And what it actually takes to win right now
If you’ve made multiple offers in towns like Montclair, Glen Ridge, Bloomfield, and South Orange and keep coming up short, it’s not bad luck.
It’s a gap between how you’re bidding—and how winning offers are actually structured.
Let me help you close the gap based on my experience.
What Winning Offers Actually Look Like
Right now in Essex County, the buyers who are winning are doing three things consistently:
- Inspections: Most of the my winning offers are limiting inspections contingencies to structural and environmental only
- Appraisal: Covering the gap (fully or with a defined number)
- Down Payment: Typically 20% or more
Those have become table stakes in markets like this.
If your offer has:
- Broad inspection language
- No appraisal protection
- Minimal down
…it suddenly becomes less competitive, even if your price is strong. That means if everyone is within 5-10K at the top of the bidding, you end up on the bench.
Price Matters—But Structure Wins Deals
This is where most buyers misread the situation.
You think you lost because someone bid higher. Sometimes this is true. But often it’s not.
Sellers are choosing offers that feel:
- Clean
- Certain
- Low risk
A slightly lower offer with tight terms will beat a higher offer with questions attached.
You Need an BUYER’S Agent—And You Need to Listen to Them
A lot of buyers treat their agent like an order taker. Don’t make that mistake. If you don’t have confidence that your agent knows the market you’re bidding in, it’s best to replace them. Always work with a local agent if you have the option. And don’t make the dreaded mistake of calling the listing agent, this is just a reminder that THEY REPRESENT THE SELLER, not you!
Before you submit an offer, you should be asking one direct question to your agent:
“What do you think wins this house?”
Then listen closely to the answer and ask follow up questions from there.
A good agent is looking at:
- Recent comps
- How those homes traded (not just list vs. sale price)
- Current buyer behavior in that specific price band and town
- And don’t forget they spend all their time looking at homes. All you saw was this one and maybe one or two others. Or at best you’ve been at it for a small period of time compared to how long they have
If they’re telling you:
- “This is going to take X over ask”
- “You’ll need to tighten inspections”
- “Expect appraisal risk here”
…that’s not opinion. That’s simple pattern recognition.
Ignoring that and “going with your gut” is how buyers stay stuck in the cycle.
The Comp Problem
Another common issue: buyers look at comps—but don’t interpret them correctly.
They see:
- A home listed at $850K that sold for $975K
And think: “Okay, we’ll go to $925K and see what happens.”
That’s not how this works.
The comp isn’t telling you where to start—it’s telling you where the market actually clears. Your agent’s job is to translate that for you.
Your job is to decide if you’re willing to meet it.
Make sure you’re not bidding on the Most Competitive Homes
If the house is:
- Fully renovated
- In a prime location
- Priced to attract attention
…it’s going to be a multiple-offer situation every time.
You can win those—but only if you’re willing to play at that level.
If not, the smarter move is to shift:
- Slightly less “perfect” homes
- Fewer bidders
- More control over terms
The Bottom Line
If you’ve lost a couple homes or more, that’s normal.
If you keep losing, it’s not random.
Winning in this market comes down to:
- Strong price
- Clean terms
- Trusting the strategy and your agent
Most buyers have one or two of those.
The ones getting keys have all three.
If you’re making solid offers and not getting accepted, it’s worth stepping back and recalibrating. In this market, small adjustments in structure—not just price—are usually what make the difference. Reach out to me to set up a time to talk if you’re getting frustrated. I’m here to listen and help.
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