Orlando Realtor Kathy Llamas made a suggestion to her short-sale prospect that resulted in a $250,000 sale that closed within 45 days. She didn't write the contract, provide transaction management services or help with the financing. This sale had everything to do with trust, establishing needs, and the prospect's urgency. And it had nothing to do with scripts and closing skills. The relocating couple didn't want to wait -- they needed a home. For Llamas, it was a case of listening to her prospects as they discussed the likely short-sale properties that she showed them. Llamas noticed that in every case, when the couple found homes they liked, the homes would have required expensive renovations of cabinetry, flooring and/or appliances. To add to the pressure, Llamas was leaving in ...
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