The Rewards of Selling Real Estate- Positive Reinforcement
Not long ago I wrote a Blog about Listen or Lose the Sale – Well someone did not and did which brought me a Great Success Story. Again a client was referred to me from a trusted lender who was frustrated with her current realtor (turns out realtors). One realtor was only showing her 
“junk” and was not listening to what she wanted to really see. Now this client was not a fan of house hunting to begin with so needless looking only added to her frustration. Another realtor bound her to a contract on a home she was short selling and yet never even explained what a short sale was. Once the lender explained she would not be closing anytime soon on this contract (albeit the house was a good house) she could not believe it.
This is when she came to me. I first explained what a short sale was and what the term “short sale” referred to. The home is being sold “short” of what is due on the Mortgage. She thought it referred to a short process. (if only this were true… lol..). She opted out of the contract as she had no money down and of course no idea what it meant. Her agent for the contract obliged and released her via an email.
Now we were house hunting. Having listened to what she wanted, and being a Full-Time Broker I was aware of what inventory was available that would work for her. I set her up on Listingbook which she found very helpful to pick out homes she thought she would like. It was the first time she was a part of the selection process. She was very surprised with the listings presentation folder I had prepared for her the Sat. morning we were going out. (This included the listings, picture gallery in color and a page for notes in a 3 punch folder – you can buy these for a dime each during back to school shopping with a label on the front with her name). 
With-in a week we were under contract, 3 weeks later closed! I ordered the inspection, communicated with the lender, got some repairs done, and scheduled the closing. She is thrilled with her home and the process and can now play golf instead of looking at homes. –NOW THAT IS HOW TO DO IT. LISTEN AND YOU SHALL SUCCEED.
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