The Palmetto Bug

The nice young family from New Jersey were so excited about their new Florida home.  I too was thrilled. I was the 3^rd listing agent and the home I was selling wasn’t an easy one. The house backed up to Northlake Blvd with heavy road noise. Buyers usually don’t call in wanting a view of a wall and the soothing sounds of cars and trucks. The other agent brought the contract for the Buyers to sign off in person after one final looksie. Luckily, it was a light traffic day, and the pen was in hand to sign for wet signatures. Then it happened. A cockroach-looking creature scurried from one side of the dining room floor to another!

You could hear a pin drop, even though we backed up to Northlake! The Buyers turned their head to me in what seemed to take ½ an hour and asked, “what was that?” I replied in the most calm and nonchalant way, “oh, it’s just a little Palmetto Bug”. I was newer to Florida at the time and wasn’t exactly sure if the Palmetto bug was related to the cockroach as I’m no Orkin expert. But words matter and thoughts of the word Palmetto conjure up stately sophisticated Palm Trees. The Palmetto Bug actually lives in those trees. And if you don’t want them in your home, make sure to call your landscaper (Ari the landscaper is good if you need one) if your Palm Tree is touching the roofline. That’s how they gain access to become your free roommate. Especially as the rains are coming. Anyhow, the Buyers asked if this particular Palmetto had friends.  I said that was the first I’ve seen and it is Florida. Thankfully, they signed.

 

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Knowing what to say or not to say often is the difference between cementing a sale or not.  Here are 5 tips for what to say or not to say in a sale.

1. Good Vibes.

I once had a cute older couple tell me they were leaving the mistletoe in the house. I curiously asked why?  They walked beneath it, went into an embrace, and told me because it reminds them to love each other.  Total Hallmark moment. That house had great energy. You bet I brought up the mistletoe. Clinched the deal!

2. Zip the Lip.

There is an old saying. Once someone has decided to buy, don’t talk yourself out of a deal. Things that you think are innocent can be used against you. I’m not talking about honest things that need to be disclosed but rather stuff that just doesn’t have to do with anything. You don’t need to disclose that you don’t care for your neighbor or your politics or that your refrigerator is working but you think it’s too old.  I once had a Seller who bought a new refrigerator after the inspection because he just wanted to be nice. The Buyers were upset that it was black and they wanted stainless. Now I’m in the middle of something that wasn’t even an issue. I said, we could return the new one and then you can keep the old one?  Fortunately that was the end of that and I put a gag order on Tony doing anything without my permission!

3. GET OUT!

Keep clients apart from each other. If you are an owner, please leave. One situation recently was a Buyer whose father fiddled with a pool pump reading during the inspection. The Seller who insisted on being there got upset. Now the deal was in jeopardy.  Gaining access for the Buyer afterwards was a negotiation. Fortunately, it closed. Keep everyone away from each other.  Like Seinfeld’s Mom learned, not everyone liked Jerry.

4. Meant to Be. 

Nothing is meant to be but if a hummingbird arrives at the front door while the Buyer arrives or some paint color is a prompt of a good childhood memory, go for it. On the other hand, meant to be is loony, apologies to all you horoscope readers. My advice if a deal is falling apart – fight “meant to be” as you make your own luck. Usually money gets rid of the “meant to be’s.”

5. Humor

My Dad years ago had a  Lifetime Movie Murder Mansion. The murder took place at Admirals Cove when the wife shot the husband 9 times. Talk about a tough showing, tough sale, and house being stigmatized. So Dad, rather than being all solemn, thought out of the box. He did this crazy reenactment shooting his finger at the floor 9 times.  At first people were stunned by my old man but by shot number 5 they started to crack up. The house was a tear down; however a murder house is a tough sell as people don’t want the bad energy. If you don’t have a mistletoe, use your index finger and thumb.  Get some laughs to get past the bad energy. The house sold!

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Jeff Lichtenstein, originally from Chicago, got his start in the home furnishings textile business where he traveled over 35 weeks a year selling fabrics. After the family business was sold, Jeff moved to Florida and became a real estate agent. Today he is the owner and broker of Echo Fine Properties, a luxury residential brokerage voted best brokerage of the year. Jeff manages a non-traditional model of real estate that mimics a traditional business model. Echo has 80 agents, an average of one million dollars per transaction and over 500 million in annual sales. Between traveling for work and annual family trips to national parks with his wife and 2 now adult children, Jeff has visited 49 states. He is also one of the few Chicago White Sox fans you’ll ever meet.  Some publications he has been quoted in.

Author of business & leadership book How Making a Sandwich Can Change Your World –  The Amazing Success of the PB&J Strategy – Available to Buy Now!

Feel free to ask him a question directly at [email protected] including a complementary  valuation of your home.

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Written by Jeff Lichtenstein

Jeff Lichtenstein, originally from Chicago, got his start in the home furnishings textile business where he traveled over 35 weeks a year selling fabrics. After the family business was sold, Jeff moved to Florida and became a real estate agent. Today he is the owner and broker of Echo Fine Properties, a luxury residential brokerage voted best brokerage of the year. Jeff manages a non-traditional model of real estate that mimics a traditional business model. Echo has 100 agents, an average of one million dollars per transaction and over 500 million in annual sales. Between traveling for work and annual family trips to national parks with his wife and 2 now adult children, Jeff has visited 49 states. He is also one of the few Chicago White Sox fans you’ll ever meet. Some publications he has been quoted in.

Author of business & leadership book How Making a Sandwich Can Change Your World – The Amazing Success of the PB&J Strategy – Available to Buy Now!

Feel free to ask him a question directly at [email protected] including a complementary valuation of your home.

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