The majority of serious buyers and sellers are in conversations with more than one agent when they first reach out to you. This isn't a problem — it's the normal evaluation process. The agents who win these leads understand that the decision isn't made on first contact. It's made over the first several interactions.
Key Takeaways
- Research suggests that buyers and sellers contact an average of 3 agents before choosing one to work with.
- The decision to commit is made based on responsiveness, perceived expertise, and the quality of the first few interactions — not on price alone.
- Agents who assume they've lost because a lead is "talking to other agents" frequently give up too early.
- Differentiation in a multi-agent evaluation comes from systems and follow-through — not from claims about being the best.
- Being the first to follow up after a cold period often wins the relationship, even weeks after initial contact.
Why Do Buyers and Sellers Talk to Multiple Agents?
Because they're making a significant financial decision and want to compare their options. This is rational and healthy behavior. Treating it as disloyalty or as a reason to disengage is a mistake.
The agent who reacts to "I'm also talking to a few other agents" with defensiveness or withdrawal loses. The agent who responds with "That makes sense — I'd encourage you to find the right fit. Let me show you what working with me looks like" keeps the relationship alive.
What Differentiates You in a Multi-Agent Evaluation?
Not your marketing materials. Not your production stats (which the lead can't verify). What differentiates you is the experience of interacting with you — and that experience starts on the first call.
Speed of response is the first differentiator. If you answered their call while two other agents let it go to voicemail, you've already separated yourself. Follow-up quality is the second. A personalized email with specific market data outperforms a generic "checking in" text from the other agents they're evaluating.
Systems differentiate more than personality. An agent who delivers consistent, professional, value-added follow-up over multiple touchpoints wins most multi-agent evaluations — not because they're more charming, but because they demonstrate through action that they're reliable.
How Do You Stay in the Race Without Being Pushy?
Ask one question at the end of your second or third interaction: "Is there anything that's making you hesitant about moving forward with me?" That question surfaces the objection you need to address and signals confidence without pressure. Most agents never ask it.
Then address whatever they raise, specifically and without defensiveness. "You mentioned the other agent has more listings in this neighborhood. Here's what I can offer that's different..."
When Is a Multi-Agent Evaluation Actually Lost?
When the lead signs a buyer's agreement or listing agreement with another agent. Until then, the relationship is still in play. Agents who assume they've lost after one unreturned follow-up miss a significant portion of their potential business.
FAQs
Should I ask directly whether the lead is working with other agents? Yes — in your initial qualification. "Are you currently working with a buyer's agent, or are you still looking for representation?" It's not intrusive — it's professional qualification. The answer tells you where you stand.
How do I find out who else they're talking to without being awkward about it? You usually don't need to. Focus on being the best option in the evaluation rather than learning about the competition. If the lead volunteers that information, use it to differentiate — don't use it to disparage the other agents.
What's the most common reason agents lose multi-agent evaluations? Follow-up frequency and quality. The agent who follows up 5 times with genuine value beats the agent who follows up once and waits.
How does fast call response help in a multi-agent evaluation? If you answer on the first call and a competitor goes to voicemail, you've created a first impression advantage before the evaluation formally begins. That head start compounds across subsequent interactions.
Answer every call before your competitors do. Terminus ensures you're always first to respond — even when you're with another client. Get started for free.
Sources
- NAR 2024 Profile of Home Buyers and Sellers
- Terminus internal analysis