While selling an investment property in today's market may seem like a breeze, finding a match that works for both the seller and the buyer is actually an arduous process. It's up to real estate advisors to ensure that each piece of the puzzle fits. For Dylan Pino, real estate advisor at EquityPro, the first step in making a match—that works—is educating his clients. 

 ”Helping investors make wise investments, that's really our number one priority. The more we can educate them on investments and risks, the better decisions they make. It’s our job to ensure our clients are happy, and at the end of the day return, giving us repeat business.”

Making sure his clients are happy seems to come naturally to Pino. This is evident in a transaction with his recent client. 

“A seller in South Point Condos in East Orlando off Semoran called and told us she was motivated to sell her second-story condo and move into a first-story condo. As a mom of a special needs child with mobility issues, being in a second-story condo was highly inconvenient. It became increasingly difficult and strenuous for my client to simply get her son outside to breathe fresh air.”

While Pino's seller was extremely motivated to find her first-floor condo as soon as possible, all the pieces of the puzzle had to fit into the big picture. The client needed to net as much cash as possible from the sale of her condo in order to purchase a first-floor condo and secure her and her son's financial future. While quickly finding a first-floor condo for Pino’s client was a piece of the equation, it was dependent on her finding the ideal buyer – one that would work within her time constraints and be willing to pay what she was asking.

“There were a lot of moving parts. She wanted to buy something tomorrow, but we were willing to wait for the ideal situation. We had to be very patient with the process. And that required her trusting me.”

Pino knows the importance of earning his client's trust; in this case, a lot was riding on the decisions he and his client were about to make. 

“I never take for granted the trust my clients put in me. I tell them, 'Thank you for trusting me.' I want to make sure that I am taking care of them.”

Sometimes, trust means being patient with the journey.

“My client wanted to rush into a deal, but I knew we had to be willing to wait for the right buyer. My client and her son were patient, trusting me to bring them the right people to make the deal happen.”

This journey meant finding a buyer at a price point that would meet his client’s financial situation along with navigating a timing issue.

With trust and patience, Pino was able to help his client put all the pieces of the real estate investment, transactions, and purchase of a first-floor condo fit together.

“We were able to sell her condo, and my client is in the buying process as we speak. So everything on that end is moving seamlessly. We were so happy for her.”

Unfortunately for Pino's client, some of the joy was overshadowed by her concern about moving out of her condo.

“She didn't have the money to hire movers or help her clear out her stuff. And she didn't have any family in the area that would be able to help out. Her friends were aging and didn't have the strength to move heavy boxes. So it was a very distressing situation for her.”

We know that Pino goes above and beyond to keep his clients happy, so what ensued comes as no surprise to those who know him.

“I called her and said, ‘I have some free time before closing, so I'm going to stop by quickly with a couple of trash bags and cardboard boxes to help you throw some stuff out. Whatever you don't want, I'll throw it right in the garbage. I'll put whatever you want to keep in the boxes. Make it super easy.’”

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The gratitude that Pino received from his client and her son was beyond anything he could have imagined.

“She and her son were super happy. They just kept thanking me and were so humble about it—that just made me feel so good.”

For Pino, feeling good about helping someone is equally important as the real estate investment deal.

“When I saw her reaction, it made it all worthwhile because, at the end of the day, sure, I could be focusing on the things to make money, but I just wanted to help her. She just didn't have anyone to turn to.”

It’s that compassion and generosity that adds something more—something intangible—to each transaction.

“I was not expecting any of these events to unfold. It opened my eyes a bit more. I'm just grateful for the opportunity to help my client and her son move. Sometimes all it takes is just a little more patience and a little more understanding from different people and situations to really empathize with what someone is going through.”

With a little compassion, a willingness to lend a helping hand, and a dose of patience, good things will happen—and all the pieces of the puzzle fit together to create a beautiful picture. At least they have for Pino and his colleagues at EquityPro.