In this first article I want to omit technical comments such as low interest loans or 110% deductions for your houses, and to focus on some personal thoughts. The first of all is that after many years working in the real estate sector it is logical to think: “I have seen, heard and lived everything and more and there is nothing that could surprise me, that can happen or that I cannot control”, but then it often happens that facts surprise me again.
Some facts that have occurred in the last few weeks have confirmed that there can always be something unseen, heard or experienced and that the first judgment is not always confirmed by reality: conclusions of unexpected negotiations – even from who can boast of a more consistent experience – or, on the contrary, breakages of negotiations already defined and ascertained. This job requires a lot of sensibility, effective listening skills, ability to understand the client and to be a consultant to trust in, which at the same time – no matter what it takes – is able to obtain the good end of the negotiation. It is not always easy to be “impartial” and treat all the clients and properties equally. However, this ability can only bring good feedbacks from those who rely on our skills, perhaps to fulfil the dream of a lifetime or to be able to invest in the real estate market. Regarding this, I would like to underline that the “word of mouth” is definitively one of the best ways to succeed in our job.
The consideration that follow from what has been expressed is “never say never”, in the sense that it is important to understand the client, to remember that he might have different points of view, that what we like might not like him, and therefore we mustn’t never take it for granted that a property is better or more saleable than another or that a buyer is better than another, because then the opposite may happen.
I would like to conclude these reflections with a "lapalissian" consideration: the basis of real estate brokerage is the ability and / or fortune to acquire properties and customers in the best possible way, by price, by "location" and by a strong propensity to sell or buy.
Giampiero Torquati
