Build Rapport with the People Whose Home You Wish to Own!

‘Tis the buying…and selling…season! If you are on the buying side make sure you always tell the sellers about you. The rapport your letter brings between you and the seller may be worth more than you think. And keep in mind we are not trying to manipulate anyone; we are simply trying to sell ourselves as best we can to the people with whom we are hoping to do business. So write a cover letter. In order to give my clients a starting point I usually recommend this formula:

Begin by thanking the sellers for their consideration: Remember they are nervous about choosing wisely and may have multiple offers to consider. It might look something like this, “Dear Smith Family. Thank you for considering our offer on your lovely home. We realize you may have a number of offers to choose from and we appreciate the decision with which you are faced.”

Then just give a brief summary of who you are. Regardless of whether you are buying a home on your own or you have a family let the seller know a little bit about you.

Next list at least 3 things you love about the property as it is. …By the way, NEVER EVER mention to a seller that you have any ideas about making changes. Did I say NEVER? Remember that most of us become emotionally attached to our things… and our homes are usually our biggest of things…the last things most people want is to think someone doesn’t like the product they are selling. …So, 3 things you love about the home. For instance, “The bonus room makes the perfect space for my office.” And don’t be afraid to be humorous…”Our kids are already having INTENSE discussions about who gets what room and WHY!” …this was a paraphrasing of one of my actual client notes.

To follow in similar fashion, tell the seller about 3 things you envision you and your family doing at the home…again, not what you plan to change. For example, “The size of your yard allows for a garden and we love growing and eating our own vegetables!” Or perhaps, “Holidays are always hosted at our home so having the large dining and living areas will make our next ‘Festivus’ so much more comfortable and fun!” Whatever vision you have for living in the home are simply relay that to the sellers.

Your letter should be genuine and should never have any false or misleading information. Remember that sellers may follow up on your note, much like a resume. So, if you say you have been working as a ‘whatever’ for a year, make sure you have a year’s worth of ‘whatever.’

Finally, finish the letter with another thank you. The sellers have not taken time to read your letter and consider your offer. And most people do not mind receiving more than one thank you. So, “Thank you again for the opportunity to present our offer. Good luck in making your decision. Sincerely, The Jones Family”

If you would like more help or other tips feel free to reach out to me. Just remember that the people on the ‘other side’ of the transaction should really be on your side. After all, you both should have the same goal of completing the purchase. Good luck in your search for a great home