012: Winning Offers in Competitive Markets with Cara O’Neal

The real estate market is still challenging in most areas, with bids over the asking price a commonplace occurrence. Clients are making offers on homes they don’t really love, and their agents are having difficult conversations with them about their situation.

In a competitive market, clients need a realtor who understands how to communicate, gives guidance on submitting offers, and knows the best times to submit offers on houses. An agent who possesses these qualities offers their clients a better opportunity to compete in multiple offer scenarios.

In this episode of The Art of Agency, Jonathan and Mallory welcome Cara O’Neal to the show. Cara is a real estate agent who covers Bucks and Montgomery Counties in Pennsylvania. She prides herself on being a professional and knowledgeable ally for her clients and is ready to negotiate on their behalf.

Cara’s conversation with Jonathan and Mallory dives into how she gets her clients’ offers accepted in multiple-offer situations, her process for helping them understand what they’re purchasing and agreeing to, and why relationships with other real estate agents matter so much.

In this episode, you will hear:

What led Cara to get into real estate and why doing it part-time just wasn’t working for her
Cara’s strategy for getting her clients’ offers accepted and what she’s doing to educate them to get them to agree to make competitive offers
The tough dialogues she’s having with her clients about rejected offers and why it might not have been the right house for them
Why Cara asks her clients to initial and sign on the details of an offer to make sure they understand what they’re agreeing to
The importance of working with local lenders when it comes to appraising and valuing the home
The benefits of bidding on homes during times of the year when people are on vacation
Why new agents should have a team or mentor supporting them as they begin to write contracts for clients
Building relationships with other agents and how that can help you as an agent
Cara’s thoughts on agents who don’t communicate
The real secret to success in real estate

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