A past client of mine called me last week and asked me if I would help her friend find a new home.  Of course I would!  I love working by referral.  I called her friend and we set up an appointment to meet at my office and go over the particulars.  She is a very nice senior lady, wanting to move closer to her children.  The next day we went out looking at some homes.  As we drove along she asked me all kinds of questions about the current market and if I had any experience with short sales.  I smiled and told her that I had a lot of experience with short sales.  Nearly all of my listings were short sales and 3 times a week I am up at 5:00 am so that I can be on the phone by 6:00AM to talk with Mortgage Lien holders.  I told her that 3 of the 6 six homes we were looking at today were short sales.  She didn't say much but seemed to be contemplating. 

As we drove up to the first house she asked me if this was a short sale home.  I told her, yes it was.  We looked and then left.  We proceeded onto the next house and the next and the next.  Each time she would ask me the same question as we parked.  Each house we went through I could tell there was no "spark", no interest, and I took my mental notes on her comments on what she liked and didn't like about each house. 

Our fifth home visit, as we approached the drive she didn't ask me her usual pre-entry questions.  She read the listing sheet and looked at the outside of the home, but no questions.  We toured the house and I could see a difference in her step.  After touring the house she stood in the living room and mentally placed her furniture.  She walked into the kitchen and opened the cupboards and drawers.  Then she looked at me and said that she really liked this house.  She questioned the price and why I thought it might be so well priced.  Could this be a short sale?   Is this why it is priced so well?  I really didn't know if it was a short sale property or not and so I looked at the listing and yes, it was.  She boosted her purse up onto her shoulder and said, "Well, that's too bad.  I really liked this one."  She started for the door. 

Ok now, I was still standing frozen in the kitchen with I am sure, my mouth ajar, eyebrows raised and head slightly tilted, trying to understand that last comment.  Wait a minute! But out the door she went.  I followed, fumbling with the keys and the door lock and finally met up with her in the car.  She was sitting in the passenger seat staring out the window in thought and NOT looking at the house.  Still confused, I asked, "Is there something you DON'T like about the house?"  She looked at me and said that she loved the house.  She said, "It is so well cared for and so homey.  I could see myself living here."  So, I carefully and quizzically ask, "Would you like to write an offer on this house?"  Very matter of fact she replied, "NO".  I looked straight ahead and then half smiled and asked her again.  "So, if I'm hearing you correctly, you love the home, and could definitely see yourself living here being that it is a lovely home and well cared for, nicely priced and so close to where your children live but you don't want to write an offer on it....because?" She very stately replied, "Because they are losing their lovely home and I just couldn't be the one to buy it.  I can tell that they love this home and I'm sure that they don't want to move." 

Wow, Bingo!  Is this an emotional deal or what?  Not only for the seller but my buyer too!!  I sat for a second and then invited her to come back into the house with me.  After a minute or two of convincing her that she really needed to accompany me back into the house, she did.  Not a word was said as I once again fumbled with the key card and keys to open the door, we walked in.  I knew exactly what she needed to do.  We walked into the kitchen and I asked her to sit down at the table with me for a minute.  She did.  I agreed that the home was very well maintained and showed a lot of care and love had gone into the home. 

 I explained to her that the majority of my business today is working with people just like these sellers. Most were people that for one reason or another had come to the point that they just couldn't stay in the home any longer.  It could be one of a thousand reasons.  A lost job, a death in the family, an illness , the list goes on and on.  I explained to her that many times my first contact with these sellers is sitting at the kitchen table with them telling me the trials they have gone through to get to the point of selling their home.  I also told her that the number one question the sellers have for me is if I think their home will sell.  "Do you think anyone will buy our house?"  Time and time again the sellers will express that they really do hope and pray that someone will buy their house and how much of a relief it will be for them.  They then are allowed to move on with their lives.  I think these sellers would be happy to know that you think their home is perfect for you. 

We left the home, drove to my office and wrote an offer. 

I learned something today.