I thoroughly enjoyed a sales appointment with these buyers from Atlanta a few days ago.  Before they visited, I corresponded with the husband by e-mail for several weeks and we spoke several times on the telephone.  He wanted a two-bedroom villa with vacation rental potential.  The focus would be on the Hilton Head Beach and Tennis Resort and Fiddler’s Cove

It’s great when buyers know what they want and are clear about it.  I can take that information and find the best few properties from what’s available.  When they arrived to see properties, the keys were in my pocket.  

I had not met the wife before that morning but she called twice from the road to report on their travel progress.  They arrived and we had only seen two villas when she asked, "What does it cost for an ocean view?"  I explained that ocean view two bedrooms were more than they wanted to spend but that ocean view one bedrooms were in their price range.  To satisfy her curiosity, we saw one.  "I really like the ocean view", she said enthusiastically.  We met the next day and saw the best ocean view villas in their price range.  They really got excited about two villas that had very good prices and very good ocean views.  They have gone back to  to Atlanta to think it over.  I have sent the rental histories of each villa as they requested.               

This is a ‘first phase’ sales story.  The process often begins on the Internet with a dialog  about the buyer’s expectations.  This is followed by a meeting to see the best properties door to door and compare them.  Even with extensive planning, more than one meeting is usually required.  This process has endless variations because everybody is different and there are many different kinds of properties.  

The first phase is often followed by a second and third.  These consist of the offer, negotiation, inspection, renegotiation, loan application, selection of the attorney, closing and post-closing.  Each part of the process is important and has its own  opportunities and challenges.  I work for clients to get them best price and terms possible   t takes skill, good communication and some luck.  It’s always a learning experience.  Things usually go well and when they do, it’s fun too. 

Richard Kadesch, Owner and Broker-in-Charge The Gated Community Specialist ® Go Gated Realty ® Hilton Head Island, South Carolina Rich@rkrealty.com www.GoGated.com 1-800-333-5025 Read Some of My Clients’ Success Stories

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