In music and in real estate, getting the timing right makes the difference between hitting the sweet spot or falling flat.
Many salespeople try to instill a sense of immediacy on their clients, so how does a buyer or seller get it right?
My market is a bit of an anomaly. In the past two weeks I was able to get an offer accepted over 5 others for a home, got another client's offer rejected even though they were $60K over asking, and am working with clients that have been eyeing a property for several weeks.
In the first two cases, there were multiple offers and the homes went in the first week on the market. These were hot properties and it didn't take much arm twisting for my clients to see it also. The third has not exactly flown off the market in the past 90 days, and my client's slow and steady approach is reasonable. That house isn't going anywhere.
It's difficult for clients to initially trust their agent, yet that trust is critic so that that when an agent instills briskness for a given property, it's not a sales pitch or a fight, but an experienced assessment for their client's benefit.
It's very important to find that agent that can help match their client's sense of speed with the appropriate tempo for a given property. People are different and properties are different. No one formula is right all the time, and having the flexibility to work differently based on a particular home is key.
Several weeks ago I was working with a buyer who is extremely methodical, detail oriented, and thorough; all good things. He was extremely interested in two very desirable properties, both of which went under contract while he was still 'investigating' them (Even though all the signs it was happening were relayed to him).
There is nothing wrong with his qualities, he's simply not getting a hot property just on the market. After making the second phone call that the property he really liked was no longer available, I suggested we focus on different types of properties. If it takes him a month to make a decision, that's fine, but not for a property that sells in two weeks. He didn't like hearing this, but he grudgingly recognized that he was not about to proceed any faster, even though others did.
Frankly, I don't know if he'll find what he's looking for, and I haven't given up on him. He does represent the sour note when one doesn't get the timing right in real estate.
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