A long-time friend and colleague of mine - Fred - once told me something that was both obvious and at the same time eye-opening: it's easy to do a job well when the going's easy... the measure of a company - the true measure - is how it behaves when the cards are down.

It's of the utmost importance - in this line of work along with any other, I would suggest - that processes and redundancies are in place for when that foul-weather situation rears its ugly head. This may come in the shape of a disgruntled guest or client, a post lead returning with all of his quirks and weekend calls, indicating he wants yet another change to his search criteria; the list goes on and on.

Personally, I've always made a steadfast attempt to cover all possible bases, so as to avoid problems of any kind.


If you're done laughing, I'll concede that this is about as unavoidable as death and taxes. But you go back over your processes, find gaps, analyze loopholes, and perfect as best you can. In short, be like water on cement: find every crack and every crevice. Knowledge will be key, in fact it'll be the silver bullet.

A many-month deal we are trying to cinch on an old San Telmo apartment began with a conversation about the hurdles the buyer would need to jump over in order to purchase the property. Does a real estate professional really want to say such a thing to a prospective buyer?

You'd think not... but if you don't lay out all cards on the table, I'm here to tell you it'll come back to you in one form or another: you might lose the deal and the monies which accompany it, you'll get negative feedback from the client, you could face legal or professional repercussions, etc. In
my case, I just hate phone calls where I'm scolded or otherwise taken out for a 'what for'.

23 de Marzo, 2022