How I got a listing and never met the client

This listing started with a cold phone call to a potential seller. During our first conversation, she shared that her mother had recently passed away and that the family’s single-family home was at risk of foreclosure due to a reverse mortgage. To save the home, she planned to sell her mothers duplex.

After gathering information, I reviewed comparable sales, toured the property with a buyer (ensuring the tenants were unaware of a potential sale) and even brought her an offer within two days. Unfortunately, the offer was too low, and she decided not to accept it or list the property.

What followed was two months of consistent follow-up: texts, emails, voicemails, and even a personalized Loom video walking her through her options and a proposal. Despite my efforts, she would infrequently respond.. but knew there was motivation there.

Then, I noticed a nearby duplex—an excellent comp—had just been listed. I shared updates via voicemail and email, including how much activity the property had on Zillow. Still, I heard nothing. When that property went pending, I called her again. This time, she answered.

The Turning Point

On that call, I explained the comparable sale, but before I could finish, she interrupted me to say she was ready to list. She apologized for being unresponsive and said she admired my persistence and market knowledge. She even declined an in-person meeting, saying, “I trust you.”

She agreed to my commission without hesitation. Later in the call, I learned she had taken a hard money loan on her mother’s home to avoid foreclosure. Selling her duplex wasn’t optional—it was essential.

The Outcome

This seller never met me in person but felt confident enough to entrust me with her listing. By consistently providing value, demonstrating expertise, and respecting her timeline, I earned her trust and the opportunity to help her resolve a critical situation.

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