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Buyer's Agents Deserve the Opportunity to Present Offers to Sellers

By Mona Gersky

Real Estate Broker/Owner with MoonDancer Realty, Dillsboro,NC NC# 218097

March 13, 2011 04:56 AM

This topic is controversial in our area. Maybe listing agents are insecure about letting the Buyer's Agents have access to their clients, I don't know.

How many times have you suspected that a Listing Agent presented your offer in a very judgemental manner? Perhaps if your buyer has requested assistance with closing costs, the listing agent conveys with an editorial comment such as "if they can't affort the closing costs, they probably can't afford your house".

Real Estate negotiations should be the art of creating an amicable agreement between two parties. It seems that if the Buyer's Agent has the opportunity to initially present in person and uses that opportunity to respectfully present their clients' offer and making it clear that their purpose in presenting in person is to clarify specifics if necessary (without giving advice or making negative comments about the listing), this is Step One towards a great solution for both parties.

Is there really any profit to either party in being adversarial during negotiations?

Looking forward to your comments from all over the country!

Mona Gersky, GRI, ABR ~~ MoonDancer Realty, Dillsboro, NC

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Cheryl Malone

Windermere Van Vleet - Medford, OR

I think it is very important for a buyers agent to present offers. So many listing agents just want you to fax it over. Are they really doing their clients a favor by doing it that way? We need to stay firm on this subject... present offers in person.

Mar 13, 2011 04:59 AM

Carol B.C. Honkanen

Brave New Realty LLC - Snohomish, WA

Designated Broker & CMM

I prefer to do it. But, I have come across Sellers' Agents who make up every excuse in the book, not to have their Clients at the table.

Mar 13, 2011 05:00 AM

Donne Knudsen

Los Angeles & Ventura Counties in CA - Simi Valley, CA

CalState Realty Services

Mona - As a CA MLO, I'm going to echo Vickie's comment by saying that here in CA, buyers agents making offer presentations to sellers is very rare. I don't think I have ever worked with a borrower whose Realtor/agent was allowed to make the offer presentation in person. I'm going to park for awhile just to see what kind of comments you get. I am very curious to see if there are any Realtors/agent who get to do this and what their success rate of getting their offers accepted is.

Mar 13, 2011 05:51 AM

Mona Gersky

MoonDancer Realty, Dillsboro,NC - Sylva, NC

GRI,IMSD-Taking the mystery out of real estate.

Thanks so much for commenting.

Vickie-yes, it is an ideal opportunity to "humanize" the offer and to get the negotiations off to a positive start.

Cheryl-just faxing it over can lead to huge issues. I've had two separate listing agents completely miss seller concessions on an offer when they've refused our request to present the offer personally. Turns out it was to our client's benefit - but what a murky territory that is...allowing a seller to sign an offer without fully explaining it. Yikes.

Carol - yeah, what's up with the excuse game from those Listing Agents? Maybe they are concerned you are too sharp for them.

Donna - California real estate fascinates me. So many customs seem different. I hope there will be agents commenting on their success rate with personal presenting, but until they do I will tell you I've gotten a contract out of every offer I presented to the sellers. The listing agent is always present and I always am very respectful of their relationships with their clients. The presentation ALWAYS begins with a reminder that any negotiations they are thinking of should be discussed in private with their agents.

Mar 13, 2011 09:52 AM

Donna LaConte

eXp Realty, LLC - Sylva, NC

(I'm in Fl.) .....as much as I would love to sell ALL my listings. ..that rarely happens, for me anyway. With a buyers agent it is a team effort (Co-Broke) on trying to get the deal to work for all parties. We don't have the buyers agent present their buyers offer to the seller. I have not had a buyers agent ask to present one to my sellers. hhmmmm....

Donna LaConte, REALTOR, Adams, Cameron & Co., REALTORS

Mar 13, 2011 11:51 AM

Eleanor Thorne

Equity Resources - Cary, NC

Advantage Lending 919-649-5058

Mona - I can see where this would be very helpful in negotiations. We make loans all over NC, and I haven't heard of someone doing this!

Mar 14, 2011 12:09 PM

Donna - I have a lot of clients from FL and they tell me it is more of a transactional state - rather than buyer/seller representations. At least the ones who understand real estate relationships at all! I used to live in St Pete and although this is off topic...sure did miss it this winter!

Eleanor - glad to know you make loans all over NC. I'll visit your website and get the particulars to add you to my list of preferred service providers. Thanks for commenting.

Mar 15, 2011 01:17 AM

Anne M. Costello

Weidel Realtors - Yardley, PA

Mona: Presenting the offer in person to the sellers is something that has gone out of fashion - possibly even considered quaint. I agree that the buyer agent speaking directly to the sellers (LA present) can strengthen an offer. As for listing agents feeling threatened, not sure this middle aged matron could threaten anyone.

Oct 15, 2011 09:15 AM

Hey Russel, thanks so much. That was a wonderful surprise to be included in your Golden Oldies list. It's a great idea of yours and I think you have a generous spirit.

Hi Anne, Middle Aged Matrons are exactly who everyone needs to watch out for ;-D

Oct 15, 2011 04:45 PM

Buyer's Agents Deserve the Opportunity to Present Offers to Sellers

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