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In competitive Massachusetts real estate markets, many buyers assume the highest offer automatically wins. In reality, sellers often choose the offer that appears most likely to close smoothly and on schedule.
Understanding how offers are evaluated can make a significant difference for buyers navigating multiple-offer situations.
To better understand how experienced agents position buyers for success, we spoke with Rob Ticktin, Owner and Broker at Hawthorn Properties, about buyer representation, negotiation strategy, and the role experienced agents play in competitive markets.
Below are his insights on how buyers can strengthen their offers and why representation continues to matter.
According to Rob, buyers who navigate the market without an experienced local agent are often at a disadvantage.
A strong buyer’s agent does much more than simply submit an offer. They understand the questions to ask, the signals listing agents are looking for, and how to structure an offer that stands out.
“Notice I said the best offer, not the highest,” Rob explains.
From a listing agent’s perspective, the goal is to identify which buyer is most likely to reach the finish line without complications.
Experienced buyer agents know how to communicate credibility and preparedness. They also understand subtle tactics that can make an offer more attractive without necessarily increasing price.
These strategies often come from years of experience navigating competitive transactions.
Rob describes the impact in Massachusetts as relatively limited so far.
In many transactions, sellers continue to offer compensation to buyer’s agents. However, the lawsuits have introduced new conversations around how representation and compensation are structured.
One unintended consequence, according to Rob, is that the listing process has become less uniform. Agents are experimenting with different approaches to buyer agent compensation, which can sometimes reduce transparency.
As these changes continue to evolve, clear communication between buyers and their agents has become even more important.
When buyers approach a listing agent directly, they often assume the transaction will be simpler. In reality, they are navigating the process without their own fiduciary representation.
“You’re essentially giving up an important layer of protection,” Rob says.
The listing agent’s obligation is to the seller. While they must treat all parties fairly, their responsibility is to secure the best possible outcome for their client.
Rob also notes that many listing agents prefer working with experienced buyer agents. Transactions often run more smoothly when both sides are represented by professionals who understand the process and communicate effectively.
Without representation, buyers may struggle with contract structure, negotiation strategy, and the many details involved in a real estate transaction.
Rob acknowledges that there can occasionally be scenarios where buyers believe going directly to the listing agent may work in their favor.
However, those situations are rare and highly dependent on timing, property dynamics, and the motivations of the seller.
For most buyers, especially in competitive markets, the potential risks outweigh the perceived advantages.
Beyond negotiation strategy and transaction management, Rob emphasizes the importance of having a trusted advisor throughout the process.
Buying a home is often the largest financial decision a person will make.
Without a buyer’s agent, buyers lose a professional advocate who represents their interests from the first showing through closing.
Rob also points out that experienced agents often bring a network of trusted professionals into the process. Buyers represented by strong agents frequently gain access to vetted inspectors, contractors, and other service providers who can help ensure the transaction moves forward smoothly.
Rob Ticktin, MBA, is the Owner and Broker of Hawthorn Properties. Based in Massachusetts, he works with buyers and sellers throughout the region and focuses on strategic transactions, negotiation expertise, and smooth closings.
Hawthorn Properties
Mobile: 617-840-3463
Email: rticktin@hawthornre.com
Website: www.hawthornproperties.com
The MKC Team represents the collective expertise, experience, and dedication of the professionals at MKC Associates Home Inspection. The team operates with a collaborative approach, combining decades of experience in home inspection, construction, engineering, property management, and related fields to provide reliable and informative content for homeowners and buyers.
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