How To Represent Real Estate Clients Like a Pro

By David Brough

From a young age, real estate captured David's interest, and that passion has remained throughout his life. Over the past 15 years as a Realtor.

Negotiating on behalf of buyers is about more than just submitting offers and hoping for the best. It requires strategy, communication, and an understanding of what truly matters to the seller. Many buyers miss out on great opportunities simply because their agent does not take the extra steps to make their offer stand out. In a competitive market, small details can make a big difference. Here are a few simple techniques guaranteed to give you an edge in this market:

Call more often. One of the most effective strategies is calling the listing agent more often. Many agents rely on texting, but a phone call is much more effective. Speaking directly builds rapport and provides insight into what the seller needs. This extra step can uncover important details that may not be in the listing or disclosures. A quick conversation can help tailor the offer to stand out.

Understand your client’s priorities. A phone call should focus on understanding the seller’s priorities. Are they looking for a quick closing, a rent-back agreement, or specific contract terms? Learning this information does not mean automatically agreeing to everything but helps create an offer that appeals to the seller. Ultimately, understanding seller priorities makes your offer stronger.

Ask this question. A great question to ask is, “Is there anything that can make this offer a no-brainer for the seller?” This encourages the listing agent to share what truly matters. Aligning the offer with the seller’s needs while protecting the buyer’s interests increases the chances of acceptance.

Successful negotiation goes beyond just securing the best price. It requires strong communication, strategic questioning, and a clear understanding of the seller’s priorities. By taking the time to connect with the listing agent and uncover what matters most to their client, buyers gain a competitive edge. If you have questions or need guidance, don’t hesitate to reach out. You can call me at 260-750-2818 or send an email to david@anthonyrealtors.com. I look forward to hearing from you.