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My 3-Minute Strategy That Wins Bidding Wars (Stop Guessing, Start Winning)
If you look at how most real estate agents write offers, it looks a lot like someone throwing darts while wearing a blindfold.
They guess at the price. They hope for the best. And then, they act shocked when their buyer loses out to eight other offers. It's a frustrating cycle for the agent, and heartbreaking for the buyer.
But in a competitive market, hope is not a strategy. Intel is.
Here is the exact strategy I use to stop guessing and start winning for my clients—often without even having the highest price.
The Mistake: Writing "Blind" Offers
The standard operating procedure for many agents is to look at the MLS, see the list price, run some comps, and pick a number. They email the offer and wait.
The problem? You are trying to solve a puzzle without knowing what the picture looks like. You assume the seller wants the highest price (and they usually do), but you don't know what keeps them up at night.
The Fix: The Pre-Offer Intel Call
Before I ever put pen to paper (or finger to keyboard), I call the listing agent.
I am not calling to ask, "Is it still available?" or "Do you have any offers?" Those are low-value questions. I call to gather the intelligence that allows me to write a custom-tailored solution for the seller.
My Exact 3-Minute Script
Here is the script I use. It is simple, direct, and incredibly effective:
"Hey Sarah, this is Evan Marrow with The Marrow Team. I've got a qualified buyer for 123 Main Street. Quick question—what's most important to your seller? Price, timeline, or terms?"
And then I do the hardest part: I shut up and listen.
I don't interrupt. I let the listing agent talk. Because I asked an open-ended question about their client's needs, they will often tell me exactly how to win the deal.
What You Discover (The 87%)
You might think the answer is always "Price." But you'd be wrong.
By making this call, I discover critical information about 87% of the time—information that is never listed in the MLS. I often find out:
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The Timeline: The seller needs to close by a very specific date to align with their new home purchase.
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The Fear: They are terrified the buyer's financing will fall through.
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The hidden issue: They are worried about a specific repair request.
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The Competition: They have a backup offer concern nobody knows about.
Why This Works
Once I have this intel, I'm no longer throwing random numbers at the wall. I am writing an offer that solves the seller's actual problems.
If I know they are worried about financing, I can structure the offer to highlight my buyer's rock-solid pre-approval or offer an appraisal gap clause. If I know they need a 60-day rent-back, I can write that in upfront.
While other agents are fighting over price, I am fighting for the seller's peace of mind.
The Results
This isn't just theory. Last month alone, this "Intel First" strategy resulted in:
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Winning 2 out of 2 offers in multiple-offer situations.
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Securing 1 homes UNDER asking price (yes, even in this market).
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Finding 1 home where we ended up being the only offer because we established rapport early.
The Bottom Line
Stop guessing. Start gathering intel.
To my fellow Agents: Next time you have a buyer, make the call first. Ask what matters most. To Buyers: If you aren't an agent, ask yours if they know this information before you sign the offer. If they don't know the seller's motivation, you are flying blind.
Success in real estate isn't about being lucky; it's about being informed.