温馨提示：本视频发布于 2024 年 3 月 29 日，距今已超过一年。文中的市场数据、价格、利率与政策均以发布时为准，当前情况可能已有变化，欢迎联系我们获取最新信息。
美国房产小讲堂 · 卖房策略
表面上看，把别人的出价告诉每个买家、让他们轮番加价，最符合卖家利益。但在实际操作中，这往往会把一手好牌打得稀烂。
核心要点
- 南加州的常见做法是多重报价时只再竞价一轮，请买家递出“最好条款、最高价格”（best and highest）。
- 把各家报价互相透露、轮番抬价，对先出价的买家不公平，也容易让买家冲动加价。
- 加州标准合同下，买家在一定条件下可以退出交易，加价过高的买家更容易反悔。
- 一旦出价最高的买家退出，其他买家往往不愿“接盘”，甚至反过来压价。
- 买家只需出一个自己心甘情愿、不会后悔的价格；经纪人的首要任务是让交易真正完成。
1一个真实的场景
团队在尔湾花果山一套未上市房源收到了 5 份全现金报价。在第二轮回价之前，5 位买方经纪人都打电话来问：大概什么价钱能买下来？
问题来了：卖方经纪人该不该把各家的报价分别透露给其他人，让他们互相竞价？
2南加州的常见做法：竞价一轮
南加州的行规通常是只竞价一轮：卖家告诉所有买家，房子只能卖给一个人，请大家递出最好的条款和最高的价格，然后从中选择，而不是两轮、三轮无止境地加价。
另外，买家可以在递交报价时附上要求不披露报价内容的文件，请卖方不要把价格、条款、买家姓名等信息透露给卖家以外的人。
3为什么不轮番“打明牌”
如果把每个人的出价都告诉其他人，就等于明着哄抬价格。这对第一个出价的买家很不公平，后面的人都踩着他的价格往上加。结果是每个买家都怕成为“炮灰”，都等到最后一分钟才出价。
更大的风险在于：加州标准买卖合同对买家的保护较多。卖家签约后通常不能随意退出，而买家在条件期内可以退出，甚至可能拿回定金。如果买家在竞价中“上头”，比市场价多加了三四十万美元，事后很可能宁愿放弃定金也不买了。具体权利以合同条款为准。
买家心甘情愿、不会反悔的最高价，才是这套房子真正的最高价。
4最高出价者退出之后
当出价最高的买家退出，再去找第二高的买家时，对方的自然反应是：别人都不要了，为什么找我接盘？这房子是不是有问题？到了第三个买家，甚至可能反过来压价。
追涨杀跌是普遍的消费心理。结果可能是卖得比正常竞价的最高价还低，一手好牌打得稀烂。
5代表买家时也一样
代表买家时，团队也不会推着买家去和别人比拼。建议是：分析周边成交价后，出一个你认为最合理的价格。买到了开心、不后悔，没买到也不遗憾。
如果硬推买家加价，即使成交，买家也可能觉得自己当了“冤大头”而反悔，结果买卖双方都有损失。
6怎么判断对方经纪人
市场上确实有不道德的做法，例如编造不存在的报价来逼买家加价，或者反复群发“已有报价、马上进入托管”的消息。
可以通过查看对方经纪人过往的成交记录了解其风格：有的习惯先挂高价再大幅降价成交，有的习惯合理定价、吸引多方竞价。这些信息能帮助买家更理性地判断。
常见问题
Q：卖方经纪人可以把别人的报价告诉我吗？
做法因人而异；买家可以在报价时附上要求保密的文件。南加州常见的是请所有买家递交一轮最好最高的报价。
Q：多重报价时，买家该出多少？
参考周边成交价，出一个自己认为合理、买到不后悔的价格，不必一味追高。
Q：加价太多会有什么风险？
买家事后可能反悔退出交易，卖家再找其他买家时往往处于不利位置。
关于作者
Fei Li 李斐，FEI LI ESTATES 创始人，加州持牌房地产经纪人（DRE #02075610）。团队立足南加州橙县（Orange County），服务尔湾（Irvine）、新港滩（Newport Beach）、达纳角（Dana Point）、圣胡安卡皮斯特拉诺（San Juan Capistrano）及周边地区，自 2016 年起持续制作中英双语房产视频。
电话：(949) 353-9999 · 微信：feiliestates
本文仅供一般信息参考，不构成法律、税务、贷款或投资建议。市场数据与政策以发布时为准，可能已有变化；具体情况请咨询持牌专业人士并自行核实。
When Multiple Buyers Compete for One Home, How Should the Listing Agent Handle Offers?
Please note: This video was published on March 29, 2024. It is more than a year old. Market data, prices, rates, and policies reflect that date and may have changed. Contact us for the latest information.
US Real Estate 101 · Selling Strategy
On the surface, telling each buyer what others offered and letting them outbid each other seems best for the seller. In practice, it often wastes a winning hand.
Key Takeaways
- In Southern California, multiple offers usually get a single additional round, asking for each buyer's best and highest offer.
- Revealing offers to each other and running repeated bidding rounds is unfair to early bidders and invites impulsive overbidding.
- Under California's standard contract, buyers can exit in certain circumstances, and overbidders are more likely to back out.
- If the top bidder walks away, the remaining buyers often refuse to step in, or even push the price down.
- Buyers should offer a price they will not regret; the agent's first job is to get the deal closed.
1A Real Scenario
An off-market home the team represented in Irvine's Orchard Hills received five all-cash offers. Before the second round, all five buyer's agents called asking what price would win.
The question: should the listing agent tell each buyer what the others offered and let them bid against each other?
2The Southern California Norm: One Round
Southern California practice is usually a single round: the seller tells all buyers that only one can win and asks for their best terms and highest price, then chooses — rather than running two or three endless rounds.
Buyers can also attach a document asking that their price, terms, and identity not be disclosed to anyone other than the seller.
3Why Not Play With Open Cards
Sharing every offer with everyone openly drives prices up. It is unfair to the first bidder, whose price others simply top. Every buyer then fears becoming the sacrificial lamb and waits until the last minute.
The bigger risk: California's standard purchase contract offers buyers substantial protection. Once a seller signs, they generally cannot back out freely, while buyers can exit during contingency periods and may even recover their deposit. A buyer who gets carried away and pays $300,000–$400,000 over market may later prefer to forfeit the deposit rather than close. Specific rights depend on the contract terms.
The highest price a buyer offers willingly, without regret, is the home's true top price.
4When the Top Bidder Walks Away
When the top bidder backs out and you go to the second-highest, their natural reaction is: everyone else passed, so why should I take it? Is something wrong with the house? By the third buyer, they may even push the price down.
Chasing rallies and dumping on dips is common buyer psychology. The seller may end up below what a normal single round would have achieved — a winning hand thrown away.
5The Same Applies When Representing Buyers
When representing buyers, the team does not push them into bidding wars either. The advice: study nearby sales and offer what you believe is a fair price. If you win, you are happy and have no regrets; if not, no disappointment.
Pushing a buyer to overbid can backfire: even if the deal goes through, the buyer may feel overcharged and back out, and both sides lose.
6Reading the Other Agent
Unethical practices do exist, such as inventing offers to pressure buyers or repeatedly announcing "multiple offers, going into escrow soon."
Reviewing the other agent's past sales helps: some habitually list high and sell far lower, while others price fairly and attract competing bids. That context helps buyers judge more rationally.
FAQ
Q：Can the listing agent tell me what others offered?
Practices vary; buyers can attach a confidentiality request to their offer. In Southern California, agents commonly ask all buyers for one round of best and highest offers.
Q：How much should I offer in a multiple-offer situation?
Base it on nearby sales and offer a price you consider fair and will not regret, rather than chasing the top.
Q：What is the risk of overbidding?
The buyer may back out later, leaving the seller in a weaker position with the remaining buyers.
About the Author
Fei Li is the founder of FEI LI ESTATES and a California licensed real estate agent (DRE #02075610). Based in Orange County, Southern California, the team serves Irvine, Newport Beach, Dana Point, San Juan Capistrano, and surrounding areas. Fei has produced bilingual English/Chinese real estate videos since 2016.
Phone: (949) 353-9999 · WeChat: feiliestates
This article is for general information only and is not legal, tax, lending, or investment advice. Market data and policies reflect the time of publication and may have changed; please consult licensed professionals and verify independently.