Stories

I will do whatever it takes to sleep well at night.
A few days ago, I had one of the longest negotiations with my client—a 3-4 hour discussion with him and his nephew.
The offer on the table was $3.6 million.
At this point, you might assume I’m just another agent trying to push the owner to accept the offer for the sake of my commission.
But let me give you the full story.
I was recommended to this owner by his nephew, who has been using my services for the past 10 years.
The owner is 93 years old and lives with his three children.
He has been staying in the same landed property for the past 40 years, but the house is in a very run-down, original state, with really poor living conditions.

My Challenge
Whenever there’s a viewing, buyers typically leave within seconds.
Some even tiptoe around inside the property.
The owner also has a daughter with Down syndrome, whom he’s deeply concerned about, especially if something happens to him. Additionally, he has two sons with whom he doesn’t have a good relationship.
This is why he wants to sell the property—to move to a better, more livable home for his health, set up a fund for his daughter’s care, and ensure his sons can secure their own homes.
His objectives were very clear. The only hurdle was the price.
I’ve been marketing the property for the past 5-6 months, and until now, every buyer only made verbal offers without presenting a cheque.
Finally, we received a cheque for $3.6 million. But the owner wanted $3.8 million.
Could I get the $3.8 million? That was the big question. All the banks gave valuations between $3.3 million and $3.5 million
My Negotiation Hurdle

A neighbour recently sold for $3.5 million, so this offer of $3.6 million was already $100,000 higher.
I genuinely believed this was one of the best offers he could get, based on two key factors: the low current valuation of the property and his age.
If the property market changes, he would likely need to wait another 5-8 years to see the next uptrend cycle.
But at 93, would it be too late for him to proceed with what he intended?
I told him, “Uncle, in my 15-year career, if a seller isn’t keen on an offer, I usually walk away after 10 minutes.
But this situation is different.
If you accept this offer, I can sleep peacefully knowing I’ve done the right thing for you.”
Despite this, he still refused the offer.
But I know I did my best to protect and serve my client’s interests.
I can’t force a deal through, and I want my client to feel good about the decision they make.
Why am I sharing this story with you?
Many people think that real estate agents have an easy job—buy, sell, and live a luxurious lifestyle.
But the truth is, it’s about finding real meaning in what we do.
Understanding each client’s needs and objectives and helping them achieve their goals is what truly matters.
And as for this client, I will continue to do my very best for him.