Not-So-High Pressure Sales The mantra for many Realtors (and salespeople generally) is “Always Be Closing” (“A-B-C”). While closing — pushing things ahead, narrowing down issues, getting signatures/assent, etc. — is certainly a necessary skill in real estate, I actually try to live by a variation of that. Namely, “Always be Qualifying” (“A-B-Q”). What’s the distinction?...Read More
Being There — Literally — For Clients I suppose there are Realtors who miss their clients’ closings. But, I’m not one of them. Would you miss a kid’s graduation? A family member’s birthday party? OK, so a real estate closing may not be quite so momentous. But, after working side by side with someone closely...Read More
Title Trouble Call it “Revenge of the Sub-Prime Lenders.” Once upon at time, when interest rates were (also) zero but credit standards were non-existent, lots of homeowners tapped their homes for easy cash. Fast forward a decade or so, and lots of those lenders are now gone (as in, shut down by the FDIC), and...Read More
Location of Closing I paid for that mike! –Ronald Reagan, 1984 Presidential debate You’d think that the home seller — who’s invariably footing most of the closing bill, starting with the Realtors’ commissions — would get to choose where to hold the closing. But by convention, it’s the Buyer’s call. Why’s that? I’d guess it’s...Read More
One Down, Eight to Go If you’re going to close on the purchase or sale of a home on the busiest day (today, the 29th) of the busiest month (this June) for closings in years, it helps to: a) have a cash Buyer; and b) go first. My clients were, and they did. Start time: 9:01...Read More
“Isn’t the Mortgage Balance Overstated?” One of the most common questions Sellers have at closing is why their online mortgage balance (or per their final statement) differs from the loan “pay-off” amount. If you haven’t sold a home recently, the latter is typically higher by anywhere from a few hundred dollars to a few thousand, depending on...Read More
