When purchasing commercial real estate, after submitting a non-binding proposal, the next step is to initiate legal, technical, tax, financial, and commercial due diligence, while engaging the necessary consultants for the process. At this stage, you start incurring costs related to the transaction. Given this commitment, it is reasonable to propose an exclusivity period to the seller, during which they agree not to negotiate with other potential buyers. This exclusivity period allows you to complete your due diligence and finalize the sale and purchase agreement (SPA) without the pressure of competing offers.

The strategy adopted will be dependent on the jurastiction. In Ireland Agents dealing with multiple bids tend to go to tender/best bids or online auction to complete a disposal. Most important to have back up comparable evidence to support your maximum bid and stop when you reach this level. Sometimes you must allow the process to move on without you to avoid the possibility of over paying. Very important to build a strong business relationship with vendor agents and tailor any offer to meet standard vendor requirements subject to contract etc. Always helps to give previous examples where you clients demonstrated a solid track record of successful acquisitions in similar cases.

One of my most memorable deals involved a highly sought-after property where multiple buyers were vying for the same opportunity. I differentiated my client’s offer by building a strong rapport with the seller, understanding their deeper motivations—like a desire for a smooth transition—and aligning our terms to meet their needs. We presented a streamlined, no-nonsense offer with minimal contingencies and communicated our commitment with a significant earnest money deposit, showcasing our seriousness and readiness to close fast. This tailored approach helped us secure the deal in a highly competitive market.

Winning a property with multiple interested buyers isn't just about the highest bid. The key lies in presenting a complete, compelling package. Move swiftly with flawless documentation, secure pre-approved financing, and minimize contingencies. Building a professional rapport with the listing agent can give you an edge. Remember, sellers aren't just looking at numbers – they want reliability and peace of mind. Present a clean offer that stands out, backed by solid financials and clear terms. Sometimes, a well-crafted offer letter can make all the difference in sealing the deal.

In a competitive market, securing the deal goes beyond the offer. Tailor your approach by crafting an "emotional pitch" that resonates with the seller’s motivations : do they value community, sustainability, or supporting families? Pair this with a "flexible close" that aligns with their timeline, giving them breathing room for their next step. Add a personalized letter, backed by data on comparable offers, to position yours as the balanced choice of value and empathy. Show your clients as more than numbers on paper; present them as the best future stewards of the home.