Getting Offers Accepted and Buyers into Homes

[Milan Edgerton]

How is anyone getting offers accepted?  Have any been accepted with contingencies (i.e., appraisal gap, or home inspection)?

I'm located in the DC-Metropolitan area, licensed in Maryland.  Please advise.  

[David Fernandez]

After a few years in the business or if you join a team where you can leverage its relationships, you'll start getting off-market deals. If you are a newer agent, you should focus on:

1. Upfront work with your clients: Explain to them that the DMV is competitive and that most properties that are well priced will go fast, most likely above asking price, and without contingencies. Set the tone so they know what to expect and they are not surprised by how aggressive they might need to be when they want to submit an offer. 

2. Needless to say is that they need to be pre-approved by a lender you (and them) trust that will 100% close on the loan. This will give them peace of mind that they can waive the financing contingency.

3. If they are uneasy about waiving home inspection contingency, they can do a pre-offer inspection. Most of my clients waive it, but some don't like buying a $1M home without inspecting it, so they do it before we submit the offer. 

4. Take time to understand the seller's needs and be nice to the listing agent! Build rapport with him/her and explain to him/her why your clients are the best Buyers for this home. In the end, this is a people business. Most times my clients' offer is accepted and they are not the highest bidders.

It's easier than it seems, but setting expectations clear from day 1 is key.