Choosing a Realtor & Making Offers

By the time a homebuyer reaches this stage of the journey, a great deal has already happened. Budgets have been set, finances reviewed, locations shortlisted, and priorities clarified. Now the process becomes more tactical—and far more consequential.

This is the phase where buyers:

• Decide who will represent them

• Evaluate amenities and real-world value

• Negotiate price and terms

• Convert interest into a legally binding offer

In India, this is also where deals are most often mishandled. Choosing the wrong advisor or making poorly structured offers can cost buyers not only money, but peace of mind.

This article explores how to choose the right real estate advisor and how to make smart, well-calculated offers for buying homes in Pune or any other city for that matter.

Amenities: Looking Beyond the Brochure

Amenities are often the first thing developers and sellers highlight—and the last thing buyers should evaluate.

In Indian cities, especially in new developments, amenities have become powerful marketing tools:

• Clubhouses

• Swimming pools

• Gyms and spas

• Co-working lounges

• Rooftop decks

While amenities do add lifestyle value, buyers must ask a more important question:

Do these amenities meaningfully improve my day-to-day life—or just inflate the price?   

Amenities vs Usability

Many Indian buyers pay a premium for facilities they rarely use. Before assigning value to amenities, consider:

• Will you realistically use them weekly?

• Are maintenance charges justified?

• Do these amenities attract better resale or rental demand?

A modest project with excellent location and maintenance often outperforms an amenity-heavy project with poor connectivity or low occupancy.

Hidden Cost of Amenities

Amenities are not free. In India, they directly impact:

• Maintenance charges

• Sinking funds

• Long-term society expenses

Smart buyers evaluate amenities not just as features, but as long-term obligations.

Why Choosing the Right Realtor Matters More Than the Right Property

In India, many buyers believe that property selection is the most important decision. In reality, choosing the right real estate advisor often matters more.

A good realtor:

• Filters unsuitable properties

• Protects you from emotional overreach

• Advises on pricing and negotiation

• Identifies red flags early

A poor one:

• Pushes inventory instead of advice

• Creates artificial urgency

• Prioritises commission over outcome

Realtor vs Broker vs Advisor: Understanding the Difference

The Indian real estate industry is fragmented. Titles are often used interchangeably, but the roles differ significantly.

A true buyer-focused advisor:

• Represents your interests, not the seller’s

• Explains risks as clearly as benefits

• Is comfortable advising you not to buy

When choosing a realtor, ask:

• Do they understand your financial boundaries?

• Are they transparent about market realities?

• Do they provide comparable data—not just opinions?

Trust is not built through enthusiasm alone, but through honesty.

The Cost of “Free Advice”

Many buyers assume that because they do not directly pay brokerage, advice is free. In reality, someone always pays—and that influences behaviour.

Advisors aligned only with developers or sellers may:

• Limit your choices

• Encourage faster decisions

• Avoid difficult conversations

A buyer must know who the advisor is accountable to.

Making an Offer: Where Emotion and Strategy Collide

Making an offer is the moment where interest becomes intent. In India, this step is often misunderstood.

An offer is not just a number—it is a package of terms that includes:

• Price

• Payment schedule

• Possession timelines

• Conditions and contingencies

Buyers who focus only on price often miss opportunities to negotiate more valuable terms.

Understanding Market Pricing Before You Offer

Before making an offer, buyers must understand:

• Actual transaction values (not quoted rates)

• Recent deals in the same building or area

• Demand levels and unsold inventory

Indian markets are often opaque, but a knowledgeable advisor can provide context. Without this understanding, buyers either:

• Overpay out of fear, or

• Underbid unrealistically and lose credibility

Negotiation Is Not About Winning—It’s About Closing Well

Negotiation in Indian real estate is often viewed as a battle. In reality, successful negotiation aims for alignment, not dominance.

Good negotiation:

• Respects market realities

• Keeps communication professional

• Preserves goodwill through the process

Aggressive tactics may feel satisfying initially, but often backfire during documentation, possession, or after-sales support.

Timing Your Offer Correctly

Timing matters—but not in the way many buyers think.

Better timing depends on:

• Seller motivation

• Inventory pressure

• Financial readiness on your side

Waiting endlessly for the “perfect moment” often results in missed opportunities. Prepared buyers with clear intent command more respect than hesitant ones with better timing theories.

Structuring Offers in the Indian Context

Indian transactions often include complexities beyond price:

• Staggered construction-linked payments

• Stamp duty sharing negotiations

• Parking allocation

• Fit-outs or furniture inclusion

A well-structured offer reflects not just what you want to pay—but how and when you want to pay it.

This is where professional guidance becomes invaluable.

When to Walk Away—and Why It’s a Strength

One of the most powerful advantages a buyer can have is the willingness to walk away.

Red flags that justify walking away include:

• Unclear title or approvals

• Changing terms mid-negotiation

• Excessive pressure to close quickly

• Poor responsiveness or transparency

Walking away from a bad deal is not failure—it is discipline.

Emotional Attachment: The Silent Negotiator

Once buyers imagine themselves living in a home, emotional attachment begins to influence decisions.

While emotion is natural, buyers must remain aware of:

• Confirmation bias

• Fear of missing out

• Pressure from family or advisors

A good realtor helps manage emotion, not exploit it.

The Realtor’s Role During Offer Acceptance

Once an offer is accepted, the realtor’s role becomes even more critical:

• Coordinating between buyer, seller, and lawyers

• Managing timelines

• Ensuring commitments are honoured

This phase determines whether the deal progresses smoothly—or becomes stressful.

Choosing a Realtor Is Choosing a Partner

In India, buying a home is rarely a solo decision. It involves:

• Family opinions

• Financial institutions

• Legal verification

• Emotional reassurance

Your realtor becomes the central coordinator of this complexity.

Choose someone who:

• Educates rather than persuades

• Advises rather than pressures

• Prioritises your long-term satisfaction

Final Thoughts: Buy With Representation, Not Influence

Choosing a home is a milestone. Choosing the right advisor and making a well-considered offer is what protects that milestone from regret.

At Encomax, we believe:

• Buyers deserve clarity, not confusion

• Advice should reduce risk, not amplify urgency

• A successful deal is one that still feels right years later

The right home, negotiated well and guided professionally, becomes more than a purchase—it becomes a foundation.

In Closing

Amenities attract attention.
Realtors guide decisions.
Offers define outcomes.

Handle all three thoughtfully—and your home-buying journey will be one of confidence, not compromise.