It's Not The Property—It's The Mismatch.

Let me tell you something I realized recently after working on deals that fell through.

Deals don’t fall apart because of a lack of good properties to sell or to rent out. In fact, there are a lot of inventory in both the pre-selling and the resale market. So, here’s what I thought:

Deals fall apart because the buyer and the broker

are speaking two different languages.

In my previous post, I talked about why properties have varying resale prices and I mentioned about some specific considerations – the location, brand recognition, building management, etc. But in cases where we already have an actual transaction, it may not always be about the price, location, or even the number of bedrooms.

It’s about unspoken expectations, undefined timelines, financial uncertainties, and unclear roles.

In short:

Mindset mismatch.

And if you're not asking the right questions early, you're going to waste your time—and your client’s. When I took my degree in B.S. Real Estate Management, our professors always mentioned about the importance of the words “meeting of the minds”. And this will be very crucial when you meet your client and make your first impression.

Here are 5 common mindset disconnects that derail deals based on my experiences, some I heard about—and the questions I ask to turn it around:

1. Misaligned Expectations

A crucial information we need to ask our clients so we can manage our pipelines is “What’s your ideal timeline—and what’s absolutely non-negotiable for you?”

Let’s admit it. We get really excited when we meet a client especially when we only have a few—we tend to forget about the whole sales cycle. We jump from making our introduction to closing instantly. We think the clients are ready but in fact, they are just window-shopping. No urgency required.

What do we do? We set the pace early, and everything else will follow.

2. Financial Readiness

“Have you already talked to a bank? What is your ideal budget for this purchase?”

A serious buyer does not only inquire about the property but also explores different financial solutions. As an agent, knowing this ahead will save you hours. Even heartaches. There are cases where a buyer is ready to purchase but the seller is not accepting purchases through bank financing. Other times, a seller may accept but the buyer is not granted his desired loan.

One thing is for sure. A serious buyer is financially prepared.

3. Decision-Making Influencers

What is influencing your client’s decision? Is this a person or a specific situation? We, Filipinos, are too polite and often times we beat around the bush to get a simple answer. I have seen colleagues do a perfect pitch only to end up losing a sale because there were other parties who had something to say—a partner, a friend, a parent, a lawyer, or even their bank manager (who ends up offering your client a different bank product).

Others will consider them as gatekeepers but I prefer to call them “silent decision makers”. So, you will have to ask “Who else will be involved in making the decision?”.

This will be very important especially if the purchase will be financed by the parents—again, such a common thing for us, Filipinos.

4. Unrealistic Property Requirements

“Open-budget. Anywhere in Metro Manila. Good deal. Can view anytime.” – Sounds familiar?

Sometimes, this can be really annoying. I don’t believe in open budget because everyone has a realistic price in mind. And what is a good deal, really? Because good deal is very subjective. So, if you are a property buyer, it will make more sense for us if we know exactly what you prefer.

I meet clients who wants it all. Even the impossible. Sometimes I would even joke about saying

“Kung ano yung wala, yun ang hinanap”.

Most of us have experienced meeting clients who seem to be more interested in what’s not available. But the key here is to manage both our expectations. If you are a smart and prepared client, you know you need to be flexible somewhere—price, terms, location and my role is to prioritize what really matters to you.

5. Undervaluing the Broker’s Role

“What are your expectations from me as your agent?”

Real talk: Too many people still think we just open doors and wait for commission.

They don’t see the late-night preparations, back-to-back site visits, negotiations, or even the invisible expenses we shell out for gas, toll, parking, even advertisements.

Worse, some ask for a cut of our commission—like it’s optional. This is when the work we do for a client becomes demotivating. If your agent is doing the real work they are supposed to do, fair compensation is only just.

You see, mindset doesn’t show up on a buyer’s profile. You have to probe, you have to ask. And these five questions? These will save you from wasted hours and missed opportunities. Ask them. Every time. Trust me, your next sale depends on it.

To better deals (and smarter clients),

Ralph Ocampo, REB

Licensed Real Estate Broker
PRC No. 0033206

+63917 650 0297