Since the purchase decision had pretty much been made, the question then became, what to do about the condo? And more importantly, when?
Typically the situation works in reverse. Since, at Three Pillars Realty, we take an investment approach to serving our clients, and their listings, most often we meet at their property first. From there, we walk through our “phases of engineering maximum profit,” from Discovery to Opportunity to Execution and final Delivery.
Then, once there is a collective certainty around what needs to be done to maximize Return On Investment (ROI), from the property sale, we turn our attention to the purchase.
The next domino to fall.
In this case though, we didn’t have that luxury.
Mind you, at this point in the story, I still hadn’t met Andrea and Scott face to face. In fact, the first time we shook hands, was right before we sat down to review the new construction contract.
That’s the beauty of transference of trust.
Stephen and Randy, between the two of them have referred dozens of their colleagues and friends our way. As such, we were able to develop rapport much quicker.
Later that week, when we sat down at the kitchen table to piece together their condo sale I asked, “Tell me what’s most important to you in a working relationship?”
I glanced over at Scott. He looked blindsided. Scott is a man of MANY words and so his silence, to me, was puzzling. “No Realtor has ever asked us that before,” he confessed.
Head scratcher. In my book, that’s the only place to start. Expectations unset are pretty tough to be met. I walked out of there, that night, with a new appreciation for what Scott and Andrea had recently been through (with their “old” agent). I resolved to make sure our experience together was nothing of the sort.