A Dialogue For Every Client

Real Estate Agent with Liberty Homes RS-#62825

The majority of my buyers start with emailing me from either ActiveRain (yes, I still get calls from my blogs from 2007 to present!) or my website (which by the way, is just like my blog here).  My writing is what has brought me leads. Who would have known?

If they are relocating to Hawaii and we are ‘working long distance’ via calls and emails I have already a set dialogue that is going on before they even hit Oahu, Hawaii land.  We are comparing notes and within a few month’s time, I KNOW what they are looking for. Granted, those homes they see a few months ago may not be available by time they arrive, but I KNOW their wants and needs before they even arrive.

This dialogue is a long term so it’s no surprise that I have the time to create one!

Since inventory is VERY low, multiple offers on each property coming in, I have prepped them previously about this market and what they have to look forward to.  With VA Loan Transactions, the majority of the time the only money they may have is closing costs and no money down. 

It’s a challenge (don’t we all love challenges?) for me, and I start with setting appointments according to their criteria. They can go a little low on the sq/ft but definitely don’t go higher on the price (thinking they can negotiate) because that is not happening. Being a killer negotiator in THIS market will not land them an accepted contract.

On a prior transaction, we put in two offers for the same complex (we were rejected on the first one because they had ALL cash. (yes, the agent revealed why we weren’t picked) Understandable. No appraisal and they can close in a couple of weeks. What seller wouldn’t pick that? Don't give up...good things happen to good people and we'll find something.

The next listing came up a few days later and we were first to put in an offer. Wow, three more offers came in the next day…and again our offer was rejected. The same thing happened in Ewa with our third offer.

A few days later we were on our last trip for showings before they needed to decide on base housing or a rental. Their time frame from contract to closing in 60 days was at its limit and they didn’t have money to splurge on a hotel room coming out of pocket. I scheduled showings in a few areas and ending with the last property showing in Maili on the West Coast of Oahu.

Now, everyone knows that if they are stationed at Wheeler AAF, Schofield Barracks, Pearl Harbor Navy Base, Hickam AFB, Kaneohe Marine Corp AS or their job is in HONOLULU….Maili is a LONG drive away.

My client’s didn’t really want to look at homes in this area because of the long drive. After looking at homes in Makakilo and Kapolei I asked, “Let’s just take a look at this last NEW townhouse in Maili”. You will never know unless you try. That sealed the last trip and home of the day showing.

I didn’t have to say a word.  Sometimes, it's better to not talk. They walked into this BRAND NEW TOWNHOUSE and his wife’s eyes were welling up with JOY. It was ABSOLUTELY exactly what they wanted. It was a BRAND SPANKING NEW 2 story, 3 bedroom, 2.5 baths, stainless steel appliances, granite counters, cherry wood cabinets with ‘soft close’ drawers/closets throughout, split a/c, a fenced lanai for bbq’ing, pool was almost complete along with the jaccuzzi…… and…. DOWN THE STREET FROM THE BEACH!

She looked at him and said…honey, it’s totally up to you. YOU are the one that will be making a long drive and I am going to the University in off hours of traffic. He looked at her…smiled…and turned to me. He said, “Well, I tried to find just one thing wrong with this house and I couldn’t find a darn thing wrong. I WILL MAKE THE SACRIFICE on driving for getting our FIRST home with everything we wanted.”

We closed last month and the developer's agent and I called this transaction the cherry on the cake. Everything I showed them that day were 'okay'.They were already preparing to make an offer on a townhouse in Ewa  ….until we saw that last townhouse in an area they previously did not want to look at. It WAS the cherry on top!

Dialogue?  There will have to be a slightly different dialogue for each client. They all have different ideas of what they want. Some couples battle each other and in the end compromise with the wife choosing the home…as long as the garage has enough room for a small ‘man cave’. For me, it's connecting with them on a personal level.........

Military?  I am a former military family member. My dad retired from the Navy, my children’s father retired from the Air Force, my son was in the Navy and my son in law will be retiring from the Marine Corp in 5 years and more than 75% of my past clientele for the last 10 years have been military and vets. A couple of the loan officers I have worked with are retired from the military and very seasoned in VA loans as I am with VA loan transactions.

Local Area?  I moved to Oahu with my family in 1967 at the age of 10. I KNOW my island of Oahu and mostly do business in Central, Leeward and some Honolulu areas. I am the local expert in these areas because I grew up and lived in these areas for about 40 years (discounting 5 years traveling). I have researched everything from businesses to history to the real estate market.

Tell me what your needs are ….

And even what your ‘wants’ are….

I REALLY listen.




****Another great ActiveRain Challenge..... Crowdsourcing: Scripts and Dialogues Aren't Just for Actors

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Celeste "Sally" Cheeseman  is a Realtor-Associate® and Certified Residential Specialist (CRS) with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs  she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocations, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents, Home Buyers and Sellers.


 © 2007-2015 Celeste "Sally" Cheeseman's

Hawaii Real Estate and Relocation Blog.

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Helen and Larry Prier- Re-Max Gateway - Residential Real Estate
RE-MAX Gateway- Residential Real Estate Sales - Anacortes, WA
Anacortes & surrounding Skagit & Island Counties

Sally, great ending to the search and Oh so familiar for a lot of Buyers

Aug 14, 2013 02:16 AM #1
Cynthia Larsen
Cotati, CA
Independent Broker In Sonoma County, CA

What a beautiful story, Sally. If I were relocating to Oahu, you would be my agent ... hands down! And if I hear of anyone moving there, I will give them your name and number.

Aug 14, 2013 02:36 AM #2
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

You are right Sally, not all dialogues work for every situation. And you knew when it was time to introduce just one more property.

Aug 14, 2013 03:24 AM #3
Celeste "SALLY" Cheeseman
Liberty Homes - Mililani, HI

Helen and Larry:  This was imperative that they would find something on that last day. It meant me possibly losing a client to a rental or base housing. They NEEDED to buy...and wanted to buy.

Aug 14, 2013 04:05 AM #4
Eileen Hsu
Douglas Elliman Real Estate - Manhattan, NY

Sally, what a great story you have shared with us. We often work with long distance buyers as well and it is so important to start that dialogue and communication, building that relationship.

Aug 22, 2013 04:09 AM #5
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