As real estate agents, we see it all the time – the moment you open the door to show your clients a property and their eyes light up.

You can tell by the look on their faces that this house is “the one.” But, the problem often becomes, do they know?

The Search

Many clients come to an agent with a list of needs and wants. As agents, we carefully detail everything they are looking for in a home.

For example, a typical list might include items like the following:

• Location - Leland area, with a wooded lot and community pool
• Price Range - Between $425,000 and $450,000
• Mortgage - Paying with cash (no mortgage required)
• Appointment - Ready and available to start viewing
• Style - New build around 2,500 square feet on a half-acre lot. Large front porch, open floor plan with a main-floor master bedroom and a screened in back porch

As you talk to your clients you discover their motivation for moving – they want to live near their children, while having the choice to play golf at multiple courses nearby. Their children live in Raleigh and Charlotte, so Leland is a great mid-way location to easily meet their kids within a few hours while golfing anytime in Myrtle Beach.

You spend time calling contacts, searching your listings and conferring with other agents. Finally, you find the perfect house that fits almost everything on the list. You show your clients, you see their eyes light up, and you know – this is it! The clients love it. They are excited... but decide to look at a few more houses.

Second Guessing

Clients often find themselves questioning whether they have seen enough properties or wonder if the price per square foot is in line with the current market conditions. These and many other questions swirl around in their heads

As an agent, you continue to search and search for other comparable options, even though none of the other houses that you find offer as many things on the list as “the one.”

In the meantime, your clients spend all their time second-guessing their choices. They compare every new home to “the one.” They consider it the standard against which to compare but continue to think that maybe an even better home is out there.

Finally, they realize that “the one” has been the perfect house for them all along and are ready to put in an offer.

A Missed Opportunity

As your clients are ready to move forward, you discover that someone else also recognized how great the house was and, after negotiations, someone else wins the deal.

Your clients take it hard. How could someone buy “their” house? They had imagined where all their furniture would go, what changes they would make and envisioned the holidays to come in this new home.

Your clients are also frustrated… with you. They feel like you didn’t do your job. You gently and carefully remind them that you found the house some time ago. You have to give them time to realize that if they had moved faster, when they first realized this was a house they could be happy living in, maybe it would not have gotten away.

As an agent, it is hard to see this situation happen from time to time. You want to see your clients happy, but you will not push anyone into a deal even if you are convinced it is perfect for them. You will continue to look and serve your clients to the best of your ability. And, hopefully, another “one” will come along.

With a mortgage background stretching over the course of eight years and several years of experience in the Real Estate industry, Tyson Emery has proven that he gets the job done. His Real Estate career has allowed him the privilege to work with several clients, which has consistently landed him in the top one percent every year. As an owner along with Kirk Pugh and Becky Brown, KBT Realty has continued to grow by providing an environment to agents that concentrates on training and personal growth. Their philosophy is to figure out what you are good at and help you become great.