The Best Deals Are Won Before the Offer: How to Win in a Competitive Market Without Overpaying

In today’s market, buyers often think the key to winning a home is offering the most money. While price matters, the best deals are secured long before the offer is even written. Success comes down to preparation, strategy, and understanding seller psychology. Here’s how you can stack the deck in your favor and land your dream home without breaking the bank.

1. Get Your Financial House in Order

Sellers don’t just want the highest price—they want certainty. They need to know you can close quickly and without hassle. That’s why pre-approval is non-negotiable in a competitive market. But not all pre-approvals are created equal.

Get fully underwritten pre-approval – This isn’t just a pre-qualification; it shows the seller your lender has already verified your income, assets, and credit. A fully underwritten loan is as close to cash as it gets.

Have proof of funds ready – If you’re making a strong offer, sellers may want to see bank statements showing your down payment and reserves. Have these documents available upfront.

Work with a local lender – Central Ohio sellers and listing agents prefer local lenders over big banks or online mortgage companies. A lender with a reputation for closing fast can give you an edge.

2. Craft an Offer That Speaks to the Seller’s Needs

Every seller has different motivations and understanding those can make your offer more appealing than a higher-priced one with worse terms.

Find out what matters most – Does the seller need a quick close? More time to move out? A rent-back agreement? Your agent should uncover the details to tailor your offer.

Limit contingencies (where possible) – Financing and inspection contingencies are standard but making them as clean as possible shows confidence. If you’re comfortable, consider a shorter inspection period or waiving minor requests.

Be flexible on possession – Some sellers need extra time to transition to their next home. Offering a leaseback or delayed closing can make your offer more attractive.

3. Build a Relationship with the Seller (Yes, Really!)

In a multiple-offer situation, numbers blur together, but emotion sticks. Sellers want to feel good about who they’re selling to.

Write a thoughtful buyer letter – This isn’t always necessary, but in certain cases, a genuine note about why you love the home can sway the seller. Keep it short, warm, and focused on the house—not your personal life story.

Have your agent communicate proactively – A strong, professional agent with a good reputation will make all the difference. They should be in touch with the listing agent to understand what’s important to the seller and position you as the strongest buyer.

4. Move Decisively—But with Strategy

In a fast-moving market, hesitation kills deals. But moving fast doesn’t mean acting recklessly.

Be ready to write an offer on the spot – If you love the house, have your agent run comps immediately and submit an offer quickly.

Use escalation clauses wisely – Instead of blindly bidding high, an escalation clause allows you to automatically outbid other offers up to a set limit. This helps you stay competitive without overpaying.

Know your walkaway number – The best negotiators have a limit. Determine your max price before the emotions of a bidding war take over.

Final Thoughts: Strategy Over Sticker Price

Winning in a competitive market isn’t about throwing money at a listing—it’s about playing the game smarter than everyone else. The buyers who get the best deals are those who prepare early, understand seller psychology, and work with an expert agent who knows how to position their offer as the obvious choice.

If you’re ready to buy in Central Ohio and want an agent who knows how to win without overpaying, let’s talk. I’ve helped over 3,000 families secure homes in competitive markets, and I can do the same for you.

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Contact me today to strategize your home-buying success.

Kyle Alfriend has been investing in real estate for over 35 years, assisting over 3,000 clients in buying, selling, or investing in real estate. For more tips on buying, selling, or investing, or for a personal consultation, contact Kyle Alfriend, (614) 395-1776, or info@AlfriendGroup.com.  Or go to our website, AlfriendGroup.com

About the Author: Kyle Alfriend is a top-producing realtor in central Ohio with over four decades of experience, representing home buyers, sellers, and investors. He’s been nationally recognized for his prospecting and negotiating strategies and has been featured on CNN, FOX News, Fortune, and Forbes. Kyle’s mission is to help families achieve their real estate dreams while making a lasting impact in the community through charitable initiatives and fundraising efforts.