers. They\u2019ll pick finance offers over cash. They\u2019ll pick lower-priced offers over higher-priced offers purely based on confidence.\u201d<\/p>\n\n\n\n<p>Herero said eliminating uncertainty with the lender is a big step to helping increase buyer clients&#8217; confidence, as is making sure they know what their cash out of pocket will be, and what increasing their total offer will mean for their monthly payments. He says to work on a script. For example:<\/p>\n\n\n\n<p><em>\u201cThe difference in cash out of pocket is only $1,000, and the monthly payments will be higher by $49. Now if you really love the house, is it worth losing it over $1,000 out of pocket and $49 per month?\u201d<\/em><\/p>\n\n\n\n<p>Denise Donoghue, a loan officer at The Mortgage Nerd, explained how using a total mortgage cost analysis to show buyer clients the data increases their confidence in your motivation. Show an on-the-fence buyer, for example, who\u2019s debating on bowing out of the current competitive market, that waiting could cost them more in the long run if values keep appreciating and interests keep rising \u2013 both of which are likely.<\/p>\n\n\n\n<p>\u201cClients know that we have a biased interest in helping them buy now versus later. So sometimes they don\u2019t really believe what we might say,\u201d Donoghue said. \u201cThey might be thinking that we\u2019re just trying to collect a paycheck. But when they see the numbers, they understand the logic and are able to make an informed decision.\u201d<\/p>\n\n\n\n<p>Nick Walnder, CEO of The Waldner Winters Team in Maryland, said at the Summit that he\u2019s recently been asked what to say to buyers who worry that they\u2019re overpaying. Waldner said it\u2019s a matter of perspective and making sure the buyer takes a deep look at their own goals.<\/p>\n\n\n\n<p>\u201cWhat I usually tell people is, \u2018The most you\u2019ll pay is $450. If someone else paid $451 and you found that out, would you be upset that you lost it?\u2019 If the answer is yes, maybe we should go a little bit higher,\u201d he said. \u201cAnd you keep going up until, oh, [you\u2019re] at $465. If someone is paying $466? \u2018I don\u2019t want it.\u2019 Great, $465 is our number. So using their motivation to understand what they truly want and helping them attain it.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Buyers this spring have to be nimble and ready to move fast if they want to win, especially in multiple-offer situations. How agents talk to and prepare their buyer clients can make a big difference in whether or not those clients have the knowledge and confidence to make quick, expensive, crucial decisions. Several top agents at this year&#8217;s Modern Real Estate Summit offered tips on how to increase buyer clients&#8217; confidence in multiple-offer situations.<\/p>\n","protected":false},"author":17461,"featured_media":4822,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[3255],"tags":[],"coauthors":[572],"class_list":["post-2203","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v25.4 (Yoast SEO v26.8) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>How to increase buyer clients&#039; confidence in multiple-offer situations - RealTrends - Blog<\/title>\n<meta name=\"description\" content=\"Agents at this year&#039;s Modern Real Estate Summit offer tips on how to increase buyer clients&#039; 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