The Dealmaker by Mauricio Umansky

The Dealmaker by Mauricio Umansky

Author:Mauricio Umansky [Umansky, Mauricio]
Language: eng
Format: epub
Published: 2023-04-11T00:00:00+00:00


STAY CALM AND CARRY ON

The ability to maintain your composure in any industry is a valuable asset, specifically when you’re in sales and service. When you become frenzied, and your heart starts beating too fast, and you begin to get nervous for no reason, you react without thinking, which is never a good thing. Staying even-keeled will allow you to run through all of those daydreaming scenarios you’ve imagined, in addition to the many experiences you’ve already lived through, and make a quick decision that’s in your best interest.

As I said, I’ve worked with plenty of A-list celebrities throughout my career, which has been fun, rewarding, lucrative… and sometimes complicated, depending on their personalities, but there was one specific experience that stands out as a special kind of challenge, because it forced me to protect my reputation and problem-solve in a way I never had before. It also reminded me of the value of remaining calm, which is something I learned while working in the textile industry.

Prior to representing a well-known 80s TV star, there were a few instances when I found myself on the opposite side of a deal from him. The first time, I was the buyer’s agent for a house that he owned in Broad Beach, which is in Malibu. It was a $14 million transaction, and everything went very smoothly, which was a beautiful thing. The second time was when he purchased a home I was selling in Beverly Park, a gated community in Los Angeles known for its large homes and famous residents. Again, all went well.

As it happened, our paths kept intersecting and, eventually, we found ourselves across the table at a third transaction. I was representing the buyer on a house that he was selling in Malibu, and initially everything was fine. Until we went into escrow, and then things got really interesting—proof that little nuances do matter. There was a contract in place that outlined the furnishings this TV star planned to leave in the house—a desk, chairs, and a couple of other pieces, including, believe it or not, a massage table. Just as we were about to close escrow, he decided that he was going to take the furniture that he had promised to include in the deal.

So my buyer and I called his agent and said, “Listen, the contract is clear, and we’re not moving forward unless we get the agreed-upon items and unless the house is properly repaired.” (Which was another whole issue.) We suspected that he was bluffing because who wouldn’t close a $20 million transaction over a massage table?! But, on our end, we weren’t bluffing at all. My client really did want the house, he just didn’t want to be jerked around. It was about the principle for him. Surprisingly, the TV star held firm so my client instructed me to send him a cancellation notice and ended up buying a more expensive house in Malibu. End of story. Or so I thought…

After the notice was sent, I went to go play golf.



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