Why I Talked a Client Out of Buying a Penthouse

I once talked a client out of buying a penthouse on which I could have earned a large commission. At the viewing the property was impressive. But after we talked about the family it became clear: living in it would be inconvenient for them.

For me those conversations are a compulsory part of the search. Before discussing a transaction, I want to understand who will use the home and what genuinely matters to those people.

What did not work for the family

The client's grandfather, who uses a wheelchair, was going to live with them. In the penthouse all the bedrooms were on the upper level and there was no internal lift. The family needed a bedroom on the entrance level.

The floor area was large, but part of that space gave the family no real benefit. On top of that came waiting for the building's lift at peak times. The result was that a beautiful property would have created daily difficulties.

How we found another option

I told the client I did not recommend that penthouse, and asked for time to search. Over the following week I went to viewings and compared options.

We took into account what worked for the grandfather, where the home was located, the drive to work, and the rest of the family's wishes. In the end we found a property they liked and that suited how they live.

I earned less on that deal. But the client came back to me twice afterwards for properties for relatives.

The questions that help avoid a mistake

Before starting a search I ask what the property is being bought for: to live in, or as an investment. If it is for a family, it is important to discuss everyone who will live there, their habits, their commutes and a comfortable budget.

At a viewing it helps to picture an ordinary day. How does a person get into the home? Can they reach the bedroom and bathroom comfortably? Where will the family spend its time? What happens if their needs change?

The answers can make the choice far clearer than more interior photographs.

What a good search means to me

For some people, buying property is a way to place spare money. For others it is the family's savings and a decision that stands for many years. In both cases I see my job as helping them choose something that fits.

Sometimes that means saying "this one is not right for you", even when the person is already prepared to sign.

If you are choosing a home for your family, tell us your requirements. We will start from those and put options side by side.