In Real Estate Why Trumps How
Early in the business I had the opportunity to list a home in my neighborhood. I gathered my materials (remember flip charts?) and headed to the house. At some point in the evening I asked why they were moving, the answer was job opportunities in another town. With ZERO follow up questions, I returned to the flip chart. Something about my company and the internet? So how did it turn out?
I took the listing, that flip chart was fire circa 2009. The home lingered on the market because, well 2009. I did notice the owner was pretty nervous each time we talked. Finally after a time on the market he reached out, "Hey Doug, what happens if we can't pay our mortgage"?
Based on the home and what I knew about the family, I assumed everything was great in their financial world. Their shrubs put mine to shame. But they hadn't paid their mortgage in months! Come to find out the seller had LOST his job months back. In tough financial times appearances are one of the last casualties.
At that point my flip book was missing a section on financial hardship. Thankfully my broker knew what she was doing (remember when brokers worked closely with new agents?). My goodness I sound 100 this morning.
Lucky for the seller he had equity. We reduced the price, the home sold, and they started over in a new market. No thanks to their agent...But, lesson learned. Spend more time on WHY/ Frankly How is more about agent ego. Do you really care how they make the Big Mac Sauce? Ask questions, follow up, and assume nothing. Happy Selling!
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