COSTA RICA EDITION
UNTANGLING THE BIDDING WAR:
A BUYER’S & SELLER’S PERSPECTIVES
7
Reasons Why Your Prospects Aren't Turning Into Clients
Playing the
REAL ESTATE MATCHMAKER
FEATURED AGENT
TONNY MADRIGAL COVER STORY
CESAR DIAZ LUXURY NETWORKING JOINS PURA VIDA
COSTA RICA EDITION
TONNY MADRIGAL By Rich Thomaselli Tonny Madrigal might not have 9had a background in real estate when he first decided to enter the profession, but he did have one element of the industry down pat – an element that many times makes the difference for customers choosing a broker.
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my former clients,” said Ton also taken it upon himself t work in the community, givin presents to the elderly and dir those who need food. “This helping people. It’s not a prop for me; it’s a people’s busine relationships is very import Meeting their goals is part of
“I used to be a customer service agent for a company,” said Tonny, celebrating his CESAR DIAZand Retail Associate TONNY MADRIGAL 10th year in real estate as a Sales Tonny said that when he’s not working for RE/MAX inCESAR the CentralDIAZ American nation of Costa ing,” he laughed. But he does manage to LUXURY NETWORKING JOINS PURA VIDA Rica. “One of my best friends was in real estate and he to the gym and the pool, where he swims said to me, ‘Get your license; we’ll work together.’ So, week. For now, he is focused on some p I did. The biggest thing I learned is being honest with going forward. CONTENTS the customers. In the past year, I have been committed to widening the service I provide to my clients and “I want to grow my team,” he said. “I am a 4) UNTANGLING THE BY THE NUMBERS: going the extra-mile for BIDDING them. It’s something I15) learned in crypto currency; therefore, I would when was a customer service agent. I’ve been workpioneer in THE the crypto WAR: A IBUYER’S & SELLER’S UNDERSTANDING TRUEreal estate busin ing so hard on this aspect of the business, because for OFRica. A lot ofFOOTAGE governments do not welco PERSPECTIVES VALUE SQUARE me, it is a priority.” of a crypto currency, but like it or not, going to be part of our daily life. The sell 6) 7SoREASONS WHY YOUR 20) PLAYING THE REAL far, so good. Tonny is the leader of a three-person my current listingsESTATE are involved with cry PROSPECTS AREN’T TURNING MATCHMAKER— FOLLOW THESE team for RE/MAX Central, working the area I want to be among the listing agents pi INTO CLIENTS Costa Rica’s Juan Santamaria 8 DATINGnew RULES TO ENSURE YOU surrounding developments going on in this count International Airport in Alajuela. An Accredited MATCH YOUR CLIENT WITH THE Buyer’s Representative (ABR), a Certified Residential PERFECT HOME FOR THEM Specialist (CRS), a RE/MAX Certified Commercial Agent, and an international member of the National Association of Realtor® (NAR), Tonny said that “All these310-734-1440 affiliations and certifications have given me the Phone | Fax 310-734-1440 opportunity to stand out from the crowd.” mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Last year, working primarily in his farm area of Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published Alajuela, Rica, about miles from the expressed capi- or facts supplied by its authors. materials, Top AgentCosta Magazine cannot be held13 responsible for opinions To subscribe or change address, send inquiry to mag@topagentmagazine.com. tal of San Jose, Tonny accumulated gross sales of Published in the U.S.
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$1,158,000. Tonny markets his properties through local real estate agents that are part of his database, through social media, and directly to potential buyers. Referrals make up 77 percent of his business, as he makes sure to keep repeat and referral clients well informed.
To reach Tonny Madriga call (506) 8811-2952 (note that lan Top Agent Magazine
mobile numbers in Costa Rica have 1
email tmadrigal@remax.n
mailto:mag@topagentmagazine.com http://www.topagentmagazine.com
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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike. 4
Buyer’s Perspective: Emotions Running High? Channel it. When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline
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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent. Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.
Sellers Perspective: Manage expectations. When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options. Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario. During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.
Buyer’s Perspective: How do you authentically and convincingly convey your interest? When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a Top Agent Magazine
personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.
Seller’s Perspective: How powerful is cash? Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital. While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.
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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry. But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem. 6
1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that
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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.
means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours. If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.
2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it? Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.
3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine
other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too. Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.
4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost. It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.
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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening. You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood. When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door. Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.
6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your
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client fully understands how the two of you will work together.
7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients. As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier. Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.
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CESAR DIAZ LUXURY NETWORKING JOINS PURA VIDA
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The arena in which Top Agent César Diaz specializes is in the Luxury Markets linked to the “Pura Vida” lifestyle. This expression means “Pure Life”, Costa Ricans “mantra”. While no one required their Real Estate Agent to have degrees in Classical Literature, this is just the tip of the iceberg of what César’s clients get, who even was a university professor before acknowledging that teaching was not for him. However, he took his forged writing and communication skills for himself and honed them to become an entrepreneur. He stepped into the copywriting and content creation fields. To land more opportunities, he attended multiple networking events in San Jose (Costa Rica’s capital), mainly in the buoyant and glamorous Escazú city, well known as “Costa Rican Beverly Hills”. One of those events was not the typical, “business round-up”. It was a more casual and chill mingling event with a more “European-feel” of social interaction doing business with a nice glass of wine. César made a good match with the organizer, a U.S. veteran, and “high-gastronomy” chef, and he began to help him in the events, taking on the role of sales manager. While hosting events together, César was impressed by the referral marketing model the networking events had in place and saw how the platform intertwined with the Luxury Realty Business (among other areas). The organizer returned to the US for medical reasons, but this did not stop Cesar as he understood 10Copyright Top Agent Magazine
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the power of networking. He has continued to organize these meetings on his own for over 7 years. Now under the name “Social Business Club” as his own platform, with a focus on realty and B2B relationships and always seeking an environment of trust, while building luxury affinity partnerships on prestigious companies. Forging himself as a sharp networker has served as a springboard for César. His experience in marketing and branding grew exponentially. Advertising and social selling and how they fit into the luxury real estate business became increasingly of interest to him. All this entrepreneurial impulse unleashed thanks to connecting with the right people, which made César inclined to learn more about the world of luxury advertising and corporate finances. So, he sharpened his skills in areas such as Negotiation, Sales Advisory, Digital Marketing, Branding, and Blockchain/ Fintech. He has earned degrees from institutions like George Washington School of Business, among others. Nowadays, César is also a licensed member of the NATIONAL ASSOCIATION of REALTORS®. Top Agent Magazine
In 2019, while working in a traditional broker agency (where he perfected skills), he also simultaneously learned and ventured into M&A’s where he gradually practiced, allowing him to understand more about high-end investing. He stepped down from conventional realty as he met the founders of Nohara International Group, and he was offered the opportunity to import the Master Franchise to Latin America as part of their expansion plan. Thanks to the right connections and focus shifts in César’s life, Nohara Estates Costa Rica was born. Now, along with his 30-year-experienced partner, Mark Randall with whom he launched the venture, they operate as Founder Franchisers and Master Brokers for the expanding brand in the region. As a result of their sophisticated international network of connections, they have exclusive deals with project developers in the Central and North Pacific of Costa Rica. Several offshore firms now confidently delegate over $50M USD plus in property Copyright Top Agent Magazine11
The “Los Altos Resort” stands out as the main 5-star gateway to lush nature and the extraordinary people of Costa Rica. This Luxury Condo Project is the true jewel of the crown in the Central Pacific developments César co-represents. transactions with Nohara, and their portfolio will grow even more this year. The arena in which César specializes is in the Luxury Markets linked to the “Pura Vida” lifestyle. This expression means “Pure Life”, Costa Ricans “mantra”. It has been present in the country’s vocabulary for fifty or more years, however for nationals isn’t just a phrase, it’s the country’s whole way of life, meaning staying happy and “taking-it-all-cool”. It’s easy to see why so many people fell in love with the relaxed environment and people of Costa Rica. Add to the mix of incredible nature and luxurious properties and there’s no doubt why when it comes to selling opulent metropolitan condos, beachfront resorts, and luxury jungle villas (César preferred trades), having the “Pura Vida Lifestyle” on your side is always great. Costa Rica is famous for its wide range of incredible environments and stunning landscapes; Manuel Antonio and Flamingo deserve special attention. The first for its green forests, vivid landscapes, and monkeys swinging in the trees. The second, for being an area of rapid development in 12Copyright Top Agent Magazine
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the middle of a “Blue Zone” which are spots in the world where people live longer due to healthier living conditions and well-being. Also in Northern Pacific Flamingo, the first stage of the new -biggest in the country- Marina is almost finished; and “Nohara Guys” already have alliances to offer their “shipping-loving” customers everything they want. The blue waters and jungle-covered hills of the Manuel Antonio region form a perfect photo backdrop, where Top Agent Magazine
outdoor enthusiasts find a list of adventures to satisfy their tastes and preferences. The “Los Altos Resort” stands out as the main 5-star gateway to lush nature and the extraordinary people of Costa Rica. This Luxury Condo Project is the true jewel of the crown in the Central Pacific developments César co-represents. Always innovative, he is putting forward alliances with fintech investment and asset allocation partners, as well into the world of NFT’s with his first Copyright Top Agent Magazine13
collection based on Costa Rican nature. Another key differentiator that makes Nohara stand out is that they focus on working with alliances and striving use of digital resources.
country is experiencing, thanks to the “soon-to-be” 7-star Ultra-Luxury Hotel from Dubai investors and the aforesaid marina, will greatly revalue all real estate investments, especially in coastal areas.
Along with his team, César seeks to attract diverse interests, thanks to the fact that they have 36,000 square meters awaiting development. All the aforementioned, hand-in-hand with the real estate boom the
Restless, wanting to be in many fields, including helping the needy, César is involved in the possibility of bringing middle-income developments to local communities to support needed areas with a special housing plan.
To learn more about César Díaz Call the Costa Rican phone number (506) 8381-2043 Email cesar@noharaestates.com or linkedin.com/in/cesardiazb Visit: noharaestatescostarica.com www.
www.
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By the Numbers:
Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure. True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine
a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.
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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,
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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.
2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n
Called “below grade spaces,” basements and sunrooms beyond a home’s typical
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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n
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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage. When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the
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thickness of exterior walls, which could skew square footage numbers. n
Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.
3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures
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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n
First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.
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Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.
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From there, draw out the wall you measured and measure the remaining walls in the
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room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n
As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.
Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.
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TONNY MADRIGAL By Rich Thomaselli Tonny Madrigal might not have had a background in real estate when he first decided to enter the profession, but he did have one element of the industry down pat – an element that many times makes the difference for customers choosing a broker. “I used to be a customer service agent for a company,” said Tonny, celebrating his 10th year in real estate as a Sales and Retail Associate for RE/MAX in the Central American nation of Costa Rica. “One of my best friends was in real estate and he said to me, ‘Get your license; we’ll work together.’ So, I did. The biggest thing I learned is being honest with the customers. In the past year, I have been committed to widening the service I provide to my clients and going the extra-mile for them. It’s something I learned when I was a customer service agent. I’ve been working so hard on this aspect of the business, because for me, it is a priority.” So far, so good. Tonny is the leader of a three-person team for RE/MAX Central, working the area surrounding Costa Rica’s Juan Santamaria International Airport in Alajuela. An Accredited Buyer’s Representative (ABR), a Certified Residential Specialist (CRS), a RE/MAX Certified Commercial Agent, and an international member of the National Association of Realtor® (NAR), Tonny said that “All these affiliations and certifications have given me the opportunity to stand out from the crowd.” Last year, working primarily in his farm area of Alajuela, Costa Rica, about 13 miles from the capital of San Jose, Tonny accumulated gross sales of $1,158,000. Tonny markets his properties through local real estate agents that are part of his database, through social media, and directly to potential buyers. Referrals make up 77 percent of his business, as he makes sure to keep repeat and referral clients well informed. “I’m the guy that provides value-added information to Top Agent Magazine
my former clients,” said Tonny, who has also taken it upon himself to personally work in the community, giving Christmas presents to the elderly and directly helping those who need food. “This is all about helping people. It’s not a property business for me; it’s a people’s business. Creating relationships is very important for me. Meeting their goals is part of my job.” Tonny said that when he’s not working, “I’m working,” he laughed. But he does manage to find his way to the gym and the pool, where he swims three times a week. For now, he is focused on some personal goals going forward. “I want to grow my team,” he said. “I am also involved in crypto currency; therefore, I would like to be a pioneer in the crypto real estate business in Costa Rica. A lot of governments do not welcome the idea of a crypto currency, but like it or not, someday it’s going to be part of our daily life. The sellers of two of my current listings are involved with crypto currency. I want to be among the listing agents pioneering the new developments going on in this country.”
To reach Tonny Madrigal call (506) 8811-2952 (note that landline and mobile numbers in Costa Rica have 11 digits), email tmadrigal@remax.net or visit alajuelaterritoriormx.com www.
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Playing the Real Estate Matchmaker –
Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 20
between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”
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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.
back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.
Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:
Be Genuine, Not Superficial
When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day. In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.
Never Let Your Client’s First Impression of a Home Rule Their Decisions
Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine
When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.
When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures. Make sure to encourage them to take some time before making such a big com-
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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.
Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.
See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 22
their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade
Celebrate the Happy Union! When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing. Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.
Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.
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Laughs!
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mailto:mag@topagentmagazine.com
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