People in a distressed situation have naturally heightened emotional reactions and sometimes react by not facing the problem.

.- During that initial week of escrow that the buyers are rushing around getting things done, mom dies, and the buyers frankly do not have the emotional strength to go through with this at this moment.

The hardest part is that people tie real estate to emotion.

Tell them "My business is based on referrals and my goal is to provide you with 10+ service so that when you close on your home you feel confident and excited to refer me to your closest family and friends"2) Then: when the transaction is at it's most emotionally charged (positive) state, say they just won out on a multiple offer, ask them for a referral.

Something just to remember is not to kick yourself if you miss A - and definitely do not then justify to yourself overpaying for Property B because you might have missed out on Property A (base the offer on your math) and do not let your emotions get the best of you.

On the note of the "emotional side" of the transaction that is quite common not everyone is approaching the real estate transaction from the standpoint of the buyer/investor most times it is an emotional time either because of death, divorce, attachment etc.

I am grateful for Roby and for his IQ (intelligence quotient) as well as his EQ (emotional quotient).  

What would a comparable piece of land with your house on it sell for (take the emotion out of it and forget about the business application for the potential buyer.)  

Emotion of any type is badDon't get excited about deals or disappointed when they don't happen. 

If you need emotional support, tell tenant(s) you have a partner ( could be your cat, etc.) and do not try to explain.