This story will surely give inspiration to any person in our Real Estate Industry who values the reward of having a LOYAL client. The IS the TRUE meaning of LOYAL! In industry as well as in my personal life I hold integrity, honesty and respect as my highest and most important priorties for interacting with other people and the way I conduct my business. And I give my Aloha spirit.
The Loyal Client
Two and half years ago an older gentleman walked into our office and inquired about townhouses for sale because he was given a 45 day notice in the rental he was in. He was a seemingly sad man whose wife had passed away five years prior and he was not the friendliest guy in the beginning but soon warmed up.
After speaking with him for awhile I brought him into the conference room and had him speak with a Loan Officer to see what he would qualify for. After his wife passed away he put his home on the market as he could no longer afford the payments. His home stayed on the market for quite awhile and in the end he owed money. Back then he was not qualified for much and had no money down.
We put in two offers in 2005 and both were rejected as this was the peak of our market. Over bidding and people had plenty of cash to put down. And .....he got discouraged and moved to another rental.
Over the last two years he faithfully checked the auto listings going into his email and about a year ago he popped in to the office to ask me to refer him to an agent on the Big Island to sell his 3 acres of vacant land because he wanted me to get a referral fee. (WOW!) It sold and he still wanted to wait (for the prices to come down).
This past Monday I'm sitting at the front desk and he walks up and stares in the window, sees me and then comes in. We talk for a little while and set up an appointment to go look at property....again. Before he leaves I put him on the phone with the loan officer. NOW...his credit score is over 800, he has money to put down and the loan officer is loving him now! I make appointments for this morning...for two units where he has been adamant on living...... and it is in the complex I live in!
And this is what happened this morning:
- 9:25am: He parks in guest parking and I run outside with my listings and copies of the customer pages for him
- We walk to the first unit. He loves it...loves the layout, floor plan and even takes out his CB radio to make sure he has reception. Whew! Good to go
- Where's the parking space? Is it covered? Right in front, yes it is covered!
- Second unit. Likes that too but the bedroom looks smaller. No it's the same. He takes out his tape measure! Okay, its the same.
- Pros/Cons: The first one had a mountain view and the parking space could be seen from the lanai. The first one had more of a breeze. Location better for the first one. Likes the parking spot.
- He says....Let's put in an offer on the first one! 10% down (listed at $240,000). I am now doing a mental hop, skip and a jump.
- Very calmly I tell him that I can just write up the contract at my home offce so we don't have to go all way the to the company office. He asks me, "Do you always have client's go to your home office?". I tell him, "Nope. Only ones I know well and trust". A little grin appears at the corners of his mouth.
- While walking to my house I call the loan officer and ask him to fax me the preapproval (already did preliminary application process and credit check) to submit with the offer.
- Type up the contract and we go through it and he signs all. (This is also our new Purchase Contract so even though he's a pro at signing contracts I have to go over everything including the new sections)
- He gives me his earnest money deposit check
- I make a copy of the contract, addendum, copy of his check for him and we say our goodbyes....and he turns around and holds out his hand to shake mine and with a big grin says, "I think this time we may be doing business together!"
- 11:35am- I run back inside...type a cooperating broker's agreement, cover letter and scan all the docs. I then called the other agent and told her the email is on it's way! (yes, emails and faxes are the way to go. Besides, I've done two deals with this agent. One of them was my own townhouse here! Sure pays to have a good relationship with other agents!)
Mr. "W". My faithful and loyal client. He has stuck by me for two and a half years and I have done the same. Even when he stopped into the office and I was not there, agents would call and say, "Hey, this old man was peeking in the window"....and when they asked if they could help him he said, "NO...I was just seeing if Sally" was in. Another thing. I surely have something that made him stick around. I think it's because I make him laugh, I have compassion, patience, tolerance and acceptance. Mostly, I have awareness to see when someone really needs someone to understand and help.
These are the kinds of stories I will tell a new agent. Stories about determination, perserverance and commitment.
Now...let's see if this offer is accepted. Will keep you updated!
P.S, Forgot to add.......commend my hubbie for taking the dog for a walk, then a ride in the car while I was taking care of the contract! Thank you Gary!!!!!
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It sounds like this man knows a good person when he meets one... and a good townhouse when he sees one! I'm so happy for him that he is poised to hopefully get the home he has been patiently waiting for for the last three years. Tell him that an anonymous agent in New York says congrats and enjoy his new home- I just know the offer will be accepted.