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The One Trick That Gets 3X More of Your Offers Accepted · Massive Agent Podcast

• 0:00
  SPEAKER_00: If you're a buyer's agent, you're going to love this episode.
• 0:03
  SPEAKER_00: I'm going to share with you one simple trick that takes like three minutes that will double or triple how many offers you get accepted for your buyers.
• 0:10
  SPEAKER_00: Let's go.
• 0:12
  SPEAKER_00: The Massive Agent Podcast with lead generation tips and strategies to give you more leads and sell more homes.
• 0:19
  SPEAKER_00: I love to buy houses.
• 0:21
  SPEAKER_00: I like to sell houses.
• 0:22
  SPEAKER_00: Takes brass balls.
• 0:25
  SPEAKER_00: Wait a minute.
• 0:26
  SPEAKER_00: Leads a week.
• 0:29
  SPEAKER_00: I've had better.
• 0:30
  SPEAKER_00: Oh.
• 0:31
  SPEAKER_00: Have I got your attention now?
• 0:34
  SPEAKER_00: Here's your host, Dustin Brome.
• 0:38
  SPEAKER_00: What is up, guys?
• 0:39
  SPEAKER_00: Welcome to episode 435 of the Massive Agent Podcast.
• 0:43
  SPEAKER_00: I am your host, Dustin Brohm, here in Salt Lake City, Utah.
• 0:46
  SPEAKER_00: On today's podcast, we are talking about one simple trick that I learned many years ago that helped me get a ton of my buyers' offers accepted, even in competitive bidding wars, right?
• 0:58
  SPEAKER_00: When there's 12 or 18 other offers, I was able to get offers accepted quite a bit.
• 1:03
  SPEAKER_00: So I when I started tracking this back when I was back when I was still working with buyers and sellers, this was a minute ago, uh, I noticed a huge spike in how many offers were getting accepted when I tried this.
• 1:17
  SPEAKER_00: And I stumbled on it.
• 1:19
  SPEAKER_00: I didn't even like I wasn't coached to do this.
• 1:21
  SPEAKER_00: I wasn't told to do it.
• 1:22
  SPEAKER_00: I've since heard it being preached from some of the best coaches out there, but I stumbled onto it because I thought it was common sense.
• 1:29
  SPEAKER_00: Now here's what you do, okay?
• 1:32
  SPEAKER_00: Most buyers' agents, you submit an offer and then you call and let them know.
• 1:38
  SPEAKER_00: Or even worse, you submit an offer, then nothing.
• 1:42
  SPEAKER_00: You just submit an offer.
• 1:44
  SPEAKER_00: This is amazing to me.
• 1:51
  SPEAKER_00: And I've been on the listing agent side, of course.
• 1:54
  SPEAKER_00: But when I sold my own house, it was incredible to me how many agents would just email an offer and I'd never hear from them.
• 2:02
  SPEAKER_00: I wouldn't get a text, I wouldn't get a call, nothing.
• 2:05
  SPEAKER_00: It just shows up in my inbox.
• 2:07
  SPEAKER_00: And then I don't know anything about them.
• 2:10
  SPEAKER_00: I don't I don't know anything about the situation.
• 2:12
  SPEAKER_00: I just see terms.
• 2:14
  SPEAKER_00: And if you haven't figured this out yet, terms are not everything.
• 2:19
  SPEAKER_00: Okay, terms don't mean nearly as much or nothing without context.
• 2:24
  SPEAKER_00: And so what I learned to do when I was making offers for buyers, especially in these super competitive bidding wars, I thought, you know what?
• 2:33
  SPEAKER_00: I think it would give my buyers a leg up if I found out what the seller actually wanted.
• 2:38
  SPEAKER_00: Here's a novel concept.
• 2:39
  SPEAKER_00: And so before I wrote an offer, once once a client would say, Hey, I want to write an offer here, we love this house, I'm like, cool.
• 2:46
  SPEAKER_00: Let me find out what the seller, what, what's important to the seller.
• 2:49
  SPEAKER_00: Let me find out what the seller's needs are first.
• 2:52
  SPEAKER_00: Because if you if you've been in the business for a while, you know this price is not always what wins out.
• 3:00
  SPEAKER_00: Sometimes it's a term.
• 3:02
  SPEAKER_00: When I was selling my house six years ago, the offer we accepted was 10 or 15 grand less than the highest offer.
• 3:10
  SPEAKER_00: But we accepted it because they called ahead of time.
• 3:13
  SPEAKER_00: I talked to the buyer's agent.
• 3:15
  SPEAKER_00: I told them what was important to us.
• 3:16
  SPEAKER_00: We wanted a lease back so we could stay in the home after closing for a certain period of time to let us close on our next house.
• 3:24
  SPEAKER_00: And the offer that accommodated us and understood that we were willing to accept less money.
• 3:30
  SPEAKER_00: And this happens all the time.
• 3:32
  SPEAKER_00: So, as a buyer's agent, the big hack, before you write an offer, call the listing agent and say, what's important to the seller?
• 3:39
  SPEAKER_00: What does the seller need?
• 3:41
  SPEAKER_00: And if if your buyer can accommodate it, great, but at least you know sometimes they want a fast close.
• 3:47
  SPEAKER_00: Sometimes the seller wants a long close.
• 3:49
  SPEAKER_00: Maybe they want a lease back.
• 3:51
  SPEAKER_00: Maybe there's certain things in the property that they want to keep that they don't want to convey to the buyer.
• 3:57
  SPEAKER_00: Uh, there's all sorts of different things that a seller could want.
• 4:00
  SPEAKER_00: They may want to close on a Thursday or on 222 because they're superstitious.
• 4:06
  SPEAKER_00: Who knows?
• 4:07
  SPEAKER_00: But if you are, if you'll take that extra time, even to send a text and say, hey, what's important to the seller?
• 4:13
  SPEAKER_00: We're about to write an offer, but you know, what do they need?
• 4:16
  SPEAKER_00: And you get a couple bullet points back, you can then, as long as they make sense for the buyer, write them into your offer.
• 4:23
  SPEAKER_00: By doing that, your offer stands out so much more because you took three minutes to ask what is important to the seller.
• 4:31
  SPEAKER_00: It's mind-boggling how many agents do not do this.
• 4:34
  SPEAKER_00: How many agents are so lazy that you don't bother to do this ahead of time?
• 4:39
  SPEAKER_00: But here's the thing this is actually gonna save you a bunch of time.
• 4:43
  SPEAKER_00: Even though it takes one extra step, it's gonna save you a bunch of time because you have to submit so many fewer offers for that same client because you're gonna get them accepted much faster.
• 4:54
  SPEAKER_00: There's one more piece to this as well.
• 4:56
  SPEAKER_00: If you have a relationship, an existing relationship with the listing agent, that's gonna help you as a buyer, uh, as the buyer's agent as well.
• 5:04
  SPEAKER_00: So one of the worst things that my that one of my first mentors taught me was that I should not connect with other local agents on Facebook and on social.
• 5:14
  SPEAKER_00: I should hide what I was doing so that they wouldn't steal my ideas, so that they wouldn't steal what I was doing.
• 5:19
  SPEAKER_00: My ideas weren't that great.
• 5:21
  SPEAKER_00: And what I've learned by giving out my best stuff for free for many, many, many years is hardly anyone ever does it.
• 5:30
  SPEAKER_00: So even if someone does steal my best stuff in my market, most of them won't won't even do it.
• 5:35
  SPEAKER_00: Like they might do it once and then stop.
• 5:37
  SPEAKER_00: So it's just complete bullshit.
• 5:40
  SPEAKER_00: So what I learned, doing the opposite of what my mentor taught me, was to connect with as many local agents as possible, become friends on Facebook and Instagram, get to know them somewhat so that then when you reach out on their listing, they're familiar with you.
• 5:56
  SPEAKER_00: You're not a stranger.
• 5:57
  SPEAKER_00: It absolutely helps because on the listing agent side, this is what happens.
• 6:01
  SPEAKER_00: You submit an offer, or sorry, you submit an offer and they they're looking at two or three different ones that are pretty strong.
• 6:08
  SPEAKER_00: If they know the buyer's agent and they're gonna trust that agent a little bit more, familiarity has value.
• 6:15
  SPEAKER_00: So they're a little bit familiar with this person because you're connected on Facebook and maybe you've you've talked a little bit, and you've spoken to them ahead of time about your buyers.
• 6:25
  SPEAKER_00: You reached out ahead of time, found out what the seller's needs are, you spoke to them about how strong your buyers are, about their financing, about how far along in the financing process they are, that they're fully pre-approved, they're just waiting for the property, they don't have a bunch of underwriting stuff that can still pop up with surprises.
• 6:42
  SPEAKER_00: And now that agent knows you a little bit, they know about your buyer situation, they know what's behind the offer and not just terms on a paper.
• 6:51
  SPEAKER_00: Your offer will stick out so much more.
• 6:54
  SPEAKER_00: You will get so many more offers accepted if you're willing to do those extra steps.
• 6:57
  SPEAKER_00: So I would encourage you, I would encourage you to reach out with, reach out to and connect with as many local agents as you possibly can.
• 7:06
  SPEAKER_00: Befriend them on Facebook, add them on Instagram, get to know them a little bit.
• 7:10
  SPEAKER_00: Like it doesn't have to be crazy and it shouldn't be fake.
• 7:14
  SPEAKER_00: But just become known to other agents.
• 7:17
  SPEAKER_00: And by the way, this also happens with you doing great content.
• 7:21
  SPEAKER_00: If you do great content consistently, like we've talked about for years and like we teach in our society and in my mini course and all this stuff, if you just do that, other local agents are gonna look up to you because they're gonna see you all the time and they're gonna be like, oh, they're doing some cool stuff.
• 7:35
  SPEAKER_00: And that will help give you the credibility and the name recognition in those situations where then you go make an offer on their property.
• 7:41
  SPEAKER_00: I've seen it time and time again for myself.
• 7:43
  SPEAKER_00: I've seen it with our agents.
• 7:46
  SPEAKER_00: Befriend other agents, become known to other agents, become liked by other agents, have a relationship with other local agents, and then take that extra minute or two or three to find out what the seller's needs are, and then speak to the listing agent about the strength of your buyer and their financing.
• 8:05
  SPEAKER_00: You do those things, and unless you're just 80 grand less or just wildly, you know, if you're just completely out of the ballpark as far as price and terms, you don't you don't stand a ch a chance then, even if even if you do have a great relationship.
• 8:22
  SPEAKER_00: But if you're close, if you're competitive and you're meeting the seller's needs, they may bend over backwards and take your offer just because it it reduces their pain.
• 8:31
  SPEAKER_00: It reduces their inconvenience.
• 8:35
  SPEAKER_00: I took an offer 10 to 15 grand less because it was more convenient.
• 8:39
  SPEAKER_00: It gave us the flexibility and the timing that we needed for a lease back, which was worth more than an extra 10 or 15 grand.
• 8:47
  SPEAKER_00: So it's weird that this comes down to so many times agents that are proactive and agents that are lazy.
• 8:55
  SPEAKER_00: Lazy agents don't do so well.
• 8:58
  SPEAKER_00: Sorry.
• 8:59
  SPEAKER_00: Proactive agents that just think ahead, that just go a little bit extra, do a little bit more, think think about how can I how can I make this offer more attractive.
• 9:09
  SPEAKER_00: If you just add some proactivity to your to your business and to your career, you're gonna see a huge spike in business.
• 9:18
  SPEAKER_00: Overall, like this is not rocket science.
• 9:21
  SPEAKER_00: Be proactive, be friendly, build credibility, be visible by doing content, use AI and the tools that are available to to create leverage and do more and be in more places.
• 9:33
  SPEAKER_00: This is not a this is not a hard game.
• 9:36
  SPEAKER_00: And then just keep doing it.
• 9:38
  SPEAKER_00: So there you go.
• 9:40
  SPEAKER_00: There's the trick that will help you double and triple your uh your offer acceptance rate as a buyer's agent using all the tools you have available, and a quick trick just by reaching out and asking what the seller's needs are.
• 9:52
  SPEAKER_00: Hope this was helpful.
• 9:54
  SPEAKER_00: Implement it.
• 9:55
  SPEAKER_00: A lot of you have already been already been doing this.
• 9:57
  SPEAKER_00: If not, add it.
• 10:00
  SPEAKER_00: Do it.
• 10:00
  SPEAKER_00: Like make these changes to your business and you're going to see imagine if you if you just got no, if you just continue getting, if you're getting two buyers a month and you just continue that, but you get twice as many offers accepted.
• 10:14
  SPEAKER_00: So for every 10 offers, like if you were writing 10 offers to get one accepted, now you're only writing five, that's a huge pay raise, by the way.
• 10:22
  SPEAKER_00: It's a huge pay raise and you're saving a bunch of time.
• 10:24
  SPEAKER_00: Please do this.
• 10:25
  SPEAKER_00: If you have not yet taken my free master class, which will teach you how to get 10, 11, 12 deals every single month from social media for free.
• 10:35
  SPEAKER_00: I highly recommend you go to clientsfromsocial.com, take that masterclass, grab the mini course afterwards.
• 10:42
  SPEAKER_00: I it is so jam-packed with specifics and tactics.
• 10:45
  SPEAKER_00: If you if you're still trying to figure out how to get business from Instagram, from Facebook, and from TikTok and all the others, there's a formula to follow.
• 10:54
  SPEAKER_00: I give you the formula in that mini course.
• 10:56
  SPEAKER_00: You just have to grab it and do the work.
• 10:58
  SPEAKER_00: I appreciate you listening.
• 10:59
  SPEAKER_00: Please share this with anyone who needs to hear it.
• 11:02
  SPEAKER_00: An agent, friend, your broker, your team leader, other team members, agents you're connected with on social.
• 11:07
  SPEAKER_00: Share it with them because if you found value in it, another agent will help us to grow the audience.
• 11:14
  SPEAKER_00: I'll keep coming back every week with a new episode.
• 11:16
  SPEAKER_00: See you guys next week.
• 11:17
  SPEAKER_00: Take care.