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A Tale of Two Developers
While
markets differ in various ways, most of us in real estate are
playing our game by the same rules. All of us have access to the
same quality resources, information and tools of our trade. Why
is it then, that a select few seem to achieve success so far
beyond the rest of the pack? This story offers one of the answers to this question. I
was visiting my friend John, a successful developer I had known
for many years. In the imposing brick office complex he had
recently completed, we sat in his corner office telling stories,
laughing and enjoying a spectacular view of autumn foliage in
Ohio. “I
hit another home run last week,” John began with a grin.
“Got a call from a guy last Monday asking me if I was
interested in buying a few acres with development
possibilities.” Pointing across the freeway outside his
building, he continued. “Turns
out it’s right there.” “So
this seller tells me he’s asking $235,000 and wants to know if
I’d like to see it,” John explained.
“I tell him I can see it just fine from my window …
and I’ll buy it for $225,000 right now.
So we set up a meeting for the next day.” As
I later learned, another developer friend of mine, Tom, was also
interested in this property.
Long before the seller called John that day, Tom had
spent months analyzing the potential of this parcel.
He had meetings with zoning officials, engineers and city
officials to determine the feasibility of re-zoning the use from
single-family to condos. He spent many long hours doing his homework, estimating costs
and returns, and carefully calculating the fair market value of
the land. He had
also asked the seller to give him an opportunity to make an
offer if any other offer came in. After
John’s offer of $225,000, the seller called Tom as agreed. On
the basis of his months of hard work, Tom had decided that the
property could be, if all went well, worth something close to
the asking price. After agonizing over the decision, he agreed to pay the full
$235,000, but not a penny more.
The seller, now elated, calls John to tell him he has a
better offer. John’s
story continued. “So
I get a call the next day and the seller tells me he has a
better offer for the full asking price.
I tell him that if he has a purchase agreement on my desk
by the end of the day, I’ll buy his land for $250,000.” “This
is the best part”. John
smiles wider as he leans forward in his chair.
“Later that day, I sign the agreement and give him an
earnest money check for $1000.
While he’s still waiting for the elevator and the ink
is still wet on the paperwork, I’m on the phone to the
Marriott Corporation. I
tell them about the parcel because I know it would be a prime
location for one of their hotels. Before the end of the week
I’ve resold the property for $1,250,000!” Looking
back, I realized that although they worked in the same market
for many years, John consistently achieved a much higher level
of business success than Tom. They were playing the same game
with the same rules. They both had access to the same resources,
information and tools of the trade. And they were both hard
working, honest businessmen. Yet, somehow, John and Tom got very
different results. The
difference, I feel, is found in their levels of awareness.
Like many in real estate sales, Tom was working hard
doing business the way he had learned years ago.
John, however, always dedicated more time to staying on
top of what’s new. He
was always increasing his awareness of new opportunities and, as
a result, often found possibilities where others saw only
obstacles. This
story is just one example of the rewards for cultivating this
perspective. One
of the opportunities overlooked by many in real estate is found
in selling new homes. Sales associates often share their
frustration over owners, brokers and managers who fail to offer
the support or encouragement to pursue this business.
Some see new home listings as the only possibility and
overlook buyer representation, lot sales, raw land sales and
opportunities to capture more resale business in the process.
This problem is clearly due to a lack of awareness.
Because of this, too many continue to do business the way
it’s always been done. In
the development business, success is relative to discovering the
highest and best use of raw land.
In the business of real estate sales, we must maximize
our opportunities for success by increasing our awareness and
discovering the highest and best use of ourselves.
Other
Articles by Dennis Walsh:
I'd
Rather Shoot Myself in the Foot!
Mixing Oil and Water
Making
It Easier To Buy |
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Dennis
Walsh & Associates, Inc. Website
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