Real Estate: Controlling Emotions Can Eliminate Heartache


By Staff Reports

(DGIwire) — Let’s face it: most of us are obsessed with real estate.  For one thing, everyone has to live somewhere.  At various points in our lives we all rent, buy or sell– perhaps multiple times.  For many of us, our main nest egg is in our home or apartment,  And of course some of us are actually in the profession as Brokers and/or Realtors.  No wonder we all eavesdrop when someone knowledgeable confides some of the secrets of success in buying and selling.  As a leading realtor, with multi-millions in sales to her credit in her 35 year-long career, Paula Pagano’s new book, Getting the Property SOUL’D: A Breakthrough System for Successful Stress-Free Buying and Sellingis the ultimate eavesdropping opportunity.

Anyone who spends decades of  their life in a particular industry tends to learn a lot. Not only about the industry itself—in this case real estate—but also about human nature.  In Paula Pagano’s case, given that she works in an environment where a lot of the homes, condos and co-ops properties are luxurious, the behaviors, attitudes and actions she has experienced with buyers, sellers and other real estate professions were often seemingly illogical. Multi-million dollar deals went south because of the inclusion or exclusion of something as simple as a washer/dryer or the last few dollars. A buyer who said he wanted a comfortable family-style home for his children but secretly longed for more of a sexy bachelor pad. Yet another client resisted staging his townhouse even though it was cluttered and filled with broken frat-house style furniture!

Whether one is  a seasoned professional in the real estate arena, aspires to become one, or someone currently “in the market,” thinking of buying or selling a house or apartment,  readers of SOUL’D will learn a great deal from this unusual and surprising book.  The frankness with which the author tells her own story, and the stories of others with whom she has worked over the years:  her fellow real estate agents, her clients, her friends and associates, provides a blueprint of what to do and what not to do that one cannot find elsewhere.   Frankly, even  for someone who will never move from where  they are now, this book is a must-read, thanks to the insights it provides into why many of us behave as we do at this common crossroads—and, by inference, at any tough negotiation!

Because a home is often our most valuable non-liquid asset, one we naturally hope will appreciate when we’re ready to sell, it must also be appreciated.  Understandably,  the buying and selling process is fraught with emotion. At the same time, controlling emotions and being rational is the main factor that can help produce a  successful outcome.  One mistake can cost plenty, whichever side of the table a person is on.

For those who want to understand what real estate really is, seeing it in a larger context, as the author does—as a metaphor for human relationships—get set to meet one of the most remarkable women in this fascinating field, and be prepared to read Getting the Property SOUL’D in one sitting!

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