Real Estate Talk:
The buyer’s visit

The buyer’s strategy when visiting a property with their broker

By Joseph Marovitch

July 9, 2026

Last week, I was working with a first-time home buyer who asked me what to do and what to ask during a visit. This is a question I have not been asked recently, though sometimes I prep the buyer so they can acquire the information they need without giving away information the seller can use for strategy in negotiation. Purchasing or selling property is like poker; you do not want to give away your hand.

For instance, the seller does not need to know why the buyer is moving, especially if the buyer is under pressure due to a job relocation, divorce, starting a new job, leaving town soon, or any other information that would give the seller leverage to negotiate a higher price.

Purchasing or selling property is like poker; you do not want to give away your hand.

The buyer does not need to know why the seller is moving. If the buyer discloses that the reason is finances, health, marital issues, relocation, or other factors, this may indicate they are willing to sell for less. These things being stated, the strategy is as follows:

Start by listening first. Allow the listing broker to show the property, explain the wonderful attributes and sell.
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Ask a question, but stay off the topic of price and negotiation. The broker cannot speak for the seller. However, the selling broker can find out all sorts of issues that may provide an advantage in negotiations.
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Take notes on any issues observed, such as peeling paint, damaged windows, low water pressure, water infiltration, and cracks in walls and/or the foundation.
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Never get excited during the visit. Complement items found to be of interest. This provides good rapport for future negotiations. Ask about any apparent issues, such as water damage, humidity, and odours. However, if you had a royal flush in poker, you would not sit there sporting a big grin, signalling to other players to fold. The words “I simply love it” or “this is perfect” indicate to listing brokers and sellers that they can negotiate a higher price with fewer conditions.
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Be cool and calm when the visit ends and you are departing.

‘A good broker will give nothing away; however, sometimes they will, and all the information is valuable for determining the starting price of an offer.’

Then the brokers’ work begins. The buyer should compile a list of all their questions and concerns to provide to their broker. The broker then performs the following investigation:

Performs a comparative market analysis to determine the property’s actual value if it were in average to excellent condition. Later, after inspection, the broker will check the price again, taking into account the property’s condition, current market conditions, and anything else the broker discovers pre-offer.
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Checks for arrears that may have resulted in 30- or 60-day assessments, meaning the seller has a period to pay taxes or make up missed mortgage payments before the bank or government repossesses the property.
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Checks if service providers, such as plumbers, electricians, contractors or a handyman, have registered a right on the property due to unpaid invoices.
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Contact the listing brokers and ask questions such as:
– Is there anything about the house we may have missed that can be an issue?
– Where are your clients moving next?
– Have they purchased yet or made an offer elsewhere?
– Why are they moving from such a nice house?

A good broker will give nothing away; however, sometimes they will, and all the information is valuable for determining the starting price of an offer.

The information in these articles is a summary. Should you have questions or comments, or wish to discuss further, please refer to the comments section at the bottom of the page or contact me directly. To view past articles, click here.

STATE OF THE MARKET

The Montreal market is moving, and people are purchasing with low interest rates. Inventory is increasing. Some buyers remain hesitant to purchase, which puts us in a buyer’s market with increased inventory and pent-up demand.

‘Interest rates are low, inventory is increasing, and some buyers remain hesitant to purchase, which puts us in a buyer’s market with increased inventory and pent-up demand.’

It is still a good idea to keep an eye on global events that can make or break global economies by raising interest rates and inflation. The peace between Iran and the U.S. is tenuous. Ukraine is attacking inside Russia, and the U.S. is providing fighter jets to Türkiye’s president, known to be a dictator. These events are fueling further conflict. However, these issues provide both opportunities and risks in the real estate market. Whether these issues are opportunities or risks depends on the buyer’s financial situation.

Till next week, take care and have a wonderful weekend.

The information in this article is derived from the CMHC, the Financial Post, other verifiable news outlets, and interpreted by this writer to provide an informed opinion and facts.

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Feature image: Suzy Hazelwood – Pexels

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Joseph Marovitch has worked in the service industry for over 30 years. His first career was working with families from Westmount and the surrounding areas, hosting children ages 6 to 16 as the owner and director of Camp Maromac, a sports-and-arts sleep-away summer camp established in 1968. Using the same strengths he used when caring for families, such as reliability, integrity, honesty, and a deep commitment to protecting the interests of those he is responsible for, Joseph applies them to his current real estate broker career. Should you have questions, feel free to contact Joseph Marovitch at 514 825-8771 or at josephmarovitch@gmail.com