Stimulating Offers from Prospective Buyers

Hill Slowinski

Selling Clients Ask ‘What Methods Best Solicit Offers?’ 

Each listing, each buyer, and each offer is different.  I apply several strategies in response to expressions of interest and to encourage potential offers to a particular listing.  I rarely have direct initial contact with buyers who are not my own clients as they are represented by their own agents, and the communication flows between buyers and their agents, and then between the listing agent and the buyer’s agent.  Buyers’ comments and negotiation strategies that would affect the advantage of buyer versus seller are confidential, as are mine with my sellers.
Nevertheless, in the exchanges and communications I have with those agents, I build on the initial connection or attraction and get engaged with the agent and the buyer.  I highlight the best features and attributes, conduct the actual property tour if that is the preference of the agent and their buyers, and try to ascertain what is motivating the buyers.  I learn what they are looking to purchase including the terms they are seeking, address questions on condition and maintenance, present support for the seller’s position on pricing, etc.  If I can, I provide other statistics and market data to the agent, but in almost all cases, the buyers’ agents usually do their own research for their clients.
I promote interest and provide as much information as possible so that the buyers are as informed as they can be.  I follow-up with each and every agent that tours and/or shows the listing to a potential buyer.  Bottom line: any buyer interest is pursued further, and if there is significant interest, the home’s amenities are highlighted again, possible terms are discussed to proceed further, and a written offer is strongly encouraged. 

F. Hill Slowinski, JD, REALTOR® in DC, MD, and VA
W.C. & A.N. Miller Realtors, A Long & Foster Company
Exclusive Affiliate of Christie’s Great Estates, President’s Club 2009
Consultant, Luxury Real Estate, Sloans & Kenyon Auctioneers and Appraisers
4701 Sangamore Road, Bethesda, Maryland  20816
Tel: 301-229-4000  Fax: 301-229-4015
Direct: 301-320-8430 · Cell: 301-452-1409 
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