Lianna Sam Reveals Her Winning Strategies for Buyers and Sellers
On this episode of The Closing Table, we sat down with Lianna Sam!
To watch the full episode, check it out on YouTube below. In the meantime, here’s a summary of the conversation…
Here’s what you missed from Lianna Sam…
Lianna has dedicated the past six years to her real estate career, bringing with her a passion for connecting with people. Her journey into real estate was a natural transition from the hospitality industry, where she honed her skills in client interaction and service. Lianna’s background in hospitality has greatly influenced her approach to real estate, as she often likens her role to that of a social worker, committed to making miracles happen for her clients.
Her interest in property investment was the catalyst for her move into real estate. Initially, she began flipping properties as part of her retirement plan, which eventually led to a full-time career in the field. Her early focus was primarily on working with sellers, where she applied her knowledge of property investment to help them achieve their goals.
Lianna continues to draw parallels between her work in real estate and her previous experience in hospitality. She views her role as one that requires empathy, understanding, and a deep commitment to client satisfaction. Her hospitality background allows her to navigate the often emotional and stressful process of buying or selling a home with grace and professionalism.
She has developed a comprehensive approach to working with sellers, beginning with a three-point property evaluation. She meticulously researches the property’s history, identifies potential issues, and evaluates it from a buyer’s perspective. Understanding the sentimental value that many sellers attach to their homes, she tailors a marketing plan that reflects both the emotional and financial aspects of the property. Additionally, she provides her clients with the necessary resources and connections to ensure the property is presented in the best possible light.
Establishing an honest and direct rapport with sellers is at the heart of Lianna’s approach. She assists in preparing the home for listing, ensuring it aligns with the seller’s goals. Her extensive network of professionals is available to handle any necessary repairs or services, making the process as smooth as possible for her clients.
Lianna emphasizes the importance of pre-marketing a property before it officially hits the market. She conducts a robust online campaign to reach a wider audience, understanding the critical role of digital presence in today’s real estate market. By ensuring everything is perfect before the sale, including staging consultations and necessary preparations, she sets the stage for a successful launch.
Lianna goes above and beyond to prepare for open houses, personally overseeing every detail to create a welcoming and neutral environment that appeals to potential buyers. She meticulously stages the property and ensures that it is presented in the best possible way. Additionally, she creates comprehensive packets for open house visitors, providing detailed information about the property and staying late to answer any questions or concerns.
She takes a hands-on approach when working with buyers, whom she affectionately refers to as “precious little babies.” She guides them through every step of the process, from initial consultations to understanding market trends and potential pitfalls. Her commitment to client education extends to recommending reputable lenders and mortgage specialists who can meet the diverse needs of her clients.
Lianna prioritizes her clients’ needs, often going the extra mile to ensure their comfort during long days of showings. She provides emotional support and is dedicated to adapting to her clients’ preferences and energy levels. Her dedication to service extends beyond the transaction, as she remains involved in ensuring her clients adhere to post-transaction requirements and take advantage of any available incentives.
Recently, Lianna expanded her real estate services to Florida, particularly focusing on the southeastern side, where she leverages her deep knowledge and extensive network. This expansion has allowed her to apply her skills and experience to a new market, achieving significant success.
Following that, Lianna shares a memorable story of a high-value sale in Florida, where her bold approach to pricing, combined with her market expertise, led to a successful outcome. This story highlights her ability to leverage market knowledge and the unique features of a property to achieve the best results for her clients.
In one instance, Lianna received multiple offers for a property, including one significantly over the asking price. However, an unexpected sewer line issue was discovered during the buyer’s inspection. Despite the seller’s due diligence, this issue posed a potential hurdle. Lianna worked closely with the seller to explore solutions, including the possibility of adding a tie-in to the sewer line, demonstrating her commitment to resolving challenges and securing the best outcome for her clients.
Lianna’s experience with first-time homebuyers is a testament to her dedication and resourcefulness. Despite the challenges of limited inventory and multiple buyers vying for the same properties, she successfully guided a young couple through the process. Her negotiation skills ensured they secured a home in a desirable area with good schools, and they have already seen an increase in its value.
Real estate has taught Lianna the importance of resilience, assertiveness, and direct communication. Her military background initially made her accustomed to giving orders, but in real estate, she learned the value of patience and offering clients options rather than directives. She also emphasizes the importance of allowing clients to express their perceived home value before presenting her professional assessment, supported by irrefutable data and evidence.
Lianna then reflects on the impact of the housing market crash and the subsequent shortage of homes, particularly during the COVID-19 pandemic. She discusses the fluctuation in housing equity, the surge in buyer demand due to low-interest rates, and the ongoing deficit in housing supply. Despite the challenges, Lianna remains optimistic about the future, anticipating a market balance that will present opportunities for buyers, sellers, and investors.
She believes that the current market conditions offer significant opportunities for real estate moves. She emphasizes the importance of understanding location and market conditions when making real estate decisions and sees the potential for the current market to be viewed as an opportunistic time in the future.
In Michigan, Lianna has observed fluctuations in housing equity and the impact of interest rates on the market. She highlights the potential for buyers, sellers, and investors to take advantage of the current conditions, anticipating future market stabilization.
Looking ahead, Lianna anticipates significant changes in the housing market in the coming years. She emphasizes the importance of understanding market trends and making informed decisions. Lianna remains confident that the current market presents opportunities that will be recognized and appreciated in the future. Lianna notes that while sellers are capitalizing on high prices, buyers are eager to purchase to avoid missing out. She advises buyers not to be afraid to invest, as there is always demand for homes.
Lianna also explains the “two for one” buy down trend, where sellers offer concessions to buy down interest rates, making homeownership more affordable initially. However, she cautions about the potential future affordability challenges if interest rates increase after the buy-down period. While the high demand and low supply could lead to potential foreclosures, Lianna believes the market will not crash, as demand still exceeds supply. She continues to monitor market trends closely, advising her clients on the best course of action based on current conditions.
Check out Lianna Sam:
https://liannasam.brookstonerealtors.com
https://www.facebook.com/HomesbyLi
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