Industry News

A new wrinkle on real estate short sales

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

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 a few days for an extended vacation to the Philippines. She assured her prospects she could provide services while on vacation, then made what turned out to be a great recommendation to the prospec...