agents share tales of the art of closing
residential real estate agents say they often have to resort to creative
strategies to close a sale.
Seidel, vice president of Coldwell Banker's Coral Gables office, says
one of her agents had to take to the water to track down a seller's
buyer wanted to move up a closing date," she says. "The
seller was away fishing.
agent got in a boat, went to where he knew the seller liked to fish
and found him. He got the papers signed, drove back to Miami and closed
new agent was having trouble closing a sale, Ms. Seidel says, because
the prospective buyers kept getting cold feet.
they missed two appointments to sign the contract, she says, "the
agent went home and packed a suitcase.
drove to their house and said, `I'm staying here until you sign the
got the signature.
agent in Ms. Seidel's office had clients who wanted to buy into a
luxury townhouse development, she says, but the homeowners' association
allowed only small dogs. They had a 60-pound Labrador.
agent took a picture of the dog," she says, "and wrote an
affidavit about how long it had been with the family and how gentle
it was and so on.
went door to door with it. The homeowners voted unanimously to allow
another case, Ms. Seidel says, a young buyer looked out the window
of a new home to find the backyard was filled with tombstones. It
seems the former owner, a stone engraver, had forgotten to take them
real estate agent made arrangements to have them packed up and shipped
to the seller in Ocala, she says, before the spooked buyer would set
foot in the house again.
Ms. Seidel says, female agents have negotiated contracts while in
Justo, a Wimbish Riteway Realtor who says his average price range
is more than $6 million, says he finds himself in a lot of different
situations requiring flexibility and creativity.
Justo who sold both the Stallone and Versace estates
says he routinely deals with industrialists, billionaires and celebrities.
you sell hundreds of millions of dollars worth of real estate in one
year," he says, "you have to be flexible. Mostly you're
working with the buyers' ambassadors and middlemen trying to make
innovative tactic Mr. Justo says he uses is to educate clients about
the area via helicopter rides around the city.
Rosie O'Donnell bought a house on Star Island, he says, "it meant
moving a client from an existing house to another house on Star Island."
the most part celebrities want privacy, he says. "We don't want
to be blabbermouths. Security and privacy is of the utmost importance."
Ocampo, who works out of the Keyes Co.'s Key Biscayne office, says
he sold a condo sight-unseen through the Internet to a buyer from
showed up in my office and wanted to see properties with water views,"
he says. "I spent the next day with him looking all over Brickell.
He said he didn't like any of it. I told him I'd contact him if anything
he left I sent out letters to properties that might fit the bill and
had pictures taken with an electronic camera, right down to the floors
buyer liked what he saw, Mr. Ocampo says, and negotiated the contract
and paid in cash before setting foot on the property.