This weekend I discovered a newer (?) HGTV show called “Scoring the Deal” about an agent, Jason Abrams, whose niche is working with sports stars looking for high-end properties. In the episode I watched, he and his team helped Clinton Portis find a place where he could “chill” in Miami. (You Cowboys fans will remember Portis as a former member of the
hated rival Washington Redskins.)
Because the sports star’s time is limited, the real estate team pre-screens properties to make sure they meet the client’s high expectations. Most of the properties selected were in high-rise buildings and included sweeping views. The team on Scoring the Deal agreed that views were the highest priority, because Clinton had included them on his wish list.
When the day arrived for Clinton to view the properties, their first stop was at a loft with a wide open, industrial feel. It was in a smaller building, not a high rise, and the view was nice but not spectacular. Jason seemed almost apologetic about the master bath (the shower only had one head and no jets), but Clinton seemed to think it was fine.
The next two properties were in high-rises with A-MAZE-ing floor-to-ceiling windows and panoramic views overlooking the harbors and ocean. In fact, one property was so high up, that you could barely see the buildings below. Clinton seemed concerned about how the building would sway during hurricanes, but mostly, he was quiet. Jason said he wished he could tell what Clinton was thinking; he thought this final property would blow Clinton away (haven’t we all felt that way with a client, at one time or another?).
Scoring the Deal
In the end, it turned out that Clinton liked the loft the best. It’s cool and unique character fit his style. The team on Scoring the Deal had indeed scored.
And that was the best lesson from this episode. Sometimes what we like doesn’t necessarily translate into what our clients like. And also, just because something is on their wish list, doesn’t mean it’s their highest priority.
As any agent who’s been around knows…you can show buyers a home that has ALL the “check marks,” and yet they still say, “meh”. Then, you can turn around and show them a house that meets only a few of their criteria and head-over-heels in love with it they fall.
So try not to let your preferences spill over into your showings with clients; remember, they’re the ones buying the house; not you! And lastly, while there are always lessons to be learned, keep in mind that all is not as it seems on real estate reality shows.