Why Client Support Goes Beyond Basic Service

According to recent industry research, 96% of dissatisfied customers never complain directly to the company, but 91% will simply leave and never return. This striking statistic highlights something we’ve always believed at our core: truly supporting clients means going far beyond basic service. It requires genuine understanding, proactive communication, and a commitment to building lasting relationships.

Real estate transactions represent some of the most significant financial and emotional decisions in people’s lives. They deserve more than a transactional approach. They deserve true support.

Understanding What Clients Really Need

Supporting clients effectively starts with understanding what they actually need – not just what they say they want. Often, first-time homebuyers come in thinking they need a specific type of property. What they really need is guidance through an unfamiliar process.

Listen carefully. Ask questions. Dig deeper.

When a client expresses concern about foundation cracks, they’re not just asking about concrete. They’re expressing fear about making a poor investment decision. Understanding these underlying concerns allows you to provide meaningful support that addresses both the practical and emotional aspects of their situation.

Building Your Support Framework

True client support requires a systematic approach. Here’s how to build your framework:

Create a Personalized Communication Plan

Every client has different communication preferences. Some want daily updates. Others prefer weekly check-ins. Take time during your initial consultation to establish:

• Preferred communication methods (email, phone, text)
• Ideal frequency of updates
• Decision-making style (data-driven vs. intuitive)

Then document this information in your CRM for consistent reference. This small step makes clients feel truly heard from the beginning.

Develop Educational Resources

Many client anxieties stem from uncertainty about the process. Develop clear resources that explain common scenarios in simple language. These might include:

• Explanations of normal vs. concerning foundation issues
• Checklists for first-time homebuyers
• Visual guides to understanding offers and counteroffers

Having these resources ready shows clients you’ve anticipated their needs before they even arise.

Balancing Technical Knowledge and Emotional Intelligence

The best client support combines technical expertise with emotional intelligence. You need both.

Technical knowledge gives you credibility. When you can confidently explain that hairline cracks under 1/8 inch are typically cosmetic issues while horizontal cracks might indicate structural problems, clients trust your expertise.

But emotional intelligence determines whether clients feel supported. Notice their body language during property tours. Are they excited but hesitant? Confident but uninformed? Adjust your approach accordingly.

As Peter often says in the AskPete series, “Don’t just inform – reassure.”

Creating Moments of Unexpected Value

The Assessment Before They Ask

One powerful way to support clients is by providing value before they even request it. When showing properties, point out potential issues and benefits they might have missed:

“See this drainage slope? It’s directing water away from the foundation – that’s excellent for preventing basement moisture issues down the road.”

This proactive approach demonstrates you’re looking out for their interests beyond just making a sale.

The Follow-Up That Matters

Support doesn’t end at closing. Implement a structured follow-up system:

1. Call one week after move-in to check how they’re settling in
2. Send a personalized home maintenance checklist relevant to their specific property
3. Schedule a 3-month check-in to address any emerging questions

These touchpoints show long-term commitment to their satisfaction.

Adapting Your Support Style to Different Client Types

Not all clients need the same kind of support. Some key approaches:

For First-Time Buyers

First-time buyers often need more educational support. Break down complex concepts into simple terms. Create visual aids when possible. As noted in our research, common concerns for first-time buyers include understanding hidden costs and setting realistic budgets in today’s market.

Anticipate questions before they arise. Explain the pre-approval process thoroughly. Outline closing costs clearly. Walk them through insurance considerations specific to Quebec homes.

For Experienced Investors

Experienced clients value efficiency and detailed analysis. They need less hand-holding but appreciate in-depth market insights. Provide:

• Comparative market analyses with historical trends
• Investment return projections based on local rental rates
• Maintenance cost estimates for potential properties

Technology That Enhances Human Support

Modern client support blends personal touch with technological efficiency. Use technology to enhance, not replace, human connection.

Implement virtual property tours for busy clients. Use collaborative document platforms for real-time offer preparation. Create automated but personalized check-in emails at key milestones.

Remember that technology should make support more personal, not less. Use automation to remind you when to make personal calls, not to replace them.

Measuring Your Support Effectiveness

How do you know if your client support is working? Look beyond basic satisfaction surveys to meaningful metrics:

• Referral rates from past clients
• Specific feedback about support (not just general satisfaction)
• Return business from previous clients
• Engagement with your educational resources

As Peter notes in his client communication philosophy, “The best measure of support isn’t what clients say about you during the transaction – it’s what they say years later.”

 

Ready to Experience True Client Support?

Peter Thompson Real Estate: Your Trusted Quebec Property Partner

At Peter Thompson Real Estate, we don’t just help you buy or sell properties – we guide you through life’s most significant decisions with expertise and care.

Our Client-First Approach

• Personalized communication tailored to your preferences
• Complete transparency throughout the entire process
• Local Quebec market expertise spanning 15+ years
• Educational resources designed for your specific needs

Services That Go Beyond Expectations

• Comprehensive property assessments
• Strategic negotiation to protect your interests
• Post-transaction support and follow-up
• Access to our exclusive network of trusted professionals

“We don’t just close deals. We open relationships that last.” – Peter Thompson

Schedule your no-obligation consultation today and discover the difference true support makes.

 

The Truth About Home Pricing

So basically what happened last week, I was sitting with some clients who were ready to list their home, and they asked me, “Pete, what if we price our home a bit higher than market value? We can always reduce it later if needed.” It’s a question I hear often, and I understand the thinking behind it. After all, who wouldn’t want to maximize their return on investment?

But here’s the reality: the market always dictates the value. You can price your house whatever you want, but you will only get offers when you’re within striking distance of the actual market value. When you’re way overpriced, you simply won’t get visits. When you’re a little overpriced, you might still get visits, but no offers will materialize.

The Hidden Costs of Overpricing

Lost Momentum and Exposure

When you first list your home, that’s when you get the most attention. Serious buyers are constantly monitoring new listings, and properties typically receive their highest number of views within the first two weeks on the market. Pricing your home correctly from the start ensures you capitalize on this initial wave of interest.

If your home is overpriced during this crucial period, many potential buyers won’t even bother to schedule a viewing. Why? Because they can easily compare your property to similar ones in the area and recognize when something is priced above market value.

The Telling Signs of an Overpriced Home

One of the most common situations I encounter with overpriced homes is getting lots of visits but no offers. This is actually a clear market signal. When buyers are interested enough to view your property but consistently decide not to make an offer, it usually means they just don’t feel the value is there for what you’re asking.

In many cases, the gap between your asking price and what buyers perceive as fair value might be so significant that they don’t even feel they should make an offer. They either don’t want to insult you or they don’t feel that you’re even close on where they feel the value is and where you feel the value is.

The Psychology of Home Pricing

The Danger of Price Reductions

When you eventually reduce your price after sitting on the market too long, buyers often wonder what’s wrong with the property. Instead of seeing a good deal, they might suspect hidden problems or defects that justify the price drop.

Even worse, after a price reduction, you may end up selling for less than you would have if you had priced it correctly from the beginning. Studies consistently show that homes that linger on the market often sell for less than their eventual asking price, while homes priced appropriately from the start frequently sell for closer to (or sometimes above) their listing price.

Finding the Sweet Spot

The ideal pricing strategy puts your home within striking distance of market value—close enough that buyers feel they’re getting fair value, but not so underpriced that you’re leaving money on the table.

In Quebec’s current market conditions, where inventory levels can fluctuate significantly between neighborhoods, understanding your local micro-market is essential. What works for a property in Westmount might not apply to one in Plateau Mont-Royal.

Professional Insight: Pricing Strategy That Works

The Comparative Market Analysis

When I work with sellers, we thoroughly analyze recent comparable sales, current competition, pending sales, and market trends specific to your neighborhood. This isn’t just about looking at square footage—it’s about understanding the unique features that buyers value in your specific location.

A proper comparative market analysis (CMA) takes into account:

• Recent sales of similar properties (typically within the last 3-6 months)
• Current competing listings
• Unique features of your property
• Current market conditions and trends
• Seasonal factors affecting buyer demand

The Three-Price Strategy

I often recommend what I call the “three-price strategy” to my clients:

1. The “aspirational” price – slightly above where the home is likely to sell, but still within reason
2. The “target” price – the most likely selling price based on market analysis
3. The “must-sell” price – the minimum acceptable price

This approach helps you understand the likely range of outcomes and set realistic expectations from the beginning.

Making the Right Decision for Your Situation

Every seller’s circumstances are different. If you have the luxury of time and don’t need to sell quickly, you might have more flexibility in your pricing strategy. But even then, starting too high can be counterproductive.

For someone who has already had an accepted offer on their next home and needs to sell within a certain timeframe, pricing strategically becomes even more critical. In these situations, being within striking distance of market value from day one is essential.

The Bottom Line: Price Right, Sell Smart

Remember: you can price your house whatever you want, but you will only get offers when you’re within striking distance of market value. An overpriced home doesn’t just sit longer on the market—it often ends up selling for less than it would have if priced correctly from the start.

When it comes to pricing your home, don’t stress—just assess. Work with an experienced real estate professional who understands your local market and can help you set a price that will attract serious buyers and maximize your return.

If you have questions about pricing strategies for your Quebec home, don’t be shy to reach out. Text, email, or give me a call—I’m always here to help you navigate the complexities of the real estate market.

Expert Quebec Real Estate Pricing Strategy

At Peter Thompson Real Estate, we understand the Quebec market from the inside out. Our comprehensive market analysis ensures your home is priced to attract serious buyers while maximizing your return on investment.

Our Pricing Strategy Process Includes:

• Detailed comparative market analysis of recent sales in your neighborhood
• Assessment of your home’s unique features and selling points
• Analysis of current market conditions specific to your Quebec community
• Clear explanation of pricing options tailored to your timeline and goals
• Strategic marketing plan designed to showcase your property to qualified buyers

“I don’t just sell homes—I help families make smart decisions that protect their most valuable asset. Let me show you how strategic pricing leads to better results.” — Peter Thompson

Ready to discuss your home’s value?

Don’t stress about pricing—let’s assess it together. Contact me for a no-obligation home valuation and pricing strategy session.

Serving the Greater Montreal Area and Quebec regions with personalized, professional real estate expertise since 2005.

What My Clients Are Saying:

“Peter’s pricing strategy helped us sell our Westmount home in just 9 days—for 8% more than we expected. His knowledge of the local market made all the difference.” — Marie & Jean Tremblay

So basically what’s happening lately is I’m noticing more parents approaching me with an interesting strategy for their university-bound children. Instead of paying thousands in dormitory fees each semester, they’re considering purchasing properties near campus. It’s a fascinating shift in thinking about student housing that combines investment opportunity with practical living solutions.

The Financial Equation: Dorms vs. Home Ownership

My clients often ask me whether buying a property for their college-aged children makes financial sense. The short answer is that it can be a smart investment under the right circumstances, especially in Quebec’s current market.

When you break down the numbers, dormitory costs at Quebec universities typically range from $8,000 to $12,000 per academic year. That’s money that simply disappears from your family’s finances. Meanwhile, a modest condo or townhouse near campus might require a down payment of 20% (around $60,000-$100,000 for properties in the $300,000-$500,000 range), but the monthly mortgage payments could be partially offset by having roommates contribute rent.

Long-Term Investment Value

What makes this strategy particularly appealing is that property in Quebec, especially near educational institutions, tends to appreciate over time. While market fluctuations are always a reality, real estate near universities often maintains stronger demand regardless of broader market conditions. When your student graduates, you have several options:

• Sell the property and potentially profit from appreciation
• Continue renting to other students as an investment property
• Keep it as a family pied-à-terre in the city
• Transfer ownership to your child as they begin their career

Key Considerations Before Taking the Plunge

Before rushing into this investment strategy, there are several important factors that Quebec families should assess carefully.

Location Matters More Than You Think

When looking at properties near campuses, I always advise my clients to consider more than just proximity. Structural issues that might be costly to repair down the line should be carefully evaluated. As I often remind buyers during property visits, look for these three critical elements:

1. Signs of water damage or infiltration, especially in utility rooms where unfinished areas might reveal foundation problems
2. Structural concerns like large diagonal cracks in the foundation or doors and windows that don’t close properly
3. Insurance red flags such as outdated electrical systems, problematic plumbing like kitech or polyv, or locations in flood zones

These factors can significantly impact both your investment’s value and your child’s living experience. Don’t stress, just assess – but make sure you do it thoroughly.

Understanding the Role of Property Manager

One aspect that many parents don’t initially consider is who will manage the property day-to-day. When your child is balancing academic demands, they may not have the time or expertise to handle maintenance issues, coordinate with roommate tenants, or address emergency repairs.

You have three main options:

• Your student manages everything (lowest cost but highest time commitment)
• You manage remotely (challenging if you don’t live nearby)
• Hire a property management company (typically 7-10% of rental income)

The right choice depends on your student’s responsibility level, your proximity to the property, and your comfort with landlord responsibilities.

Tax Implications Quebec Parents Should Know

Purchasing a second property creates tax considerations that differ from typical homeownership. Since this isn’t your principal residence, you’ll need to report rental income and can claim related expenses.

Remember that in Quebec:

• Rental income must be reported on both federal and provincial tax returns
• Property tax and mortgage interest can often be deducted as expenses
• Capital gains tax will apply when selling if the property has appreciated

I always recommend consulting with a tax professional who specializes in Quebec real estate investments before proceeding. They can help structure your ownership in the most advantageous way for your family’s circumstances.

Making the Right Decision for Your Family

The market always dictates the value, and this applies to student housing investments too. When considering this strategy, timing and pricing are crucial, as discussed in Why Your Home Won’t Sell. As I tell my clients, you can price your investment expectations however you want, but you’ll only get returns when you’re within striking distance of market reality.

Questions to Ask Yourself Before Buying

Before committing to this investment approach, consider:

• How stable is enrollment at the university?
• What is the 4-5 year outlook for the neighborhood?
• Does your child plan to remain in the same location for their entire academic program?
• Could changes in remote learning affect housing demand near campus?
• How would you handle the property if your child’s educational plans change?

The Bottom Line: Is It Worth It?

For many Quebec families, especially those with multiple children who might attend the same institution over time, purchasing a property can be financially advantageous compared to paying for dormitories. However, it requires careful consideration of all factors, from market conditions to family circumstances.

If you’re thinking about exploring this option for your university-bound children, don’t be shy to reach out. As with everything in real estate, understanding all the details helps you make the right decision for your family’s future.

Take the First Step Today

Schedule your no-obligation Student Housing Investment Consultation and receive our exclusive guide: “The Quebec Parent’s Roadmap to Student Housing Investment Success”

The Situation: What Are Conditions in a Promise to Purchase?

So basically, what happens is when my clients are ready to make an offer on a home, they often ask me, “Bonnie, what conditions should we include in our Promise to Purchase?” This is one of the most important questions you can ask when buying a property in Quebec. Conditions act as safety nets that protect you during what might be the biggest financial transaction of your life.

In Quebec’s real estate market, a Promise to Purchase becomes a legally binding contract once it’s accepted by the seller. But conditions give you an “out” if certain criteria aren’t met. They essentially allow you to walk away from the deal without penalties if something unexpected comes up during your due diligence period.

Key Conditions to Consider

The Inspection Condition

The home inspection condition is probably the most common one I recommend to my buyers. When we’re touring homes, I’m always on the lookout for potential issues. As I tell my clients, there are three main things to watch for when visiting a property:

1. Signs of water damage – This is really the number one enemy to any home. I always check the utility room because it’s often unfinished, making it easier to spot efflorescence on foundation walls or an overactive sump pump.
2. Structural issues – I look for diagonal cracks in the foundation (especially ones large enough to put your finger in), doors or windows that don’t close properly, and other signs that might indicate bigger problems.
3. Insurance red flags – Things like aluminum wiring, outdated plumbing (like Kitec or polybutylene), or being located in a flood zone can make a home difficult to insure.

Including an inspection condition gives you the opportunity to bring in a professional to thoroughly examine the property and identify any issues that might not be visible during a typical showing.

The Financing Condition

Even if you’ve been pre-approved for a mortgage, I always recommend including a financing condition in your Promise to Purchase. Why? Because pre-approval doesn’t guarantee final approval. The bank will want to assess the specific property you’re buying to ensure it’s worth the loan amount.

The financing condition typically gives you 5-7 days to secure final approval from your lender. This protects you from being legally obligated to purchase a home you can’t actually get financing for.

The Sale of Current Property Condition

If you already own a home and need to sell it to purchase your new one, you’ll want to include a condition related to the sale of your current property. This condition ensures you won’t be stuck owning two properties if your current home doesn’t sell in time.

In today’s Quebec market where inventory is tight, this condition might make your offer less competitive, but it’s often necessary for financial protection. As I tell my clients, sometimes accepting an offer in second position can be beneficial in these situations.

Professional Insight: Strategic Use of Conditions

Reading the Market

The number and type of conditions you include will often depend on the current market conditions. In a seller’s market with multiple offers, you might consider limiting your conditions to strengthen your position. In a buyer’s market, you can afford to be more protective.

In today’s Quebec market, it’s important to be strategic. As I often tell my clients, “The market always dictates the value.” You can price your home however you want, but you’ll only get offers when you’re within striking distance of market value. The same principle applies to conditions – they need to be reasonable given the current market dynamics.

The Seller’s Declaration Review

One document that can help you determine which conditions are necessary is the Seller’s Declaration. This mandatory form completed by the owner outlines everything they know about the home – from basic details like the year it was built to any issues they’ve observed while living there.

The Seller’s Declaration can reveal important information about past water infiltration, plumbing issues, or structural concerns. Reviewing this document carefully might highlight areas that require extra attention during your inspection.

Understanding Offer Positions

In competitive situations, sellers might accept your offer in “second position” as a backup option if the first offer falls through. This can be a good strategy in Quebec’s current market with limited inventory, but there are important considerations:

• As a buyer in second position, you cannot make offers on any other homes until you find out if the first offer goes through.
• As a seller, if the first offer doesn’t go through, you are legally bound to proceed with the offer you accepted in second position.

Closing Thoughts: Don’t Stress, Just Assess

When it comes to conditions in a Promise to Purchase, the right approach depends on your specific situation and the current market conditions. The important thing is to understand what each condition means and how it protects you.

My advice is always: don’t stress, just assess. Work with your real estate broker to determine which conditions make sense for your specific situation. Having the right conditions in place gives you peace of mind and protection during what can be a stressful process.

If you have questions about conditions in a Promise to Purchase or any other real estate concerns in Quebec, don’t be shy to reach out. I’m always here to help you navigate the complexities of the real estate market.

Ready to Navigate Your Quebec Real Estate Journey?

Experience the Peter Thompson Difference

At Peter Thompson Real Estate, we don’t just help you buy or sell property—we guide you through every step of your real estate journey with expertise and care. Our deep understanding of Quebec’s unique real estate market and legal framework ensures your transaction proceeds smoothly, with all proper conditions in place to protect your interests.

Our Services Include:

• Expert Negotiation: Securing the best possible terms for your Promise to Purchase
• Strategic Condition Planning: Customized advice on which conditions will protect you
• Local Market Insights: Access to real-time Quebec market data and trends
• Comprehensive Property Assessment: Identifying potential issues before they become problems
• Bilingual Support: Full service in both English and French

“Don’t Stress, Just Assess”

Whether you’re a first-time buyer or a seasoned investor, our approach combines professional expertise with a relaxed, personalized experience. Let’s talk about your real estate goals today!

Peter Thompson is a licensed Quebec real estate broker with extensive experience helping clients navigate the local market. For personalized advice on your real estate journey, contact Peter today.

Overview

This article provides critical insights into contingency funds for Quebec condo owners. Since 2020, Quebec law requires condominiums to conduct a professional contingency fund study every five years. Many buyers and sellers are unaware of this requirement, which can have significant financial implications.

What is a Contingency Fund?

A contingency fund is a mandatory savings account for a condominium building’s major future repairs. This fund has been legally required in Quebec since 1994, but many buildings fail to maintain adequate reserves.

• Covers major expenses like roof replacements, foundation repairs, heating system upgrades
• Traditionally funded by 5% of common expenses, but often underfunded

What is a Contingency Fund Study?

A contingency fund study is a professional assessment conducted by engineers or architects to determine how much money a condo should be setting aside for future repairs.

The study includes:

• A visual inspection of the building
• Identification of major components needing replacement
• Estimated remaining lifespan of these components
• Projected costs for future repairs and replacements
• Recommended monthly contributions to the fund

Before purchasing a condo, request the most recent contingency fund study. This document will indicate whether a building is financially prepared for upcoming maintenance.

How Does This Affect Your Wallet?

If the contingency fund is insufficient, condo associations will issue a special assessment, meaning owners may have to pay thousands in unexpected fees.

• Example: A $15,000 per unit assessment for a roof replacement due to inadequate reserves.
• Monthly contributions are calculated based on each owner’s share of the building’s total value.
• A well-managed fund leads to predictable fees and fewer financial surprises.

Professional Insight

What to Look For in a Contingency Fund Study

1. Fund Adequacy – Does the fund contain at least 70-80% of the recommended amount?
2. Major Upcoming Expenses – Are there large repairs expected in the next 3-5 years?
3. Contribution Increases – Will monthly contributions rise significantly?
4. Study Currency – Was the last study completed within the last five years?

⚠️ Important: The contingency fund cannot be used for minor repairs, maintenance, or upgrades. Separate funds (e.g., administrative fund, self-insurance fund) cover those expenses.

Red Flags to Watch For

• Very low monthly fees compared to similar buildings
• Recent rapid increases in monthly fees
• Visible deferred maintenance (e.g., crumbling balconies, worn-out lobbies)
• Condo board reluctance to share financial records
• Multiple special assessments issued in recent years

If you notice these issues, proceed with caution before making an offer.

📍 Related: Top things to consider when buying a condo

Need Help Selling Your Home?

Every home has the right buyer—sometimes, it’s just about making the right adjustments.

If you have questions about why your home isn’t selling or want an expert’s opinion on market conditions in Quebec, reach out today!

📞 Call Peter Thompson: (438) 500-8344
📩 Email: peter@peterthompson.ca

🏡 About Peter Thompson

Peter Thompson is a Quebec real estate expert specializing in helping homeowners navigate complex market conditions. Contact him today for a personalized home sale strategy.

Last week, while showing properties with my clients, we came across a home that had been sitting on the market for over 90 days. Naturally, they asked me:

“Pete, why isn’t this house selling?”

It’s a common question, and today, I’m breaking down the key reasons why homes sit on the market—and what you can do about it.

Why Homes Don’t Sell

The real estate market dictates home values. While sellers can list their homes at any price, they only receive offers when they align with market expectations.

• No visits? You’re likely priced too high.
• Many visits but no offers? Buyers may feel the home isn’t worth the asking price.

With over 90% of buyers starting their search online and 85% considering photos the most important factor, first impressions matter more than ever.

3 Key Factors That Affect Your Home Sale

1️⃣ Price Alignment

The #1 reason homes don’t sell? Incorrect pricing.

• If your home isn’t getting visits within three weeks, it’s time to reassess your price.
• Homes priced correctly sell faster and closer to asking price.
• Overpricing leads to stagnation, while underpricing can deter serious buyers.

💡 Tip: A strategic price adjustment can spark renewed interest!

2️⃣ Property Presentation

Staged homes sell up to 80% faster and often fetch 1-5% more than empty or poorly presented homes.

✔ Professional Photography – High-quality images boost engagement.
✔ Decluttering & Staging – Helps buyers envision themselves in the space.
✔ Curb Appeal – First impressions start before the front door.
✔ Lighting & Cleanliness – Bright, inviting spaces attract offers.

🏡 Explore: How to Prepare Your Home for Sale

3️⃣ Market Timing & Conditions

Market trends, interest rates, and economic shifts play a huge role in how quickly homes sell.

• Spring is the busiest season, but each market is unique.
• Buyer demand varies based on local market trends and external factors.
• A real estate expert can help you strategically time your sale.

What You Can Do to Sell Faster

If your home isn’t getting the attention it deserves, here’s your action plan:

✔ Review Pricing – Compare with similar sold homes in your area.
✔ Invest in Staging & Photography – A small investment yields big returns.
✔ Fix Maintenance Issues – Address obvious repairs to avoid buyer hesitation.
✔ Leverage Buyer Feedback – Adjust your approach based on showings.
✔ Work with an Expert – A local agent can provide data-driven strategies.

📍 Related: Why overpricing home backfires

Need Help Selling Your Home?

Every home has the right buyer—sometimes, it’s just about making the right adjustments.

If you have questions about why your home isn’t selling or want an expert’s opinion on market conditions in Quebec, reach out today!

📞 Call Peter Thompson: (438) 500-8344
📩 Email: peter@peterthompson.ca

🏡 About Peter Thompson

Peter Thompson is a Quebec real estate expert specializing in helping homeowners navigate complex market conditions. Contact him today for a personalized home sale strategy.