Kicking a buyer to the curb made my seller $10k

My seller was impressed that I sold his house so fast.

Big whoop.

Just about every house sells fast these days. back in 2008-2011 was when selling a house fast was something to brag about.

Today, I think the most valuable thing a realtor can do for a seller is helping them pick which offer to accept and taking some strategic steps to keep the deal glued together…..or strategic steps to easily get into an equally good contract should the one you have fall apart.

So, the house I am talking about was priced at the tippy top of the market. It got a ton of showings and the only offer we got was from somebody who had a house to sell. People with a contingency have to come in stronger than a buyer without one, so getting no other offers and a full price one from this buyer is a sure sign we got 100% the full market value.

The offer was contingent on the buyers selling their old house. I never like those, but I don’t mind them if I can get the buyer to accept an immediate kickout clause. A kickout clause is when you can keep the house on the market, but if some other buyer makes an offer the seller wants to accept, the first buyer has to be given the change to get the house if they can buy it without having to sell their old house. Usually the time period for the first buyer to either put up or shut up is 24-48 hours. Naturally, a lot of buyers and their realtors don’t like to show houses with kickout clauses. It can be heartbreaking if the first buyer actually can remove their contingency and buy the house. BUUUUUUUT, with an immediate kickout clause, the seller can enter into a contract with the new buyer and all they have to do is tell the first buyer they just lost the house. It is the best of both worlds for the seller. You get to keep the buyer who is paying top dollar for your house and you get to keep looking for a better buyer. There is nothing to lose.

There is a third great thing about having a contingency contract with an immediate kickout. It is called leverage. One reason I advised the seller to accept the offer if the buyer would do an immediate kickout clause was because I wanted to be able to tell future buyers that we already had a full price contract with the immediate kickout.

Well, a few days later, we did get an offer that was about 95% of the list price. I told the other agent that we had a full price offer on the table with an immediate kickout, and her buyer would need to go full price in order to make the seller kick the first buyer to the curb. They agreed to it. Without the presence of that first buyer’s contract, I would have had no leverage to get the new buyers to come up $10,000.

I more than paid for my own commission by strategically positioning my seller to get the most money.

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