One of the questions we get asked often by both buyers and sellers is “Why did that house get 9 offers while another similar home down the street didn’t get any?”
The truth is, it usually comes down to a combination of three things: pricing, presentation, and timing.
While people often assume multiple offers happen simply because “the market is hot,” that’s rarely the whole story. Even in competitive markets, some homes generate a lot of interest while others struggle to get showings.
I’ve found that the homes that attract the most attention usually get these three things right.
1. Strategic Pricing
Pricing is often the biggest factor.
Sometimes sellers intentionally list their home below its expected market value and set an offer date. The goal isn’t to sell at the list price, it’s to generate as much interest as possible.
When a property is priced attractively, it appears in more buyers’ searches, including people shopping in slightly lower price ranges. More eyes on the property often lead to more showings, and more showings can create competition.
For example, a home that is expected to sell for around $1,200,000 might be listed at $999,000 with an offer date. Buyers understand the strategy, but it still brings a larger pool of interested purchasers together at the same time.
Of course, this strategy doesn’t work for every property or every market, but when it’s used appropriately, it can be very effective.
Learn more about the art of pricing by reading: How to Price Your Home to Sell
2. An “A-Plus” Home
Not every home is created equal. Some properties simply stand out because they’ve been exceptionally well maintained, thoughtfully renovated, professionally staged, or offer a layout and location that buyers love.
These are what I often call “A-plus homes.”
They’re the homes buyers walk into and immediately picture themselves living in. They feel move-in ready, photograph beautifully online, and often require very little work after closing.
Even if they’re priced similarly to competing properties, buyers are often willing to pay more for the convenience and peace of mind they offer. When a great home is paired with smart pricing, multiple offers become much more likely.
Keep reading these posts next for more ways to help your home stand out to buyers:
- What Not to Fix When Selling a House
- Should You Renovate Your Home Before Selling?
- Should Sellers Get a Pre-List Home Inspection?
3. Timing Matters
Even the best house can have very different results depending on when it hits the market.
A beautifully presented home listed during a week with very little competing inventory may attract significant attention. List that exact same home during a busy period when dozens of similar properties are available, and buyers suddenly have far more choices.
Supply and demand always influence buyer behaviour, which is why timing is an important part of every selling strategy.
For more on this, read: When Is the Worst Time to Sell a House?
What Happens When There Are Multiple Offers?
When more than one buyer submits an offer, the seller reviews each one and decides which is the strongest.
Many people assume the highest price automatically wins, but that’s not always the case.
Sellers also consider factors such as:
- Closing date
- Deposit amount
- Conditions
- Flexibility and overall certainty that the transaction will close smoothly
Sometimes the seller accepts one offer right away. Other times, they ask some or all buyers to improve their offers and terms before making a final decision.
Can Realtors Tell Buyers What the Other Offers Are?
This is another question I hear all the time.
In Ontario, listing agents must disclose how many competing offers have been registered and certain basic information, such as each offer’s irrevocable period.
However, the actual terms of those offers, including price, deposit, conditions, and closing date are generally confidential unless the seller specifically instructs the listing brokerage to disclose them. So while buyers know they’re competing, they usually don’t know exactly what they’re competing against.
Speaking of disclosures, keep reading to learn what sellers need to disclose to buyers during a home sale.
Can a Realtor Lie About Multiple Offers?
No. If a listing agent says there are competing offers, those offers must be properly registered.
In Ontario, registered offers are documented using Form 801, which records details such as who submitted the offer and when it was received. While the form doesn’t reveal the offer price or terms, it provides a record confirming that the offer exists.
If there’s ever a concern about whether competing offers are legitimate, brokerages can verify those registration records. It’s one of the safeguards in place to help ensure transparency for everyone involved.
Read more about working with the right agent with these posts next:
- Are Discount Real Estate Agents Worth It?
- Can You Fire Your Realtor if it’s Not Working Out?
- Why Hiring Your Friend to Sell Your Home Might Be a Bad Idea
What If Your Home Isn’t Getting Offers?
This can be just as frustrating, but it doesn’t necessarily mean something is wrong with your home. It’s usually worth revisiting the same three factors.
Pricing: The market ultimately determines value. If showings are slow and offers aren’t coming in, pricing may need to be adjusted.
Presentation: Would the home benefit from staging, decluttering, fresh photography, or a few cosmetic improvements? Sometimes relatively small changes can dramatically improve buyers’ first impressions.
Marketing: Is the property reaching the right buyers? Are its best features being highlighted online before someone decides whether to book a showing?Sometimes a refreshed marketing strategy can create entirely new momentum.
Multiple offers rarely happen by accident.
The homes that generate the most competition are usually supported by thoughtful pricing, strong presentation, strategic marketing, and favourable market conditions.
If your goal is to create competition among buyers, the planning starts long before your home goes on the market. And if your property isn’t generating the interest you expected, there are almost always adjustments that can be made to improve the outcome.
Every home has its own story, and understanding what motivates buyers is one of the biggest factors in creating a successful selling strategy!
Here at TRG, we help sellers prepare, price, market, and sell their homes with consistent results. If you’re thinking about selling your home, give us a call! You can also fill out the form on this page or send us an email today.
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