In a business like real estate, where success hinges largely on relationships - building rapport is vital. Taking this one step further is building rapport with the listing agent, when you're working as a buyer's agent during a transaction. Especially in a competitive, fast-paced market, this can make all the difference for your clients.
Pick Up the Phone
The quickest way to build rapport with a listing agent is to pick up the phone. After reviewing the specs on the home, the comps in the neighborhood, and what your client wants/needs - place a call to the listing agent ASAP. Think of this first phone call as setting the tone. You want, sort of need, this conversation to go well. In a market like this one, listings are getting multiple offers so odds are, they don't really need yours. This can be a hard pill to swallow but is necessary when it comes to making a difference for your clients.
On that first phone call seek to establish an easy-going professional relationship, one that is efficient and focused on the same goal: a quick, relatively easy, transaction. Both you and the listing agent have the same bottom line: making your clients happy. Hone in on that.
From there, it's best to find out any specific information you can for your clients. Is dropping contingencies necessary? Are they accepting anything below asking price? Is a quick escrow worth anything to these sellers? There's a lot of specifics when it comes to sellers that might make them accept an offer over another offer. Use this phone call to find out what some of those might be.
Do Your Part
Great. You've made the initial phone call, maybe a few more. Hopefully everyone is now on a quick texting/emailing bases for time's sake. Regardless, the real work starts now. As the buyer's agent, it's time to move quickly and with strategy. Know what the sellers are looking for and write an offer, quickly, tailored to that. Be sure to communicate immediately with the listing agent that an offer is coming soon and when it is sent. This will continue to help build rapport because the listing agent knows they can count on you, your business, and your timeliness.
No one wants to wait around or volley back and forth on an offer. Before submitting, use your rapport with the agent to ensure that the offer is checking the boxes they are looking for. If you can't check a specific box or two - be sure to explain why. This might help when it comes to reviewing offers with their sellers.
With offers over asking, with dropped contingencies, and quick close-dates potentially streaming in, you need something to set your buyers apart. Be that something by building rapport with the listing agent, following through, and closing the deal.
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