There was a listing that's been on the market since August that I had shown a buyer, and we had decided over the weekend to pursue making an offer. Lo and behold, the listing shows up as an expired this morning.

The first property I sold in 1984 was an expired listing, and my manager at Century 21 Pacific, Rex Downing, told me to contact the seller directly. So I did, and we made the deal - a condo in an oceanfront complex in Pacific Beach for $110,000 - and I got a 6% commission.

In that moment, I knew I made the right decision to get into real estate.

So this morning I'm faced with the same problem - but it is more high-tech now. I pay $50 to get the seller's cell phone number - and boom, he answers the phone.

We want to get it for $825,000, he had it listed for $899,000.

I ask if he still wants to sell  it, and he tells me it’s still for sale.

“$975,000”

I say, “You mean $875,000?”

“No, $975,000, I’m not going to give it away.”

I love this business!