Building relationships for successful real estate transactions: a story

So, a little work story I wanted to share with y’all from last year.

I met this fantastic couple via Zillow leads back when I was with the Rhae Group team. Now, Zillow leads are funky because I’m a queer goth bitch chick who’s here to overthrow the patriarchy. Fortunately for me, they were too. We saw a place and it wasn’t ‘the one’; what they needed was one that can support their twins as they grow up, and give enough space for all their gardening and hosting endeavours. Nonetheless, we got on great. I actually felt a bit bad that the house wouldn’t work out for them. I could tell they were excited to see it, really put a lot of thought into this, and were hopeful that they’d be able to find something that really fit for them. And it’s always disappointing when something looks great in the listing photos and the description and all that, and the neighbourhood it’s in, and then the physical experience doesn’t line up. Disappointing, bamboozling. I didn’t sell them anything and they didn’t sign up for anything, but it still feels.. like a rip off? I’m not sure how to articulate. Presentation of the thing gave them expectations that weren’t met. And that’s fair.

So with that little premable, we decided not to pursue the first one we saw. Despite being gorgeous and hitting all the ‘fix & finish’ boxes, they aptly described it as a "right now" house that wouldn't suit the future they're creating. Now, I really align with people who are trying to curate the present for a better tomorrow. I got this vibe from them, with the questions they asked about various things, the conversations they had while looking around and how their lives would be in the space. Not just, the honeymoon period of after moving in. In like, years, decades. As the kids became teens, young adults, moved out. As they got older, as potential grandchildren showed up and how they’d interact. That kind of brainspace.

They looked past their present wants and the New Shiny Thing, to find out what would work for their future, their children's future, and even a little bit beyond.

It was weeks before anything even remotely close to suitable came on the market. I was worried I’d lost them because there wasn’t anything to see. But, she texted me out of the blue and wanted to see a second place.

The second one we saw they absolutely loved. It had some neat quirks, the big soaring windows and vaulted ceilings, lots of light, and that ‘freshness’ that certain houses and their energy have. So, after much discussion, late nights after work going over the details, we put an offer in. There was a lot of competition for that house. I mean, how couldn’t there be? We’re shopping for a 4+ bedroom house in a neighbourhood just outside of the foothills with incredibly low inventory. This house was hot.

All while we’re working over things, I spend countless hours on the phone talking and texting with the sellers' agent, in an effort to build a strong relationship with her and advocate for my buyers and their interest. Of course, she has her clients’ best interests she has sworn to advocate for, and will be countering me (to a point) to get things favourably for her people. Ultimately though, we all want to walk away with the same thing: a change in ownership for a fair price that all the parties agree to, with terms that are quick, and as little hassle and problem possible.

It is my belief that making the connection with the other side of the table, really working to become their friend or work colleague, and finding out some of the deeper motives the sellers might have, will significantly assist my ability to counsel my buyers on what strategy will make their bid the winning one. We talked price, appraisal gap, timeline for our Dates and Deadlines, post closing occupancies so the Seller could move out, earnest money deposit. So many little negotiable things. And really, just showing up and putting the work in can tilt a deal in my favour.

Now like I said, this house was hot. We had already offered significantly over listing price with a sizeable appraisal gap (incase it came in lower than our purchase price). Our contract was incredibly well written, with amazing terms, and just. It was neat. Now, despite all I can do, and all the Sellers’ Agent can do to talk us up, as potential buyer who will not just close the deal, but make it great, we lost this one. much to the surprise of everyone

My clients were, naturally, a bit disappointed, but consistent with their previous attitudes, they were completely okay with it and knew that something better and ‘right’ would come up in time. They were okay to wait, okay to not get this one, and okay to do whatever it takes to hit their goals.

A few days later, after hours as business is, I think I’d just finished dinner and I’m kinda just chilling, chatting with my husband and idly looking at listings on the market, I get two back-to-back texts. One from my buyers, and one from the agent of the house we lost the deal on. My buyers sent me a Zillow link and many excited words, and the agent said there was an upcoming home just down the street [from her listing] A friend/colleague of hers was listing it, and it wasn't even ‘on’ the market yet (coming soon). My buyers needed to see it asap. I mean like, they would’ve no-notice ‘we can go in 5 minutes when can you be there?’ type of needing to see it. We had to wait like, 4 days?! It was SO, SO long. All the while, I’m talking with my clients and she says that she thinks this is it. Even though it’s just pictures, the pictures are kinda temporary and not that good, the professional photos aren’t even done yet (the photographer was THERE at our showing!), she knows that this is it. and it was

Guys, we finally saw it. It was like walking onto the grand stage of the cosmos itself. They loved it even more. THIS, this was the one. It was magical to see how happy and excited they were walking around, investigating everything. Their eyes lit up the moment I opened the door. And they were talking about a few small things they'd change, how the kids could play around the house and the yard, the parties they'd have with friends. The life they’d continue to build, the dreams they’d make real, and the memories they’d fill it with. Not only did they talk about what they liked about the home and what they would do, they thought through the way their kids AND their friends would interact with the home. It was an all-encompassing dialogue between them that was so immensely inclusive of every aspect of their lives.

And it's a special moment to open the door for that reality to come to life.

Unfortunately for us, the sellers wanted to wait until end of the weekend to consider offers. This meant several more showings and two open houses. My buyers even went to the open house; brought some family. Met the neighbours. They’ve been involved in the community for years and actually saw a lot of familiar faces. It was really positive for them. But, they were also so anxious.

On the inverse, this gave me a few days to work on the relationship with the sellers' agent. Each person is different and it is a lot of time and work to bridge gaps in personalities, life stages, and general interests. To get someone to not only open up a bit about themselves, but their clients too. And what their clients truly, deeply wanted to see in an offer for the house. So I chatted with the last one to let her know I’m working on this, see if she had any advice, all that good stuff. Man, this new gal… she was tougher. Way more reserved. Down to business and a little… hmm how to describe it.

She wasn’t cagey, but you had to ask her the right question to get the answer you needed, but she’d skirt around it and imply. Very lovely form of advocacy; she didn’t spell out what the sellers needed and wanted, and very much didn’t compromise them; but she provided enough through all the nuance, to pick at what might really drive this home

Anyway, there were three offers, including ours. One of them was rejected early on. The other had an insanely high offer price, but unsatisfying terms for the seller that they really didn't want. Our offer was over asking; not as high as the other but with incredible terms for the Sellers. All the tiny things they wanted. And you know what is amazing? My buyers wanted the same things. It would be a mutual win.

This was very interesting; Competing with Weight of Money is hard. I knew my buyers could not, and really would not compete with the highest offer. Despite wanting, needing, and knowing this is ‘the one’, they did have a limit and were very firm on it. The sellers countered the highest offer, with some of their own terms that would be necessary to counteract the risk and less than ideal terms those buyers presented. The deadline was short, and it was kind of an attempt to like ‘yeah, we like the money side of your deal but this shit sucks. We’ll take it, but it sucks, and you’re going to know it sucks’. Anyway!

After more negotiation with the sellers' agent, we resubmitted our offer with a slight raise in price and, same terms. gods those were sexy terms The counteroffer the sellers sent to the other buyers expired.

Our offer was accepted almost 24 hours before the acceptance deadline. We were ahead of schedule AND came out on top. Inspection went perfectly, we requested the sellers not do a few action items they committed to in the beginning to entice buyers (cosmetic things), to make it sweeter.

AND. The appraisal came back higher than what we offered; which was already well over listing price. What a crazy time.

Anyway. Building relationships and focusing on what the people involved truly want is what matters. Yes, money walks, as they say, but money can only pay for so much inconvenience and lack of mutual agreement. I don't think for a moment we would have won if we didn't push to find out what the sellers wanted, and if I didn't know what would make my buyers the happiest. And in the end, it was the same thing for everyone.

I'm so excited and I'm so grateful to be able to work with incredible people like this.

Thank you