They become determined to win a property before they have decided
whether the property deserves to be won.
I understand how it happens. A buyer has spent months browsing
listings, finally finds an apartment that feels close to what they
imagined, and suddenly the entire conversation becomes about making
sure nobody else gets it.
At that point, small warning signs become easier to excuse. The
bedroom is darker than expected. The building entrance feels
neglected. The asking price is ambitious. The street is noisier than
it appeared online.
None of those issues feels fatal on its own, so enthusiasm begins
doing the due diligence.
What I have learned
The moment a buyer starts asking, “How do we make sure we get it?”
is usually the moment I need to slow the conversation down and ask,
“Should we still want it?”
I have bought property myself, and I know the difference between
being excited about a purchase and living with it after the
excitement disappears.
The apartment does not care how competitive the viewing was. Once
the keys are handed over, you own the light, noise, building,
neighbours, repairs and compromises exactly as they are.
-
Before the offer
Would I still want this property if another buyer were not
competing for it?
-
Before negotiating
Am I trying to buy well—or am I simply trying to win?
-
Before signing
Which compromises will disappear after renovation, and which
ones will remain for as long as I own the property?
Negotiation matters, but a discount does not repair poor natural
light, move a noisy bar, install a lift or turn the wrong building
into the right one.
Sometimes clients are surprised when I recommend walking away. But
there will always be another apartment, and sometimes the most
valuable decision I can help a buyer make is not to continue.
One final thought
You don’t buy the excitement of the purchase.
You buy every day that comes afterwards.
My job is not to help you win every apartment. It is to help you
avoid winning the wrong one.