'We're not ready to sell; we want to fix up the house': 4 ways to deal

Take clients by the hand and help them with home improvement decisions on the way to listing
  • Some agents are paying for home repairs themselves and recouping the funds later at escrow.
  • Agents should talk with clients and guide them on what to spend their money on.

Marilyn Garcia has a client in his 80s. She will periodically check in with him, and vice versa. He’s given the Coldwell Banker associate broker in Berkeley, California, an astronomical figure for which he would sell his home, and he keeps adding to it as the market continues to rise.