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Clients First: The Two Word Miracle by JoAnn Callaway, Joseph Callaway

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If You Don’t Have to, Don’t

As the market went into free fall, we tried to get our sellers’ homes sold, but in many cases they ran out of equity before a buyer could be found. As prices dropped further, they became more upside down, owing more on their mortgage than their home could possibly sell for. They didn’t have any equity, and the question was what to do.

Dozens of times each day, JoAnn and I would advise, “If you don’t have to sell, don’t.” We told clients that this was no time to sell if you didn’t have to, but we found many who did have to sell. They had lost income, got divorced, or needed to move out of state. They were distressed. Some clients had to buy. If you have three big dogs or five children or four cars, it’s not easy to find a rental. They had to buy in a falling market, and they were afraid. These buyers needed to be put first. They needed honesty, competence, and care.

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