HOW TO WRITE THE WINNING OFFER

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1 HOW TO WRITE THE WINNING OFFER Simple Steps to Offer Success Spencer Krull, Broker Associate, Teles Properties, Beverly Hills

2 The Simple Way To Win: No Contingencies 3 Day Close Offer 300% Over The Asking Price And

3 The Simple Way To Win: Have your clients buy all the agents a Rolex.

4 The 30 Second Lesson Do unto others Be involved with your clients and the transaction. Be in touch with your buyer s lender(s). Be the sort of agent you would like to have on the other side of your own deals.

5 Think Like a Seller What does a seller want? Prepared Buyers Prepared Agents A Smooth Transaction Confidence the Deal Will Close

6 Think Like an Agent What does the listing agent want? Prepared Buyers A Prepared Agent A Smooth Transaction Confidence the Deal Will Close

7 Prepare Your Buyers & Be Active PREPARE FINANCING: Talk to their lender and make them part of your team. Get them pre-approved Find out timing for the appraisal & loan contingencies How fast can the lender fund or close? Talk to your clients about the loan process Get a Back-Up lender Get their Verification Paperwork Get a letter from the lender about this particular property, and the price you are going to be offering.

8 Really Prepare Your Buyers Explain the Offer Process Explain the Counter-Offer Process Explain the Multiple Counter- Offer Process

9 Educate Your Buyers: Walk your clients through the RPA Terms Contingency Periods Service Providers Appraisal Inspections (types and their options) The Request for Repairs Process Home Warranty (and its value )* *(Talk to your manager about this.)

10 Prepare Yourself: Call The Listing Agent Think like the listing agent. Do some research: Who is the other agent? Do you know anyone in common? Can another agent or service provider vouch for you? Call the other agent & Shmooze How many offers do they have? What providers do they want to use?

11 Prepare Yourself: Call The Agent 2 What is the seller looking for? Terms? Leaseback? Closing Date? Why are they moving? What are they like? What do they do? Hobbies, work Timing? When will they look at offers and respond?

12 Prepare Yourself: Call The Agent 3 Talk up your clients (and how dedicated they are) Talk up yourself (and how you work a transaction) Listen to what the agent is telling you. Use this as a time to bond Make it a Team Effort. Introduce yourself to their Escrow Officer and Title Rep.

13 Discuss the Deal with Your Buyer(s) Discuss all of the aspects of the deal with your buyer. Why the Sellers are Selling Price Escrow Period Down Payment and Loan Terms Providers Inspection Contingency Loan Contingency Appraisal Contingency Leaseback (Check with your lender) Warranty

14 And Now, Write That Offer Remember the goal is not to Win And it s not about rolling over The Goal is to GET THE OFFER ACCEPTED.

15 How you stand out Be different from other agents. Show that you listened. WRITE A COVER LETTER This is your one shot in front of the seller. Outline the Highlights of the deal. Talk about who your clients are and why they want the home. Touch on the reason(s) the seller is selling (if appropriate). Touch on commonalities of the buyers and sellers (if any). Include the things you might want to hear if you were the seller Include the things you d like to hear if you were the agent.

The Cover Letter Spencer Krull Daniel P and Scott M!! Dear Daniel & Scott:! Re: Offer from Jan and Mel I am very pleased to be submitting the enclosed offer for 4834 Salem Village.

16 The Cover Letter Spencer Krull Daniel P and Scott M!! Dear Daniel & Scott:! Re: Offer from Jan and Mel I am very pleased to be submitting the enclosed offer for 4834 Salem Village. As you will see, my clients, Jan and Mel M., have made a substantial offer with excellent terms, including:!! Purchase Price of $586,000! Down Payment of 30%! Loan Pre-Approval! No Loan Contingency! No Appraisal Contingency! Initialed Liquidated Damages and Arbitration! Initial Deposit of 3%! 21 Day Escrow Period! Mel and Jan (and their daughter, Carolyn) are excited about finding a new home and community, and have fallen in love with the town home that they hope to make theirs. Based on our conversation yesterday, I understand that as the trustee your client is interested in the shortest close time and the! As for myself, I take pride in being thorough, and promise you and your seller a smooth escrow. If you have any questions about how I handle a transaction, please speak with Regina W. in your office as we have completed several deals together! If you have any other questions do not hesitate to call me. My cell number is (310) !! Sincerely,! I look forward to your response.! (310) spencer@spencerk.com TELES PROPERTIES Telephone: Fax: N. Canon Drive PH Beverly Hills, CA 90210

17 Cover Letter Sample Dear Daniel & Scott: I am very pleased to be submitting the enclosed offer for 4834 Village Road. As you will see, based on our conversation yesterday, my clients, Jan and Mel, have made a substantial offer with excellent terms, including: Purchase Price of $586,000 Down Payment of 30% Loan Pre-Approval No Loan Contingency No Appraisal Contingency Initialed Liquidated Damages and Arbitration Initial Deposit of 3% 21 Day Escrow Period Mel and Jan (and their daughter, Carolyn) are excited to have found their new home and community. As for myself, I take pride in being thorough, and make every effort to deliver you and your seller a smooth escrow. If you have any questions about how I handle a transaction, please speak with Regina W. in your office as we have completed several deals together If you have any other questions do not hesitate to call me. I look forward to working with you.

18 Cover Letter Sample Two Dear Michael: Thank you for being open to the phone calls and the frank discussions we ve been having over the past few days. I know that this new offer is not the figure your clients had in mind, but Sam and Marni asked me to send it to you because they would truly like to buy this home. The price reflects their understanding that this is an as is sale, and they are not going to ask for credits or money back, which means your sellers can avoid requests for credits or a price reduction after inspections. After their geological inspection, it would be a simple in or out decision for them. The only other contingencies are title, loan and appraisal. Here s a summary of the offer: $1,300,000 purchase price 20% down payment 3% initial deposit 45 day close (or sooner) As is purchase Please know that Sam and Marni are ready to go forward with this purchase if this offer is accepted.

19 Submit The Offer Make It Easy to Accept Your Offer by Preparing a complete offer package, including: Your Cover Letter Verification of Funds Pre-approval (or qualification) The RPA Addenda (such as Seller in Possession or Lease After Sale ) CALL THE AGENT TO LET HER/HIM KNOW THAT YOU ARE SUBMITTING AN OFFER.

20 Once you submit your offer PRAY

21 Once You Submit Your Offer Don t disappear. Stay in touch with the listing agent. (Respect his/her wishes regarding how much you stay in touch) Stay in touch with your buyers you might go in to counters and you don t want them getting anxious. Pray

22 What NOT to Do: Do not try to educate the seller. Do not try to educate the seller. Do not monkey with the RPA. Do not write any crazy terms. Do not fall off the face of the earth.

23 The Take-Away: Do Your Research. Prepare Your Clients. Stay in contact with your clients and the listing agent. Stand Out By Being Prepared & Being Professional.

24 HOW TO WRITE THE WINNING OFFER Spencer Krull (310)

The Buyer Consultation: Demonstrating & Articulating Value. Interactive Workshop. Student Workbook

The Buyer Consultation: Demonstrating & Articulating Value Interactive Workshop Student Workbook The Buyer Consultation: Demonstrating and Articulating your Value What is a Buyer Consultation? What is