they just wont get the urgency and their "boss" is not your wallet rather their bosses wallet. 

Most times the needs aren’t big or expensive, but the timing and urgency is.

I personally set my goals quarterly, for me it creates more urgency.   

It doesn't seem like enough time to create a new financial urgency, where there wasn't one strong enough to make a call before.

We just got through elections which slowed things down, the fed recently announced that mortgage rates will remain low for the next 3 years (this announcement hurts us because it does not create any sense of urgency to buyers.

We show properties (sort of) auction style, as we have several people view it at once, as to create some amount of urgency.

No one seems to have any sense of urgency, thats for sure.....

This will make your goal measurable and give you a sense of urgency to get things done.

Martin it does not sound as if any urgency is there to sell your CA properties yet, ESPECIALLY if they are bringing in positive cash flow AND appreciating. 

So I would dig in more, ask more questions, find out what he expectations are, see if you two are compatible with sense of urgency on getting things done and make sure he can meet deadlines.