There is temptation with inexperienced Realtors to sacrifice the best interests of the few to take on too many Buyers in a HOT MARKET. There is a saying, ” The fox that chases too many rabbits catches none.” Now, more than ever, this is an important concept. 
I generally will only take on 2-5 MOTIVATED buyers at a time. Otherwise I don’t have the time to get them into these “hot houses” in time. Positioning your Buyers for success is a combination of going back to the basics and being creative in presenting your Buyers and offer. Below you will find SEVEN RULES of how to work with Buyers in this market efficiently and THREE STRATEGIES for preparing and presenting offers.
You ABSOLUTELY need to have a pre buying counselling meeting so you understand their motivation, needs (not wants) and buying power. It is your job during this session to educate them on the realities of this market so that you position them to succeed. They need to be available to see homes, after work, during lunch etc.
You ABSOLUTEY need to sign them up for Listingbook and council them on doing drivebys.
You ABSOLUTELY need to send them to get pre approved and get that documentation in your file. You ABSOLUTELY need to have all Buyer Agency paperwork filled out ahead of ever showing them homes.
You ABSOLUTELY need to manage their expectations up front and show them the statistics so that they are comfortable making fast, informed decisions.
You ABSOLUTLEY need to manage their expectations so that they understand that if they see a house they really like and it meets 85% of their desire they need to move forward quickly.
You ABSOLUTELY need to know that at this point you do not give your opinion you TELL them what they need to do.
One technic I have used in the past is to insert an escalation claus. Basically it states that your offer is X but you will go X$ above the highest offer up to a certain amount. Be skeptical if you want but it has worked for me on multiple occasions. One caviate is that you need insert that the house must appraise at or above the offer.
Another technic that is crucial is to “humanize” your buyer. You should portray your buyer as someone who loves the house and let the seller know why. One of my Team recently sent a video of their young daughter talking about why she loves the house. Again, it is not always about the price. Maybe the seller has always wanted gardens and can’t wait to work in the Sellers gorgeous plantings. I once had a Buyer write that her daughter loved the house because her daughter believed that there must be fairies in the gorgeous gardens. The Seller immediately accepted the offer and stated, “”There are fairies, I have seen them.”
Ever wonder if your offer is being presented properly, or at all. If I am in a multiple offer situation I always request to present the offer in person to the Seller (with the Listing Agent present of course). This met with a lot of skepticism recently from my team. Guess what? This si the way it always used to be done. Of course this isn’t always possible or even allowed by the Listing Agent but ASK. The next best presentation strategy is to at least speak directly to the Listing Agent to answer her questions and “SELL” your buyer. The absolute worst way to handle this stage in the process is to send an offer via email without positive humanization or information of the buyer and not even text or call the Listing Agent to inform them to watch out for it.