Top 5 Tips to Win in a Low Inventory Real Estate Market

In today’s fast-paced real estate climate, low inventory continues to be one of the biggest challenges facing both homebuyers and their agents. In Northeast Ohio — including Cleveland, Akron, Columbus, and surrounding areas — we are still seeing historically low inventory levels. This makes competition fierce and strategy more important than ever.

That is why Mike Ferrante of the 21 Mike Team at Century 21 HomeStar, along with Tony Geraci, Broker/Owner of Century 21 HomeStar, recently hosted a powerful training outlining the Top 5 Tips for Winning in a Low Inventory Market. Whether you are a buyer looking for your next home or a Realtor striving to close more deals, these tips are a must-know.

1. Leverage Your Buyers to Find Off-Market Properties

This is a game-changing strategy. In a tight market, waiting for homes to hit the MLS is a losing proposition. Proactive agents are leveraging buyer demand to create inventory.

Use tools like the “Magic Buyer Letter” or targeted social media campaigns to notify neighborhoods of active buyers. Knock on doors, mail letters, or reach out directly to homeowners. Even buyers not ready to move for several years can become leverage for future inventory.

Buyers love this approach. It shows you are working hard for them — not just waiting for a listing to appear online. It also gives agents an edge by generating new listings and standing out in interviews when clients are choosing who to work with.

2. Write a Winning Offer

It is not always about price — it IS about presenting the best overall package.

Tony Geraci recommends three key elements for writing a winning offer:

Lead with your best price. Skip the escalation clause confusion and submit your highest and best offer.
Keep it clean and simple. Too many terms or contingencies can overwhelm the seller.
Be flexible. Let the seller choose the timeline or closing date. Convenience can often outweigh a few extra dollars.

Flexibility is powerful — especially when competing with multiple offers. Also, make sure to communicate the offer clearly and follow up with the listing agent through their preferred method.

3. Leverage Cash — Even If You Are Financing

Not everyone has hundreds of thousands of dollars in the bank, but there are still smart ways to leverage cash:

Show proof of funds for earnest money or a large down payment.
Explore the option of borrowing short-term from family to write a cash offer.
If financing, still attach proof of funds — it strengthens your position.

Also, be transparent about your buyer’s financial strength. Sellers want to know they are dealing with serious, qualified buyers. Even a strong down payment (20%, 30%, or more) can make a big difference in competitive situations.

4. Use the Right Lender

Not all lenders are created equal. Your lender should be:

Local and accessible
Known for closing on time
Willing to call the listing agent directly to express confidence in the buyer

As Tony puts it, “If everything else is equal, the buyer with the more responsive, credible lender will often win.” A great lender is a team member, not just a box on a form. Their involvement can help your offer stand out and build trust with the seller’s side.

5. Negotiate Like a Pro

In a low inventory market, buyers have less leverage — but that does not mean there is no room to negotiate. Here are top negotiation strategies:

Act fast. The longer you wait, the more chance a new buyer jumps into the mix.
Understand what matters most to the seller. Is it price, closing timeline, or something else?
Use urgency to your advantage. Set respectful but firm deadlines for responses.
Be prepared to give something up. Know what terms are flexible for your client and use them to build goodwill.

Mike shared the importance of having transaction coordinators or systems in place to respond quickly and keep the negotiation process moving forward. Being responsive could mean the difference between winning and losing the deal.

Final Thoughts from Mike and Tony

Mike Ferrante and Tony Geraci have trained hundreds of successful agents at Century 21 HomeStar, and their insights are grounded in real-world success.

For Realtors looking to take their career to the next level, check out the full Tuesday trainings on the Free Beer & Real Estate Podcast, available on YouTube and Facebook. You can also connect with Tony directly at Talk2Tony.net.

In today’s market, strategy, speed, and service matter more than ever. Implementing these five tips can help both agents and buyers succeed in a challenging market — and stand out from the crowd.

For more great Real Estate content:

You can listen to our Podcast FREE BEER AND REAL ESTATE or YouTube for Mike’s weekly classes!!!

https://freebeerandrealestate.buzzsprout.com/