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Rolex Yacht-Master Ultimate Buying Guide

As Rolex’s most diverse sports watch collection, the Yacht-Master is not only available in a wide assortment of case metals and sizes but it has also been paired with various bracelet styles and bezel materials. In less than three decades, the Rolex Yacht-Master collection has been home to dozens of references – some of which have been discontinued – and the nautical-inspired sports watch continues to be a mainstay of the Rolex lineup. There are two distinct models that share almost identical names: the Yacht Master and the Yacht Master II.

While the original Rolex Yacht-Master is an ultra-luxurious take on Rolex’s already popular sports watches, the Rolex Yacht-Master II was purpose-built to time out regattas in competitive sailing. Essentially, the Yacht-Master is the kind of watch you wear while lounging on a boat and a Yacht Master II is what you wear if you’re racing one. Nonetheless, both Rolex watches are incredibly popular, sought-after for their sleek designs and impeccable quality.

With that in mind, if you’re in the market for a Rolex Yacht Master, there are some important things you should know about the model (such as its history, pricing, and features) before you make a decision. Here, we’ve compiled everything you need to know about buying Yacht-Master and Yacht-Master II watches to make the most informed purchase possible. Ready to get started?

Rolex Yacht-Master

Yacht-Master Key Features:

– Case Size: 29mm, 35mm, 37mm, 40mm, 42mm – Material Options:  Rolesium, Yellow Rolesor, Everose Rolesor, 18k Yellow Gold, 18k Everose Gold, 18k White Gold – Functions:  Time with running seconds, date display. – Bezel: 60-minute timing (bi-directional) – Water Resistance:  100 meteres / 330 feet. – Strap/Bracelet: Oyster bracelet, Oysterflex bracelet

Click here to learn more about Rolesium: a special metal combination that is only featured on the Rolex Yacht-Master.

Rolex Yacht-Master II

Yacht-Master II Key Features:

– Case Size:  44mm – Material Options: Stainless steel, Everose Rolesor, 18k Yellow Gold, 18k White Gold – Functions:  Time with running seconds, adjustable countdown timer with mechanical memory – Bezel: Ring Command Bezel – Water Resistance:  100 meters / 330 feet. – Strap/Bracelet:  Oyster bracelet

Click here to learn how to set the adjustable countdown timer on the Rolex Yacht-Master II.

Quick Look: Rolex Yacht-Master Timeline

Even though the Yachtmaster collection is one of the newest additions to the Rolex lineup, there has been a great amount of innovation over the years. Additionally, while we didn’t see this watch come to life until the early 1990s, Rolex history shows that they had concepts and ideas of a yacht-themed watch long before it was ever brought to market. 1950’s — Rolex joins the prestigious New York Yacht Club 1966 to 1967 — Sir Francis Chichester becomes the first man to circumnavigate the globe single-handedly and he wore a Rolex Oyster watch 1992 — Rolex introduces the Yacht-Master collection 1994 —  Rolex introduces the midsize and ladies’ models 1996 — Rolex introduces the two-tone midsize and ladies’ models 1997 — Rolex releases the Rolesium version (also known as steel and platinum) 2007 — Rolex releases the Yacht-Master II, which is the world’s first watch equipped with a programmable countdown timer and a mechanical memory 2013 — Rolex updates the movement inside the Yacht-Master II collection from the Cal. 4160 to the Cal. 4161. 2019  — Rolex introduces the Yacht-Master 42 to the collection

History of the Rolex Yacht-Master

While we wouldn’t be introduced to the very first Yacht-Master until 1992, Rolex’s history with sailing actually dates back to 1958, the year the Swiss watchmaker partnered with the prestigious New York Yacht Club. By then, Rolex had already garnered a reputation for making great waterproof watches with the invention of their Rolex Oyster case back in 1926. So, the partnership was actually quite a natural next step.

Rolex solidified its relationship with the world of sailing in 1966 when Francis Chichester — one of history’s most exceptional navigators — became the first person to sail around the globe on his yacht, the Gipsy Moth IV, with a Rolex on his wrist. His voyage, which spanned from August 1966 to May 1967, took him 29,600 miles around the world. however, the most impressive part is that he only had a few tools to help him navigate his way, including nautical charts, a sextant, and a Rolex Oyster Perpetual. The Rolex wristwatch chronometer he used was a reliable and steady partner, helping him keep time amidst rough conditions for 226 days at sea.

Despite the brand’s massive success in creating watches that were great for sailing, Rolex continued to hold back its efforts to create a watch specifically for this category. The brand did briefly dabble with the idea in the 1960’s, releasing a prototype dial for the Cosmograph chronograph with the name “Yacht Master” on it, but the idea never took hold. Today, only two known examples of this prototype Daytona Yacht-Master are known to exist — one belonging to Eric Clapton (whose model sold for $125,100 at auction in 2003) and one owned by legendary Rolex collector John Goldberger.

In 1992, we were finally introduced to the modern Yacht Master we know and love today. Its official name, the Rolex Oyster Perpetual Yacht-Master, was the brand’s first ultra-luxury sports watch built for the open seas. To make sure that collectors understood the luxury aspect of this new watch, the very first 40mm model was forged entirely out of solid 18k yellow gold and featured a matching gold bi-directional rotating bezel (marked to 60 minutes for timing) alongside a gold Oyster bracelet. Over the next few decades, Rolex has expanded the collection using a variety of materials as well as adding new sizes to the luxury nautical watch collection.

15 years after the first release of the Yachtmaster, Rolex introduced the regatta chronograph Yacht-Master II specifically made for sportsmen to use while regatta racing. To cater specifically to these athletes, Rolex outfitted the watch with important features like a programmable countdown timer (to measure with reliability how much time until the start of the race) and both flyback and fly-forward functionality (for easy synchronization should the race committee have to restart the race sequence). Another key difference is that the Rolex Yacht-Master II is only available in one size, 44mm with an Oyster case and bracelet. However, there are a variety of alloys available.

How Much is a Rolex Yacht-Master?

Because there is such a wide variety of sizes and materials used across the Rolex Yacht-Master collection, the prices tend to vary significantly. For example, you can pick up some of the older or smaller Rolex Yacht-Master models for around $5,000 on the second-hand market. However, newer, larger Yacht-Master models, especially those forged out of precious metals, can sell for well into five-figures.

How much is a Yacht Master II?

Due to its large size, complicated movement, and frequent use of precious metals, the Yacht-Master II is one of the higher-priced Rolex watches you can purchase. In terms of pre-owned prices, a stainless steel reference of the Yacht-Master II starts around $15,000. This may seem steep, considering that this Yacht-Master II is stainless steel and doesn’t feature any diamonds or gems. However, the complexity of the movement is what really makes this watch shine and it is the primary factor behind its high price tag. On the higher end, the yellow gold ref. 116688 costs $43,550 retail and can be bought for around $28,000 on the pre-owned market.

Buying Pre-Owned vs New Yacht-Master Watches

The key difference between buying a pre-owned Rolex Yacht-Master or Yacht-Master II versus a new one is the price. For a retail Rolex model , you will surely pay a premium – especially if you choose one of the precious metal models. On the secondary market, you can get a Yacht-Master for a much lower price, and many collectors find this option a better value for their investment. However, this is still totally dependent on the specifics about the watch which you can get an idea of in the chart above. The price of a pre-owned Yacht-Master will always vary depending on factors like its alloy, the year it was produced, condition, and whether it is a luxury-oriented Yacht-Master or a sporty and purpose-built Yacht-Master II.

Often, many collectors turn to the second-hand market to purchase a Rolex Yacht-Master. Of course, the price is a big factor, but due to the durability and overall build quality, a used Rolex Yacht-Master represents a highly competitive offering. Because these watches are purpose-built to withstand weather and water, they tend to age well even if they have been heavily worn, loved, and used. Another reason that collectors turn to the second-hand market is to get their hands on early models. Since the Yacht-Master has only been around for about 30 years, it is still quite easy to track down some of the early references. This is a great opportunity for collectors who not only love the Yacht-Master as a watch but who also want to make a smart investment for their collection that has great potential to increase in value.

Rolex Yacht-Master References

While the Yacht-Master is one of the newest Rolex models, only first introduced in 1992, the watch has been given a wide variety of upgrades in sizing, alloys, and bezels over the years. Here, this comprehensive list outlines all of the standard-production Yacht-Master references since its initial introduction. This list is also incredibly important as a reference if you are purchasing a Rolex Yacht-Master on the secondary market, as it will serve as a great quick reference for what models have been produced over the years.

Yacht-Master

226659 = 42mm, solid 18k white gold with Cerachrom bezel 16622 = 40mm; Rolesium (stainless steel and platinum) 16628 = 40mm; solid 18k yellow gold 166233 = 40mm; Rolesor (two-tone steel and yellow gold) 116622 = 40mm; Rolesium (stainless steel and platinum) 116621 : 40mm; Rolesor (two-tone steel and Everose gold) 116655 = 40mm; solid 18k Everose gold with Cerachrom bezel 268621 = 37mm; Rolesor (two-tone steel and Everose gold) 268655 : 37mm; solid 18k Everose gold with Cerachrom bezel 268622 : 37mm; Rolesium (stainless steel and platinum) 68623 = 35mm; Rolesor (two-tone steel and yellow gold) 68628 = 35mm; solid 18k yellow gold 168622 = 35mm; Rolesium (stainless steel and platinum) 168623 = 35mm; Rolesor (two-tone steel and yellow gold) 168628 = 35mm; solid 18k yellow gold 169623 = 29mm; Rolesor (two-tone steel and yellow gold) 169628 = 29mm; solid 18k yellow gold 169622 = 29mm; Rolesium (stainless steel and platinum) 69628 = 29mm; solid 18k yellow gold 69623 = 29mm; Rolesor (two-tone steel and yellow gold)

Yacht-Master II

116680 = 44mm; stainless steel with Cerachrom bezel 116689 = 44mm; solid 18k white gold with platinum bezel 116688 = 44mm; solid 18k yellow gold with Cerachrom bezel 116681 = 44mm; Rolesor (two-tone steel and Everose gold) with Cerachrom bezel

Everything You Need To Know About The Rolex Yacht-Master Features & Options

Since the first all-gold Yacht-Master was released in 1992, Rolex has expanded the line with a variety of aesthetic details and mechanical upgrades. Here, we’ll explore the different options available on both the retail and secondary market for the Rolex Yacht-Master collection.

Rolex Yacht-Master materials

Today, Rolex no longer makes yellow gold versions of their standard Yacht-Master model, replacing it with Everose (their proprietary rose gold alloy) and 18k white gold. However, the 42mm version is the only white gold version (which was only just introduced at Baselworld 2019) is the only white gold model, as well as the only 42mm model in the collection. – Yellow Gold (discontinued) – Yellow Rolesor two-tone  (discontinued) – Everose Gold – Everose Rolesor two-tone – White Gold – Rolesium (Oystersteel and platinum)

Rolex Yacht-Master sizes

Rolex has produced this luxury sports watch in a few different sizes to ensure that everyone has a Yacht-Master that fits their wrist perfectly. However, the smaller sized Yacht-Master models, known as the Lady Yacht-Master watches, have been discontinued in favor of the newer 37mm models. Today, women are reaching for more unisex sizes and designs, which could be what lead to the decision by Rolex. But that doesn’t mean women collectors are strapped for choice — as the current retail models are incredibly luxe and sophisticated for enthusiasts of both sexes. Furthermore, the secondary market is a great place to still get your hands on the smaller sized Midsize and Lady Yacht-Master models, and going pre-owned also opens up the doors to now-discontinued models like the solid yellow gold Yacht-Master watches. – 29mm (discontinued) – 35mm (discontinued) – 37mm – 40mm – 42mm

Rolex Yacht-Master bezel

With the Rolex Yacht-Master, the materials and aesthetics of the bezel depend on the material used for the case. With the Yacht-Master, there are bezels that consist of solid 950 platinum or 18k gold with raised, polished numerals. There are also bezels that are matte black Cerachrom ceramic with raised numerals, which are typically only fitted to the various solid 18k gold Yacht Master references. One of the less common and more flashy Yacht-Master bezels is nicknamed the “gummy bear” and it features rainbow-colored sapphires set around the bezel.

Rolex Yacht-Master dial

The dial of the Yacht-Master is quite archetypal of other Rolex sports watches. To ensure the watch is easily readable, the dial layout of the Yacht-Master features Mercedes-style hands, lume-filled hour markers, and a date window over at 3 o’clock. The dial itself is protected by a scratch-resistant sapphire crystal that has a Cyclops magnification lens for easier reading of the date. When it comes to the dial color of the Yacht-Master, there are several colors and materials that have been used over the years, like the beautiful blue dial on the ref. 116622 or the luxe sandblasted platinum dial that can be found on the now-discontinued version of this reference.

Rolex Yacht-Master bracelet

The Rolex Yacht-Master only ever features either an Oyster bracelet or an Oysterflex bracelet. The iconic, three-link bracelet Oyster bracelet is a Rolex staple, and it is featured across nearly the brand’s entire collection — from the Datejust to the Daytona to the Yacht-Master. In 2015, Rolex also introduced the now-famous Oysterflex bracelet on the then-new Everose gold Yacht-Master. This rubber bracelet is far more impressive than it appears at first glance. The rubber strap is actually reinforced by an internal flexible metal blade, making it incredibly durable and sporty, while still having this elevated aesthetic that matches the overall luxury feeling of this timepiece.

Rolex Yacht-Master movement

Depending on the size of the Yacht-Master watch, it will have a different movement to fit the case. Additionally, in 2019, Rolex updated the 40 version of the watch to feature the new-generation Cal. 3235 movement. Below are the sizes Rolex has used in its various Yacht-Master watches over the years.

– 29mm : Caliber 2135; Caliber 2235 – 35mm : Caliber 2135; Caliber 2235 – 37mm : Caliber 2236 – 40mm : Caliber 3135; Caliber 3235 – 42mm : Caliber 3235

Everything You Need To Know About The Rolex Yacht-Master II Features & Options

Below, we’ll outline the different options available on both the retail and pre-owned market for the Rolex Yacht-Master II collection.

Rolex Yacht-Master II materials

In keeping with the inherently luxurious feel of the Yacht-Master line, the Rolex Yacht-Master II is outfitted in some of the world’s finest alloys. Many collectors love this watch for its combination of precious metals and durable stainless steel — what Rolex calls Rolesor. On the Yacht-Master II, there is the Everose Rolesor which is beloved for the warm pink hue of its 18k Everose gold components. Another great combination is the white gold and platinum Yacht-Master II; however, this is obviously a much more opulent choice at represents the top-of-the-line offering in the Yacht-Master II lineup. Of course, there is also a stainless steel option with a blue ceramic bezel for those who just want sheer practicality and durability. Unlike the standard Yacht-Master, you can get this larger, more complicated timepiece outfitted in solid yellow 18k gold if you really want to go all out. – Yellow Gold – Everose Rolesor two-tone – White Gold and platinum – Oystersteel

Rolex Yacht-Master II sizes

There are a lot of features that separate the Rolex Yacht-Master II from the standard Yacht-Master, and the 44mm size is immediately one of the most noticeable. While the Yacht-Master II case is just 2mm larger than the largest Yacht-Master, this extra-large sizing helps this watch house a more complicated dial and movement.

– 44mm

Rolex Yacht-Master II bezel

Another one of the big differentiators with the Yacht-Master II is that large, beautiful bezel. The bidirectional rotatable ‘Ring Command bezel’ on the Yacht-Master II is specifically designed to help the wearer time out a regatta. Unlike most bezels that operate independently from the internal movement, the ‘Ring Command’ bezel on the Yacht-Master II actually works with the watch’s state-of-the-art movement. Rotating the bezel unlocks access to the programmable countdown timer, enabling quick and easy setting for use during competitions. While the design is incredibly complex, the aesthetics are beautifully simple.

When it comes to the look of the bezel itself, the Yacht-Master II does differ from the standard Yacht-Master. While a two-texture timing bezel defines the original model, the real star of the Rolex Yacht-Master II is that bright, beautiful blue Cerachrom bezel. This blue ceramic bezel is featured on the stainless steel, yellow gold and two-tone Everose Rolesor Yacht-Master II watches; however, the white gold models receive their bezels in sandblasted platinum.

Rolex Yacht-Master II dial

The Rolex Yacht-Master II dial layout is stunning, sophisticated, and totally different than any of the other Rolex dials due to its niche complication. On the dial, you will find a variety of features including the countdown display (which can be programmed anywhere from 1 to 10 minutes) that you can read via the red arrow-tipped hand. You will also notice the central flyback/fly-forward chronograph hand, the center hour and minute hands, and the running seconds sub-dial.

The dial of the Rolex Yacht-Master II is also outfitted with 12 lume-filled hour makers for added readability. Today, the most modern references are outfitted with Rolex’s Chromalight display, which is a luminescent material that emits a blue long-lasting glow.

You will also notice a big difference between the dial of the new generation of Yacht-Master II watches and the first generation, which featured baton-style hands that pointed to square hour markers. It was only in 2017 that Rolex decided to marry the style of the Yacht-Master II with the brand’s famous Mercedes-style hands. Rolex also updated the hour markers to feature a triangular hour marker at 12 and a rectangular hour marker at 6, rather than just square-shaped markers all the way around.

Rolex Yacht-Master II bracelet

Unlike the Yacht-Master which has two bracelets, the Rolex Yacht-Master II is only available with an Oyster bracelet. The sporty, durable 3-piece link bracelet is a staple for the brand’s sports watches, which makes it a perfect choice for this professional regatta watch. Rolex has also outfitted this Oyster bracelet with an Oysterlock folding clasp, built specifically to prevent the wearer from losing the watch due to accidental opening. This is a great feature for this model, which is purpose-built to be used during tough racing conditions.

Rolex Yacht-Master II movement

It’s clear that the Rolex Yacht-Master II is an incredible looking timepiece. But, the most impressive part of this watch is by far its movement. When the watch was first released, the Yacht-Master II was outfitted with the brand’s Caliber 4160, with Caliber 4161 making its debut a few years later in 2013.

The Rolex Yacht-Master II features one of the brand’s most complicated in-house movements to date — the self-winding mechanical chronograph, caliber 4160/4161. This movement boasts high-tech features like a countdown timer with both flyback and fly-forward functionality and a mechanical memory with on-the-fly chronograph synchronization, making it incredibly sophisticated. Additionally, the bezel (aka the Ring Command Bezel) is actually connected to the mechanism itself, allowing the wearer to adjust and set the countdown feature quickly and easily on the go. Rolex says it took its engineers some 35,000 hours of development to create this mechanism — and we think it was well worth it. – Ref. 116689 : Caliber 4160; Caliber 4161 – Ref. 116688 : Caliber 4160; Caliber 4161 – Ref. 116681 : Caliber 4160; Caliber 4161 – Ref. 116680 : Caliber 4161

Celebrities Who Wear the Rolex Yacht-Master

It probably doesn’t come as a surprise that one of Rolex’s most bold and luxurious watches is popular among the world’s most famous celebrities. One of the most well-known A-listers to sport the Yacht-Master is Mark Wahlberg, who is already a really big Rolex fan. We’ve seen him out and about in a solid 18k yellow gold Rolex Yacht-Master II, which totally pops against that blue ceramic bezel. Mark has no trouble making a statement with his watches, and that’s clear with this stunning timepiece.

Tennis champion Roger Federer also famously sports the top-of-the-line 18k white gold and platinum Yacht-Master II, while comedian and host Ellen DeGeneres is often spotted wearing her the 18k Everose gold Yacht-Master 40 with a black Cerachrom bezel and a black Oysterflex bracelet. Other celebrities that have been seen wearing the Yacht-Master include the following list of names, although there are many other stars who proudly have a Rolex Yacht-Master in their collections. – Russell Crowe – Lydia Ko – Sir Robin Knox-Johnston – Mark Wahlberg – Bruce Willis – Connor McGregor – Emeril Lagasse – David Beckham – Guy Fieri – Steven Gerrard – A$AP Rocky – Billy Joe Saunders – Flo Rida – Drake – Manny Pacquiao – Ellen DeGeneres – Ed Sheeran

How to Style The Rolex Yacht-Master

The Yacht-Master was an instant classic when it was introduced by Rolex, which means that it is incredibly easy to work it into your wardrobe. What we love so much about this watch collection — whether we’re talking about the Yacht-Master or the Yacht-Master II — is that it has this incredible balance of luxury and sports-oriented performance. Being able to dress this watch both up and down is what makes the Rolex Yacht-Master so much fun to wear. Here are just three classic ways you can wear this watch.

Yacht-Master with Bracelets

Ladies love this watch for its luxe finishing and superior durability. What woman doesn’t want a watch they can wear to drinks, diving, or lounging in the cabana? Because of that, we love pairing a beautiful two-tone Rolex Yacht-Master with bangles and bracelets that match the gold components on the watch. For example, we love the pairing of the 29mm Lady Yacht Master ref. 169623 with a gold Cartier love bracelet bangle and a linked chain. If you’re feeling really bold, you might as well go all out and pair your gold bracelets with a solid, 18k yellow gold Yacht-Master. Fair warning: you’re going to not be able to stop staring at your wrist. Chances are, no one else will be able to either.

Dressing Up With The Matte Black ref. 268655

We love this unisex 37mm timepiece because it works equally well on both men and women’s wrists. What makes this watch so special is the rubber Oysterflex strap watch that allows it to be sporty and durable. Matching that bracelet with the matte black bezel and dial really elevates the entire watch, which looks handsome and luxurious with the warm 18k Everose gold case. So when evening comes, head to the bar for sundowners wearing this ref. 268655. Of course, it will look good with a dark jacket. But, this watch will really pop if you pair it with a warm-colored shirt that accentuates the natural Everose hue. Finish the outfit off with dark wash jeans and you’ve mastered the elegant-meets-accessible look that defines this modern luxury watch.

Casual Elegance with the Yacht Master II

The two-tone Everose Rolesor Yacht-Master II is the ultimate luxury sports watch. You have luxury elements like the ceramic Cerachrom blue bezel and 18k Everose gold alongside durable Oystersteel and one of Rolex’s most complicated mechanisms to date. Because of this watch’s exclusivity, durability, water resistance, and functionality, there really isn’t a better choice for spending time on the high seas. And while this watch was built to time out a regatta, it is going to look just as good on your wrist while you lounge, swim, and play. We suggest pairing your Two-Tone Everose Rolesor’s blue bezel with a matching blue suit. Alternatively, you can pair it with a white and blue pinstripe shirt, rolling up the sleeves and unbuttoning the top few buttons to make your look feel more casual.

Frequently Asked Questions About The Rolex Yacht-Master

What is the difference between the yacht master and the yacht master ii.

The standard Rolex Yacht-Master is a luxury-oriented sport watch that displays the time and date. The Yacht-Master II joined the Rolex lineup in 2007 and offers never before seen functionality thanks to its regatta timer. Powered by the Calibre 4161 — one of the most complicated Rolex movements ever made (second only to the annual calendar found in the Sky-Dweller — the Yacht-Master II has a patented mechanical memory and on-the-fly-synchronization used for the regatta timer. Additionally, the bezel is different on the Yacht-Master II because it controls part of the movement inside the case rather than just working as an external mechanism to help track elapsed time. The Rolex Yacht-Master II also has an entirely different aesthetic and features a larger 44m case with chronograph pushers on either side of the winding crown.

Is a Rolex Yacht Master a good investment?

Yes. The Rolex Yacht-Master is a good investment for collectors for two main reasons. For one, these watches have historically held great value because of their uniqueness and sportiness; however, at the present time, they remain somewhat undervalued compared to their siblings in the Rolex catalog. Consequently, they offer significant potential for appreciation in the future. Secondly, the Rolex Yacht-Master is a luxury watch and is often outfitted in precious metals. These precious metals inherently allow it to hold great value as the years go on, and its premium construction guarantees that it will always be worth something.

What was the Rolex Yacht-Master built to do?

The Rolex Yacht-Master was first created as a luxury sports watch, whereas the Yacht-Master II was built as a professional regatta timer with a luxury flare. Comparatively, the Yacht-Master can time events up to 60 minutes with its rotating bezel and the Yacht-Master II is outfitted with a countdown timer with flyback or fly-forward functionality to use when timing out a regatta race.

How do you use the Yachtmaster II?

While the Yacht-Master II looks quite complicated, Rolex has made sure that using it is actually quite intuitive. After setting the adjustable countdown timer to your desired setting, you start the time. Press the top button to start the countdown timer, then pressing the top button a second time will stop the timer. However, by pressing the bottom button while the chronograph is running, that will adjust the timer forwards or backward to the nearest minute — allowing it to be perfectly synchronized to the official race clock.

How can I spot a fake Rolex Yacht Master?

As with any Rolex watch, the clues are in the details. When it comes to the Yacht-Master, you’re going to want to look at details like the adjustable countdown timer, which is incredibly complicated, making it almost impossible for fake counterfeit watches to replicate. Additionally, Yacht-Master models are luxury sports watches crafted from the world’s best materials and to the highest possible standards. If you notice any defects like dial printing or finishing looks less than perfect, there is a good chance that you are dealing with a fake Rolex Yacht-Master.

About Paul Altieri

Paul Altieri is a vintage and pre-owned Rolex specialist, entrepreneur, and the founder and CEO of BobsWatches.com. - the largest and most trusted name in luxury watches. He is widely considered a pioneer in the industry for bringing transparency and innovation to a once-considered stagnant industry. His experience spans over 35 years and he has been published in numerous publications including Forbes, The NY Times, WatchPro, and Fortune Magazine. Paul is committed to staying up-to-date with the latest research and developments in the watch industry and e-commerce, and regularly engages with other professionals in the industry. He is a member of the IWJG, the AWCI and a graduate of the GIA. Alongside running the premier retailer of pre-owned Rolex watches, Paul is a prominent Rolex watch collector himself amassing one of the largest private collections of rare timepieces. In an interview with the WSJ lifestyle/fashion editor Christina Binkley, Paul opened his vault to display his extensive collection of vintage Rolex Submariners and Daytonas. Paul Altieri is a trusted and recognized authority in the watch industry with a proven track record of expertise, professionalism, and commitment to excellence.

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There is big news, and there is Rolex big news, and in some ways, ne'er the twain shall meet. At Baselworld this year, Rolex debuted a first for the company: the very first, ever, Rolex delivered on a rubber strap. Now, for most companies this would have little effect on watch enthusiasts other than to evoke (very) tepid interest at best, and boredom at worst – but this is not an ordinary rubber strap, this is an official, designed-and-tested-and-thoroughly-obsessed-over-by-Rolex rubber strap. And thereby hangs a tale.

The Yachtmaster, as we have mentioned in some of our previous coverage , occupies a somewhat particular place in Rolex’s lineup of sports watches; it shares water-resistance and a turning bezel with the Submariner (the latter is water resistant to 300 m while the Yachtmaster standard model is water resistant to 100 m). It is certainly not a tool watch; the Yachtmaster is offered in either platinum and steel, or gold and steel (that’s Rolesium and Rolesor, lest we forget) and is either quietly or unequivocally luxurious depending on what size and metal you go for (Rolex makes the Yachtmaster in both 35 mm and 40 mm sizes). 

The Yachtmaster’s history goes back to the first introduction of the watch in 1992, although the name, interestingly enough, appears on the dial of a prototype Yachtmaster Chronograph from the late 1960s (a watch so legendary I am actually forced to use the word; one of three known is in the collection of Mr. John Goldberger; we covered it – and a host of other remarkable ultra-rare watches from his collection – in a very memorable episode of Talking Watches ).

The term “Yachtmaster” is also, incidentally, used for a certificate of competency in yachting which is issued by the Royal Yachting Association, although we’re unaware of any specific association between the RYA and the Yachtmaster watch.

Now, this newest version of the Yachtmaster does take a few pages from the existing Yachtmaster playbook: 100-meter water resistance, a bidirectional turning bezel, and a dial and hands that echo the Submariner. There are also a couple of features that may make vintage Sub enthusiasts wonder if Rolex mightn’t have an exceedingly subtle sense of humor; the gilt coronet and “Rolex,” and the red lettering, both features which according to HODINKEE founder Ben Clymer would have, had they appeared on a Rolex dive watch, made it instantly the single most popular watch in the modern Rolex inventory. The case is rose gold – Rolex famously makes their own, called Everose, in their own foundry, with a bit of platinum mixed in to prevent discoloration – and the bezel, rather than being some other precious metal (as is the case in the “standard” Yachtmasters) is in black Cerachrom – a very technical-looking matte black that contrasts sharply with the gold case. Somehow, between the rose gold, the Cerachrom bezel, and the new Oysterflex bracelet this manages to be the most luxurious and at the same time most technical Yachtmaster yet (leaving aside the Yachtmaster II, which we recently reviewed right here , but that is a watch that marches to the beat of a different drummer entirely).

The two different versions of the Everose Yachtmaster (40 mm and 37 mm) sport different movements; the larger uses the caliber 3135 and the smaller, the newer 2236, which sports the “Syloxi” silicon balance spring (first used by Rolex in 2014).

The Oysterflex bracelet is, in a nutshell, quite a piece of work. One of the most endearing traits of Rolex as a company is that it tends to demonstrate what we can only describe as a laudable degree of corporate obsessive-compulsive disorder when it comes to research and development, and it does so, often, without making any sort of fanfare about it at all. In this case we do know a little bit about the Oysterflex, however – it is basically designed to have the hypoallergenic and comfort properties of a rubber strap and the durability and shape-retention properties of a bracelet. 

At the core of the Oysterflex bracelet are metal inserts made of titanium and nickel, which are used to affix the bracelet to the clasp and watch case; over those is a sheathing of “high-performance black elastomer.” “Elastomer” is a portmanteau word, formed from “elastic” and “polymer” and is a general term for natural and synthetic rubbers. In addition to the materials complexity of the Oysterflex bracelet, it is also shaped in a rather unusual fashion – there are ridges molded into the the wristward face of the bracelet, which are intended to allow the bracelet when worn to better approximate the natural curvature of the wrist.

They might look a bit odd but in practice, the design works out quite wonderfully; this is easily the most downright comfortable and organic-feeling rubber strap I have ever worn, and like the entire watch manages to be both extremely technical in feel, and very luxurious at the same time; I doubt whether any company has ever taken so much trouble over the design of a strap (for all that Rolex prefers the term “bracelet” in describing the Oysterflex, habit dies hard and you’ll probably find yourself calling it a strap, just as we did). On the wrist, the two stabilizing ridges do exactly what they are supposed to: keep the watch from shifting, as heavier watches on rubber straps are wont to do, without requiring you to have the strap uncomfortably tight. The Everose Oysterlock clasp does a superb job mechanically and also looks fabulous into the bargain; the quality of finish on the clasp and case may not seem terribly elaborate at first, but it is as technically flawless as anything I have ever seen at any price, on any watch.

What we have here, in other words, is a very Rolex interpretation of luxury. Yes, this is a gold watch, and a gold Rolex, and wearing a gold Rolex always carries with it, shall we say, certain semiotic complexities. However there is also another side to the watch, and to the Rolex approach to luxury in general: the taking of such pains to produce technical perfection that technical perfection becomes a luxury in itself.

The Everose Rolex Yachtmaster, in Rolex Everose, with Everose Oysterclasp and Oysterflex bracelet, as shown, $22,000 in 37 mm, and $24,950 in 40 mm. For more info, check out Rolex.com.

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Yacht-Master

THE WATCH OF THE OPEN SEAS

The Oyster Perpetual Yacht-Master, the emblematic nautical watch, embodies the privileged ties between Rolex and the world of sailing that stretch back to the 1950s.

Launched in 1992, the Yacht-Master was designed specifically for navigators and skippers. Embodying the rich heritage that has bound Rolex and the world of sailing since the 1950s, this Professional-category watch provides a perfect blend of functionality and nautical style, making it equally at home on and off the water.

ROTATABLE BEZEL WITH RAISED GRADUATIONS

The Yacht-Master is easily recognized by its bidirectional rotatable 60-minute graduated bezel made entirely from precious metal – Everose gold or platinum – or fitted with a Cerachrom insert in high-technology ceramic. The raised, polished graduations and numerals stand out clearly against a matt background. This characteristic and functional bezel – which enables the wearer to read time intervals, for example, the sailing time between two buoys – plays a full part in creating the visual identity of the watch. The bezel can be turned with ease thanks to its knurled edge, which offers excellent grip.

CHROMALIGHT DISPLAY

The Yacht-Master offers great legibility in all circumstances, even in the dark, thanks to its Chromalight display: the large hour markers and broad hands are filled or coated with a luminescent material emitting a long-lasting blue glow – for up to two times longer than traditional phosphorescent materials .

THE YACHT-MASTER, SUPERLATIVE CHRONOMETER CERTIFIED

Like all Rolex watches, the Yacht-Master is covered by the Superlative Chronometer certification redefined by Rolex in 2015. This exclusive designation attests that every watch leaving the brand’s workshops has successfully undergone a series of tests conducted by Rolex in its own laboratories and according to its own criteria. These certification tests apply to the fully assembled watch, after casing the movement, guaranteeing superlative performance on the wrist in terms of precision, power reserve, waterproofness and self-winding. The Superlative Chronometer status is symbolized by the green seal that comes with every Rolex watch and is coupled with an international five-year guarantee.

The precision of every movement – officially certified as a chronometer by the Swiss Official Chronometer Testing Institute (COSC) – is tested a second time by Rolex after being cased, to ensure that it meets criteria that are far stricter than those of the official certification. The precision of a Rolex Superlative Chronometer is of the order of −2/+2 seconds per day – the rate deviation tolerated by the brand for a finished watch is significantly smaller than that accepted by COSC for official certification of the movement alone.

The Superlative Chronometer certification testing is carried out after casing using state-of-the-art equipment specially developed by Rolex and according to an exclusive protocol that simulates the conditions in which a watch is actually worn and more closely represents real-life experience. The entirely automated series of tests also checks the waterproofness, the self-winding capacity and the power reserve of 100 per cent of Rolex watches. These tests systematically complement the qualification testing during development and production, in order to ensure the watches’ reliability, robustness, and resistance to strong magnetic fields and to shocks.

THE OYSTER CASE, SYMBOL OF WATERPROOFNESS

The Yacht-Master’s Oyster case, 37 mm, 40 mm, or 42 mm in diameter and guaranteed waterproof to a depth of 100 metres (330 feet), is a paragon of robustness and reliability. The middle case is crafted from a solid block of Oystersteel, RLX titanium or 18 ct gold. The case back, edged with fine fluting, is hermetically screwed down with a special tool that allows only certified Rolex watchmakers to access the movement. The Triplock winding crown – fitted with a triple waterproofness system – screws down securely against the case. It is protected by an integral crown guard. The crystal, with a Cyclops lens at 3 o’clock for easy reading of the date, is made of virtually scratchproof sapphire and benefits from an anti-reflective coating. The waterproof Oyster case provides optimal protection for the movement it houses.

CALIBRES 2236 AND 3235

Yacht-Master models are equipped with calibre 2236 (Yacht-Master 37) or calibre 3235 (Yacht-Master 40 and Yacht-Master 42), self-winding mechanical movements entirely developed and manufactured by Rolex. Consummate demonstrations of technology, these movements carry a number of patents. They offer outstanding performance, particularly in terms of precision, power reserve, convenience and reliability.

Calibre 2236 is fitted with the patented Syloxi hairspring in silicon, manufactured by the brand. In addition to resisting strong magnetic fields, this hairspring offers great stability in the face of temperature variations as well as high resistance to shocks. Its geometry, which is also patented, ensures the movement’s regularity in any position. Calibre 2236 includes a paramagnetic nickel-phosphorus escape wheel.

Calibre 3235 incorporates the patented Chronergy escapement, made of nickel-phosphorus, which combines high energy efficiency with great dependability and is also resistant to strong magnetic fields. This movement is fitted with the blue Parachrom hairspring, manufactured by Rolex in a paramagnetic alloy. In addition to resisting strong magnetic fields, this hairspring offers great stability in the face of temperature variations as well as high resistance to shocks. It is equipped with a Rolex overcoil, ensuring the calibre’s regularity in any position.

The oscillator of these two calibres has a balance wheel with variable inertia regulated extremely precisely via gold Microstella nuts. It is held firmly in place by a height-adjustable traversing bridge enabling very stable positioning to increase shock resistance. The oscillator is also mounted on the Rolex-designed, patented high-performance Paraflex shock absorbers, further enhancing the movements’ shock resistance.

Calibre 2236 and calibre 3235 are equipped with a self-winding system via a Perpetual rotor, which ensures continuous winding of the mainspring by harnessing the movements of the wrist to provide constant energy. Calibre 2236 offers a power reserve of approximately 55 hours, while the power reserve of calibre 3235 extends to approximately 70 hours thanks to its barrel architecture and the escapement’s superior efficiency; moreover, since 2023, its oscillating weight has been fitted with an optimized ball bearing.

The Yacht-Master’s movements will be seen only by certified Rolex watchmakers, yet they are beautifully finished and decorated. Since 2023, calibre 3235 has also been marked with the words ‘Chronometer Perpetual’ and ‘Superlative Adjusted’ engraved respectively on the oscillating weight and on the bridges.

BRACELET AND CLASP: SECURE AND COMFORTABLE

The Rolesium versions (combining Oystersteel and platinum) and the Everose Rolesor versions (combining Oystersteel and Everose gold) of the Yacht-Master 37 and the Yacht-Master 40, as well as the Yacht-Master 42 in RLX titanium, are fitted on a three-piece link Oyster bracelet, equipped with the Easylink comfort extension link. This system, developed by Rolex, allows the wearer to easily increase the bracelet length by approximately 5 mm, for additional comfort in any circumstance. On the Yacht-Master 42 in RLX titanium, the bracelet includes ceramic inserts – designed by Rolex and patented – inside the links to enhance its flexibility and longevity.

The Yacht-Master 37 and Yacht-Master 40 in 18 ct Everose gold, as well as the Yacht-Master 42 in 18 ct yellow or white gold, are fitted on an Oysterflex bracelet, composed of two flexible, curved metal blades – one for each bracelet section – overmoulded with high-performance black elastomer. This Rolex-designed, patented bracelet is furnished with the Rolex Glidelock extension system, also developed by the brand and patented. On the Oysterflex bracelet, this inventive toothed mechanism has six notches of approximately 2.5 mm, allowing the bracelet length to be effortlessly adjusted up to some 15 mm.

The Oyster and Oysterflex bracelets on the Yacht Master models are equipped with an Oysterlock safety clasp, designed by Rolex and patented, which prevents accidental opening.

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Rolex Oyster Perpetual Yacht-Master Watches

Designed for the swanky skipper at heart, the Rolex Oyster Perpetual Yacht-Master is the only chronograph in the world to have a mechanical memory. This robust, waterproof Rolex watch combines performance with superior design. The Rolex Yacht-Master is also as comfortable at sea as it is in a board meeting. With a Rolex watch Yacht-Master, you have a timepiece renowned for quality. Even better, at AuthenticWatches.com, we provide you with a large selection of new, official Rolex watches, at the lowest prices online. Shop below to find your new Yacht-Master watch.

Rolex Yacht-Master 29 169628

Rolex Yacht-Master 29 Solid Gold Watch 169628

Rolex Yacht-Master 29 Gold & Steel Watch 169623

Rolex Yacht-Master 40 Men's Watch 116622-0001

Rolex Yacht-Master 29 Women's Luxury Watch 169623

Rolex Yacht-Master 35 18k Yellow Gold Blue Dial Unisex Watch 68628

Rolex Yacht-Master 35 Automatic Watch 168623-0016

Rolex Yacht-Master 35 Gold Watch 168628

Rolex Yacht-Master 40 Diamond & Sapphire Dial Watch 16623

Rolex Yacht-Master 40 Men's Gold & Steel Watch 16623

Rolex Yacht-Master 35 Stainless Steel Women's Luxury Watch 168622-0004

Rolex Yacht-Master 40 16628

Rolex Yacht-Master 40 Men's Watch 16623

Rolex Yacht-Master 40 Everose Gold Men's Watch 116655-0001

Rolex Yacht-Master 29 Yellow Gold Watch 169628

Rolex Yacht-Master 35 168628

Rolex Yacht-Master 42 Yellow Gold Black Dial Men's Watch 226658-0001

Rolex Yacht-Master 40 Diamond Pave Dial Men's Watch 126655-0005

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Is the Yacht-Master the Ultimate Modern Rolex?

When most people think of Rolex, the Submariner is usually the first model that comes to mind. It’s an icon, after all —perhaps  the  icon. But there’s another Rolex sports watch that, while overlooked by some, offers a combination of features that could arguably make it the ultimate modern Rolex: the Yacht-Master.

Introduced in 1992, the Yacht-Master is one of the younger collections in the Rolex lineup. This gives it a unique position in the catalog—one that isn’t bound by the same historical constraints as the brand's mid-century icons. As a result, the Yacht-Master collection is diverse, with a range of sizes, materials, and configurations that set it apart from the rest of Rolex’s professional lineup.

A Broad Range of Sizes

Image Source: Swiss Watch Expo

One of the most compelling aspects of the Yacht-Master collection is the variety of sizes it offers. In the current lineup, you can choose between 37mm, 40mm, and 42mm cases. This is particularly noteworthy because no other Rolex professional watch comes close to offering this kind of range. The Submariner, for example, is only available in 41mm, and the Daytona is limited to 40mm. We now have some optionality in the Explorer lineup , but aside from the OP, that's about it.

Regardless of the size you choose, the Yacht-Master has curved lugs designed to comfortably hug your wrist: one of its major differences from the Submariner. This isn't just a small tweak —it completely shifts the wearing experience of the watch.

For those who prefer something even smaller, there are discontinued Yacht-Master models in 35mm and 29mm sizes. This level of size variety is something you’d typically find in Rolex’s dressier models like the Datejust, making the Yacht-Master an outlier in the professional category.

A Diverse Palette of Materials

When it comes to materials, the Yacht-Master collection is just as diverse. Current models are available in stainless steel, yellow gold, white gold, two-tone (Everose gold), titanium , and a combination of steel and Everose gold (known as Everose Rolesor). This wide array of options opens up the Yacht-Master collection to a broad spectrum of buyers, suiting a variety of tastes.

A standout material combination that has become synonymous with the Yacht-Master is Rolesium, which pairs a stainless steel case with a platinum bezel. This combination is exclusive to the Yacht-Master and makes it recognizable from across the room. Additionally, the collection includes gem-set versions , where precious stones are set into the bezel and/or dial, adding an extra layer of bling.

Innovative Bracelet and Strap Options

Historically, the Yacht-Master was paired with Rolex’s classic three-link Oyster bracelet. However, in 2015, Rolex introduced the Oysterflex bracelet on the Yacht-Master—a hybrid rubber strap with a metal blade inside, giving it the rigidity of a bracelet with the comfort of a strap. The introduction of the Oysterflex was a significant move for Rolex, showcasing their willingness to innovate within the Yacht-Master collection.

Today, gold Yacht-Master models (whether yellow, white, or Everose) come fitted with the Oysterflex bracelet, while Rolesium, Everose Rolesor, and titanium models are equipped with the traditional Oyster bracelet. This range of bracelet options further adds to the Yacht-Master’s versatility, catering to different preferences and use cases. 

If you like the feel of a rubber strap but don't have an Oysterflex Yacht-Master, check out our selection of straps for various Yacht-Master references ( 16622, 16623, 16628, 116621, 116622, 126621, 126622).

A Configuration for Every Taste

Beyond size and material, the Yacht-Master also offers a variety of dial and bezel options. Most current models feature black dials, but there are also choices like blue, slate, and even diamond-paved dials, depending on the specific reference. The bezels, which are bidirectional and feature a 60-minute scale, come in platinum, Everose gold, or black ceramic. This range of options allows for a high degree of customization: not a common thing in Rolex's catalog.

Why the Yacht-Master Stands Out

The Yacht-Master’s relative youth compared to other Rolex models allows it to be a platform for innovation, akin to (but not quite on the level of) what we see from Tudor . Rolex has used the Yacht-Master to debut features like the Oysterflex bracelet, matte black ceramic bezel inserts, and RLX titanium cases. This willingness to experiment has made the Yacht-Master a dynamic part of the Rolex lineup.

Whether you prefer the luxurious look and feel of Everose gold, the light weight of titanium, or the versatility of a smaller case size, the Yacht-Master has something to offer.

Final Thoughts: The Ultimate Modern Rolex?

So, is the Yacht-Master the ultimate modern Rolex? In many ways, it is. It combines the brand’s iconic dive watch design with modern innovations, offering unparalleled versatility in terms of size, material, and configuration. While it may not have the storied histories of other (perhaps similar-looking) Rolex watches, the Yacht-Master more than makes up for it with its forward-thinking approach and wide-reaching appeal. 

Unless otherwise stated, images courtesy of Rolex

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A Closer Look at the Rolex GMT Master II Batman

R olex introduced the 116710BLNR in 2013, with its striking black and blue Cerachrom bezel prompting Rolex afficionados to assign the Rolex GMT Batman, or simply Rolex Batman, moniker. The orginal model remained in production until 2019, when Rolex released the 126710BLNR on a Jubilee bracelet (the Rolex GMT Batgirl). However in 2021 Rolex reintroduced the Rolex Batman model with its Oyster bracelet, therefore offering two options for collectors.

The Rolex GMT Batman has remained extremely popular throughout its two production runs, with owners prizing the combination of trademark Rolex build quality and striking aesthetic. Sotheby's global network of Rolex specialists have sold many Rolex Batman variants across auctions in New York, Paris and Hong Kong. Below we summarize the essential information for this iconic luxury sports watch.

Key Features of the Rolex Batman

• Dual Time Zone: Displays two time zones simultaneously with an additional blue 24-hour hand and a rotatable 24-hour graduated bezel.
• Cerachrom Bezel: The two-tone black and blue Cerachrom bezel is virtually scratch-proof and resistant to fading, maintaining its vibrant appearance over time. The Rolex Batman was Rolex's first two-tone colour Cerachrom bezel (reflecting the difficult of working with the material).
• Material Options: Available in Oystersteel, ensuring durability and corrosion resistance.
• Sizes: Exclusively offered in 40mm, the size provides a perfect balance between wrist presence and comfort, suiting both men and women.
• Dial: The black dial features large hour markers and hands filled with Chromalight for exceptional legibility in any lighting conditions.
• Bracelet: The Oyster bracelet defines the Rolex GMT Batman variant, offering comfort, durability, and a secure fit with the Oysterlock safety clasp.
• Movement: Powered by the Rolex Caliber 3285, an automatic movement with a power reserve of approximately 70 hours, and featuring a Parachrom hairspring for increased precision and resistance to shocks and temperature variations.

Notable Models of the Rolex GMT Batman

• Rolex GMT Master II Batman Reference 116710BLNR: The original model introduced in 2013 with an Oyster bracelet.
• Rolex GMT Master II Batman Reference 126710BLNR: The Rolex Batman was essentially re-released in 2021, featuring the updated Caliber 3285 movement and Oyster bracelet.

Source Your Next Rolex GMT Batman

The Rolex GMT Batman, whether the original 116710BLNR or the newer 126710BLNR released in 2021, remains one of the most sought after watches globally. Sotheby's is on hand to support as a trusted partner, whether that's selling or buying one of these iconic luxury sports watches.

• Browse Rolex GMT Masters available for immediate delivery
• Explore upcoming watch auctions across the globe
• Speak to our specialists about selling your Rolex
• Research your Rolex GMT Master investment using our extensive Rolex sale archive .

Trust our worldwide network of leading Rolex specialists from a globally renowned auction house with a 280 year history.

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How to Effectively Present an Offer to a Seller

Hello. Welcome to Mike Ferry TV. I’m Ron Cronin.

Let’s discuss today how to present an offer to a Seller in an effective manner. In most cases, agents will sit with a Seller … they have an offer … they’re excited to present it … the first thing they discuss is the price … the Seller rejects it … and then nothing else about the offer is even considered … and then the answer’s either “no” or you turn into a counter offer situation.

Well, let’s discuss seven important steps that you can follow to make your presentation of the offer more effective and get more people to accept the offer as it is.

The first step that you want to do is … establish with the Seller their motivation. Discuss with them quickly … remind them … lay out on the table what their motivation is. Now this is the motivation they talk to you about when you listed the property, but when presenting the offer … let’s make sure that we establish it one more time to put it fresh in their mind.

1) Establish their motivation.

2) Discuss the qualifications of the buyer.

That’s the second step … the Buyer’s qualifications.

3) Discuss the deposit that the Buyers are putting down on the house … if you work in a state that still collects earnest money deposits.

If not, you would just skip step number 3. Step number 3 … discuss the deposit if that’s something that you do.

4) Read the contract from the bottom up.

We all know that at the top of a Purchase Agreement is probably the price. We don’t want to tell them the price just yet because none of the offer … the rest of the offer … won’t be considered if you do. So, we want to read the offer from the bottom up … and I’m going to demonstrate all this in just a moment.

Step number 5 … once you’ve read the offer from the bottom up …

5) Go directly to the net sheet.

Don’t ask them how they feel about the offer or about the price or get into lengthy conversation. Once you present the offer, the price would be last … go directly to the net sheet.

6) Review quickly the benefits of your offer … or we’ll say the highlights of your offer.

Review the highlights of your offer … step number 6.

7) Ask for the signature.

One more time …

2) Discuss the qualifications of the Buyer.

3) Discuss the deposit … if that’s appropriate.

6) Review the benefits … or the highlights of the offer before step number 7 …

7) Ask for the signature. Ask if they’d like to accept the offer as it is.

Let me give you a demonstration. If I was presenting the offer to you, I’d say … “Mr. Seller,” or “Mrs. Seller … I have an offer for you. I’m excited to present it. I want you to know that I first want to establish that you are still planning to move to Florida, and you’d like to be there before the end of January … ultimately to be closer to your grandchildren. Is that correct?”

“Yes … that’s what I have in my notes. Fabulous. Well … as far as these Buyers go, I want you to know that he is an engineer who’s been 20 years on the job and Mrs. Buyer is a teacher at the local high school. So, they’ve been in the area for many, many years and they’d like to purchase your home. They’re putting down a $20,000 earnest money deposit to show their good faith and that they’re serious about buying your house. They’ve put a close date of January 5th …. close date is January 5th … they’re asking for no seller contributions … they’re asking for a 1-year home warranty and they’d like the price to be $450,000 … and this is a cash offer. There will be no mortgage involved. They’re purchasing all cash.

Now … $450,000 … after the title, the escrow, the commissions and all the fees … it gives a net to you of $422,000. Now, this offer would allow you to close on time. As I said, it’s all cash … and so far, this is the highest offer that you’ve received. My next question is … Would you like to accept this offer and get to Florida by January?”

So, guys and gals, it’s just a quick, effective way to present the offer. The idea is that with this method … with this manner of presentation, you’re able to convey all of the qualities and the benefits of the offer versus them honing in on just the price and becoming an instant “no.” Follow the seven steps next time … and thanks for watching.

Mike Ferry is the global leader in real estate coaching and training. Watch Mike each week as he discusses a variety of topics to help real estate agents and brokers. Grow your real estate business by improving your mindset, developing your skills and creating a plan of action to increase your production!

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• Logos and Trademark Rules Only members of NAR can call themselves a REALTOR®. Learn how to properly use the logo and terms.
• Your Membership Account Review your membership preferences and Code of Ethics training status.
• Highlights & News Get the latest top line research, news, and popular reports.
• Housing Statistics National, regional, and metro-market level housing statistics where data is available.
• Research Reports Research on a wide range of topics of interest to real estate practitioners.
• Presentation Slides Access recent presentations from NAR economists and researchers.
• State & Metro Area Data Affordability, economic, and buyer & seller profile data for areas in which you live and work.
• Commercial Research Analysis of commercial market sectors and commercial-focused issues and trends.
• Federal Advocacy From its building located steps away from the U.S. Capitol, NAR advocates for you.
• REALTORS® Political Action Committee (RPAC) Promoting the election of pro-REALTOR® candidates across the United States.
• State & Local Advocacy Resources to foster and harness the grassroots strength of the REALTOR® Party.
• REALTOR® Party A powerful alliance working to protect and promote homeownership and property investment.
• Get Involved Now more than ever, it is critical for REALTORS® across America to come together and speak with one voice.
• All NAR & Affiliate Courses Continuing education and specialty knowledge can help boost your salary and client base.
• Code of Ethics Training Fulfill your COE training requirement with free courses for new and existing members.
• Continuing Education (CE) Meet the continuing education (CE) requirement in state(s) where you hold a license.
• Designations & Certifications Acknowledging experience and expertise in various real estate specialties, awarded by NAR and its affiliates.
• Library & Archives Offering research services and thousands of print and digital resources.
• Commitment to Excellence (C2EX) Empowers REALTORS® to evaluate, enhance and showcase their highest levels of professionalism.
• NAR Academy at Columbia College Academic opportunities for certificates, associates, bachelor’s, and master’s degrees.
• NAR Newsroom Official news releases from NAR.
• REALTOR® Magazine Advancing best practices, bringing insight to trends, and providing timely decision-making tools.
• Blogs Commentary from NAR experts on technology, staging, placemaking, and real estate trends.
• Newsletters Stay informed on the most important real estate business news and business specialty updates.
• Leadership & Staff National, state & local leadership, staff directories, leadership opportunities, and more.
• History Founded as the National Association of Real Estate Exchanges in 1908.
• Strategic Plan NAR’s operating values, long-term goals, and DEI strategic plan.
• Governing Documents Code of Ethics, NAR's Constitution & Bylaws, and model bylaws for state & local associations.
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A Buyers' and Sellers' Guide to Multiple Offer Negotiations

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This consumer-focused brochure is designed for use by REALTORS® to inform buyers and sellers of the potential consequences of multiple offer situations. It was approved by the Professional Standards Committee at the 2005 Annual Convention in San Francisco and is excerpted from the Presenting and Negotiating Multiple Offers white paper found in NAR's Code of Ethics and Arbitration Manual .

For your convenience, you can also download this brochure:

A Buyers' and Sellers' Guide to Multiple Offer Negotiations (DOC: 38 KB) A Buyers' and Sellers' Guide to Multiple Offer Negotiations (PDF: 48 KB)

A Buyers’ and Sellers’ Guide to Multiple Offer Negotiations

Presented by the National Association of REALTORS®

____________ Association of REALTORS®

Copyright 2005 National Association of REALTORS®

Information for Buyers

• In some situations sellers will have several competing purchase offers to consider. Sellers have several ways to deal with multiple offers. Sellers can accept the “best” offer; they can inform all potential purchasers that other offers are “on the table”; they can “counter” one offer while putting the other offers to the side awaiting a decision on the counter-offer; or they can “counter” one offer and reject the others.
• While the listing broker can offer suggestions and advice, decisions about how offers will be presented – and dealt with – are made by the seller - not by the listing broker.
• There are advantages and disadvantages to the various negotiating strategies you can employ in multiple offer negotiations. A low initial offer may result in buying the property you desire for less than the listed price – or it may result in another buyer’s higher offer being accepted. On the other hand, a full price offer may result in paying more than the seller might have required. In some cases there can be several full price offers competing for the seller’s attention – and acceptance.
• Your buyer-representative will explain the pros and cons of these (and possibly other) negotiating strategies. The decisions, however, are yours to make.
• Purchase offers generally aren’t confidential. In some cases sellers may make other buyers aware that your offer is in hand, or even disclose details about your offer to another buyer in hope of convincing that buyer to make a “better” offer. In some cases sellers will instruct their listing broker to disclose an offer to other buyers on their behalf.
• Listing brokers are required to follow lawful, ethical instructions from their clients in the same way that buyer-representatives must follow lawful, ethical instructions from their buyer-clients. While some REALTORS® may be reluctant to disclose terms of offers, even at the direction of their seller-clients, the Code of Ethics does not prohibit such disclosure. In some cases state law or real estate regulations may limit the ability of brokers to disclose the existence or terms of offers to third parties.
• You may want to discuss with your buyer-representative the possibility of making your offer confidential, or of establishing a confidentiality agreement between yourself and the seller prior to commencing negotiations.
• Realize that as a represented buyer, your broker likely has other buyer-clients, some of whom may be interested in the same properties as you are. Ask your broker how offers and counter-offers will be presented and negotiated if more than one of her buyer-clients are trying to buy the same property.
• Appreciate that your buyer-representative’s advice is based on past experience and is no guarantee as to how any particular seller will act (or react) in a specific situation.

Information for Sellers

• It’s possible you may be faced with multiple competing offers to purchase your property. Your listing broker can explain various negotiating strategies for you to consider. For example, you can accept the “best” offer; you can inform all potential purchasers that other offers are “on the table” and invite them to make their “best” offer; you can “counter” one offer while putting the other offers to the side awaiting a decision on your counter-offer; or you can “counter” one offer and reject the others.
• If you have questions about the possibility of multiple offers and the way they can be dealt with, ask your listing broker to explain your options and alternatives.
• Realize that each of these approaches has advantages and disadvantages. Patience may result in an even better offer being received; inviting buyers to make their “best” offers may produce an offer (or offers) better than those “on the table” – or may discourage buyers who feel they’ve already made a fair offer resulting in them breaking off negotiations to pursue other properties. Your listing broker will explain the pros and cons of these strategies (and possibly other) negotiating strategies. The decisions, however, are yours to make.
• Appreciate that your listing broker’s advice is based on past experience and is no guarantee about how any particular buyer will act (or react) in a specific situation.

Information for Buyers and Sellers

Perhaps no situation facing buyers or sellers is more potentially frustrating or fraught with potential for misunderstanding and for missed opportunity than presenting and negotiating multiple, competing offers to purchase the same property. Consider the following issues and dynamics:

• Sellers want to get the highest price and best terms for their property.
• Buyers want to buy at the lowest price and on the most favorable terms.
• Listing brokers – acting on behalf of sellers – represent sellers’ interests.
• Buyer representatives represent the interests of their buyer-clients.
• Will a seller disclosing information about one buyer’s offer make a second buyer more likely to make a full price offer? Or will that second buyer pursue a different property?
• Will telling several buyers that each is being given a chance to make their “best offer” result in spirited competition for the seller’s property? Or will it result in the buyers looking elsewhere?
• What’s fair? What’s honest? Why isn’t there a single, simple way to deal with multiple competing offers?

Knowledgeable buyers and sellers realize there are rarely simple answers to complex situations. But some fundamental principles can make negotiating multiple offers a little simpler.

• Realize the listing broker represents the seller – and the seller’s interests, and the buyer-representative represents the buyer – and the buyer’s interests. Real estate professionals are subject to state real estate regulation and, if they are REALTORS®, to the Code of Ethics of the National Association of REALTORS®.
• The Code of Ethics obligates REALTORS® to be honest with all parties; to present offers and counter-offers quickly and objectively; and to cooperate with other brokers. Cooperation involves sharing of relevant information.
• Frequently frustration and misunderstanding results from cooperating brokers being unaware of the status of offers they have presented on behalf of their buyer-clients. Listing brokers should make reasonable efforts to keep buyer-representatives up-to-date on the status of offers. Similarly, buyer-representatives should keep listing brokers informed about the status of counter-offers their seller-clients have made.

Finally, buyers and sellers need to appreciate that in multiple offer situations only one offer will result in a sale, and the other buyers will often be disappointed their offers were not accepted. While little can be done to assuage that disappointment, fair and honest treatment throughout the offer and negotiation process, coupled with prompt, ongoing and open communication, can enhance the chances that all buyers – successful or not – will feel they were treated fairly and honestly.

Make a Winning Real Estate Buyer Presentation (+Examples)

Discover customizable real estate buyer presentation examples and learn how to make and deliver a real estate buyer presentation that wins you clients.

8 minute read

helped business professionals at:

Short answer

What is a real estate buyer presentation?

A real estate buyer presentation is an agent's tailored pitch, highlighting their market knowledge, personalized service, and commitment to finding the perfect home, aiming to secure their role as the buyer's trusted advisor in the home purchasing journey.

Buyers seek a guide, not just a house

Imagine sitting down with potential buyers, their faces a blend of excitement and anxiety, as they navigate through one of the biggest decisions of their lives.

They need more than just a property; they're looking for a trusted guide—someone who understands their needs and can confidently and warmly navigate them through this process.

Your buyer presentation should reflect this supportive approach, offering thoughtful advice and insights rather than just selling.

Stick around, and I’ll teach you how to make a buyer presentation that secures their trust and gets you hired. Let’s get started!

What to include in a real estate buyer presentation?

Personal introduction: Start with who you are and why you do what you do. Let your passion for helping people find their perfect home shine through.

Your buyer’s needs: Show that you've listened by summarizing their wants, needs, and dreams for their new home.

Market overview: Provide a snapshot of the current market conditions, trends, and what they mean for the buyer.

Buying process overview: Break down the buying process into clear, easy-to-understand steps to clear up any confusion about what comes next.

Financial overview: Discuss financing options, the importance of pre-approval, and estimated closing costs to prepare them financially.

Property selections: Present a curated list of properties that match their criteria, highlighting the unique selling points of each.

Testimonials: Share stories and testimonials from past clients to build trust and demonstrate your track record of success.

Next steps: Clearly outline what actions are needed next to move forward, making it easy for them to take the leap with you.

Here's a great video on the key components of a buyer presentation:

How to make a real estate buyer presentation?

Creating a compelling real estate buyer presentation isn’t just about showing off the latest listings or rattling off market statistics.

It's about crafting a journey that resonates with your buyers, addressing their needs, fears, and dreams.

Here’s how to make a winning buyer presentation in a few simple steps.

1) Pick an interactive template

Selecting the right template is your first step to making an impact.

Interactive real estate buyer presentation templates do more than display information; they invite your clients into the experience.

Imagine a template that allows your buyers to click through high-definition photos of a home, explore 3D floor plans, or even take a virtual neighborhood tour.

These features make the presentation a dynamic journey rather than a passive observation.

Just grab one from the library below:

2) Go beyond the basics to uncover your clients' needs

To truly understand your buyer's needs, it's important to look into their lifestyle, family, work, and what excites them. This helps you tailor your presentation so each property feels like it was chosen just for them.

Many agents begin with the basics—asking about the desired area, the number of bedrooms, or budget.

But Michael Montgomery , from the Rev Real Estate School podcast, suggests a more interactive start.

He recommends kicking off the buyer presentation with an online form that clients fill out before the meeting.

This isn't just a rundown of their contact info; it asks about their current living situation, why they want to move, their previous home buying experiences, and what they’re looking for in an agent.

This method serves a dual purpose: it gathers essential information and gets buyers thinking and engaging with their own needs and desires from the outset.

Then, during the meeting, Montgomery advises a mapping exercise:

He gives buyers a map to mark up—encouraging them to circle areas they like and cross off those they don’t. This step is particularly great for couples. It helps them see where their preferences align and where they differ, which can start some really productive discussions about what they both value most in their future home.

On the back of the map, clients list their top 3 must-haves and 3 deal-breakers. This step sharpens their focus, clearly defining what they absolutely need in their new home.

This approach makes the conversation feel personal and engaging, turning buyers into active participants in their search.

Plus, by finding out what they expect from an agent, you can tailor your approach to exactly fit their criteria.

3) Explain the home-buying process

Helping buyers understand the home-buying process in a clear and concise way can greatly reduce their anxiety and build trust. Here’s how you can break it down for them:

Pre-approval for a mortgage: Stress the importance of knowing their budget and the financial commitment involved. Getting pre-approved for a mortgage sets the financial foundation and shows sellers that they are serious buyers.

Home search: Describe the process of selecting properties that meet the buyers' criteria and arranging viewings. This involves understanding what the buyer is looking for and matching them with suitable properties.

Making an offer: When they find a home they love, help them understand how to make a strong offer. Discuss factors like the current market, the home’s value, and how to negotiate effectively.

Inspections and appraisals: Explain the purpose of inspections and appraisals—to check that the home is in good condition and worth the investment.

Closing: Walk them through what to expect at closing, from signing paperwork to receiving the keys.

Throughout this section, reassure them of your support and expertise at every step, making the process as smooth and understandable as possible.

Great example of a timeline slide:

4) Include a market analysis

A buyer looking to make an informed decision needs a clear picture of the market.

Show trends in home prices, discuss what they can get for their budget in different neighborhoods, how long homes are staying on the market, and explain how current market conditions might affect their negotiating power and purchase.

Use this opportunity to set realistic expectations and build trust.

Example of a market analysis slide:

5) Showcase properties

When showcasing properties, it's key to do more than just run through a list of features. Instead, bring each home to life by crafting stories that connect the property with the buyer’s lifestyle.

Narrative: Use engaging scenarios to make the features more relatable. For example, you might say, “Imagine hosting Thanksgiving dinner in this spacious dining room,” or “Envision relaxing on weekend mornings in this sunny breakfast nook.” These little narratives help buyers visualize their lives unfolding in the space.

Sensory details: Use descriptions that appeal to the senses. Talk about the warmth of the fireplace, the inviting landscape, or the tranquil sounds from the nearby park.

Use high-quality images, virtual tours, and testimonials from previous clients to add authenticity and emotional appeal.

Example of properties slide:

6) Mention different financing options

Navigating the financial aspects can be daunting for buyers.

Provide a clear, simplified overview of the buying process, including down payments, closing costs, and ongoing expenses.

Offer insights into mortgage options and, if possible, introduce them to financial advisors who can tailor solutions to their needs.

7) Include a sample buyer’s representation agreement

Wrapping up your presentation with a discussion about the buyer's representation agreement is a critical step to ensure both you and your buyers are on the same page.

Let's face it, the real estate world can be unpredictable, and without this agreement, there's a risk of dedicating countless hours to clients who might end up working with someone else, perhaps another agent or even a family member, at the last minute.

Present a sample agreement and guide them through essential sections, such as exclusive representation, your responsibilities as their agent, and how you're compensated.

Address common buyer objections:

This conversation is also the perfect moment to address common objections that might arise, especially during a first time home buyer presentation, a point highlighted by Darren Tunstall of Keller Williams Realty in his podcast.

The first objection you might encounter is about exclusivity: "Can I work with other agents?"

This question often comes up when clients are unsure about committing to one agent exclusively. It's a great opportunity to discuss the benefits of dedicated support and how it enhances their home buying experience.

The second common concern is about the duration of the agreement: "How long is this agreement for?"

Buyers may worry about being locked into a lengthy contract. This is your chance to explain the typical duration of these agreements and how they're designed to protect and benefit both parties during the home search process.

By addressing these objections head-on, you show your commitment to their best interests and set a solid foundation for your journey together in finding their dream home.

8) Personalize the presentation

When you’re putting together your digital presentation, really think about what your buyers are looking for.

Get to know their preferences and needs first. This lets you shape your presentation to spotlight properties and features that are right up their alley.

For instance, if they have kids, you might emphasize homes in family-friendly neighborhoods or those close to top-rated schools.

Or, if they work from home, you could focus on properties with dedicated office spaces or quiet environments.

And, by using dynamic variables to mention your clients by name, you can create a presentation that feels uniquely theirs.

This personalized touch shows that you're not just rolling out a standard presentation but are genuinely engaged in helping them find a home that's a perfect fit.

Here's a video on how to personalize using Storydoc:

9) End with a clear next step

Finish strong by clearly defining the next steps. Don't just end with a "thank you" – lay out exactly what’s coming up.

Whether it’s lining up property tours, talking over financing options, or diving into offer strategies, make sure they know what to expect.

Provide a straightforward timeline to keep the momentum going. Be there to answer any questions and show that you’re ready to help them through every phase of their home-buying journey.

This keeps things organized and shows your commitment to finding them the perfect place.

Good example of a next steps slide:

Real estate buyer presentation examples that win over clients

In this section, we'll explore several high-impact real estate buyer presentation examples that consistently prove effective in engaging and winning over clients.

You can easily tweak each of these examples to better suit the unique preferences of your clients, making every presentation feel personal and effective.

Modern real estate buyer presentation

This modern real estate buyer presentation leverages a storytelling framework, skillfully using grayed-out content to direct your attention as you scroll and guide you through the journey.

This approach ensures that each property is showcased in a way that is both engaging and informative, perfect for buyers looking for a unique perspective on their potential new home.

Real estate agent buyer presentation

This real estate agent buyer presentation stands out with its clean design that balances text, images, and video placeholders seamlessly. It also features a range of data visualization components, making it easier to understand market trends and property stats at a glance.

Universal buyer consultation presentation

This buyer consultation presentation captures your attention right from the start with an engaging video on the cover. It efficiently covers all key points in an easily digestible format, ensuring you grasp the essentials without feeling overwhelmed.

The presentation concludes on a high note, incorporating an embedded calendar to simplify scheduling your next meeting, making it as convenient as it is informative for prospective home buyers.

Luxury real estate home buyer packet

This luxury real estate home buyer packet is designed with the high-end market in mind, featuring easily customizable slides that offer robust personalization capabilities.

Perfect for bigger clients, this packet integrates smoothly with CRM systems to pull in data. Additionally, it includes options to add interactive ROI calculators or embed videos directly into the deck, providing an engaging presentation that truly stands out in the luxury market.

Fresh home buying process guide

This home buying process guide is crafted with vibrant colors that catch the eye and enhance readability. The flexibility to extract branding colors from any website allows you to tailor the guide to reflect your brand, ensuring a consistent and professional look throughout.

Home buying seminar presentation

This home buying seminar presentation is designed to maximize engagement with a library of interactive components. It also features an AI assistant that allows for easy tweaks and adjustments on the fly.

Additionally, an analytics panel is included to track engagement, providing valuable insights that can help refine future presentations.

How to measure the effectiveness of your buyer presentation?

It’s really important to know how well your buyer presentation is doing, and thankfully, tools like Storydoc make this easier and give you deeper insights.

When you use Storydoc for your presentations, you're creating an interactive and engaging experience. Plus, you get some powerful tools to see how it's performing.

Here’s how you can use these tools to see if your presentation is hitting the mark:

Viewer engagement: First up, look at how many people have watched your presentation. A lot of views usually means your title or the way you’re reaching out is working well—it’s grabbing attention.

Time spent on each slide: This is like peeking over someone’s shoulder to see what catches their eye. If people spend a lot of time on certain slides, those slides probably have the info that’s most relevant to your buyers. If other slides are just getting a quick glance, it might be time to tweak them.

Drop-off points: Notice where people stop watching. This can show you where your presentation might be losing steam. If there's a particular spot where viewers drop off, that’s your cue to spice that section up a bit to keep their interest all the way through.

Call-to-Action clicks: Keep track of how many times people click on your call-to-action. This tells you whether your presentation is motivating them to take the next step. More clicks mean it’s working well.

Sharing insights: Storydoc also lets you see if and when your presentation gets shared. This helps you understand how far your presentation is reaching and how it's resonating not just with your direct clients but also within their circles.

Here’s a short video on how the Storydoc analytics panel works:

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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15 Advanced Real Estate Listing Presentation Insights for Agents

Creating stellar real estate listing presentations is how most seller’s agents convert more leads and, in turn, build their business.

The best real estate listing presentations offer:

• Data regarding the local market and comparable sales
• Insights into how you plan to market a prospect’s home
• Social proof that proves you’re a top-notch seller’s agent.

And that’s just to start with. There are several other elements you need to make your pitch truly effective.

Use the 15 sales tips below to boost your lead-to-client conversion numbers and convince leads you’re the premier agent for the job. Plus as a bonus we provide answers to listing presentation questions.

Focus on your lead’s situation and needs first.

After adding in the core info associated with your business, turn your attention to your seller lead.

You need to know all about their situation, including their selling timeline, in order to create a real estate listing presentation that truly resonates. In our Marketing Genius podcast episode “The Road To $20 Million,” Seattle agent Melissa Boucher says that these insights can even come down to how the seller is feeling; are they sad to see the property go? Are they making a tough decision?

Before your in-person pitch, research their residence:

• Square footage
• Room totals
• Total acreage

And discover its history:

• When it was built
• How many times it’s changed owners
• Renovations and updates that have occurred

Then, consider all the notes you have on your seller’s preferences and needs.

For instance, a lead could note they’re only willing to sell the home as-is and not make any repairs a potential buyer may request.

In this situation, you can make a note in your listing presentation that you will incorporate this information into your real estate marketing plan for the home.

Analyze all info leads provide you before your pitch.

If you’re like most modern agents, you capture real estate leads in a variety of ways, both online and offline. Not all leads are created equal, but there’s an easy way to spot a good one.

The key trait that signifies a high-quality lead is how much info they provide you.

Those who solely offer first, last name and email address can be good leads, but it’s the prospects who offer more details regarding their unique housing situations who are a cut above the rest.

Most often, home seller leads will share extra information when they are submitting a lead capture form on your site (e.g. through a home valuation page or custom lead capture page ).

For example, some leads may detail when they intend to list their home, their preferred price point, and an overview of what their home’s star attributes.

All of this info needs to end up in the lead profile section of your contacts database so you can comb over it whenever you need — like, for instance, right before pitching them in person.

Incorporate data from the local housing market.

Whether it’s from your area’s REALTORS® Association, local government, or a housing-related organization nearby, you should include important figures in your listing presentation. This can include home sales, price, and value figures for your market – basically, any information that a seller could use to make more informed decisions.

For example, knowing the sales totals for homes in the same development or neighborhood as a seller lead’s property can help them settle on an initial list price.

You can never get too granular with data for your deck. Just remember not to bore your prospects to death with math.

Share data that directly applies to their home selling situation so they understand what to expect prior to listing.

Detail comparable home sales from the past year.

Part of your local housing market data research should focus on comparable home sales from the past.

Find a half-dozen or so homes that sold in your potential client’s town (or region, if it’s a small town with few sales). Try your best to find comparable sales that occurred in the past year, because housing market conditions change often.

Make sure these properties are as similar to your lead’s listing as possible to provide a solid comparison.

Characteristics to take into account include:

• Size (total number of rooms and square footage),
• Notable features (in-ground pool, gazebo, high ceilings)
• Price point (both initial asking and eventual final sales price)

Lastly, tell your seller a story. How long did it take for them to sell? Did they receive above or below asking price?

Add quotes from satisfied clients to your deck.

Customer satisfaction should be the focal point of any real estate listing presentation deck.

Social proof helps agents generate leads , for sure. But it’s also a premier lead nurturing tool.

If you already took photos and footage of your past customers right after closing so you could share their praise on your website, you can simply repurpose that content for your listing presentation.

Select the best quotes from your most satisfied clientele, and sellers who share the most similarities with the lead you’re pitching.

Once a seller sees that you’ve successfully represented someone just like them, they’ll feel much more at ease in agreeing to let you represent their listing.

Paint a picture regarding your marketing approach.

The primary focus for your real estate listing presentation needs to be how you’ll market a lead’s home.

Sure, you want to prove you’re a stellar agent who has a history of closing amazing deals for clients.

But that sales-oriented angle needs to be secondary to making your potential client feel special. Fortunately, you can achieve this by presenting a marketing strategy that is unique to their property.

You no doubt have a real estate listing marketing playbook . However, that doesn’t mean you can’t or shouldn’t modify that approach slightly for each new client you earn.

Every home seller wants to feel as if you’ll do anything and everything to get them a fantastic deal that puts lots of money in their pockets.

So, use the first half of your listing presentation to tell them how you plan to deliver on that promise.

Figure out how you’ll relay your value proposition.

According to the National Association of REALTORS®, most sellers hire real estate agents referred to them (two-thirds, to be precise).

While you could get good word-of-mouth to entice seller leads to select your firm, you still need to show why their friends, family, and coworkers chose to work with you in the first place.

Some of the best ways you can differentiate yourself from the competition are to:

• Build a strong web presence, starting with a responsive website
• Be detailed regarding your marketing process, from start to finish
• Share photos and videos of your most satisfied clients with leads

A real estate listing presentation is a great opportunity to communicate what makes your business unique and distinct from other agencies.

Are you particularly good at negotiation? Communication? Staying organized? Knowing a neighborhood inside and out? Providing white glove service?

Whatever your specialty is, make sure it shines through in your deck.

Prepare for some objections and lots of questions.

It’s inevitable: Your seller leads are going to have a fair number of questions during your real estate listing presentations .

It’s only natural: They’re still getting to know you and can’t leave any stone unturned when vetting your business.

The good news? Every question is a chance for you to prove your expertise and build trust. You just need to have great answers prepared ahead of time.

Some of the most common seller lead questions pertain to:

• How you view your agency in comparison with others
• Your qualifications, certifications, and designations
• Providing proof you’re trustworthy and easy to work with
• Sharing specific details about your past transactions

Of course, there are also going to be questions you can’t anticipate.

While you want to be as forthcoming and honest as possible, don’t feel obligated to provide in-depth answers on the spot if you’re not sure.

If you think you’d be better served writing a comprehensive email to leads post-presentation to answer their questions, let them know you’ll get back to them with a reply later that day.

Practice your sales pitch over and over again.

We’re not going to tell you “practice makes perfect” (although, I suppose we just kind of did).

But it really is best to nail down every aspect of your listing presentation speech so it’s well-timed, compelling, and inspiring.

Here’s a great checklist California-based REALTOR Kathy Smiley posted on ActiveRain that can help you practice your pitch.

This list covers all of the essential listing presentation tasks you need to carry out in order to get your points across in a timely and efficient manner.

If you feel more comfortable “winging it” than preparing for hours beforehand, just be sure you have at least a handful of talking points memorized so you don’t forget to mention important items to your prospects.

Dress like you’ve already made the sale.

As a general rule, dressing for real estate success means wearing something that makes you feel comfortable, confident, and professional.

But there are some guidelines to keep in mind:

• Business casual will never go out of style, meaning suits and pantsuits are always going to help you put your best foot forward during listing presentations and other on-the-job situations.
• Your style will likely be influenced by your particular market. Agents in cold- and hot-weather markets, for instance, will certainly want to dress accordingly based on their area climates.
• You can also take style cues from the home seller you’re doing business with. Melissa Boucher’s advice? “You can’t come in dressed to the nines if you know that person’s understated. Know your audience, know yourself, and find that happy medium.”

When selecting an outfit for your real estate listing presentation, just be sure that the answer to “Will my lead consider me a serious, dedicated, and successful real estate agent ?” is yes.

Allow time for questions during your presentation.

Everyone has one of those friends who loves to dominate the conversation. But you can’t afford to be that person during your listing presentation.

Real estate, after all, is a people business. This means you have to be a first-rate listener to comprehend your prospective client’s wants and needs. From there, you can develop a plan of action to win them over.

This is just one of several listing presentation mistakes you could make. Be sure to comb over our list of other errors to avoid as well.

Have good posture and body language throughout.

As real estate trainer Dirk Zeller notes in a piece for Chicago Agent Magazine, confident body language is an essential piece of your listing presentations .

• “Where have you experienced victories? Tap into those past experiences as you pump up your confidence in preparation for prospect presentations. If you lack confidence, determine what you need to do to increase the level of belief in yourself and your ability to achieve success.”

You’re not always going to feel confident and assertive and on top of the world. No one does.

But if you recall how you’ve converted leads into clients in the past and what you felt during those sales pitches, you can use that memory to keep winning over new business.

Think about the ways you can physically communicate self-assurance, poise, and certainty (e.g. use of hand movement, or maintaining eye contact with the seller), and use that body language to your advantage.

It’s also helpful to think about what poor body language can do to your pitch (hint: derail it entirely).

Finish your pitch, even if you think it’s not working.

You may be able to tell from a prospect’s body language or verbal cues that they aren’t responding to your presentation the way you’d hoped.

Regardless, conclude your presentation as if you were pitching a “hot” lead you can tell is going to sign on with you.

You never know: Someone who seemingly isn’t intrigued by what you’re throwing out there may actually just be quiet and unresponsive in general and actually interested.

Don’t be a “yes” agent just to win new business.

Every business has a “yes” person. They want to work their way up the ladder and/or close more deals by being as agreeable as possible.

This tact may work for some professionals in some organizations … but chances are, this is not going to lead to a converted seller client.

Just because you really want someone’s business doesn’t mean it’s worth nodding in approval to every request they make or mandate they lay out.

Doing so could lead to some (or many) unfulfilled promises during the sales process and, in turn, cause your clients to question your methods or even fire you.

Be open and upfront with your clients regarding what they can expect from you throughout the entire home selling process.

[Bonus] How to Ace Real Estate Listing Presentation Questions

Prepare thoroughly for your real estate listing presentations and you’ll set yourself up for success.

No matter how much you script the conversation for your listing presentations, though, they won’t always go exactly to plan. Sellers will have questions for you regarding everything from your experience as a real estate agent to what sets you apart from the competition.

The following questions are the most common ones to expect during and after your sales pitch, along with the optimal answer for each. Check them out so you’ll be ready to ace your listing presentations and win customers.

Q) “What are your credentials? What makes you the right person to sell my home?”

Off the bat, sellers will want to know if your qualifications meet their standards for representation. So, present all certifications and designations you have as a real estate agent. Realtors who’ve earned accreditations through the National Association of REALTORS ® should make that known. Sellers may not be familiar with each official title, but your position establishes you as dedicated and knowledgeable.

Regarding your sales history, reveal how many homes you’ve sold in previous months and years, the average sales price of each property type, and other statistical data that sellers will find impressive. Though past sales aren’t always necessarily indicative of future sales, a thorough explanation of your sales history and big “wins” as an agent can help your standing with leads.

Additionally, let sellers know during your listing presentation if you work part-time or full-time as a real estate agent. Being a full-time agent often carries more weight with prospective clients, as you show complete dedication to the job and don’t have any other responsibilities that can take away from helping sellers market their properties.

If you work part-time, spin the positives of your situation. For instance, share tidbits about your work ethic. Even get former employers to provide testimonials regarding your work to show prospective clients you’re serious about meeting your commitments.

Moreover, if real estate isn’t the only job you have, then explain that even though you’re only working part-time, you can still focus all of your attention on client needs. In either case, explain how you stay in touch with clients and your standards for timely responses to communications.

Q) “How are you better than other local agents? What makes you different?”

First off, don’t use the word “better” during real estate listing presentations. In fact, don’t compare yourself to other agents at all. Saying you’re a step above the competition can come off as arrogant. While you should be confident in your own work as an agent, it’s not worth positioning yourself as above other real estate pros by disparaging them to prop yourself up.

The best way to highlight your abilities as an agent is simply explaining why you’re passionate about real estate. Listing presentations that show your enthusiasm for the day-to-day work that comes along with being an agent instill faith in sellers. Share some background info on how you got started in the industry, how you delight your clients , and items on your track record that reflect your go-getter attitude.

Some characteristics of your work and personality to share with leads should include your:

• Ability to build relationships and relate to others: Knowing you can make good impressions on buyers will impress sellers, so be as amiable and engaging during your listing presentation as possible to show your personality.
• Savviness with the latest real estate technology: It’s the 21st century. Knowing what apps, tools, gadgets, and tech resources to use in your real estate marketing gives you a leg up on agents stuck in the 20th century.
• Enjoyment in helping people sell and find homes: You got into real estate to help people, right? Then share the satisfaction you get in helping buyers and sellers close deals and achieve their goals.

Q) “What experience do you have with my local market? Have you sold homes here before?”

When mentioning past clientele, segue into your history of selling in your local real estate market. The more established you are as an agent in your community, the more trust you earn from leads. Outline specific, memorable deals you closed — perhaps a home that’s similar in style, age, or price as the residence of those you’re pitching to.

Then, demonstrate the knowledge you have about the local market, like its history, the quality of its school system and economy, and any favorite spots you have nearby (restaurants, retail, movie theaters, parks, etc.). This shows you are an expert about the area and, in turn, know how to pitch local properties to buyers.

The best listing presentation is the one where you show you know the most about a specific real estate market, so no fact or note is too small to share with leads. A great way to ensure you convey your knowledge about the market is to create listing presentations using graphic creation tools . With these resources, you can visually represent local market data, like average closing prices of homes for sale, to persuade sellers about your abilities.

Q) “What do you think of my home? How would you change it to help sell it better?”

This question requires arguably the most spontaneous answer, given that up until your listing presentation, you likely haven’t had the chance to examine the property thoroughly. So, use this as an opportunity to get the grand tour of their residence and property. Take note of specific features you want to highlight and how the seller can make their home more desirable to buyers.

There’s a flipside to that coin, though: Be careful not to insult sellers when pointing out areas of their home that need cleaning, adjusting, or improving. Providing constructive criticism is one thing — telling sellers they need to change most things in their home to help it sell better can lead to a quick exit from your listing presentation.

You won’t be able to provide all of your detailed thoughts on sellers’ homes on the spot, so let them know you’d love to give them a more thorough analysis via email after the presentation is over. This allows you to nurture the lead after pitching them and stay top-of-mind with them during their agent selection process.

Q) “What do you think is an ideal list price for my home? I think it’s $_____.”

Before jumping in with your recommendation, let sellers know what comparable homes in their area have sold for in the past year, along with where the local real estate market is headed in terms of demand and supply. Sellers aren’t always cognizant of the factors that go into crafting the right list price, so explaining these to your leads can help them better understand your suggested price.

Some sellers have unrealistic prices in mind and they’re unwilling to budge. This could be a sign the leads aren’t worth representing, so watch out for any red-flag statements, like “I’m not willing to go under $_____” or “My home is definitely worth $_____.” Conversely, those who are willing to adjust their price if needed and negotiate with buyers will be more rewarding as customers. Representing flexible sellers instead of inflexible ones means a better chance of a quick and fair commission (as well as fewer headaches).

Q) “What sales and marketing strategies do you employ for clients’ homes?”

Now it’s time to really get down to business and put your agent hat on. Getting into the nitty-gritty of your business methods — like where you promote listings and how you attract potential buyers — is what really displays your prowess as an agent. Specifically, explain the core real estate marketing and sales tactics you use, including how you:

• Conduct showings and open houses: We don’t just mean when you schedule showings and open houses, but how you work with walk-ins and buyer leads. Share how you sell specific features of a home (the lifestyle, the comfort, the utility, etc.) to show you’re an adept salesperson.
• Market clients’ homes for sale online:  Divulge how you make clients’ listings appear attractive online, like taking aesthetically appealing photos, creating cutting-edge tour videos, and developing rich, detailed copy about listings .
• Leverage connections for buyer leads: Regarding offline marketing strategies, also relay how you use other agents, friends, family members, previous clients, and other connections to seek out potential buyers.

All of this information should be shared in a timeline format to give sellers a sense of how the process will go — from the moment you sign your agreement to closing.

Q) “How do you communicate with clients regarding offers, showings, and other key info?”

Constant communication with sellers (without annoying or overwhelming them) is essential — as is explaining to seller leads how you will keep them in the loop during the sales process. During a listing presentation, real estate agents can sometimes gloss over this important aspect, so be sure to detail a clear-cut communication plan with prospective clients. Ask how they prefer to be contacted to discuss sales progress and how to relay bids on their property.

Some sellers will be very particular about what times work for them. Given that last-minute showing requests tend to pop up, also ask sellers when it would be okay to enter to give tours. Remember their personal space is important, so be respectful, but be sure you’ll have the access you need.

Q) “What’s your workload like? Would I be your only client or are you working with other clients?”

Having said that, many people are understanding of a real estate agent’s need to take on multiple sellers. In fact, many probably prefer to see their agent busy, since it’s indicative of a quality business. So, the more clients you take on, the better it can look in the eyes of prospects.

Q) “What are the typical terms of your listing agreements with other clients?”

If you start talking contracts, then you’re doing well in your listing presentation. However, you can ruin the mood quickly by providing a laundry list of contract terms you request of sellers. Instead, tell sellers you simply want to make them comfortable with any listing agreement they sign with you. Explain to them the core items generally included in statements, like duties you’ll perform as their agent, and ask them for their thoughts on terms they’d like to include.

From there, create an agreement based on both your preferences and those of sellers, send it to them after the listing presentation, and let them know you’ll be waiting to hear from them regarding a final answer (hopefully with good news).

Q) “If I hire you to sell my home, will you represent just my interests or the buyer’s too?”

Dual agency is something countless home sellers are fuzzy on, but many are wising up to the practice. If you can and do practice dual agency, be 110% upfront with your leads about it. Gauge their comfort level with knowing you may end up representing both them and buyer to see if they’re okay with it. As pointed out by recent Redfin research, sellers tend to lose financially in dual agency deals , so tread carefully. The last thing you want to do is favor one party at the expense of the other.

Of course, if you solely represent the sellers, you’ve got nothing to explain — except that you’re devoted to helping them sell their home for the best price and fast. You could even point out why this may be more favorable than representation by those who act as dual agents, given you have only their interests at heart.

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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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Toronto Realty Blog

Offer Presentation “Do’s” & “Don’ts”

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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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

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As new real estate agent rule goes into effect, will buyers and sellers see impact?

New rules for the residential real estate market mean that starting Saturday, anyone in the market to buy or sell a home will encounter unfamiliar processes, and possibly a bit of confusion.  

The “practice changes” stem from a 2023 legal decision over the way real estate agents were compensated.   

Traditionally, when a home was sold, a commission of roughly 5% to 6% was paid by the seller and divided between the agents for the buyer and the seller. That structure helped keep commissions higher than they would otherwise be, the lawsuit alleged. It also meant a seller had to pay the agent representing the other side of the deal, a practice many observers thought was inappropriate.  

“So much of the industry doesn’t make sense from a common sense point of view,” said Stephen Brobeck, a senior fellow with the Consumer Federation of America, who’s been advocating for realtor commission changes for decades. “The key argument was it’s just not fair for sellers to pay both the listing agent and the buyer’s agent.” 

Now, a seller will need to decide whether, and how much, to pay a buyer’s broker. Whatever the decision, that information can no longer be included in what’s known as the “multiple listing service” or MLS, the official real estate data service used by local realtor associations.  

Whatever the seller decides about compensation may, however, be communicated personally by phone or text, or advertised by social media, a sign on the lawn, or other informal means.  

Buyers, meanwhile, will be required to sign an agreement with their own broker before starting to view homes. The buyer and the agent must agree, and put in writing, how much the agent can expect to receive from the buyer. 

There's some latitude on what exactly that means. A recent explanation of the rules from the National Association of Realtors says it must be "objective (e.g., $0, X flat fee, X percent, X hourly rate) – and not open-ended (e.g., cannot be 'buyer broker compensation shall be whatever the amount the seller is offering to the buyer')."

“Any time we have the opportunity to have a conversation with the consumer about the value that we bring to the transaction, the services that we’ll be able to give to them in what is likely one of the largest financial transactions of their lives, and that we expect to get paid for it which is entirely negotiable, that’s a good thing,” said National Association of Realtors President Kevin Sears.

The group is a powerful Washington lobby with more than 1.5 million member agents – about 85% of the real estate agents in the country.  

“The more the consumer is educated and empowered, the more conversations we have with consumers, the better off everyone will be,” Sears said.

Many elements of the new practices are familiar to many real estate agents, buyers, and sellers. Many states have long required buyers to sign a broker agreement before starting the process. The rise of alternative brokerage models, such as Redfin, means many homeowners are aware they have options beyond the typical method of paying 3% to a listing agent and 3% to a buyer’s agent.  

But questions about what the changes will mean in practice are stymying agents across the country. What happens if a buyer has the money to compensate her broker up to a certain amount, but falls in love with a home that would cost more than the commission would work out to? On the flip side, what happens if it turns out that the seller of a particular home is also willing to compensate a buyer’s broker?  

Many real estate agents say a process that was meant to bring transparency is just creating more confusion.

“Now a buyer’s agent has to reach out to every listing they’re going to show to figure out what the commission is,” said Aaron Farmer, owner of Texas Discount Realty in Austin.  

In Austin, where a booming pandemic market turned sharply , leading to unsold inventory piling up, Farmer thinks it’s only natural that sellers will want to compensate buyer’s brokers, as a deal sweetener. That may not be the case everywhere, however, and Farmer also worries egos may get in the way of smart business decisions in some transactions.  

Andi DeFelice, owner of Savannah, Georgia-based Exclusive Buyer’s Realty, thinks first-time buyers stand to lose the most from the rule changes. Many who are already strapped for cash may have trouble also coming up with the money for the commission, forcing them to negotiate on their own, she thinks.  

"Don’t force our clients into a situation where they have no representation in the biggest transaction in their lives,” DeFelice said. “If you’ve never done it before, it’s not easy. There are so many steps to buying a house. Do you know a good termite inspector, a good insurance agent, a good lender? There are so many aspects to the transaction.” 

DeFelice says she’s confident the industry will move past what she calls the “hiccup” of the Saturday deadline and adapt relatively quickly, but others expect bigger changes ahead. 

“For consumers, things are not going to change much in the immediate future,” Brobeck told USA TODAY. "But it’s like a dam that’s springing a leak. I’m fairly confident that within five years the industry will look quite different.” 

Farmer, of Texas Discount Realty, agreed.

"I'm already seeing a lot of people saying, 'I’m going to get out of the industry, I don’t want to deal with the changes,'" he said. "The way I’ve always looked at it is if there’s fewer agents, it helps the industry. You could drop commission rates that way and do more volume."

Andrea Riquier covers the housing market.

( Getty Images )

7 New Jersey Cities That Are Just as Walkable as Manhattan—at a Much Lower Price

New York City is renowned for its walkability, with virtually every amenity a short stroll or subway ride away.

But living in Manhattan, one of NYC’s most famously walkable areas, comes at a steep cost, with median real estate list prices in July of $1.6 million. At least six neighborhoods in the city require homebuyers to earn seven figures to even consider making an offer on a home, according to a recent Realtor.com® analysis .

However, walkability isn’t confined only to the Big Apple. Across the Hudson River, several New Jersey cities offer comparable levels of walkability but at a fraction of the cost.

Using data from Local Logic , a leading source for neighborhood analytics, coupled with Realtor.com housing market data, we’ve pinpointed the most walkable cities in New Jersey. The data encompasses factors such as proximity to amenities, pedestrian-friendly infrastructure, and the overall ease of living car-free.

Seven cities, mostly clustered along New Jersey’s Hudson River shoreline, all have walkability scores as high as Manhattan’s, but with significantly lower real estate prices.

“The walkability of New York City has a kind of culture to it,” says Realtor.com senior economic analyst Hannah Jones , “but the value of that walkability has spilled over into these New Jersey towns.”

(Getty Images)

Each of the seven has a median home list price below—some far below—Manhattan’s median list price. Renters will also see substantial savings across the Hudson River.

In Manhattan, the median asking rent for all rental properties on Realtor.com is $4,489, while the median asking rent for properties in the state of New Jersey is nearly half that, at $2,765.

And while all of these walkable New Jersey neighborhoods have an urban feel, not unlike New York City, each has its own cultural flavor.

“All of these neighborhoods have a vibe, just like you find in Queens or Brooklyn,” says Jill Biggs , a real estate agent and team leader at The Jill Biggs Group Coldwell Banker Realty in Hoboken, NJ.

And no matter where someone lives in this cluster of cities, from one block to the next, the high walkability scores mean residents can find practically everything they need on foot.

“Depending on which block you live on, you’ll walk to get your produce from one shop and your bread from another,” Biggs says. “You’ll find your favorite takeout spot that’s close enough to walk to or stop at on your way home.”

These New Jersey cities are also strategically located near major transit routes that make commuting to Manhattan swift and convenient. Hoboken, Jersey City, and Weehawken benefit from direct access to the PATH train , which takes commuters to Manhattan’s financial district and midtown areas. And ferry service provides daily commuters with another option to cross the Hudson.

(Gary Hershorn/Getty Images)

Moreover, these cities are well-serviced by NJ Transit buses and trains, offering connections to broader New Jersey areas and other New York City boroughs. The comprehensive public transportation network ensures that residents can enjoy the perks of New York City’s bustling lifestyle without bearing the brunt of its living costs.

Setting aside the light-hearted rivalry that New Yorkers and New Jerseyans often engage in, New Jersey cities that provide exceptional walkability with lower real estate prices than NYC combine urban conveniences with residential charm.

For those open to an alternative to New York City and the hefty home prices there, here are the most walkable New Jersey cities that offer good access to the Big Apple.

1. Union City, NJ

Median list price: $425,000 Population: 68,589

Located just across the Hudson River from Manhattan, Union City offers stunning views of the Big Apple skyline, cultural diversity, and a vibrant arts scene.

2. Hoboken, NJ

Median list price: $849,000 Population: 52,677

Hoboken is famous for its bustling waterfront and proximity to Manhattan, just a short ferry ride away. With a lively nightlife and lots of dining options, it’s a popular choice for young professionals.

“Hoboken is nice, and it feels nice because it’s only 1 square mile,” Biggs says. “Hoboken might have a higher price tag, but Hoboken has the lowest taxes” in the area.

3. Guttenberg, NJ

Median list price: $399,900 Population: 11,460

One of the most densely populated municipalities in the U.S., Guttenberg offers a compact and walkable environment. Its location along the Hudson River provides residents with easy access to New York City.

4. West New York, NJ

Median list price: $339,000 Population: 52,723

West New York, perched atop the Palisades, boasts spectacular views of Manhattan. This city is known for its vibrant Latino community, rich cultural heritage, and bustling shopping districts along Bergenline Avenue .

5. Weehawken, NJ

Median list price: $686,500 Population: 15,518

Weehawken is celebrated for its picturesque riverfront and the historic Weehawken Dueling Grounds . The city offers quick access to Manhattan and a peaceful residential atmosphere with stunning parks and recreational facilities.

“It’s almost like living in New York,” Biggs says of how close Weehawken is to New York City.

But if you want to stay in New Jersey and go out, she adds, “you would be probably coming to Hoboken” because it has a more vibrant nightlife.

6. Passaic, NJ

Median list price: $529,900 Population: 70,000

Passaic, located along the Passaic River , has a rich industrial history and a diverse population. It offers affordable housing options and a variety of parks and community events that foster a tight-knit community feel.

7. Cliffside Park, NJ

Median list price: $799,000 Population: 24,000

Cliffside Park, situated on the Hudson Palisades, provides residents with impressive views of Manhattan. Known for its suburban feel, diverse community, and excellent schools , it is an attractive location for families.

Evan Wyloge is a data journalist at Realtor.com. He covers trends in real estate.

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American Real Estate Association debuts membership program

Mauricio Umansky, left, and Jason Haber

Photos by AJ Canaria Creative Services, Compass , and Viviana Rishe / Unsplash

The association aims to offer an alternative to NAR and is launching its membership program when there is a “lot of dissatisfaction with the status quo,” according to one co-founder.

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As the deadline for new National Association of Realtors rules nears, a nascent competing organization is launching its first-ever membership program.

The American Real Estate Association announced today it will have two different membership tiers. The first tier, called “basic,” will cost $20 for a membership that lasts through 2025. Basic membership also includes 20 percent off any online and in-person association events that happen in 2024-2025. The price was set low on purpose in an effort to encourage people to engage with the association.

A second tier, dubbed a “founding membership,” costs $1,500. That price covers membership dues for the next 10 years, as well as invitations to exclusive events and recognition on the association website, among other things.

A statement from association notes that the membership program launch “is strategically timed to address the current challenges within the industry.”

“Real estate agents are increasingly frustrated, brokerages are under pressure, and national leadership is lacking,” the statement continues. “The association aims to leverage this pivotal moment of business practice changes within the industry to redefine the future of the residential real estate business.”

The remarks allude to the Aug. 17 deadline for new NAR rules that are the result of recent antitrust litigation . The rules bar sellers’ agents from making offers of compensation to buyers’ agents in NAR-affiliated multiple listing services. The rules also require buyers to sign agreements with their agents before those agents show them properties.

Jason Haber

Compass agent Jason Haber and The Agency founder Mauricio Umansky serve as the associations founders and first announced the project in January — while antitrust litigation was ongoing but before NAR had settled on its now-impending new rules. In a conversation with Inman this week, Haber said that a “lot of dissatisfaction with the status quo is bubbling to the surface right now” and that consumers “have no idea what’s to come.” The American Real Estate Association, then, is meant to fill what Haber and others see as a void in the industry.

“We’re at the point now where we’re ready to invite folks to join and to be a part of actually jump-starting the trade association’s regular business operations,” he said of launching a membership program. He later added that “what we found is that people are really animated on this right now so we can tap into the frustration that’s out there about the way things are and the optimism about the way things can be.”

In the time since announcing their association, Haber said he and Umansky have assembled a 25-person advisory board, “64 percent of which is female, which basically matches the industry,” Haber noted. They have also worked on lobbying for issues that impact the real estate industry, and focused on building infrastructure needed to actually run the organization. With the money from membership dues, Haber said the goal is to eventually hire an executive director, an operations director and other leadership.

“We’re starting it,” Haber added, “but we think this could be much bigger than a Mauricio and Jason thing.”

The American Real Estate Association founders don’t have a specific membership goal, but Haber said “several thousand” people have already signed up for more information on the association’s website.

When Haber and Umansky first announced the American Real Estate Association in January, many saw the move as a direct challenge to NAR at a time when the venerable trade organization had faced not just lawsuits but also a series of scandals and leadership turnover . And Haber’s comment about dissatisfaction with the status quo suggests many in the industry may still be looking for alternative leadership.

But speaking of NAR, Haber told Inman, “we’re not rooting for their demise,” adding that “we think there’s a world where everyone can exist.” Haber also expressed interest in potentially collaborating with NAR in the future on issues where the two organizations’ interest align, but said that right now the industry needs better messaging.

“If we can make them better, and I think we already are, great,” Haber continued, referring to NAR. “We don’t see this as a winner take all scenario.”

Email Jim Dalrymple II

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Watch CBS News

This midwestern city has the hottest real estate market in U.S.

By Megan Cerullo

Edited By Anne Marie Lee

August 13, 2024 / 12:30 PM EDT / CBS News

Oshkosh, Wisconsin, the home of popular children's brand OshKosh B'Gosh, now has a new claim to fame. The midwestern city boasts the hottest real estate market in the U.S., according to a new study from  Realtor.com .

Oshkosh's relatively affordable home prices, plus idyllic surroundings, including lakefront vistas, have catapulted the city to the top spot on the list of most desirable housing markets in the U.S. The combination of those two factors made it especially attractive to homebuyers as mortgage rates started to climb in 2022 and amid soaring home prices  which have remained elevated across much of the country. The U.S. home price index up 47% compared with 2020. 

"Situated on Lake Winnebago, Oshkosh offers buyers affordability in an idyllic setting," Hannah Jones, senior economic research analyst for Realtor.com, said in a statement.

The median home price in Oshkosh is $374,000, coming in below the national median of $439,950 for July, according to  Realtor.com , and appealing to budget-conscious homebuyers. The rankings factored in market demand, measured by property views on Realtor.com, plus market pace based on the number of active days properties remained listed on the site.

Across the U.S., growing land and home construction costs have been rising faster than Americans' incomes since the 1960s, according to the Harvard Joint Center for Housing Studies. Homeownership is becoming such a financial burden that an April  survey  from Redfin found that some homeowners have even had to skip meals , take a second job or sell their belongings to keep up with their mortgage.

Multiple offers, bidding wars

House hunters are demonstrating great interest in the area, too. Listings for homes in Oshkosh on Realtor.com received nearly four times more views per property in July compared with the national average. And available homes don't last long — they sit on the market for an average of just 18 days, compared with the national average of 50 days. 

Local real estate agents say they've seen homebuying activity heat up in the area. 

"We are still getting multiple offers in Oshkosh and even seeing some bidding wars," Berkshire Hathaway HomeServices agent Kate Schlagel-Grier said in a statement.

Chris Siamhof, also with Berkshire Hathaway HomeServices, said clients have been willing to waive home inspections and have offered to pay the owner's property taxes for one year in an effort to close deals. 

"And we are still seeing some houses going for up to $30,000 over asking," she said in a statement. 

Some Americans are fleeing bigger cities like Milwaukee in search of deals on homes in places like Oshkosh, where the cost of living is much lower, according to Realtor.com. As a result, demand is rising, and inventory is shrinking, which could eventually put pressure on home prices in the area. 

Ten Midwest metro areas claimed spots on July's 20 Hottest Markets list; 10 cities in the Northeast also made the cut. 

Hartford, Connecticut, where the median home price is $444,000, came in second, after Oshkosh. It's appealing in part because of its close proximity to New York City. Manchester, New Hampshire, took the third spot. 

Here are the top 20 hottest housing markets in the U.S., according to Realtor.com. 

• Oshkosh, WI
• Hartford, CT
• Manchester, NH
• Rockford, IL
• New Haven, CT
• Rochester, NY
• Janesville, WI
• Providence, RI
• Springfield, IL
• Springfield, MA
• Syracuse, NY
• Lancaster, PA
• Concord, NH
• Green Bay, WIS
• Worcester, MA
• Cleveland, OH

Megan Cerullo is a New York-based reporter for CBS MoneyWatch covering small business, workplace, health care, consumer spending and personal finance topics. She regularly appears on CBS News 24/7 to discuss her reporting.

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Billionaire oil heir lists historic ‘temple of wings’ mansion for $5m.

A columned sanctuary overlooking the San Francisco Bay is seeking its next owner.

Hidden in the hills of Berkeley, California, this dramatic Roman-style mansion is known as the Temple of Wings, and has been owned since 1994 by the billionaire oil heir Gordon Getty and his late wife, Ann. 

“Although it is time to move on, the Temple of Wings will always represent a quiet place where beauty has time to rest before blooming,” Gordon, 90, whose father was Getty Oil Company founder J. Paul Getty, told the Wall Street Journal , which first reported the $5 million listing.

Following Ann’s 2020 death, Gordon has been selling much of the landmarked compound’s contents, and “Without the collection in the home, the home seemed ready for a new generation to take over,” a representative for Gordon told the outlet. 

Completed in 1914 (and rebuilt in 1924 following a fire), the home — which is located in the La Loma Park neighborhood — was designed for the attorney Charles C. Boynton and his wife, the dance teacher Florence Treadwell Boynton. A friend of Isadora Duncan and a supporter of the “open-air motherhood” movement. Florence’s passion for dance and the outdoors significantly inspired the design of the estate. 

(In addition to being called the Temple of Wings, it is also known as the Boynton House, according to press materials .)

It features three bedrooms, four bathrooms, eight balconies, a library, a den and two entertaining spaces.

In all there are just under 4,000 square feet of interior living space — as well as the defining semi-circular outdoor pavilion with its 16 Corinthian columns, south and east gardens, sweeping views of San Francisco and a three-car driveway. It’s all set on a 16,560-square-foot lot. 

The home is divided into a north and a south wing, with nine glass sliding doors and a pair of double French doors throughout to allow for an indoor-outdoor flow.

Joel Goodrich of Coldwell Banker Realty is listing the property with Adrienne Krumins and Anian Tunney of the Grubb Co.

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How to Present an Offer to a Seller? Step-By-Step Guide

Let’s say you’re a real estate agent and you’ve spent months helping your client find just the right property for their needs. Finally, you’ve found the perfect home. The location is great, the price is right, and your buyer is ready to make an offer.

It’s important to ensure that the offer you put together is thorough, concise, and highlights to the seller why they should accept your buyer’s offer. This is especially important in a seller’s market, where there may be multiple offers on the same property. It’s crucial to present the seller with an appealing and well-crafted offer that will make them choose your buyer over other interested buyers.

Highnote can help you create an engaging and elevated presentation that catches the seller’s attention.

How to Present an Offer to a Seller? 7 Crucial Steps

1. start with property research.

To make a strong and competitive offer, it’s important for a real estate agent to thoroughly research the property’s area. This includes analyzing the local real estate market, gathering information about the property, and considering other recent sales and comparable properties in the area. By having a good understanding of the neighborhood, the agent can be seen as an expert and use this information to create a compelling offer.

2. Analyze Market Conditions

Next, take a good look at market conditions. Is it a seller’s or a buyer’s market? Are there many unsold properties left in the same area similar to the property you are making an offer on? These are essential questions you should know the answer to. However, analyzing market conditions goes beyond that. You must also look at economic factors like unemployment rates, population growth, and the general outlook for the local economy of where the property is located. Study zoning laws as well because they may affect the future value of the property.

3. Understand the Seller’s Perspective

Why is the seller selling their property? Are they in dire need of money? Did they find a bigger and better home? Put yourself in their position and determine what would make an offer attractive to them. If it’s a seller’s market and the area is in high demand, you will probably compete with other offers.

From the seller’s perspective, what would make an offer stand out? Remember, it’s not always about the price. There may be other factors that will help the seller decide whose offer to accept. For example, some sellers who don’t need the money may choose a buyer who shares the same values as them. If the seller is sentimental and raised their family in the property they’re selling, they may want to sell it to another young family who can make new memories in their beloved home.

4. Tailor Your Offer

Tailor your offer based on what the seller needs and wants. Each buyer has their own unique situation. For example, if the seller needs to sell the property as quickly as possible because they have a new job waiting for them in another city, then you can tell them you’re willing to have a shorter period before closing. Determine if there’s anything specific you can add to your offer to make it more appealing to the seller.

5. Offer Flexibility

Sellers want to feel they have options. One common area where sellers appreciate flexibility is the closing date. If the seller wants the closing day to be 60 days from now instead of the typical 30 to 45 days, agree to it. Sometimes, a seller will choose a buyer who can meet their needs instead of a buyer who offers a higher price.

6. Craft the Irresistible Offer

It’s time to craft an irresistible offer your seller can’t refuse.

• Determine the price

Of course, it goes without saying that you should already have a price in mind. Note that offering higher than the asking price is given in a seller’s market. Determining the price you offer depends on several factors – how much you can afford, how much you want the property, and what price you think will make it a win-win situation for you and the seller. Remember that while the price is crucial, some sellers look beyond the price. A high offer doesn’t guarantee that a seller will choose you.

• Analyze sales data

You can take a look at past sales of properties in the neighborhood to help you come up with your price. Of course, the seller will already have an ideal price in mind, but you can also do your own research to determine what offer price works best for both parties. Take note of how much nearby properties have sold, how long they sit in the market before selling, and if other similar properties are available.

• Terms and conditions

The terms and conditions of each offer differ, depending on the buyer and seller. Typical terms and conditions are the following:

• The terms of a buyer’s mortgage loan.
• Sale inclusions or exclusions – for example, air conditioning, small appliances, or furniture.
• Renovations, if any.
• Closing date

When putting together terms and conditions, ensure that they are acceptable to both parties. If there are a lot of offers on a single property, the terms and conditions can sway a seller’s mind. You should find a balance between asking for too much or too little. If you ask for too much, the seller may think you’re a difficult buyer. If you ask for too little and the seller says yes, you may end up with a property you’ll regret in the future.

• Offer letter

An offer letter helps the would-be buyer connect to the seller emotionally. Sometimes, a sincere and well-written offer can make the difference between a seller choosing one buyer over another. You can explain why the house is an excellent fit for you and your family, or you can share why you love the property in the offer letter.

7. Use Highnote to Present Irresistible Offer

Now, it’s time to put all these together using Highnote. The online presentation platform has hundreds of templates available online that you can use as inspiration for your own offer. If you’re short on time, you can also modify a ready-made template to make it fit your needs.

Highnote also has all-new features, including Highnote GPT which is an AI-driven presentation coach, the ability to copy and paste images, and a new exciting program that offers $20 for each referral.

Highnote puts everything together in one seamless offer presentation. When you’re finished making your presentation, all you need to do is send a link to the seller and they’ll have access to all the information you’ve included. You’ll also get real-time notifications every time they look at the presentation, which gives you great insights on how interested the seller is in your offer.

Elevate your presentations today with Highnote. Start your own free trial here.

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How did Raygun qualify for the Olympics? Is she really the best Australia has to offer?

By Mawunyo Gbogbo

ABC Entertainment

Topic: Olympic Games

Rachael "Raygun" Gunn did not score a single point at the Paris Olympics. ( Getty Images: Elsa )

Since Australian breaker Rachael "Raygun" Gunn failed to score a single point in any of her Olympic bouts, many have asked how she qualified for the Games.

Fellow breaker and anthropologist Lucas Marie says she won her qualification "fair and square" last year, but African American man Malik Dixon has criticised the Olympic body for letting her in.

What's next?

Breaking will not be an event at the 2028 Los Angeles Olympic Games — a decision made before Raygun's performance.

The 2024 Paris Olympics marked breaking's debut as a sport at the global event, with 36-year-old lecturer and breaker Rachael "Raygun" Gunn representing Australia for the first time.

Having failed to win a single point in any of her Olympic bouts, Raygun quickly became a viral sensation.

The question on many people's minds now is: How did she even qualify?

Lucas Marie is a breaker who has competed, performed, taught and judged breaking competitions over the past 25 years. He's also an anthropologist who recently co-authored an article with Gunn.

He says the answer to that question is simple.

Lucas Marie recently co-authored an article with Raygun. ( Supplied )

"There was an Oceania qualifier in which any B-boy or B-girl from Australia [or] New Zealand could enter, and that was in Sydney in October 2023," he told ABC News.

"And leading up to that, there were a lot of other events in which breakers were competing.

"She won those battles fair and square and won the qualification in Sydney.

"And it wasn't really a surprise to anyone. 

"She's been fairly consistent, winning or coming second or third at a lot of breaking events in Australia for the last five to 10 years."

Marie said there was nothing out of the ordinary about Raygun's performance.

"It's not like gymnastics where there's this kind of agreed-upon standard," he said.

"It's always had a rawness to it. It's always had an improvisational kind of quality. And I think looking different and trying different stuff has always been celebrated.

"And I think Raygun, in a way, was just expressing a core kind of hip hop trait in a way a lot of breakers do."

He described her efforts as bold.

"I thought — and this is how I judge a lot of breaking events — I thought, 'Oh, she's making some really interesting choices to mimic Australian animals.' And you can kind of see the choices that she's making in the moment."

Is she the best Australia has to offer?

Team Australia chef de mission Anna Meares insisted after Raygun's performance that she was the best breaker the country had to offer. But is this true?

Lucas Marie has competed, performed, taught and judged breaking competitions for more than 25 years. ( Supplied: momentsby.naz )

"It's sometimes just who's performing better on the day," Marie said.

"And at the qualification event in which she won, and other events in which she's won, she performed better on that day and won the ticket.

"That doesn't mean she's the best. It doesn't really work like that.

"I think she's a great breaker. She won the qualification. She's won other events in the past, and she was a good representative for Australia at that competition."

Asked whether there were B-girls in Perth, regional Victoria or rural Brisbane who might have qualified but could not afford to travel to Sydney for the tryouts, Marie agreed this was possible.

"Of course, there's breakers all over the country that maybe should have been in that event, but they weren't."

Breaking will not carry over to the 2028 Olympics in Los Angeles, a decision made before Raygun's battle.

Marie described this as sad.

"Maybe, based on the ratings, they'll reassess that and maybe allocate some medals to breaking," he said.

"I really hope that's the case, and I hope that for other breakers who want to compete in it as a dance sport."

Marie said that at the end of the day people should remember they were dealing with a human.

"As a friend of Rachael's, there's a human being who's getting a lot of negative attention," he said.

"I think people kind of miss that sometimes and forget the human aspect of all this."

'Toying with the culture'

Malik Dixon is an African American who has been living in Australia for more than a decade and is a Sydney University graduate.

He said Raygun made a total "mockery" out of breaking at the Olympics.

Malik Dixon says too many people feel entitled to African American culture. ( Supplied )

"She was dressed like a member of the cricket team or an Australian PE teacher, and from that point it just seemed like satire," Mr Dixon told ABC News.

"It just looked like somebody who was toying with the culture and didn't know how culturally significant it was being the first time in the Olympics and just how important it was to people who really cherish hip hop and one of the elements of hip hop, which is breakdancing.

"It made me think, was Borat her breakdancing coach?"

Mr Dixon said too many people felt entitled to African American culture.

"The African American space has been one where we've shared our community so much and without any restraints, any barriers, roadblocks, obstacles, any gatekeepers, that essentially what should have been African American cultural capital is just shared, which is cool," he said. 

"We like to share, right? 

"We shared 400 years of free labour.

"To see Rachael in her attempt to be a part of the culture just be grossly underwhelming made it seem like she didn't take it seriously."

Olympics body criticised for Raygun qualification

Mr Dixon criticised the body that qualified Raygun, saying she devalued breaking with her performance.

"Whatever governing body nominated her as Australia's entrant into the Olympics either did not understand the assignment or didn't really believe in the integrity or significance of breakdancing, because if they did they would just say, rather than disrespect the culture, we're just not ready to send an applicant this year."

He said Raygun was extremely audacious and not self-aware.

"You've got to know your role, know your position, know your limitation," he said. 

"And I think that part of privilege is saying that there are no limits to what I can do. 

"Part of privilege is having the authority to say that there are no limits and there are no requirements, there are no prerequisites to what I can do."

Raygun's degrees do not hold much water with Mr Dixon.

"Due to consumerism, this Foundational Black American product, which is hip hop, is global," he said.

"And even people who have no connection to any African Americans or any local or regional things that come out in these songs, they have become a part of the whole experience now.

"If I came in and said that I was an authority on Greek music and I was going against the grain of what the mainstream Greek musicians thought, or the school of thought, and I've said that I was the authority, people would check me on that.

"If I had a PhD in sprinting, does that qualify me to go against Noah Lyles? No, it doesn't."

He also doubts Raygun was the best breaker Australia had to offer.

"[There's] got to be somebody out here that's better than that! The kangaroo! The sprinkler! She did the sprinkler out there, man!" he said.

Should everybody just lighten up?

Should we lighten up? Mr Dixon does not believe so.

"Larrikinism is used as a get-out-of-jail-free card and to escape responsibility of how words or actions impact a hurt person," he said.

"But when the majority culture is offended, there's no playing around.

"This is a part of my culture, and I don't think Australians are in a place to tell me how I should feel about breakdancing being mocked on an international stage.

"People who don't have any or limited access to black people or hip hop culture now may see Rachael and her buffoonery as a representation of hip hop and black culture.

"People who were already side-eyeing breakdancing as an Olympic sport, Rachael Gunn has put the nail in that coffin.

"This might be the most viral clip of the whole Olympics. From a comedy standpoint, she's got it, but from an Olympics perspective, its regressive."

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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 ...

One more time …. 1) Establish their motivation. 2) Discuss the qualifications of the Buyer. 3) Discuss the deposit … if that's appropriate. 4) Read the contract from the bottom up. 5) Go directly to the net sheet. 6) Review the benefits … or the highlights of the offer before step number 7 …. 7) Ask for the signature.

Keep the length of the real estate presentation between 30 and 90 minutes. ... Plus, we'll offer some first-hand warnings and tips for success. 80 Real Estate Agent Statistics, Insights & Trends for 2024 . Real estate statistics are critical to understanding the industry, so we compiled the most compelling real estate stats from this year.

This consumer-focused brochure is designed for use by REALTORS® to inform buyers and sellers of the potential consequences of multiple offer situations. It was approved by the Professional Standards Committee at the 2005 Annual Convention in San Francisco and is excerpted from the Presenting and Negotiating Multiple Offers white paper found in NAR's Code of Ethics and Arbitration Manual.

For the rest of us, there's a game-changer in town: Highnote's Real Estate Offer Presentation Template. Bid farewell to uncertainty and hello to a world where closing deals is a breeze. These templates are your secret weapon to making offers that shine. With a professionally designed structure, your offer presentation exudes competence ...

Step 8: Show a Clear Next Step. It's important to end your real estate buyers presentation by clearly outlining the next steps. Instead of just saying "thank you," let them know what to expect next. This could include setting up property tours or diving into offer strategies.

Financing. You, the buyer, must be able to get specific financing from a lending institution. If you can't secure the loan, you will not be bound by the contract. Home inspection. The property ...

An offer presentation is a type of real estate presentation that agents use when presenting an offer from a buyer to a seller. It is a critical step in homebuying where agents effectively communicate the buyer's offer, negotiate terms, and strive to secure an accepted offer. Your job is to review the details of the buyer's offer, including ...

This modern real estate buyer presentation leverages a storytelling framework, skillfully using grayed-out content to direct your attention as you scroll and guide you through the journey. This approach ensures that each property is showcased in a way that is both engaging and informative, perfect for buyers looking for a unique perspective on ...

Creating stellar real estate listing presentations is how most seller's agents convert more leads and, in turn, build their business. The best real estate listing presentations offer: Data regarding the local market and comparable sales. Insights into how you plan to market a prospect's home. Social proof that proves you're a top-notch ...

Sometimes it is all about the presentation, Offer Presentation that is. An offer presentation is when you are presenting your offer to purchase a property. O...

Preparing, Pricing, and Presenting an Offer. Presenting offers is part art, part science. The science part is the analysis you and your agent will do to examine recent comparable sales, the over market conditions, and the perceived attitudes of the seller to determine the correct offering price. The art is how you present it, and whether you ...

Offer Presentation Is a real estate licensee obligated to present all offers to a seller? Yes, unless the seller has waived this right in writing. What are the specific laws and ethics regarding the obligation to present all offers? NAR Code of Ethics: Article 1, Standards of Practice 1-6 and 1-7 require REALTORS® to submit offers

COE standard of practice 1-7 goes on to say that, "When acting as listing brokers, REALTORS® shall continue to submit to the seller/landlord all offers and counter-offers until closing or execution of a lease unless the seller/landlord has waived this obligation in writing.". All of this applies to the presentation of more than one offer.

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 ...

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.".

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 ...

The group is a powerful Washington lobby with more than 1.5 million member agents - about 85% of the real estate agents in the country. "The more the consumer is educated and empowered, the ...

Realtors across the country are bracing for a seismic shift in the way they do business. Starting August 17, new rules will roll out that overhaul the way Realtors get paid to help people buy and ...

The high mortgage rates that have paralyzed America's housing market are falling—and could nosedive further by the end of the year. Rates for a 30-year fixed mortgage plunged to 6.47%—the ...

5. Remember, It's About the Seller, Not You. As a real estate agent, it's important to always keep in mind that the focus of your work is on the seller and their needs, not on yourself. This means removing phrases like "I, I, I" and "me, me, me" from your vocabulary when speaking with clients.

New York City is famed for its walkability, but several New Jersey cities nearby offer comparable levels of walkability at a fraction of NYC's real estate costs.

Join us and thousands of real estate leaders Jan. 22-24, 2025. As the deadline for new National Association of Realtors rules nears, a nascent competing organization is launching its first-ever ...

Nearly 9 in 10 home sales are handled by real estate agents affiliated with the NAR, the nation's biggest trade association. It required that home sellers figure in a commission rate, usually 6% ...

Oshkosh, Wisconsin, the home of popular children's brand OshKosh B'Gosh, now has a new claim to fame. The midwestern city boasts the hottest real estate market in the U.S., according to a new ...

Trending Now in Real Estate This story has been shared 2,295 times. 2,295 I bought a beach house in Cape Cod for $395K — it's about to fall into the ocean but I'm living my dream while I can

1. Start with Property Research. To make a strong and competitive offer, it's important for a real estate agent to thoroughly research the property's area. This includes analyzing the local real estate market, gathering information about the property, and considering other recent sales and comparable properties in the area.

The real estate professional status (REPS) is a designation by the IRS that allows individuals who work significantly in real estate activities to treat their real estate losses as non-passive. This means they can offset these losses against other forms of income, something other investors cannot do.The REPS classification is particularly relevant for those involved in managing, developing or ...

View International listings of Properties for Sale offers in Tomsk Oblast Russia by Owners and Agents. Add your property. International Properties - luxury, commercial and residential properties listings, offers and demands by private individuals and real estate related companies from around the World. ×

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