The real estate industry is unique in that many of the best opportunities for marketing and advancement present themselves when there is a problem.
Consider the following situation. There is a purchase transaction which is supposed to close within the next two weeks. The buyers have their financing in place. The sellers are packing up to move elsewhere. I get a report back from my title examiner that there is a defect in title which may prevent a timely closing. I study the title abstract and agree with the conclusion my examiner has reached. Both the buyer and seller are informed of the problem.
I know that all parties wish the transaction to close. I have a good relationship with my title insurance company. I schedule a next-day conference to explore solutions to the defect. There is a way out; it will take some time, but we can fix the defect. I ask the title insurance company if they are so confident that it can be fixed that they will issue a clean policy. They say "yes".
All parties have been informed, including the lender. The lender says that as long as the policy is "clean" (no conditions or reservations) they will permit the closing to take place. All parties breathe a sigh of relief. I have helped get the people to the closing table. I have made it possible to close the deal.
How much better a scenario is this for me than saying that there is nothing that can be done. In reality, how much better is this for me than if there had been no problem at all?
My point is that sometimes we are better off if things do not go super-smoothly. Sometimes, we are advantaged when the wheels come off the cart, and we figure out a way to put them back on again.
These opportunities do not only arise for lawyers or title professionals. Many times loan officers or Realtors face obstacles that may imperil the deal. If they can come up with a solution, they are heroes. But even without coming up with a solution, if the "E" word, effort, is expended, people are appreciative.
So the next time there is an obstacle to a deal, think twice before saying it cannot be done. Maybe it can be done, just not the traditional way everyone expected. Expand your creative powers and try to make things happen. You will be surprised how often there is a way, and when you find it, you are a difference maker. That is the person each of us wants to be in all of our endeavors, and bad situations can often present the best chance for us to show how unique we can be.
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