By Mike Bodeen · 23 April 2018
I’m currently in the midst of negotiating a property sale for a buyer client in the Southeast Valley. It’s hit a VERY delicate point in the negotiations. At the time of this writing (Monday am) the outcome remains in doubt.
These human interactions are part of the very reason why I love my profession so much. Every property sale is unique, different, custom. Why? Because that’s what people are. We are each unique, different, custom. We think differently, see things differently, value things differently.
When I begin my real estate day, there is ALWAYS some turnabout in my day. It could be a new client, a referral from a treasured friend. It can be sitting down with my clients at the beginning of getting their home on the market or being with them at their final signing of all the documents required for them, then at closing, handing them the keys to their new home.
Often however, the new development is a problem. I often say to Karen, that “today was a repair day!” The phone call to repair a problem comes from a buyer, seller, lender, contractor, title company, our Broker’s office, fellow agent representing the other party, etc. Or past clients or friends will also call us about an issue they’re having in their home, or looking for a referral for a good tradesman, lender, legal or financial, or whatever. In fact, I literally just now got a text from a wonderful client who closed on their home a year ago asking us to help them obtain something from the seller of their home.
Most every turn in our day is a call to repair. And honestly, we’re usually always happy to be that problem solver. We know that in our business, goodwill is a huge part of our continuing success.
This morning’s issue has to do with an offer my client made yesterday. A full price cash offer. We offered to split the HOA costs 50/50. Amazingly (and stupidly), the seller countered the offer changing the distribution of closing costs in their favor by $447.00. When you get a generous, full price offer on your home, you don’t quibble over four or five hundred bucks… Such a move will likely offend the buyer and risk capsizing the deal.
“Well Terry, you’ve heard that Forrest Gump line, “that stupid is as stupid does?”
Here’s where it gets humanly interesting. First of all, I have learned over the years to attempt not to prejudice my client’s decision, by saying something like, “Well Terry, you’ve heard that Forrest Gump line, “that stupid is as stupid does?” Instead, I play the roll of the messenger, relaying the counter offer to my client, and then zipping my lip.
In this case however, she sent me a text responding what most of us would feel saying, “I’m a little offended!” I’m actually surprised she wasn’t highly offended.
So now the buyer has options. Agree to it. Counter it. Pull out of the deal. She asked me what I thought.
Eighteen months ago, Terry, who’s from the East coast, was out here looking at homes. At that time she had made an offer on a home, but someone else had offered more and got it. At that time she asked me what she should do. Back then, I said, “Terry, why don’t you take a break and wait for some other homes to come on the market at the end of this winter.” She took my advice and waited a longer period till now to look again.
This time around, I said to her a few hours ago, (and believed) she should consider paying the extra $447.00, make the move, and enjoy Arizona.
What did she do? Well, we’ll find out soon.