Don’t let lost sales frustrate you as tomorrow is another day

I'm back after a very long hiatus, celebrating my 50th Wedding Anniversary 12/28/25 with my wife and best friend, Irene.  Also hanging with my children and grandchildren who are creating lasting memories.  As I have always said, there will be no UHaul behind one's hearse to take any possessions with us, just the most important life-time memories and one's soul!

Who hasn't ever lost a sale? If you say never, then you are either a liar or just maybe it was your first, second, or third sale and everything went seamlessly, beginners luck, for sure!  The reason you haven't experienced this sometimes devastating event is that you are what I call a "newbie" in the business!  Just wait, it will occur.  I just lost a sale from my client buyer.  We spent over five plus months searching for that one buyer in a development that had the absolute slowest sales that I had experienced in many years.  This was possible due to the high maintenance costs (but which included everything, even the internet service), but more importantly the two assessments, but that were absolutely critical and crucial in being pro-active with upgrades and updating and maintaining the development’s pristine look and condition.

My purchaser and his lady friend thoroughly loved the place, a three-bedroom and 2-bath coop with winter water views.    My seller and buyer negotiated through me as the intermediary until they reached an agreed-upon price.  The coop package was emailed to my buyer, and everything was somewhat stress-free and seamless until his attorney asked for more documents than I have hair on my head (maybe in 15 years, because I do still have a good head of hair, lol). 

I heard through my other Broker who lives in the complex, that the seller's attorney gotten word from the buyer’s attorney, that our buyer decided against moving ahead.  After all the work we had performed, the hours of open houses to secure this one purchaser in a development that was currently a very challenging entity in the amount of time that it was to secure buyers for all the listings.  The monthly carrying charges (maintenance) was higher than many other developments, but included everything from electric, HVAC, taxes, daily maintenance and a 24/7 concierge and inside parking was an additional $180 per month.  Most important were the two assessments that were imposed to revamp the landscaping, hallways and garages on all three buildings that I am only guessing might have been the reason for him to back out.   However, I did disclose and convey to him right up front (it was on the listing data form that we gave him).  Capital improvements allow the development to hold its value in most cases provides a stronger sale price over the long run!

There was no rock left unturned with respect to all the required and necessary information provided to him.   I say, sometimes the operation is a success, but the patient dies (or backs out, lol).  I had a feeling that something was going on and that maybe my buyer was getting scared off, due to the amount of information that a typical coop asks on their application, or his attorney may have said something to give him second thoughts about purchasing this apartment.   However, assuming and guessing is never accurate unless your client returns your call or text to explain why they changed their mind.  It reminds me of a saying that a very old-timer commercial Broker, named Sam conveyed to me 30+ years ago, "Buyers are Liars; Sellers are Yellers, and LAWYERS, MANY TIMES ARE DESTROYERS."  Yup, that last thought is exactly what I am presently thinking, that his attorney may have said or inferred something to him that kiboshed my sale!

I want to segue to tell a story that I periodically tell about Babe Ruth.  He hit 60 home runs and in my mind, is still the original numero Uno, "Homerun King."   He always stepped up to the plate and never stopped swinging! The reason I say this is that all the others, e.g. Mark McGwire, Sammy Sosa, Barry Bonds (who reportedly had taken PED, e.g. steroids), and Roger Maris (not sure if he too, too any drugs) beat Ruth's record.  However, all of them including Maris played 162 games or more compared with the Babe's 154 and was paid $60,000.  Moreover, Aaron Judge did hit 62 home runs in 2022 beating Roger Maris's record and is now considered the number Home Run hitter of all time, but still playing more games (157) than Ruth's (154) and an earning $40,000,00+ in 2022 when he broke the record. 

I had a very strange and uneasy feeling that something was going on and that maybe my buyer was getting scared off by the assessments and/or his attorney saying something to give him second thoughts about purchasing this apartment.  It reminds me of a saying that a very old-timer commercial Broker, named Sam conveyed to me 30+ years ago, "Buyers are Liars, Sellers are Yellers and LAWYERS, MANY TIMES ARE DESTROYERS."  Yup, that last thought is exactly what I am presently thinking, that his attorney may have said or inferred something to him that “kyboshed” my sale!! 

There will always be pitfalls and potholes along the paths of your business career as well as in every business, especially in the Real Estate game.  One must be cognizant of the fact that failures will lead to successes; as it is only a matter of times you fail that leads you closer to your first, second or more sucesses.  One must fail and learn by correcting mistakes, if  possible,  to savor and thoroughly enjoy your future sucessess; if one never gives up!  “Winners Never Quit and Quitters, Never, Ever Win!”

The bottom line, one must keep getting up and continue swinging for the bleachers, for tomorrow will be the start of another day to create a new success story, in order to not only earn a living but continue year in and year out to be a successful Realtor and business person.