How to Win in a Competitive Market

A Case Study from Tailored Move, Long & Foster’s Moving Services Provider 

In the greater D.C. area, housing demand far exceeds supply, and that’s made it harder for would-be buyers to win the homes of their dreams. When a Texas couple turned to Long & Foster Real Estate Agent Dianna Campagna to help them move to the D.C. metro, she knew she’d had to get creative to find their new home. 


What does it take to win in a hot market? Sometimes, all you need is to make things simple for the sellers. That’s where Campagna’s out-of-the-box approach came into play. At one of Long & Foster’s Success Path training sessions last year, Campagna heard about a Realtor who won a property for her clients by offering a credit toward moving costs. So, when Campagna’s clients found a home they loved in a competitive market, she called Long & Foster’s moving company, Tailored Move, for help. 


Campagna and her clients wanted to make their offer more valuable without adding to the price, which could risk appraisal issues. Instead, they worked with Tailored Move to present the sellers a custom storage package. They knew the sellers needed to store their belongings while in between homes, so Campagna’s clients offered to pay for Tailored Move to store the sellers’ belongings. In addition to traditional moving services, Tailored Move offers packing, unpacking and storage, among other similar services.  


Through the pandemic, Tailored Move became experts at estimating moves based on virtual visits. Working with Campagna, who visited the property and had access to comprehensive listing photographs, Tailored Move estimated the cost of storing the sellers’ belongings. Campagna’s clients included these services as benefits to the sellers in their offer, and it worked. They beat out several other offers on their dream home and are enjoying life in Virginia now.  

“I needed something creative to set us apart. We competed with several offers and just addressing one small concern for the seller helped us win the house,” said Campagna. 

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