Building trust with the listing agent before submitting an offer is essential for getting your buyer's offer accepted, and it starts with asking direct, strategic questions during your initial phone call.
Why Building Trust with Listing Agents Matters
As Sandra Flores explains in her recent training session, many agents focus solely on their buyer relationship but forget that the listing agent is equally important in the transaction. She shares how listing agents have told her they accepted offers specifically because she "knew her stuff" and demonstrated competence from the first conversation.
The key insight from the session is that great agents don't just negotiate contracts, they negotiate confidence. This means your job extends beyond representing your buyer to also building professional credibility with the other agent involved.
What to Ask During the Initial Phone Call
The most powerful question you can ask a listing agent is straightforward: "What would it take to make this work today?" Don't beat around the bush, especially with action-oriented agents who are moving quickly through transactions.
Follow up with these specific questions to understand the seller's true motivation:
- "What is most important to your seller besides price?"
- "Is it netting the most or timeframe to closing?"
- "What concerns does your seller have about offers like ours?"
- "Help me understand what's important to them."
These questions demonstrate that you're thinking strategically about the seller's needs, not just pushing your buyer's agenda.
How to Position Your Buyer's Strengths
When you understand the seller's priorities, you can position your buyer's offer accordingly. For example, if the listing agent mentions their seller wants certainty of closing, you might say: "Let me tell you why I'm confident we can get this closed. I had another client where we did this exact scenario, and here's how it worked."
Share specific examples from your recent transactions that relate to their seller's concerns. This builds confidence that you can deliver on your promises.
Understanding What Counteroffers Really Mean
A crucial mindset shift from the training: if you're getting a counteroffer, that's actually good news. It doesn't mean your offer failed; it means they're interested and you just need to strengthen it to make sense for their seller.
When you receive a counter, ask: "What concerns did your client have about our original offer? Is it just the bottom line, or are there other things I should be aware of to help with this?"
This approach shows you're collaborative rather than adversarial, which listing agents appreciate.
Building Long-term Professional Relationships
The session emphasized that some buyer's agents have even offered to contribute more to the listing agent's compensation because they handled the transaction so professionally. This level of trust comes from demonstrating competence consistently.
Establish clear communication boundaries upfront: when you respond, how often you'll provide updates, and your hours of operation. This professionalism sets expectations and builds confidence in your ability to manage the transaction smoothly.
Frequently Asked Questions
What if the listing agent seems rushed or uninterested in building rapport?
With action-oriented agents, get straight to the point with "What would it take to make this work today?" They'll appreciate your directness and efficiency.
How do I demonstrate competence if I'm a newer agent?
Focus on asking the right questions and listening carefully to their answers. Preparation and thoughtful questions matter more than years of experience.
Should I mention my buyer's financing strength upfront?
Yes, especially if you have pre-approval details or can speak directly to the lender about conditions being clear. Specific details about financing strength build confidence.
What if I don't have many past transactions to reference?
You can reference your team's experience or brokerage's track record, or focus on the specific steps you'll take to ensure a smooth transaction.
Building trust with listing agents is a skill that directly impacts your success rate with offers. The strategies covered in this companion video from White Picket Realty's BET training provide a roadmap for developing these crucial professional relationships.
Ready to strengthen your negotiation skills and build confidence in your client interactions? Join us for our next Tuesday BET training session where you'll get hands-on practice with these techniques, plus free lunch and CE hours. Text "Training" to 832-532-9229 to reserve your 2 FREE tickets to the next Tuesday BET training.