There is an ebb and flow to working with a real estate buyer.

Real Estate Broker/Owner CA#01772851 HI#RB21268

When a client first contacts us to help them with their real estate needs, there is a high level of enthusiasm that needs to be maintained until the transaction closes.

But that initial stage is pretty important. I saw that yesterday with a buyer when we went out to look at property. It's so important to watch the clients reaction to certain features of a property when we first start out. Why is that? Because the client has given us parameters of what they are looking for.


Price is a big factor. Often clients want to look at the high side of what they are qualified for. From there you have no place to go.

In my experience it's better to start them off looking at a lower price point and work UP, because as the prices go up, the quality of the homes get better.

That's what happened yesterday when I showed a client some properties. Obviously, she is trying to get the best deal that include her parameters. And she was actually willing, but she would have needed quite a bit of remodeling money to get it the way she wants it.

However, this can happen at the high price point as well. We went for LOCATION, the least expensive house in the best neighborhood. Alas, it had roof problems that had turned into some mold in the ceilings. Although this house would have been perfect for her, there was just not enough money to fix what needed to be fixed.

Not to be deterred, we are going to look at a couple of homes that have everything that was on her initial list of "must haves". The properties are priced at the high end of what she can afford, but not quite the location she wants.


The big thing is to keep the buyer enthusiastic about the search. Sometimes, as the process continues, they even change their minds about the parameters and locations.


Posted by

Hella Rothwell at Carmel Beach during Concours WeekCarmel-by-the-Sea Beach and Pebble Beach Golf Course California

Whether buying or selling oceanfront, oceanview, commercial or any type of real estate in Carmel, Pebble Beach, Pacific Grove, Monterey, Carmel Valley and Big Sur, I can help you. Call me and let's meet in my Carmel-by-the-Sea office in Su Vecino Court on Dolores between 5th & 6th.

Or we can just chat on the phone to discuss your real estate needs.

Are you out of the area? No problem, I often never even meet my clients. The whole transaction is handled long distance.

As an independent real estate broker licensed in California and Hawaii, I can represent you with residential real estate, commercial properties & investment opportunities.

For more information &


Member: National Association of REALTORS, California Association of REALTORS, Hawaii Association of REALTORS, Del Norte Association of REALTORS, Honolulu Board of REALTORS. Also MLS Listings in California.


Hella Mitschke Rothwell (R)

Real Estate Broker/Owner/Realtor®
Licensed in California #01772851 & Hawaii #RB-21268

Tel. 831-626-4000 

Fax 1-877-822-9332

ROTHWELL REALTY INC.: Su Vecino Court, Lincoln & Dolores between 5th & 6th, Carmel-by-the-Sea, CA 93921


MAILING: P.O. Box 4554, Carmel-by-the-Sea, CA 93921


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Disclaimer: Hella Rothwell does not guarantee nor is in any way responsible for the accuracy of the information provided herein, and provides said information without warranties of any kind, either expressed or implied.


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Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.

Sometimes it takes a bit of searching before the buyer starts to get the reality of the situation.  I always show them what they say they want to spend and then show them what they say they want...there is often such a disconnect until they see it with their own eyes.  Eventually it sinks they say, a picture is worth a 1,000 words.  Just substitute "showing" for picture and there you have it. 

Jul 31, 2016 03:17 AM #1
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Hella - that shows the skill that you have developed in helping the buyer decide for herself.  She is seeing the scenarios herself.

Jul 31, 2016 06:32 AM #2
Elizabeth Weintraub Sacramento Realtor Top 1%
RE/MAX Gold - Sacramento, CA
Put 40 years of experience to work for you

When you were showing me homes in Hawaii, Hella, I always thought what would I NOT like about this house 10 years from now? If it was a lot of things, then the best thing to do was pass. You can't beat location. When the price is right and the location is right, all the other things aren't that important.

Jul 31, 2016 09:35 AM #3
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hi Hella- as I read your post, I reflected on some of our home searches.  My favorite agent back in Houston (we used her services several times) started with what we asked for at the lower level.  She was sharp enough to know that we could and probably would go higher but it was a lot easier to see our smile broaden rather than turn into a frown .

Jul 31, 2016 11:23 AM #4
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Indeed often first time buyers discover their wants and needs are different from what they can not live without.... and with today's technology they get to see a lot on the Internet...before we even take them out, Endre

Jul 31, 2016 12:02 PM #5
Kathleen Daniels
KD Realty - 408.972.1822 - San Jose, CA
San Jose Homes for Sale-Probate & Trust Specialist

Hella, Home buying is a process that requires patience. Often many know what they want … and affordability is a factor.  With enough homes seen … adjustments are made.

Aug 01, 2016 01:17 AM #6
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
Marketing Agent for The Todaro Team

Hella M. Rothwell, Broker/Realtor® all I can say is that it takes a very special type of person to work patiently with buyers....buyers are known for changing their minds....they are often confused about what they want....they are all over the place with details... 

Listing are my type of function...and I know you, too, like to list.... but you're also a well-versed buyer's agent....and I think that's wonderful to be "top shelf" with working either side of the transaction....

Aug 01, 2016 08:15 AM #7
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Hella M. Rothwell,  Buyers need our advice after the first time out I always say.  Some have champaign taste on a beer budget.

Aug 01, 2016 11:39 PM #8
Elyse Berman, PA
Best Connections Realty, Inc. - Boca Raton, FL
Boca Raton FL (561) 716-7824 CRS, ABR, GRI,ePR

Hella M. Rothwell, Broker/Realtor® I have had buyers come looking for a condo who ended up buying a house and vice versa.  We need to take them through the process so they can make the right decision.

Aug 02, 2016 09:16 PM #9
Winston Heverly
Winston Realty, Inc. - Atlantis, FL

Nice little post. Glad I stopped by from the list of archive blogs. Have a super week.

Aug 30, 2016 03:43 PM #10
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Hella M. Rothwell, Broker/Realtor®

Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea
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