Florida Weekly
By Heather Purucker Bretzlaff
What is the difference between a SELLABLE property and a SAILABLE property? In real estate, it all begins with communication! Communication is the key in all aspects of our lives. In the real estate profession, it can be the most important factor in closing a transaction. Many real estate brokers make the mistake of not listening to their clients’ needs. They are so focused on the end result that they try to decide what is best for their client instead of taking the time to truly meet their needs by simply listening.
I recently had an exclusive listing located in an area that had two additional acres of land attached to it.
There was a beautiful, custom estate built in the early 1990s situated on one acre of land.
With more than 7,000 square feet in the main house and an additional 2,000 square feet in a guesthouse, it was a magnificent design that overlooked an amazing architecturally enhanced backyard with fountains, a zero entry pool, pergola areas, outdoor fireplace, TVs, full summer kitchen and several entertaining spaces. It allowed enough space to entertain at least 200 guests outdoors within the privacy of your own property. The other two acres, which were adjacent to the home, could be subdivided or remain with the estate.
Because the home was built in the 1990s, it was lacking the new Crestron system or some type of Smart Home system installed today in larger homes. With the touch of a button, these systems turn on lights, security and music throughout the home; most of them can even work from your iPhone no matter where you are in the world.
Each time I had a showing, I had to arrive about an hour before the showing to make sure I had the time to turn all the lights on, unlock doors, turn on the sound system, make sure all the fountains were in order and inspect the home.
I received a call from a well-known broker in the area wanting to show his clients the home. He told me that the most important factor to this client was that they could sell the additional parcel of land next to the home. This made me very excited because I had the only listing of this type in the area.
The day of the showing, I barely made it in time to turn on all the lights and make sure everything was working properly. I had a client earlier in the day and we ran behind schedule, which pushed back my entire day. I had to reschedule our last showing of the day to drive out and meet the broker, but I was fairly confident that this would be the right client for the property.
I was finishing turning on the music in the home when the broker arrived with his clients. We greeted, and I began to explain the history of the home and the uniqueness of the SELLABLE 2-acre parcel of land next to the home.
As I was in the midst of describing the home, the client walked directly to the rear of the living room, looked outside and said to the broker “You told me this land was SAILABLE.”
The broker replied: “It is SELLABLE. It is the only parcel in the area of its kind. What is the problem?”
The client said: “There is no boat. Where am I supposed to SAIL? Where am I supposed to dock my boat? On the grass?!”
Needless to say, it took everything in me to remain calm and pleasant, while I was trying to imagine how in the world the broker did not realize that his client wanted waterfront property! I was fuming mad!
The client wanted a waterfront property where he could put his sailboat, and the broker thought he wanted a parcel of land to sell!
I called the broker after they left the home. I was still angry and couldn’t believe I left another potential client, drove 40 minutes out of my way, turned on all the lights, music and now had to drive 40 minutes back after doing the same thing all over again.
Did this really just happen? How could you not realize your client wanted waterfront property?
Even worse, I had to go back and tell the owners of the property that the buyers really were not buyers. Additional pressure I did not need with the listing expiring soon.
A few days later, I received another call from the same broker. He wanted to show the property to another client who was referred to him from the client we showed previously. I was shocked, to say the least! I couldn’t believe that after that major mistake, the client would actually refer someone else to him.
I was hesitant and still angry that this had happened — yet I remained optimistic and went back out to the home. Turned on the lights, music, opened the doors on this perfect Florida day and pulled everything together in plenty of time.
The clients walked into the house, took a walk through the living room to the back yard. They looked at one another, smiled and said: “I am so glad our neighbors told us about this home after they saw it. They may be looking for water, but we are looking for privacy and plenty of space to entertain.”
Suddenly, my remaining anger quickly turned to true optimism, and I knew this was the right couple for the property. As it turns out, the clients looking for the “SAILABLE” property, went home and told their neighbors what a terrible experience they had looking at a beautiful home in the middle of nowhere. The neighbors were ecstatic over this news because it was exactly what they had in mind. They flew down from the Northeast specifically to see this home.
If you happen to be wondering what became of the clients looking for a “SAILABLE” property, they are still searching, but I am sure they will soon find their dream property as well. For now, their sailboat is safe at their primary residence up North, and they are looking forward to moving the boat here when the right property comes along. ¦
Heather Purucker Bretzlaff is a broker and Realtor Associate at Fite & Shavell Associates. She can be reached at 722- 6136, or at hbretzlaff@fiteshavell.com.