You can market - but can you CLOSE??

Real Estate Agent with CB Valley Broker

Even if most of the performances on both sides of the sale process, before and after an accepted offer are very similar with a lot of agents, I see cases where the marketing is not all that bad, or the process to find a home is pretty good, but when an offer is accepted, the ball is - well - dropped.

Of course one can already make deadly mistakes when writing or countering an offer. For instance if the buyer asks for closing cost. I try to never touch these, more often than not the buyer needs them and would rather accept an above asking counter for the sales prices than negotiations about the amount of closing cost.


But once an offer is accepted, the real work begins. An agent needs to have timelines and deadlines under control, negotiate repairs, read CC&Rs and preliminary title report and make sure the client does not sign something that he does not need to.

Inexperienced buyers do not know if an easement for a road way that shows up in the preliminary title report is legitimate or not, that is our task to look into that.


The buyer wants to have chicken in the backyard and the agent starts to indulge with them in plans for a nice coop - but has not checked if the CC&Rs allow poultry?



And then there is the major trap of repairs after the inspection. The seller has already counted the money and pretty much knows what he will leave the closing table with - until a laundry list of repairs hits the fan....


There are different tactics to deal with long repair lists, my favorite approach is to simply get an estimate for the work. Putting a number on the issue often takes care of it as most repairs are comparably small. Is there a bigger problem, like the roof that looked so good from below is actually on its last leg or the siding is shut, there is a major crack in the foundation or water in the crawl space? Get an expert and let him evaluate the situation, followed by an estimate to fix the problem.

The seller will have to deal with the problem in any case, whether with your buyer or with the next, he will have to disclose and repair or lower the price accordingly, more often than not the loss in sale price will be higher than the actual repair.


All these aspects need to be discussed with your client, be it buyer or seller. A client needs to know exactly where she stands and what her position in the transaction is. Only with a sufficient and straight forward evaluation of the situation and the clear showing of all scenarios and alternatives can a client make an informed, sensible decision that leads to his goal.


Keeping a transaction together against all odds can be very hard work, often more than the actual marketing of the property or finding the right property for a buyer.


The expertise, experience and engagement, the leadership that brings a transaction to a successful closing is a huge part of the value a good broker brings to the table.


Everybody can put a sign in the ground and shoot a few pictures, but not everybody can do world class marketing and then successfully close the deal.



Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Debbie Reynolds 06/16/2012 09:01 AM
Home Selling
Oregon Benton County Corvallis
The Art Of Marketing You
Agents who want REFERRALS!
Moving to Oregon
Posts to Localism
Market Reports
closing a deal
negotiating a real estate deal
successful closing
closing a real estate transaction
the real work of a real estate broker

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Elite Home Sales Team
Elite Home Sales Team OC - Corona del Mar, CA
A Tenacious and Skilled Real Estate Team

A good agent will help keep the transaction alive and have a win win close.

Jun 13, 2012 09:11 AM #1
Frank Rubi
Frank Rubi Real Estate, LLC - Metairie, LA

Annette, time lines are so important. Recently, one of my listing the Buyers Agent totally misses her response time and the Seller decided not to sell the property. 

Jun 13, 2012 11:49 AM #2
Annette Sievert
CB Valley Broker - Corvallis, OR
Corvallis, Oregon

That's the goal!


I am feeling your pain, Frank, how often do I have to call the other side and remind them...

Jun 13, 2012 11:56 AM #3
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Annette, I like this and will be reblogging it soon.

Jun 14, 2012 10:55 AM #4
Sonja Patterson
Keller Williams - BV - College Station, TX
Texas Monthly 5-Star Realtor Recipient for the Hou

Annette, you bring up a lot of great points!  There are so many things that could go wrong throughout the process...but thankfully if both agents are working together, the end product is a happy closing!

Jun 16, 2012 09:08 AM #5
Norma Toering Broker for Palos Verdes and Beach Cities
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes Luxury Homes in L.A.

I agree closing a sale often requires art, skill and science.  Last week I wrote an appraisal rebuttal and am working with a lender to overcome loan challenges....In my opinion, both require more knowledge and experience than showing property or listing a property.

Jun 16, 2012 09:32 AM #6
Annette Sievert
CB Valley Broker - Corvallis, OR
Corvallis, Oregon

Thanks Debbie, appreciated!

Thanks for the comment, Sonja

My point exactly, Norma

Jun 16, 2012 10:05 AM #7
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Annette Sievert

Corvallis, Oregon
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