How buyer agents get results at luxury real estate auctions

Real estate auctions offer benefits for both buyers and sellers. Chad Roffers offers tips on how buyer’s agents can help their clients navigate the process.

July is Luxury Month at Inman. Tune in as we survey the evolving luxury market, explore emerging trends, and talk to top producers and influencers in the ultra-luxury space about how they got where they are today and the insights they’ve gained along the way. The month culminates with the announcement of the expanded Golden I Awards live onstage at Luxury Connect (July 29-30) in Las Vegas.

Real estate auctions are similar to multiple offer situations but with several key advantages. First, auctions provide a level playing field for all buyers, as everyone has access to the same information and follows the same rules. This transparency ensures that the process is fair and unbiased.

Additionally, auctions are beneficial for sellers, as they can achieve the highest possible price for their property in a shorter time frame compared to traditional sales methods.

As we continue exploring innovative real estate approaches, luxury auctions have emerged as a powerful tool for revitalizing listings and achieving market value efficiently. While much has been discussed about the benefits and immediacy of auctions for sellers, it’s equally important to highlight agents’ critical role when representing buyers in these high-stakes environments.

Why auctions appeal to luxury buyers

Auctions give your buyers a unique opportunity to start bidding where they are comfortable. The competitive nature of the auction drives the outcome towards market value. The transparency of the process provides a great deal of comfort for buyers by bringing total transparency to what other buyers are willing to pay, eliminating the fear of overpaying.

The agent’s role in buyer representation

  1. Educating the buyer: Agents should educate their clients on the mechanics and considerations of the auction process. This includes pricing format, important dates and terms of the sale. In traditional auction sales, all bids are final, meaning any due diligence needs to be performed before the day of the auction. The property will sell as-is, where-is.
  2. Pre-auction preparation: Preparation is key to success in luxury auctions. Much like a traditional sale, an agent’s role in an auction should include assisting buyers in conducting comprehensive due diligence on the property, including inspections, legal checks and valuation assessments. Ensuring the buyer is financially capable of performing is key – most sales are 30 days to close, without any contingency.
  3. Developing a bidding strategy: Crafting a strategic bidding plan is essential. Agents should work with buyers to set a maximum bid amount, consider bidding increments and anticipate competitive behavior. This strategy should balance the desire to secure the property within the buyer’s budget.
  4. Navigating the auction: During the auction, the agent acts as the buyer’s representative, ensuring that the buyer remains calm and focused. This involves real-time adjustments to the strategy based on the actions of other bidders. Have a plan A, a plan B and a plan C, and understand what you’d like to spend, and also where you are prepared to go if you have to based on the flow of the bidding.
  5. Post-auction guidance: Once the auction concludes, the agent’s role shifts to managing the post-auction process, which includes contract signing, handling deposits and coordinating any necessary steps to finalize the purchase.

Luxury real estate auctions represent a dynamic and effective method for acquiring high-end properties. By providing clients with expert guidance, agents can help buyers secure their dream properties with confidence.

In the ever-evolving world of real estate, auctions offer a unique opportunity to demonstrate value to clients, expand an agent’s skill set and enhance their reputation as a trusted advisor and leader in the luxury real estate market. As auctions continue to gain popularity, agents who can effectively navigate this process will be well-positioned to succeed in the competitive luxury market.

Chad Roffers is the chairman of international luxury real estate company Concierge Auctions. Follow him on Twitter.

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