REAL Exclusive Magazine

Leave Emotions For The Movies – They Have No Place In A Home Closing

By Anne L. Weintraub, Esquire

Anne Weintraub P.A.

Since the beginning of time, a man believed his home was his castle. Not much has changed in 2013-almost every Seller believes his home is his castle and almost ever Buyer questions whether that castle is even good enough to purchase.

The Buyer may want to know everything about the Seller’s background. The Seller may want to know where the Buyer is from and what the Buyer does for a living. The Seller’s wife may dislike the Buyer’s wife. But, you know what? Does it even matter?

Over and over, I am seeing Realtors and Attorneys lose transactions because they cannot control the client. When a Buyer and Seller contract to sell a property, emotions must stay out of the negotiations. I cannot tell you how many times I have presented an offer on a client’s behalf and the listing agent replies that the seller was “insulted”.

Truthfully, it is everyone’s responsibility-the buyer, seller, listing agent, their attorneys and assistants to keep the “eye on the prize” which means closing the transaction if it is in the best interests of the parties.

If the Buyer loved the property enough to make an offer and the price was good enough for the Seller to accept, the parties agreed to all material terms, all title defects are cleared, financing is provided, and everyone is acting in good faith, then there is no reason, but for an Act of God or unforeseeable event that a transaction should not close.

Instead of telling the Buyer they’ve insulted the Seller, just counter. Also, the Seller should not be present during showings as Buyers are not comfortable being watched while looking at property. While negotiating terms, be professional and not curt.

If any party is angry, they should follow “the 24 hour rule” and wait 24 hours before sending angry emails. Similar to wounds, we do not want to inflame people. By watching your words-written or oral-and setting boundaries early, you are a lot more likely to close.

When I see a deal fall apart, over fifty percent of the time, it’s because of emotions and the other fifty percent is because people are simply out of control and their representatives cannot control them. Just relax; take a deep breath, shake hands at the closing table, and everyone can meet for cocktails when the transaction is closed and only when it is closed.

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Anne L. Weintraub is the driving force behind Anne Weintraub, P.A. practicing in Residential Real Estate Closing, Issuance of Title Insurance & Title Services, Refinancing, Contracts & Deeds and Short Sales & Alternatives. Her practice covers Sarasota, Bradenton, Lakewood Ranch, University Parkway, Casey Key, Siesta Key, Bird Key, Longboat Key, Lido Key and Downtown Sarasota.

Anne Weintraub, P.A. is located at 1800 Second Avenue, Suite 882, in Sarasota. You may reach Anne via email at aweintraub@anneweintraub.com or via phone at (941) 685-4300.

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