Grief + Knowing Too Much = Nightmare for my Realtor
In the spring of 2022, my siblings and I found ourselves in a situation no one is ever truly prepared for: selling our mother’s condominium in Naples, Florida. It was a tough time for all of us, grieving the loss of our mother, who had spent 25 years there with our father after caring for my grandmother until her passing.
The condo itself was a piece of history. My grandparents had bought it in 1972, and it was a gem—a premium, water-view villa with access to several award-winning golf courses. I have so many fond memories of holidays spent swimming in the community pool and learning to fish in the lake. It was more than just property; it was family history.
But life moves forward, and so did we. The decision to sell wasn’t easy, and emotions ran high. Given my experience in business and marketing within the real estate sector, I assumed I was the most qualified to handle the search for a realtor. I dove headfirst into the project, trying to stay busy and focused as I navigated the complex emotions of loss.
The Search for the Perfect Realtor
I started where most people do these days—on Google. I searched for the top realtors in Naples, FL, and cross-referenced them with Zillow, Homes.com, Realtor.com, Instagram, and LinkedIn. I analyzed the number of deals these realtors had closed over the past year and created a shortlist. From there, I set up interviews with my top three candidates.
After meeting with them, the realtor we ultimately chose turned out to be a neighbor—a local expert who personally knew my sister and was familiar with the community. We felt confident that she would have the best knowledge of the area and the most availability to show the condo. In a time of emotional turmoil, I wanted to avoid conflict with my siblings, so we settled on this decision as a group, trusting that she would do everything possible to secure the best deal for us.
Murphy’s Law Strikes
And then—home prices started to drop.
According to Realtor Ed DiMarco, property values in Naples had been on the rise since October 2019, peaking just before we listed the condo in April 2022. But as fate would have it, property prices began to fall right as we put the condo on the market. Suddenly, we were receiving low-ball offers, and the pressure was on. My siblings started to suggest accepting some of these offers, but I wasn’t ready to give up.
I knew there were potential buyers out there—buyers who weren’t necessarily local. I believed people in places like New York or Chicago might fall in love with the condo and pay what it was truly worth. So, I began questioning the realtor’s strategy, wondering why we weren’t reaching these buyers.
I asked for weekly reports on lead sources, and that’s when I became a nightmare client.
The Struggle and the Solution
Ultimately, we did receive a reasonable offer from a buyer in New York, but by then, I had worn down the patience of my family and, quite possibly, the realtor. The whole process was taking a toll on everyone, and I reluctantly agreed to accept the offer and set a closing date.
Then, Hurricane Ian made headlines. The storm was a Category 4, and it was heading straight toward Naples. We all held our breath, expecting the buyers to back out. Fortunately, the condo survived the storm, and we closed the deal shortly afterward. It was bittersweet handing over the keys, knowing the emotional journey was finally over. I’m sure the realtors were relieved to be rid of me.
Lessons Learned: How Realtors Can Win in a Crowded Market
After the dust settled, I took a step back and reflected on my experience. I felt some guilt about being such a demanding, intense client, but it also reinforced a lesson that I believe is critical for realtors today:
1 - Buyers are shopping from all over. Real estate is no longer just a local game. Buyers from out-of-state and even out-of-country are actively looking for homes.
2 - Realtors need a robust digital presence. To attract these buyers, realtors need to ensure their online profiles are strong and consistent across all platforms.
A realtor’s digital footprint should include:
- Google Business Profile
- YouTube
- Homes.com
- Realtor.com
- Zillow
- Personal, lead-generating website
3 - It’s all about relationships. At the end of the day, the relationships realtors build—not just with local clients, but with a broader audience—are what make the biggest difference in today’s market. A strong digital presence allows realtors to foster these relationships and expand their reach beyond their immediate geography.
Final Thoughts
Looking back, I know I was a difficult client. But I also know that my experience highlights some key best practices for realtors who want to thrive in a crowded, competitive market. If you’re not investing in your digital presence and casting a wide net, you’re missing out on opportunities to connect with potential buyers—no matter where they are.