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What Is an Offer Presentation in Real Estate?

If you’re a real estate agent reading this article, you’re already familiar with what an offer is. When your client is interested in purchasing a property, you send the offer to the seller on behalf of your client, expressing their interest in buying the property and stating the proposed purchase amount and other pertinent details.

Typically, agents send an offer through email. If only one buyer makes an offer, and the seller is content with the price and all the information included, the offer is accepted, and the deal closes – the end. In a competitive market, you may need to send a counter offer. In any case, you first have to send the seller an offer presentation.

Definition of an Offer Presentation

An offer presentation is what it sounds like – it’s a presentation that showcases a buyer’s offer to a seller.

In some cases, especially in hot property markets, multiple buyers are making an offer on a single property. When this happens, the offer presentation becomes critical. For a buyer’s agent, the offer presentation is an opportunity to showcase your client, their offer, and your professional knowledge and experience in an easy-to-understand manner.

To catch the seller’s attention, an agent must ensure that their offer presentation stands out. If a seller receives dozens of offers, you must ensure that your buyer’s offer is the most attractive and appealing among everyone else’s.

A typical offer presentation includes the following sections:

• Summary: A quick overview of the offer highlights.
• Listing Highlights: This includes what a buyer liked about the house or property, such as the updated kitchen, expansive garden, or beautiful curb appeal. There’s no need to overshare, but just include a few lines about why the buyer wants to buy the property. You can also include what you, as an agent, liked about the property-beautiful staging or excellent value for the location-which showcases your professional expertise.
• Signed Purchase Agreement
• Proof of Funds – This demonstrates how your buyer will pay for the property. Proof of funds assures the seller that your buyer is serious about buying and can pay for the property.
• The lender or Mortgage Broker overview letter includes the lender qualification, how many years it’s been in business and its proven track record of closing.
• Loan Approval Letter

Of course, you can add more than just the above sections to ensure your offer presentation stands out. You can also include testimonials from previous happy clients and a short video of yourself talking about your bio and professional experience.

Some buyers and agents also include a pre-inspection letter, an offer to pay all the seller’s fees or an automatic escalation clause that buyers are willing to pay X percent over the top offer they receive.

While all these aren’t required, they demonstrate a high level of commitment from the buyer and their agent to purchase the property. They also give more than enough information so the buyer or listing agent has everything they need to know. These extra sections might just be the tipping point that convinces the seller to accept your buyer’s offer.

Whatever you and your client decide to include in the offer, ensure that your offer presentation is professional, organized, and attractive.

Ready to elevate your offer presentations?

Benefits of presenting your offer in real estate.

Creating an elevated and well-crafted offer presentation demonstrates your buyer’s high interest in the seller’s property. It also helps you continuously build your relationship with the listing agent who you will most likely meet again in the future. While people may think an offer always boils down to price, it’s often not the only determining factor for sellers.

“ Having the highest price is not everything ,” shared Mark Choey, founder of Highnote. He explains that having a great relationship with the listing agent and establishing your reputation in the industry matters more and pays off during an offer presentation.

“ When you present your offer presentation, you want to put your best foot forward, and you want to paint a picture of your client as being a fantastic buyer, ” he also said.

Your offer presentation is an excellent opportunity for an agent to show that their client is well-qualified to buy a home and fully committed to purchasing that property.

Here are a few more tips on how to make your offer presentation effective and win more offers:

• Build your relationship with the listing agent – This is crucial in making your offer stand out among the rest if you’ve worked with the listing agent before, even better! They’ll be familiar with your reputation and will be more comfortable working with you. Additional tip: Your professional network of agents plays an essential role in winning deals, so make sure you’re always working on growing your network.
• Be creative – Some agents send flowers, some buyers include an offer letter, while others get even more creative. For example, agent Clayton Connolly actually wrote and sang a song to convince the listing agent and seller to choose his client as the buyer.

Test the waters – When sending your offer presentation, one way to test if your initial offer is acceptable or high enough is to email the offer presentation with a summary of the offer. For example, “Our buyer’s offer is $1,000,000, and we can close in 7 days.”

Below, include a link to your Highnote presentation containing the rest of the offer documents and details. If the listing agent or seller clicks on your link and takes time to study the rest of the offer presentation, you know they are interested! 

Highnote will send you real-time notifications that tell you how many times your potential client has opened the presentation and how long they spent looking at it. If they don’t click on the link at all, you’ll know the initial amount wasn’t attractive enough. 

Don’t wait for the seller to get back to you. If your buyer wants to, and can, change your offer immediately and resubmit an offer presentation. There’s no need to wait for them to start negotiating. Michelle Balog, founder of San Francisco’s Bay Real Estate Group has done this many times and closed countless deals in the process.

Elevate Your Offer Presentations with Highnote

One way to easily elevate your offer presentation is by using Highnote. With Highnote, you can create clean and compelling presentations that are sure to stand out. Our website has hundreds of templates and assets to help you create offer presentations that catch your client’s attention.

Highnote also gives you real-time notifications at your fingertips, letting you know when a client views your presentation and how often they open it. So you’ll also have much-needed insights into potential clients’ interest levels. These analytics also help improve your presentations, letting you know what works and what needs improvement.

Questions to Ask Sellers at the Listing Appointment

Wondering how to prove your worth? We’ve prepared questions to ask sellers at listing appointment to increase your chances of winning a listing!

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Step-by-step Guide to Creating Buyer Presentation

Check out now the step-by-step guide to creating buyer presentations. Try Highnote and sign up for a free trial to elevate your buyer presentations.

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Persuasive Real Estate Listing Presentation Examples & Tips

See top real estate listing presentation examples and templates. Learn from insider tips how to create a listing presentation and pre-listing packet that wins deals.

8 minute read

helped business professionals at:

Short answer

What is a real estate listing presentation?

A real estate listing presentation is a pitch by realtors to persuade owners to sell their property through them. It includes market analysis, marketing plans, pricing, and the realtor's success history, crucial for building trust and showcasing expertise.

A boring listing presentation can cost you more than commission

Real life isn't quite like "Selling Sunset" - you can't rely on stunning properties and personal charm to win listings.

But the truth is, most real estate presentations out there are boring, yawn-inducing, static PDFs, lacking any real excitement or engagement.

In the competitive real estate market, a weak listing presentation can lead to lost high-value listings and a dent in your professional reputation.

But there's a way to turn this around.

In this post, I’ll teach you how to create persuasive real estate listing presentations.

I'll show how to infuse life into your property presentations, making them so compelling that sellers can't resist signing with you, and follow up with the best listing presentation examples to inspire your efforts.

Get ready to ditch the dull slides and step up your game!

What makes an effective real estate listing presentation?

An effective real estate listing presentation combines engaging storytelling, clear data visualization, and personalized content to connect with clients.

It persuasively showcases an agent's expertise, market knowledge, and unique marketing strategies to convince sellers to entrust them with their property listing.

What should you include in a real estate listing presentation?

Just like a first date, your seller presentation is your chance to make a memorable first impression. It's the perfect opportunity to build a strong foundation for your client relationship and show your dedication to their success.

Here's what you should include to make your realtor presentation engaging and effective:

1) Introduction

Start with a strong introduction showcasing your experience, professionalism, and unique qualities. Highlight any awards you have received, your years of experience, and local expertise to establish trust and credibility.

2) Comparative advantage

Explain what sets you, your team, or brokerage apart. Use relevant statistics to demonstrate your market performance and include testimonials to provide social proof of your success.

3) Market analysis

Present a detailed Comparative Market Analysis (CMA) to show your knowledge of the property and its value. This analysis should convincingly justify your recommended pricing strategy.

4) Marketing strategy

Outline a customized marketing plan for the property. Include tactics like professional photography, video tours, and social media promotion to show how you'll attract buyers.

5) Professional advice

Offer guidance on preparing the home for sale, such as decluttering, cleaning, and making necessary repairs. Suggest potential renovations that could increase the property's value.

6) Your role

Clarify your responsibilities as the listing agent and set expectations for the selling process. This helps in building a transparent and trustworthy relationship with the seller.

7) Call to Action

Conclude with a persuasive call to action, encouraging the seller to sign the listing agreement. Be prepared to handle any objections and reiterate the benefits of choosing you as their agent.

How to create a real estate listing presentation?

Creating a realtor listing presentation is much like preparing for a key performance. It's your stage to demonstrate your expertise, build trust, and persuade sellers to choose your brokerage.

You need to showcase your skills while aligning perfectly with the needs and goals of your sellers.

Here's how it's done:

1) Personalize your introduction

Start by introducing yourself and your brokerage, focusing on your experience and how it benefits the client.

Highlight your relevant experience, such as years worked as a listing agent and homes sold, especially those similar to the client's property.

Explain what your brokerage offers, emphasizing its unique selling propositions. Remember, the introduction should be about the client, not just you.

Here's an example of a personalized slide:

2) Tell a compelling story

Instead of just listing features, weave a narrative about the property that highlights its potential and the lifestyle it offers. This storytelling approach can help sellers see the unique value you bring in marketing their property, making it more appealing to potential home-buyers .

3) Use data visualization

Incorporate local housing market data to set realistic expectations. Use clear, understandable visualizations to present information like local inventory, selling prices for comparable homes, and average time on the market.

This helps clients grasp the market dynamics and aligns their expectations with reality.

Here's a great example of a data visualization slide:

4) Guide through the home selling process

Explain each stage of the home selling process, from pre-sale activities to closing. This includes discussing paperwork, home inspections, marketing strategies, and the negotiation process.

5) Prepare the home for market

Discuss how to prepare the home for sale, focusing on decluttering, depersonalization, and necessary repairs or updates. Emphasize the impact of a well-presented home on buyer perception and potential selling price.

6) Outline your pricing strategy

Explain the importance of an accurate listing price and how overpricing can hinder the selling process. Discuss the client's priorities and how they affect the pricing strategy. Use a comparative market analysis (CMA) to guide your pricing approach.

7) Detail your marketing plan

Walk through your marketing plan, covering aspects like direct marketing, home staging, professional photography, and social media strategy. Be clear about which services you provide and any associated costs such as hiring a real estate software development company , for example.

8) Set expectations for open houses and negotiations

Discuss your approach to open houses and managing negotiations. Set clear expectations about your role and how you will support the client through these stages.

9) Guide sellers to the next steps

Provide an overview of the closing process and discuss the next steps, ensuring the client understands the timeline and any actions they need to take.

Here's a great example of a next step slide:

Real estate listing presentation examples that secure clients

In the world of real estate, a listing presentation is more than just a set of slides; it's a key to unlocking new opportunities and securing clients.

The best listing presentations for real estate agents go beyond mere facts and figures. They tell a story, resonate with the audience, and showcase a realtor's unique strengths.

Let's dive into some standout real estate listing presentation examples that have proven their worth in clinching deals.

Jump ahead to page section

Dark mode real estate listing

Engage potential sellers with this dynamic real estate listing template, featuring a clear sales process, market statistics, and immersive property tours to showcase your effective selling strategy.

What makes this listing presentation great:

The presentation provides a comprehensive overview of services , showcasing versatility in handling various real estate needs.

It includes a detailed and transparent sales process timeline , building trust by setting clear expectations.

Engaging property listings with high-quality images and thorough descriptions demonstrate attention to detail and commitment to attractive presentation.

Modern real estate listing

This example is tailored for residential realtors, focusing on a clear, step-by-step sales approach. It highlights community features and local market trends, making it ideal for convincing homeowners to list their properties by showcasing the area's appeal.

The presentation starts with a warm, personal greeting from the agent , creating a welcoming and professional first impression.

It emphasizes a tailored marketing strategy , including virtual tours and social media promotion, showcasing a modern approach to property marketing.

The presentation includes client testimonials , providing social proof and reinforcing the agency's reputation for successful and satisfying transactions.

Light mode real estate listing

Designed for the suburban market, this presentation emphasizes the unique lifestyle and community benefits of suburban living. It's crafted to persuade homeowners by highlighting the serene and family-friendly aspects of suburban areas.

The presentation emphasizes a personalized consultation process , showcasing the agency's commitment to understanding and meeting each client's unique goals.

It features a narrated slide for each current property listing, providing an engaging and detailed exploration of the properties, enhancing the overall appeal and understanding.

Data visualization elements in the year-by-year sales performance section, demonstrating the agency's growth in the market through engaging graphics.

Luxury listing presentation

This presentation is tailored for the luxury real estate market, emphasizing the unique allure and premium aspects of high-end properties.

It's designed to captivate homeowners by highlighting the opulence and distinctiveness of their luxury homes, showcasing them as not just residences but as embodiments of a lavish lifestyle.

The presentation includes multiple smart CTAs (Call to Actions), strategically placed to encourage immediate engagement and response from potential clients.

It features image placeholders for each property listing, allowing for a visually appealing and customizable showcase of properties.

The deck effectively uses data visualization to present sales statistics, making complex information easily understandable and visually engaging.

Commercial listing presentation

Focused on commercial properties, this presentation showcases investment potential and key market data. It's designed to appeal to commercial property owners by highlighting the financial benefits and opportunities of listing their properties.

What makes this real estate sales presentation great:

The presentation utilizes tiered slides , offering a structured and engaging way to present information, making it easy for clients to follow and understand.

It includes the ability to embed videos directly into the deck , providing a dynamic and immersive experience that brings properties to life.

It comes with a built-in analytics panel , allowing for real-time tracking of client engagement and effectiveness of the presentation.

Real estate seller presentation

Perfect for properties in lively urban settings, this example captures the essence of city living. It's aimed at convincing urban homeowners to list by showcasing the dynamic and exciting lifestyle that city properties offer.

What makes this real estate seller presentation great:

An intuitive editor simplifies the process of creating and customizing the deck to suit specific needs and preferences.

It is designed with an adaptive layout that automatically adjusts when changes are made, ensuring the design remains cohesive and visually appealing without extra effort.

The deck allows for modifications even after it has been sent , offering flexibility and the ability to update information in real-time to keep the presentation accurate.

Real estate listing

This presentation is all about bringing a fresh, modern approach to property marketing. It demonstrates to homeowners how innovative and interactive techniques can make their listings stand out in a competitive market, appealing especially to those who appreciate a contemporary and dynamic selling approach.

What makes this seller presentation great:

The presentation allows for direct integration of the agent's calendar , streamlining the process of scheduling meetings and enhancing client convenience.

You can use an AI assistant to help with generating images and tweaking copy to ensure a high-quality and efficient presentation creation process.

The ability to add dynamic variables lets you easily personalize the presentation for each client, which adds a personal touch and increases engagement.

How to design a seller presentation?

In the digital age, the design of your real estate agent presentation is as crucial as its content. Gone are the days when static PDFs and basic PowerPoint slides could capture and hold a client's attention.

These traditional formats, while once the backbone of presentations, now fall short in a world where interactivity and visual engagement are key. They lack the dynamism and immersive experience that modern clients expect.

Here’s how to design a pre-listing packet that not only informs but also captivates:

1) Embrace interactive presentation tools

Interactive presentation makers are a game-changer, especially for those without a design background who would normally outsource it to a professional.

These tools allow you to create presentations with embedded videos, clickable content, and virtual tours, offering an engaging and immersive experience that static PDFs and PPTs simply can't match.

2) Utilize scroll-based design

Scrollytelling , or scroll-based storytelling, is an innovative way to engage viewers. As the audience scrolls, the story and information unfold in a visually appealing and interactive manner.

This technique keeps the viewer engaged and eager to discover more.

Here's an example of Storydoc scrollytelling:

3) Ensure your presentation is responsive

With the increasing use of smartphones and tablets, your presentation must look great and function seamlessly across all devices. Responsiveness has shifted from being a luxury to an essential requirement.

4) Move beyond outdated formats

The limitations of PDFs and PPTs – such as their static nature and lack of engagement – make them less effective in today's fast-paced, visually-driven world. Exploring dynamic, interactive formats can set your presentation apart and demonstrate your adaptability to current trends.

Here's the difference some interactivity can make. Which deck do you find more engaging?

5) Maintain a clean and organized layout

Avoid clutter. A well-organized presentation with a clean design makes it easier for clients to follow and absorb the information.

6) Consistent branding is key

Your branding should be evident throughout the presentation. Consistent use of logos, colors, and fonts builds brand recognition and trust. Interactive presentation makers can take care of that for you, extracting branding information directly from your website or brand book.

How to deliver a compelling real estate listing presentation?

Delivering a compelling real estate listing presentation is like telling a captivating story where you are both the narrator and the hero. It's your opportunity to demonstrate how your unique skills and experiences can transform a seller's journey.

Here's how to make your presentation not just informative, but truly engaging and persuasive:

1) Start with an engaging introduction

Kick off with a captivating story about a previous sale or a current property you're working on. This sets the stage and showcases your experience.

2) Outline the sales timeline

Clearly explain each step of the sales process, from pre-sale events to closing the deal. This helps clients understand what to expect and prepares them for a quick turnaround in today's fast-moving market.

3) Ask insightful questions

Engage with your clients by asking questions about their goals, challenges, and expectations. This not only shows your interest in their needs but also helps tailor your presentation to them.

4) Showcase personal statistics

Use your sales data to demonstrate your success and expertise. Include metrics like your sales compared to market averages and average days on the market for your listings.

5) Detail your marketing plan

Explain how you'll market their home, using current trends like virtual tours, HD photography, and social media promotion. This shows your commitment to using every tool at your disposal to sell their home.

6) Handle pricing objections

Be prepared to address concerns about pricing, especially if clients have heard higher estimates from others. Use data and your market knowledge to justify your pricing strategy.

Here's a video on how to handle tough seller objections:

7) Build trust before the presentation

Use the time leading up to your presentation to build trust. Send personalized videos and emails, showcasing your marketing plan and success stories.

8) Reverse your presentation

Instead of a traditional approach, start with the end result of a successful sale and work backward. Show the steps you took to achieve that result, demonstrating your process and effectiveness.

9) Speak to all decision-makers

When you're heading to a listing appointment, it's crucial to chat with all the decision-makers involved.

You wouldn't want to miss out on securing the listing just because you only connected with one person. Keep in mind, especially when dealing with couples, that all individuals have their own ideas and expectations about selling their home.

As Jeffrey Kosiorek , a real estate expert with 22 years of experience, says:

"You must consider both parties' perspectives when making your pitch to win the listing. If not, you will most likely not get the listing."

Interactive real estate listing presentation templates

Starting from scratch on a real estate listing presentation can feel overwhelming, especially if you're not a design whiz. Imagine trying to convey the charm and value of a property, but the blank screen in front of you just doesn't cooperate.

This is where interactive real estate listing presentation templates come in. They take the guesswork out of design and structure, providing you with a professional, polished framework that you can easily customize.

These templates are designed with the real estate market in mind, ensuring that each slide, each interactive element, is tailored to showcase properties in the most engaging way possible.

Grab one and see for yourself.

Hi, I'm Dominika, Content Specialist at Storydoc. As a creative professional with experience in fashion, I'm here to show you how to amplify your brand message through the power of storytelling and eye-catching visuals.

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9 Critical Components Every Real Estate Listing Presentations Needs in 2024

• Open Houses
• Lead Nurture

March 26, 2024

You’ve generated leads, networked with potential sellers, and found a prospective client. You must position yourself as the ideal agent to represent your prospective client’s home, and to do that, you’ll need to present a real estate listing.

A real estate listing presentation is a powerful business tool that demonstrates your expertise, impresses sellers, and increases your close rates. We understand the impact a powerful presentation can have on your business––so much so that we’ve built a tool into our platform to help you craft your own standout presentation.

Luxury Presence’s listing presentation tool is designed to help you increase your close rates with stunning professional presentations. We make the design process as simple as possible so you can focus on what really matters––your clients.

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The 9 components of a winning real estate listing presentation

Our experts have compiled a list of everything you need to create a stellar real estate listing presentation. Following this guide can create lasting impressions that will turn prospective sellers into clients.

1. A Self-introduction

This section is vital––you want to establish your expertise and experience, build familiarity with your client, and then bring the focus back to them. Explain how your experience serves your client, clearly lay out what you and your brokerage can do for them, and seek common ground that builds trust and rapport.

Your listing presentation introduction should be statements of value––no fluff. Start by sharing your relevant experience, which includes how many years you’ve worked as a listing agent, the number of homes sold, and a brief anecdote about your success selling a similar home.

Then, move on to explain what your brokerage can offer these sellers. 

This is your opportunity to give an overview of the unique selling proposition you, your team, or your brokerage can provide. Sellers will be interested in knowing your brokerage’s level of success in the market, its reputation, the network of professionals that support and streamline your work, and specific metrics or standards that set your brokerage apart. 

This process can be overwhelming for clients, but your expertise and composure during the listing presentation will put them at ease.

2. Local housing market data

Sellers are frequently under-informed or overly optimistic about the current real estate market conditions. This is your opportunity to set expectations by preemptively correcting assumptions about the market in your area. Providing realistic generalizations at this stage can help temper disagreement or disappointment when you get to the pricing strategy. If the market is rocky, you can demonstrate confidence in expertly navigating through the current turbulence.

Your market overview should include data on local inventory, listing and selling prices for relevant comps, average days on market, and typical home improvements. Remember that while you see these numbers daily, home sellers don’t—everything you share with them should be clear and relevant to their situation. 

3. An explanation of the home selling process

Outlining the process sets expectations and showcases your value. Be flexible during this part of your real estate listing presentation. Some sellers may need more hand-holding and detailed answers, while a veteran home seller won’t need a detailed explanation of each process step.

Explain these process stages:

• Pre-Sale Activities : This includes filling out paperwork like the Seller’s Disclosure, arranging a home inspection, having marketing photographs taken, making repairs, and arriving at an agreed-upon price before the home goes on the market.
• Marketing : During this stage, you’ll create the listing and add all the details, prepare digital marketing content, stage the home, and get everything lined up for the day it goes on the market.
• Active Listing Period: Open houses, agent showings, and hopefully receive some offers.
• Accepting Offers : Walk your client through different strategies for this stage, such as accepting an offer they like or arranging for “best and final”—the day when all offers are due. Explain how you’ll present every offer and assure them that you’ll help them understand the pros and cons of each.
• Closing period : Sellers might not know what happens after an offer is accepted. Explain the option period, which has the potential for renegotiations, what happens in a month or so between accepting an offer and closing the deal, and options for leasebacks.

Be sure to include printed materials so the sellers can engage with your presentation and not worry about memorizing everything.

4. An explanation of the pre-listing work needed to be successful

If you haven’t seen the property yet, ask your seller questions to understand its condition. Is it move-in ready? Are there repairs or updates that will significantly alter the potential selling price?

Emphasize the value of having a home that looks beautiful and is in excellent condition. Explain depersonalization—it’s not a matter of the seller’s taste but rather about creating a generically stylish interior that any buyer can imagine making their own. Even if the seller isn’t willing to make repairs or renovations, professional cleaning and decluttering will positively affect buyers’ perceptions. 

5. A detailed pricing strategy

Ask the sellers about their priorities with the sale. Some must sell quickly, while others can wait for the highest possible number. Ask if they’re looking for a lease back or if there are any other strategic elements affecting their asking price. These factors will influence the total offer strategy.

Be ready with your comparative market analysis (CMA), which supports your pricing strategy through comps and relevant data. Sellers can be emotionally attached to their home; sometimes, sentimental value and a market price don’t match. Emphasize the importance of starting with an accurate listing price. If priced too high, a home can languish without offers.

6. The highlights of your marketing strategy

This is the point in the real estate listing presentation where you explain your planned marketing efforts and are clear about who is responsible for the costs. Some listing agents pay for photography and staging, while others have the sellers cover these expenses. 

Make sure to discuss the benefits and steps of these four basic marketing strategies:

Direct marketing

• Hosting open houses
• Listing the home on MLS and real estate sites
• Sending out mailers

Home staging

Discuss the particulars of staging, including your network of staging professionals and price ranges.

Photography and videography

Most listings, especially luxury properties, have professional photography and virtual tours . Speak confidently about your network of professional photographers and show samples from listings you’ve made in the past.

Social media posts

Discuss your social media strategy for home sales, including what platforms you use , posts specific to the listing , how you plan to promote open houses, and how this strategy has succeeded in past home sales.

Advertising

Present your plan for where the property will be listed. Add in any promising statistics or metrics to details.

• Your local MLS: This is a great way to differentiate yourself from home sellers who may be considering an FSBO. Only licensed agents have access to the MLS.
• Website and landing page: If you create property websites and landing pages for your properties, provide examples and discuss the benefits.
• Internet platforms such as Zillow and Realtor.com
• Social media: Find out how your sellers feel about social media and give them the option of whether or not you use it.

7. Expectations for showings and open houses

Take this opportunity in the listing presentation to explain how you will manage and host showings and open houses. Clients may feel uneasy thinking of strangers walking through their home. Assure them that you or a team member will always be present during an open house and that any private showings will always be conducted by a licensed agent.

8. Your offer and negotiation strategy

Give an overview of how the offer and negotiation process works. Assure sellers that you will present every offer that comes in, and you’ll walk through the particulars. Provide examples of different offer details they may see and the most common areas for negotiation beyond the offer price. Reassure the clients that you will always act in their best interests, an obligation of being a fiduciary.

9. Final questions and “The Ask”

At this point, the meeting is coming to a close. Answer any remaining questions and discuss what needs to happen before you can start with the pre-sale activities. And then—ask for their business. Politely assure the sellers that you have the skills and expertise needed to sell their home, and that you would love the opportunity. 

If they are ready to sign, complete the paperwork and finalize your pricing strategy. If they want more time to think things over, give them a deadline by which you will call them––and definitely call them on that date. 

Additional real estate listing presentation tips

Here are a few more things to keep in mind as you craft the strongest possible listing presentation:

Focus on the client’s needs

Every piece of information should be designed to serve the client’s needs and provide clear value. Cut away anything extraneous. Selling a home is a stressful process. Even though you’re used to the process, always be mindful of your client’s perspective and be ready to respond with empathy to their nerves and uncertainty.

Practice often

Nailing a listing presentation takes practice. To polish your performance, practice in front of team members or family. As you gain experience, you’ll be able to anticipate questions and concerns. Even when you’re comfortable with your skills, be sure to reevaluate your listing presentations occasionally.

Be authentic

Above all else, be authentic. Your clients need to feel like they can trust you. Always be transparent and honest.

Real estate listing presentations + Luxury Presence

Looking for even more advice and resources about successful real estate listing presentations? Our platform can help you develop business strategies and strengthen your network. To learn more about how we can help you grow your real estate business, reach out to our team today .

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Selling your home using offer presentation strategy – A real life story

I recently had the good fortune of being part of an exciting “offer presentation” for the sweetest couple who had decided to part with their family home after 30 years.  The interest in this home was high and so was the energy around this listing.  I wanted to share this experience and the strategy used for selling this home bringing more than $100K over the asking price.  

What is an offer presentation? 

An offer presentation is a date and time that has been set when all offers will be presented at one time to the sellers by the Realtor ® .  In this strategy, all bids are compiled and sellers have the opportunity to view and compare the offers all at once, rather than receiving them one by one over a period of time.   

Why use an offer presentation to sell your home?

The first part of an offer presentation strategy is to price the home competitively, or even slightly below market value.  Then the plan is to hold back all offers to a certain date for an offer presentation to the seller.  This strategy is intended to encourage competition for the sale of the property, to ultimately bring a higher selling price for the home owners.   We see this strategy often when demand for homes is high and available inventory of homes for sale is low (aka sellers market).  This strategy has been popular in recent months, however, doesn’t guarantee competition and a higher price, which is why discussion with your expert Realtor ® is always recommended.  

The competition begins...

For this listing, a competitive price was set, and the listing became live on Thursday.  Immediately, Realtors ® were calling and booking times to show the property.  In the few days that followed, over 80 agents reached out, with a steady stream of potential buyers touring the property.  Potential buyers had until Tuesday to make their decision to submit an offer on the home.  

In these four short days, after countless inquiries and showings, the offer presentation day was here.  In the final hours leading up to the presentation was, I must say, a bit hectic. Realtors ®   were calling, emailing, calling again, registering offers, expressing their intent, calling and then emailing again.  

Technology glitch 

And then Google went down.  Yes, Google went down. Some offers were not getting through.  We did a quick work around and all interested parties were able to have their offers submitted right to the wire. Whew!

Time to decide 

Now it was decision time.  There were 14 offers in total - 4 offers were “conditional'' meaning they had included clauses for work to be done before the deal would be officially firm.  Then there were 10 offers that were “firm”, meaning if the seller chose that offer and both parties signed the offer, it meant the deal was final.  

Some offers were low, some were high, some included letters and photos of the prospective buyers and their story.  One buyer even dropped off a Christmas card to the seller in hopes to move to the top of the list.  The sellers were pleasantly surprised with the overwhelming interest in their home, with offers at and above their asking price, and the sellers were very grateful to have the expertise of their Realtor ® to help them navigate this challenging and emotional time.  

The successful bid 

After consideration of all of the offers that had come forward, at the end of the day the top bidder secured the purchase. The successful buyer offered more than $100,000 over the asking price, with no conditions.  The sellers felt like they won the lottery and can retire in a cozy, easy to maintain apartment close to their daughter.  And the buyers were thrilled they actually secured a beautiful, very well maintained home in this extremely competitive marketplace. 

Should you use an offer presentation strategy?

Pricing your home below market value to encourage a bidding war is definitely a strategy many Realtors ® and home sellers are using in this market. With changing market conditions, competitive marketplace, and unexpected issues, nothing beats an expert Realtor ® on your side when selling your most valuable asset.  So, having a plan, being prepared and flexible to navigate the unexpected, can help with the success of this significant time in your life.  

Thanks to my colleague Helene, I was able to see one of our star agents in action to seal the deal.  A lovely retired couple were on their way to a happy retirement, and a new buyer was able to buy a beautiful home in an extremely competitive market.  And a thanks to you for allowing me to share my story and a day in the life of a Realtor ® .

Heidi Brown

Sales Representative

Direct: 416-898-4565

[email protected]

Oakville Office:

RE/MAX Escarpment Realty Inc., Brokerage

1320 Cornwall Road

Oakville, ON, Canada L6J 0H7

Hamilton Office:

1595 Upper James Street, Suite 101 

Hamilton, ON, Canada L9B 0H7

The trade marks displayed on this site, including CREA®, MLS®, Multiple Listing Service®, and the associated logos and design marks are owned by the Canadian Real Estate Association. REALTOR® is a trade mark of REALTOR® Canada Inc., a corporation owned by Canadian Real Estate Association and the National Association of REALTORS®. Other trade marks may be owned by real estate boards and other third parties. Nothing contained on this site gives any user the right or license to use any trade mark displayed on this site without the express permission of the owner. 

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Real Estate Presentation Template

There’s a lot that goes into the home-buying process, and it’s a real estate agent's job to make it as seamless as possible for the buyer. A real estate presentation allows agents to showcase the selling points of a listing to potential buyers to help with the decision making process. Having a deck on hand as a tangible takeaway puts agents in a more favorable position against their competition. Beautiful.ai’s real estate presentation template can help agents level up their listings, connect with more buyers, and grow their business.  

The customizable template has everything you need to share listing amenities, vital information about the housing market, and leave your contact information with a prospect. A successful real estate presentation will make a lasting impression on a buyer.  

Our real estate presentation can also help you:

• Showcase key information about the listing in a more appealing way
• Follow up with buyers with a tangible takeaway 
• Share open house schedules

Use our template to create an effective real estate presentation

A real estate presentation gives an agent the opportunity to make a good first impression on a client by including slides that package up a listing in a more engaging way. Whether you need to promote an open house to new prospects or follow up with an existing client, you can bring your visions to life with these customizable templates and our entire library of professionally designed template slides.

Pro tips to create an effective real estate presentation

As you use this template to build your own real estate presentation, keep these tips in mind:

Even though there’s a lot of information to share, a real estate presentation should be simple, clear, and easy to read so you don’t overwhelm the buyer.

Don’t overwhelm your audience with data and numbers. Try to break it up with more content-driven slides like house amenities and fun facts about the neighborhood.

Using different types of charts is a great way to present listing information in a non-repetitive way. However, if you’re showing the same types of data, ensure the assigned colors for each category are consistent throughout.

Looking at and reading multiple charts can potentially wear your audience out. Don’t forget to include beautiful, high quality imagery or videos of the property.

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Toronto Realty Blog

Offer Presentation “Do’s” & “Don’ts”

8 minute read

November 22, 2017

Ten years and two-thousand blog posts, and I don’t think I’ve ever covered this topic before.

After being part of a very  strange offer presentation last night, I thought long and hard about how the process “should” play out, and how it almost never does.

There should be a basic set of principles every listing agent adheres to during an in-person offer presentation, and believe it or not, it would almost always help the seller…

I had an interesting experience the other night.

I was presenting an offer on a freehold property in the east end, in competition with four other offers, and offers were being reviewed with the sellers and the listing agent, at the house.

Having registered my offer first, I was first to present.

Often when you’re 9th of nine offers, the listing agent might say, “We’ve already seen eight offers, so excuse us if we go through this a bit faster,” and then proceed to look at the negotiable points, smile, thank you, apologize again for the expediency, and thank you once more.

When you’re the  first  offer to present, it’s often the opposite.

Sometimes the listing agent will take this as an opportunity to read every single word on the page, or at the very least, read every single clause and pertinent detail.

Quite often, a listing agent will run through the boiler-plate offer in advance of presentations, so that the seller understands what to expect.  And the agent will read through the listing brokerage’s “Schedule B,” which every buyer agent will present, so that they don’t have to read through it once offers are being presented.

My experience the other night was nothing of the sort.

It was bizarre.

I was asked to sit down in the living room, and the agent said, “We’re doing this really informally, have a seat.”

I took two copies of my offer out of a folder, and said, “Well, this is your show, so let me give you these, and please proceed as you wish.”

The agent then took one copy of the offer, and started to flip through it.  He buried his head down, and said nothing to me, or my clients.

I found it odds, and borderline awkward, so to kill the silence I began talking about my clients, and how much they liked the house.

The agent said nothing.

He just kept reading.

I conversed with the sellers, as the agent kept reading, maybe once or twice he muddled something like, “…..this is good,” and the whole “presentation” itself took no more than sixty seconds.

Amazingly, the agent looked up and said, “Alright, great, yeah, thanks so much for the offer.”

Then he stood up.

I was so confused, but I didn’t want to draw attention to what had just happened, so I stood up as well, shook his hand, took back one of my two copies (as is the custom), and shook the sellers hands as well.

So by, “What had just happened,” do you follow?  Do you see what went wrong here?

He never read ANY of the offer to his clients!

As I walked out the door, I realized they were in the dark!  They had no clue what the offer was!

This guy just sat there, reading to himself, and never  once  read a single term of the offer to his clients, who were sitting right next to him.

I’ve probably been in 500 offer presentations, and I’ve never experienced this before.

You would  think  that the agent would say, “We have an offer here for $1,750,000, with a $100,000 deposit, closing on February 21st, etc., etc., etc.”

Maybe he doesn’t want to start with, “We have today’s date – yes, this is the 21st of November, correct, and this is Dick Smith & Jane Smith, yes, this is the correct spelling of your names, and this is 123 Smith Street, legal description PT LT 204, PL 209, City of Toronto, etc.,” but for the love of God, at least tell your clients what price the buyers are offering!

I thought long and hard about the process as I drove back to my office, and as much as I wanted to give the agent the benefit of the doubt, and discover a way in which this was his “process,” I realized, that he simply had no clue what he was doing.

Then I looked him up in IMS, and saw that he’s done 6 deals in the last 12 months, but he’s never had a listing in Toronto.

The process got me thinking: what  should  an offer presentation look like?

There are many different ways that the process can play out.

For starters, the listing agent might elect to review offers via email, or there might be in-person presentations.  Those in-person presentations could be at the property, at the brokerage, with or without the sellers and/or family, lawyers, etc., and the time could be day or night.

Anything goes.

But when offers  are  in person, and  are  in front of the sellers, I do believe there’s a way to go about the process.

As I’ve said, every listing agent is free to proceed as he or she chooses.

But I’ve compiled a list below of actions the agent should take, or questions the agent should ask, as well as  why.

1) Ask about the buyers.

Have some common decency.

Yes, the be-all, and end-all, is  money.

Unless you’re reading some one-in-a-million personal interest story in the Toronto Star where a home-seller picked a bidder representing a much lower offer, simply because they had a “connection” with that buyer.  But the other 999,999 times out of one million, the winner is going to have the best price.

But how do you get to the best price?

It’s not so cut and dry.

Emotions run high in any property purchase, and offer presentation.  Both the buyers, and the buyer agent, can change their minds or act a certain way based on the emotion involved, or what they’re reading into the situation.

The buyer agent’s job is to “read the tea leaves.”  His or her job is also to remain calm, and take emotion out of the situation.  I’ve personally witnessed buyer agents pop off for various reasons, give too much information, refuse to give information when asked that has no downside, and make a host of different mistakes.

I believe that the very first order of business (after pleasantly thanking the buyer agent for being there) should be to simply ask, “Can you tell me a little bit about your buyers?”

Just as the buyer agent doesn’t want to offend the sellers or the listing agent, the listing agent should avoid insulting the buyer agent by demonstrating that he or she couldn’t possibly care less about the buyers.

There  are  people out there that care who buys their home.  And whether the sellers are, or aren’t, those people, you want to at least give the  impression  that they are.  You want the buyer agent to feel at ease, feel like he or she is being respected and valued, and that you want to hear a few quips about the buyers.

“Their names are Mike and Jane, they’re first-time-buyers, they  really  want to know where you got that sofa….”

It’s simple, it takes maybe 60-seconds, and it’s harmless.

I think it’s a huge mistake to just take the offer in your hands, and start reading it.

“Kill them with kindness.”

“You catch more flies with honey.”

However you want to describe it, you need to start the process out on the right foot.

2) Tell the agent if you plan on going through the offer quickly.

As I alluded to above, there’s nothing wrong with this.

In fact, in the interest of time, a listing agent should go through the “Schedule B” with the seller before looking at any of the offers.

But once the buyer agent sits down, if you want to blow through the offer, just  tell them !

“Thanks Jake, your buyer-clients sound like really nice people.  So we’ll take a look at the offer now, and, as you know, we’ve already seen  seven  of these, so forgive us if we whip through this, but my sellers basically have this memorized by now…”

That took, what, eleven seconds to say?

The theme here is  respect , on both sides.  Just as the buyer agent doesn’t want to piss of the listing agent, the listing agent should make sure the buyer agent is kept informed with everything that’s going on, feels good about the process, and feels like the process is professional.  If buyer agents think the process is fair, they’re more likely to advise their clients to be aggressive.

3) Don’t just look at the price, and move on.

The theme continues.

It’s rude.  It’s that simple.

And while some of you cynics might suggest that you should call a spade a spade, I’m telling you from experience, buyer agents are emotional, and  every  agent has an ego.  I’ve seen buyer agents feel disrespected, and tell their clients, “Screw this.”

4) Ask about the buyers’ financing.

Now we’re past the whole “respect” angle, and into doing your job.

You would be shocked how few listing agents ask about buyers’ ability to actually obtain financing, and/or close the transaction.

Whenever I have buyers from the United States, they all ask the same question: “What type of proof of income or financing do you need to accompany the offer?”

And boy oh boy are they ever confused when I answer, “None.”

They’ll ask, “So…how does the seller know that I’m qualified financially to be making this offer, or to be closing this deal in four months?  All I’ve done so far is bring a cheque for five percent of the purchase price.”

And I reply, “What can I say?  This is the way real estate is bought and sold in Toronto.”

I always ask buyer agents an open-ended question, “Tell me about your buyers’ financing situation.”

From there, you’ll get any number of answers.

Some buyer agents tell you everything right down to the clients’ SIN number.

Others think there’s something awry, and won’t provide any information.

The right response would likely be, “What do you want to know?”

As a listing agent, I’d like to know if the buyers have a current pre-approval, and for what purchase price (then I know if they’re likely to increase their offer, if need be), as well as what percentage they have for a down payment.

I want to know if they need CMHC insurance.

I want to know if the “partner” in this deal is somebody that can close, or not.

In the spring, nobody asked these sorts of questions.

Today, on the buy-side, I’m getting asked maybe 40% of the time.

5) Ask if the buyers have something to sell.

This goes hand-in-hand with the above.

If the buyers are looking to purchase a $1,000,000 property, and they have a $50,000 deposit cheque in hand, where are they getting the other $150,000?  Do they need to sell a condo?

If they do, I want to know where it is.

What’s it worth?  What building is it in?  How easy or tough will it be to sell?

In order to get a bridge loan for a purchase, a buyer, using equity from the sale of an existing property, needs to have that property  sold firm .

So if the proposed closing date on the house purchase is 30 days, do I think they can get their condo sold  firm  in 25-26 days to avoid a scramble before closing?

6) Ask if this is the buyers’ best offer.

Does this sound greedy?

Am I being hypocritical, because I call out greed when I see it, and yet I’m suggesting a listing agent should ask this question before all offers are being presented?

No, this is about something different.

This is about understanding how the buyers and the buyer agent arrived at the price they have on the offer in hand, and whether or not they’re being “strategic.”

I always tell my buyers, “Don’t hold anything back for a ‘second round’ as you don’t know one is coming.  Not only that, you’d rather ‘win’ outright on the first shot, then get into a second round of bidding with multiple buyers, who might throw the boat and beat you.”

But what do  other  agents do?

Every agent provides different advice.

And as a listing agent, I ask, “Is this the buyer’s best offer?” because I want to know if they’re holding anything back, or trying to play a game they shouldn’t be playing at the onset.

The house is listed at $899,900, and this agent is offering $950,000, up against six other offers.

“Is this the buyer’s best offer?”

“No, it’s not, we assumed there would be a second round.”

Well then what  is  this offer on the table in front of me?  Is it an appetizer?  A minor flirtation?

Why don’t you call your clients, and put your “real” offer on the table.

That buyer agent is free to do as he, and the clients, please.  But more often than not, they’re shooting themselves in the foot by playing games.  Properties are not won in this market by offering  less  than you’re actually willing to pay, in competition.

So sometimes, it’s the listing agent’s job to ask a simple question:  is this your buyer’s best offer?

Having read this through now, you might be asking, “What then should the  buyer  be doing, asking, or saying?”

The buyer agent’s job is simple: don’t piss off the listing agent.

Hand over the offer, and let the listing agent present as he or she sees fit.

Watch the eyes, hands, lips, and the table is made of glass – those tapping toes, of the sellers, and try to get a read.

But the worst mistake a buyer agent can make: try to take control of the table.

There’s nothing worse than a buyer agent who holds the offer in his hands, talks as he sees fit, and then reads the offer to the seller like a bedtime story.  The listing agent should feel as though he’s in the driver’s seat.

Call it ego.  Call it arrogance.  Call it control.

I call it common sense.

Written By David Fleming

David Fleming is the author of Toronto Realty Blog, founded in 2007. He combined his passion for writing and real estate to create a space for honest information and two-way communication in a complex and dynamic market. David is a licensed Broker and the Broker of Record for Bosley – Toronto Realty Group

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11 Comments

November 23, 2017 at 1:05 pm

Surprised there are no comments. This is a very insightful post!

November 23, 2017 at 4:59 pm

I wondered the same thing. Is it because most readers/commenters prefer market-based posts?

November 23, 2017 at 5:07 pm

I found it odd too.

I prefer these types of posts over numbers and analytic stuff…

November 24, 2017 at 2:09 pm

Like Sarah. I prefer these types of posts. You’ll notice, though, that it’s always the same people commenting profusely on the market posts, so it’s not really a representation of the blog’s readers…

July 18, 2019 at 7:39 pm

Here is my question: why would I go to an offer presentation and then let the listing agent present my client’s offer? Isn’t it my job to make their offer look as good as possible? However, I do not work in Toronto either.

November 23, 2017 at 11:58 pm

hope somebody would pay me $50k for reading out a contract that’s written out on paper.

November 27, 2017 at 1:26 pm

The entire way real estate is sold in Ontario has to be revamped.

Sardonic Lizard

November 24, 2017 at 2:10 pm

The sellers were also at fault here. How do you sit there and not ask your realtor about the details of the offer???

Ralph Cramdown

November 25, 2017 at 11:20 am

On the other hand, if you’re across the table from a professional agent representing the other side, why would you want him watching for every tic and nuance of your reaction as the details of the offer are slowly read aloud? The whole freakin’ point of having a professional negotiator working for you is so that you don’t blow it with amateur hour reactions and tells.

November 27, 2017 at 10:16 am

“…don’t blow it with amateur hour reactions and tells.”

I’m afraid it’s too late for that. When emotion has been the #1 driving factor in purchasing real estate in this country for the past 15 years, amateur hour reactions are the norm. But that still doesn’t excuse someone from being willfully ignorant.

Obviously, you need to trust your realtor, but you should also have a say in the largest purchase of your life.

November 26, 2017 at 11:06 pm

As a buyer, I would instruct me agent not to tell you anything about my financing situation. The more you know, the more potential leverage you have.

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Making an Offer? Here’s What to Expect.

— We take our content seriously. This article was written by a real person at BREL.

• Decisions, Decisions  Once you’ve found the house or condo you want to buy, you need to decide the terms and conditions of what you want to offer the Seller (price, closing date, conditions, etc.) There’s more than just a number to think of! Your real estate agent will help in determining a fair price and will give you guidance on what other terms and conditions you should include.
• Agreement of Purchase and Sale  There’s a ton of paperwork to sign, most importantly, the Agreement of Purchase and Sale – it’s your official offer to the Seller.
• Irrevocable Period  Your offer is only valid for a certain amount of time – we call this the irrevocable period – this is the time period that the Seller has to consider your offer. After the irrevocable period has expired, if the Seller hasn’t accepted your offer (or made a counter-offer), your offer bursts into flames, and you aren’t committed to it any more. Irrevocable periods vary, but we’ve seen everything from one hour to 72 hours. Typically in a hot real estate market, offers are valid for only a few hours, so the whole process could happen very quickly once the offer is signed.
• Offer Registration  Once signed, your REALTOR will ‘register’ the offer with the Selling agent’s office (the Listing Brokerage) – essentially telling the office that they have a signed offer from a Buyer. None of the terms, conditions or price are revealed to anyone at this point. REALTORS register offers so that there is an easy and fair way to track offers–especially important if there are multiple offers on one house or condo.
• Offer Presentation  The real estate agents for both the Buyer and the Seller generally make plans for a formal offer presentation – either in person (at the subject house or condo or at the Listing Broker’s office) or e-mail.  If the offer is in person, both agents and the Sellers are present – the Buyers are usually nearby in a cafe or pub in case of any negotiations. In most cases, the formal presentation takes less than 10 minutes – every REALTOR presents offers differently, but the presentation is the opportunity for the agent to sell and justify their Buyer’s offer.
• Negotiations  The Seller can now do one of 3 things with the offer:
• Accept the offer as is   – They agree to the terms and conditions you’ve offered and sign it. Congrats!
• Sign back the offer with different proposed terms  (for example, at a higher asking price, with a different closing date, etc.). This now becomes a counter-offer from the Seller back to the Buyer. This is the most common scenario–usually, a number of back-and-forth negotiations take place with each side making concessions until, hopefully, a mutually agreeable contract is reached.
• Decline the offer  If your offer is totally unacceptable to the Seller, they have the option of simply declining it–no negotiation, no anything. We’ve seen Sellers decline low-ball first offers, and we’ve seen offers declined mid-negotiation.

If an accepted Agreement of Purchase and Sale is reached, the Buyer will need to provide a deposit (in trust) to the Listing Broker (usually around 5% of the purchase price and usually paid within 24 hours of the agreement being reached). Any conditions (for example, a financing condition or home inspection condition ) then need to be met before the agreement is considered “Firm.” If there aren’t any conditions, the agreement is firm as soon as the agreement is signed and the deposit paid. Yay! You’ll be a homeowner soon!

Making an offer on a house or condo is an exciting but crucial (and often stressful) part of the process; a good REALTOR can help reduce the stress by preparing you for potential scenarios ahead of time, helping choose a strategy, guiding you through the process and advising you of your options (and possible outcomes) at each step. It may be the biggest financial step of your life, but remember, we do this every day!

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Justin says:

Very interesting. Was looking at putting a deal together for a property as a first-time home buyer for an investment and wanted to know more about the process. This explains it very clearly.

Your team seems very sincere and knowledgeable (unlike some over pushy realtors) Would be interested using the BREL Team but don’t presume you have a branch in Vancouver? 😂

Thanks again for the info.

Melanie Piche says:

We don’t have a branch in Vancouver, but we’ve got some great partners there who are a lot like us! I’d be happy to connect you.

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Multiple Offer Worksheet in Excel for Realtors [DOWNLOAD]

Published by Brian E Adams on December 6, 2021 December 6, 2021

During the crazy month of June, 2021, I heard of Austin agents with over 100 offers on a single home.

This Excel spreadsheet only goes to 100 offers, so they would be out of luck. But for most agents, I imagine 100 is sufficient to intelligently handle the math on multiple offers.

Not only is keeping track of offers and how they compare important, but so is presenting the offers to your seller in an intelligible way.

I wrote the Ultimate Guide to Multiple Offers and created this Excel file for real estate agents.

I created the below two spreadsheets to help you compare multiple offers quickly.

Multiple Offer Spreadsheet

Multiple offer spreadsheet with escalation clauses.

Fill in your offer information.

The highest net offer will be highlighted in bright yellow.

Obviously, it’s not always the net that matters most to a seller, so reviewing the other information will be relevant, still!

Spreadsheet Tips

• Printable for Sellers . If you are presenting this information as a pdf or printout, be sure to set the printable area, fit to one page , and select between Portrait or Landscape mode. That way you can get it all cleanly on one or two sheets.
• Sellers Net . Be sure you are fairly and accuractely accounting for estimated closing costs, using what is approrpriate for your state and transaction on the seller’s estimated net proceeds .
• Hide rejected offers . Chances are you will be able to quickly eliminate some offers from contention. Don’t delete the columns, but consider hiding them so that you are just comparing your top contenders.
• Double check your numbers . Excel can be fickle! Review the numbers to make sure it is working as intended! You can’t sue me if you accidentally accept the wrong offer! That’s on you! Do let me know if you see issues, though, and I will fix them.

This Excel is more complicated and I wanted to save it as a separate file. Use the first real estate multiple offers worksheet above if you aren’t working with escalations.

*be sure to enable iterative calculations

FILE > Options > Formulas > enable iterative calculations

What are Escalations?

Escalation clauses are found in some states and allow buyers to stay competitive on a home without overpaying. Instead of guessing what the highest and best offer will be, you can include an escalation clause that will automatically increase your offer if the seller gets other offers.

You won’t pay more than your escalation amount above the next highest offer, however, so you don’t have to worry about overpaying $10,000s higher than the next highest bidder, either.

Usually, listing agents are required to prove the existence and amount of the other offer so that there’s no risk of an unethical seller prevaricating their way to a higher price.

There are generally two key figures in an escalation clause:

• Escalation Amount . The amount you are willing to offer above the next highest offer.
• Maximum Amount . The maximum amount you are willing to go.

Escalation clauses are usually based on the net, and not the contract price. As in the example below, a $325k offer might beat out a $330k offer if the concessions are lower.

There are pros and cons to using escalation clauses, and buyers need to have a competent Realtor advising them so there are no surprises. But when done right, it can be a win-win for buyer and seller.

Here are 3 offers.

• $300,000, $1000 escalation with a max $330,000. Total seller concessions are $16,850 including commissions.
• $320,000, no escalation clause. Total seller concessions of $10,850 including commissions.
• $315,000, $1000 escalation with a max $325,000. Total seller concessions are $10,731 including commissions.

Offers 1 and 3 and less than Offer 2, initially. But each continues adding $1000 until their net is at least $1000 higher, so long as the total contract price does not surpass their max offer.

Offer 1 hit its max offer at $330,000 first, which Offer 3 still has breathing room by less than $200.

You can see that Offer 3’s net is $1000 more than Offer 1’s net, per the escalation amount.

In this example, Offer 3 is the highest. The contract would be written for $324,821 .

Enable Iterative Calculations in Excel

In order for the escalation Excel to work properly, you need to enable iterative calculations in the Options menu.

File > Options > Formulas > Check “enable iterative calculation”

If curious, the reason this is necessary is that the cells reference themselves when calculating. If you don’t do this, you will get a circular reference error. By enabling calculations and limiting it to 100 iterations, we are letting the math formula reference itself without getting lost infinitely calculating itself.

Notes About The Multiple Offer Spreadsheet

• Assumes unlimited escalations up to the max offer . Some escalation amendments may have a limited number of escalations. This Excel can’t handle those situations and you’ll need to figure that out manually.
• Commission adjusts . The commission amount will go up as the offers escalate, as well.
• Rounding . I don’t know if escalation contracts allow rounding. Nice, whole numbers will be uncommon if you are diligently adjusting based on seller’s net instead of contract price.

If you have issues with the spreadsheet, feel free to email me at [email protected] . It’s version 1.0 and I imagine there may be some hiccups. The formulas for the escalation clause document, in particular, are pretty hairy!

I’m keen to iron those out so that it is fully functional and helps everyone navigate their multiple offer situations !

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Home sellers are facing a summer from hell

The age of insane bidding wars and desperate dealmaking is coming to an end.

The past few years were very good to people who decided to sell their homes. The massive relocation shuffle meant most homes hitting the market were the subject of bidding wars. Rich baby boomers jumped in with all-cash offers, and sellers scored huge windfalls as weary buyers pushed prices to new heights. There was no question who had the upper hand.

Now, sellers' fortunes are changing. Home prices are still rising, at a modest pace, around most of the country, but gone are the days of throwing up a for-sale sign and waiting for the feeding frenzy to begin. As buyers' options slowly increase, sellers may have to slash asking prices or wait longer for a viable offer to come along. Today's home shoppers aren't so willing to pass on inspections or give up other contingency rights to expedite a sale, either. Unlike their predecessors at the height of the pandemic, buyers can now afford to kick the tires before jumping into a deal.

Most painfully, mortgage rates have spiked to 7% from their record lows of less than 3% in 2021, which has not only deterred prospective buyers but also changed the calculus for many sellers. Since most people have to turn around and buy another property to live in, even the ones who profit handsomely off a sale are finding it hard to upgrade their digs, given the increased borrowing costs. It's shaping up to be a cruel summer for sellers who aren't ready to come to terms with this new reality.

Of course, it could always be worse. There are no signs that home prices are on the verge of collapse , and more sales are happening now than a year ago. After all, people have to move for a wide variety of life reasons; mortgage rates be damned. The number of homes for sale at any given moment is also growing, which means we're inching closer to a "normal" market. The Housing Ice Age is slowly thawing.

But the peak months of home selling, which last from the spring into the middle of summer, may come with a rude awakening this year. Those who hoped that lower mortgage rates would grease the wheels of the housing market, nudging more buyers to get off the sidelines and bid up home prices, are realizing that dream scenario won't come to pass. Sellers may still have an advantage, but it's getting slimmer.

When hopeful sellers call up Eric Peterson, a real-estate broker in Austin, he usually asks them how much they think their home could fetch on the market. In 2021 or 2022, before rising mortgage rates squashed buyer demand, people typically thought their homes were worth a lot less than what they could sell for, Peterson told me. Now when he poses the same question, "they're usually overshooting it by a little bit," he said. The whiplash can leave today's sellers crestfallen in comparison. Austin was among the cities hit hardest by the pandemic hangover , with local home prices in March down roughly 12% from the peak in May 2022, according to the Freddie Mac House Price Index. But while the city may be on the extreme end of things, sellers around the country face similar circumstances: There are fewer buyers out there, and the ones who are on the hunt have more options.

"The further and further we get from the peak of the market," Peterson told me, "the harder it is to deny what's happened."

The start of 2024 seemed to have all the ingredients of a second home-seller heyday. Inflation was cooling , meaning the Federal Reserve could soon declare victory in its war on rising prices and start to cut interest rates . This, in turn, would bring down mortgage rates, theoretically encouraging more buyers to jump into the housing market. Sellers would have the upper hand in two ways: A new wave of demand would drive up the value of their homes, while lower borrowing costs would make the jump to their new places less painful. Unfortunately for prospective sellers, this Goldilocks scenario was not meant to be. Inflation has been hotter than expected, and the Fed has signaled it's comfortable keeping interest rates higher for longer . Mortgage rates haven't fallen — in fact, they've gone up about 0.6 percentage points since the start of the year. Selma Hepp, the chief economist at the property-analytics firm CoreLogic, calls this "the year of the head fake."

The further and further we get from the peak of the market, the harder it is to deny what's happened.

Now, prospective sellers are staring down the reverse of the hoped-for scenario. On the one hand, their cheaper mortgage rates now seem like a gift that won't come along again, which makes it hard to commit to a move. About 58% of outstanding US home loans had interest rates below 4% at the end of last year, according to the Federal Housing Finance Agency. If you put 20% down on a $400,000 house, the difference between a 4% mortgage and a 7% one would be $600 in payments every month . You can see why this is bad for both buyers and sellers — buyers can't stomach paying that much more for the same house, while sellers hold on to the rates they snagged when money was cheap during the COVID-19 health crisis.

But many people still have to move even if they don't necessarily want to, and some sellers may be coming to terms with the fact that rates aren't dropping. Once they've swallowed this reality, these sellers will face a less favorable real-estate landscape. As more listings hit the market in the spring and summer, the number of homes for sale at any given moment, otherwise known as active inventory, is expected to grow. Nationwide inventory is up 33% from a year ago, according to the housing-data firm Altos Research , giving homebuyers better odds of bargaining down prices and scoring concessions.

Sure, sale prices in March were up about 6.6% from last year, according to Freddie Mac, but the leading indicators for deals that will close this summer "aren't nearly that strong," Mike Simonsen, the president of Altos Research, said in a recent weekly update. Prices on new listings across the country are basically flat from a year ago, and 33.5% of single-family homes on the market have seen a cut from their original asking prices, the most of any April in a decade. Moody's Ratings now expects home values to rise a measly 1% this year after a 6.5% increase in 2023.

Even once a price is agreed upon, sellers may have to shoulder more of the costs to complete the transaction than before. Unlike during the height of the pandemic, a buyer might be able to get the seller to pay for closing costs or pricey repairs that come up during an inspection. More than one-third of sellers gave concessions to buyers in the three months ending October 31, Redfin found, up from 27.6% two years earlier.

Sellers across the country won't feel the pain equally — in fact, many will do just fine for themselves. In the Northeast and the West, active inventory is still more than 30% below 2019 levels, keeping competition for homes tight. The situation will be toughest in places like Austin or Boise, Idaho, where wealthy out-of-towners drove up prices amid the pandemic. Now that people aren't moving across the country as much, it's harder to find the kinds of buyers willing to make outrageous bids for their slice of the Sun Belt.

"When we were listing homes for sale and they were selling for so much over asking price, there often wasn't a second buyer that was offering close to that final price," Peterson told me. "So the market was very emotional in one direction. And I was warning everybody: All it takes is that one buyer to go away."

Libby Levinson-Katz, a broker in Denver and the chair of the local Realtor association's market-trends committee, said she's advising sellers there to price their homes conservatively and take care of big-ticket items, such as large repairs, before listing. Price-conscious buyers are already battling high rates and home prices — they don't want to take on more expenses as soon as they get the keys.

"I think sellers need to kind of buckle the seatbelt and know that it's not necessarily going to be a quick sale," Levinson-Katz told me. "It could take awhile because buyers are being really discerning right now."

Lost in all this talk of sellers' woes is the simple fact that more home inventory is good for everyone . Sellers simply had too much power during the pandemic — the pendulum swinging in the other direction just means we're slowly making our way toward a more balanced market.

For one thing, many sellers end up also being buyers themselves: A whopping 78% of homeowners say they plan to buy again right after they sell, John Burns Research and Consulting found. So while it might be nice for sellers to watch their home values climb with each desperate bid, they'll probably have to join the masses clamoring over listings or worrying about the new reality of mortgage rates.

Sellers need to kind of buckle the seatbelt and know that it's not necessarily going to be a quick sale.

Because Americans see their homes as not only shelter but also investment vehicles , a weak sellers' market can be a problem, too — if prices plummet, buyers might not want to purchase homes for fear of catching a falling knife. This is why economists talk so much about the need for a balanced market, rather than one that simply favors affordability for buyers. It's a fine line to walk.

While the slowdown for sellers may be good for the country's housing market in the long run, the sudden switch-up can leave homeowners feeling like they missed the boat. About 79% of recent sellers in a survey from Realtor.com said they wished they had listed their home sooner to take advantage of a hotter market. But Peterson told me he tries to keep things in perspective for his clients — home prices are still up almost 50% from early 2020 nationwide, according to Moody's, and about 42% in Austin. He warns sellers against comparing themselves with those who sold at the market's peak, when cheap money drove up prices. Back then, it didn't matter if you mispriced your home or neglected repairs — low interest rates and booming buyer interest practically ensured you'd find a more-than-willing taker.

"It can always be tricky telling somebody that they were just lucky because it makes you sound envious," Peterson told me. "But 2.5% interest rates can hide a lot of mistakes."

James Rodriguez is a senior reporter on Business Insider's Discourse team.

About Discourse Stories

Through our Discourse journalism, Business Insider seeks to explore and illuminate the day’s most fascinating issues and ideas. Our writers provide thought-provoking perspectives, informed by analysis, reporting, and expertise. Read more Discourse stories here .

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Buying a home? Good luck. Here's why Rochester real estate is crazy

'more than ever we're seeing cash offers. up to 35% of all offers are cash.'.

The housing market in Rochester and our suburbs continues to be marked by low inventory, bidding wars and first-time buyers being squeezed out of the competition for homes.

Chavon Spears with Anthony Realty Group sees these dynamics play out all the time. She said people in Rochester are paying higher and higher rents, in what is essentially a working-class city, but are having trouble getting loans to buy a $200,000 home.

Or they can't find a home for that price.

Or the interest rates or personal credit checks put a house out of their reach.

Spears said she spends time trying to coach people about ways to restore credit and build savings. And her company works to match buyers and sellers. But so many forces are against lower-income and first-time potential homebuyers.

Other real estate agents don't think these issues will abate quickly.

Home builders say towns can expedite the process of putting up new homes if elected officials are proactive about changing zoning. In some outlying towns, there are only a few homes for sale right now — period.

"This isn't just a cyclical problem. This is a real, continuing problem that is impacting people and the region," said Mike O'Connor, 2024 president of the Greater Rochester Association of Realtors and an associate broker with Empire Realty. "The problem is there is no housing stock."

Not enough homes for sale in Rochester, suburbs

While most parts of the country have recovered from the housing shortages seen at the height of the pandemic, the lack of homes available continues to be an issue in the Northeast, O'Connor said. And Rochester has been hit hard.

As of April 18, just 125 single-family homes and 77 multifamily units were on the market in the city. There were also 355 single-family homes and seven multifamily units in Monroe County.

That's enough inventory for less than a month. A balanced market would have inventory for six months, O'Connor said.

"It's a historic low inventory, even though the numbers have increased a little bit in the past weeks as we are in the spring market. Even with the spring, it's only up 1 to 2 percent," he said.

How fast do houses sell in Rochester NY?

The competition is fierce.

Houses are, on average, only on the market for six days, and that's only because most agents use delayed negotiations. This means they don't take bids for a few days after the house is listed. Agents started doing that to give more buyers an opportunity to see homes and ensure properties get maximum exposure.

"Otherwise the real time on market would be 24 hours," O'Connor said. "We try to give everyone an equal shot."

What do home buyers need to know in Rochester?

Buyers need to be prepared to play the long game when trying to score a house in Rochester or its suburbs.

Sellers routinely get seven to 40 offers on a home, with the best-positioned buyers coming in with true cash, over-asking-price offers or a new type of cash-guaranteed mortgage.

A home listed for $160,000 in North Winton Village sold for $236,000 recently.

"That's not uncommon in this market. We routinely see offers $30,000 to $100,000 over asking," O'Connor said. "It's the third year of seeing this. It really started in the pandemic, and while we expect some leveling off late this year or early next, we may actually be in this for another year or two."

Recently, a house in the city got 34 offers, he said. One in Irondequoit garnered 37 offers.

Knocking first-time home buyers out of the mix

The competition is leaving many buyers on the sidelines, including first-timers, those with lower incomes and buyers with challenging credit histories or limited incomes.

"It puts them at a huge disadvantage when competing against people who have and were able to position themselves well to buy a home. It can be especially tough going on first-time buyers," O'Connor said, noting a lot of these buyers are competing for homes under $250,000 and those are the hardest to come by.

While lenders have offered buyers a new type of mortgage to compete with cash offers, it's only available to some. You need good credit, a qualifying income and a substantial (10 to 20 percent) down payment for the lender to fully underwrite this mortgage, which is guaranteed to close the same as cash, O'Connor said.

Mortgage interest rates also take a bite out of buying potential. The rates are now up to 7.5%, over double what they were 18 months ago.

What are homes selling for in Rochester and its suburbs?

• Year to date, or since January, the median sales price of a home in Monroe County outside the city was $250,000. Over the past 13 months, it was $260,000.
• Rochester's year-to-date median sales price is $126,000; it's $135,000 for the past 13 months. It, too, will likely increase as the year continues.
• Monroe County, including Rochester, has a median sales price of $210,000 year to date. Over the past 13 months, it was $234,000, O'Connor said.

— Danielle Camilli and William Ramsey are editors with USA TODAY Network.

Beautiful waterfront views: Dennis home with ocean vistas hits market at $2.499M

This exceptional waterfront property in West Dennis offers panoramic views of Swan River and Nantucket Sound. And the beautiful design means that natural light and water vistas are constant companions when you are inside the home. It's coastal living at its finest.

"The floor to ceiling windows are spectacular," said Kate Decker Sargent of ERA Cape Real Estate , who is co-listing the property with Elizabeth Green.

Priced at $2,499,000, the home features four bedrooms and two full bathrooms. The first floor is an open design and entertaining dream, creating a seamless indoor/outdoor flow that incorporates spacious kitchen, dining and living areas with the expansive outdoor deck. Lovely details include a gas fireplace in the living room and two refrigerators in the kitchen.

"The design can accommodate 30 to 40 people for dinner," said co-listing agent Elizabeth Green.

The home's location, along the Swan River, is about 800 feet from where the river meets Nantucket Sound. This offers a quiet spot to launch kayaks and an outstanding locale for bird watching and stargazing. A two-minute stroll brings you to beautiful South Village Beach , a scenic strand along the gentle waters of the sound, the perfect place to catch some rays and take a relaxing dip.

While it may be tempting to rarely leave your waterfront oasis, it's good to know that there are lots of dining and shopping options nearby, along Lower County Road and Route 28. And if you feel like spending the day at legendary West Dennis Beach , it's a mere one-mile drive from the home. 

This splendid house offers the best of Cape Cod living in one of the most beautiful parts of the Cape. Relax, take in the soothing ocean views, walk down to the beach and invite some friends over for dinner on the deck. It's all waiting in West Dennis.

HOUSE DETAILS

Address: 30 Beach Road, Dennis

Price: $2,499,000

Rooms: four bedrooms, two full bathrooms

Lot size: 0.79 acre

Year built: 1981

MLS#: 73226310

Contact: Kate Decker Sargent, 508-776-4371 or Elizabeth Green, 508-287-4574, ERA Cape Real Estate

Eric Williams, when not solving Curious Cape Cod mysteries, writes about a variety of ways to enjoy the Cape, the weather, wildlife and other subjects. Contact him at  [email protected] . Follow him on X: @capecast.