Using the cheapest way to market your most precious asset??

"I like you.  You’ve already realized that looking for the cheapest way possible to market your most precious asset is not a bright idea.  A top rate professional yields a top rate price for your home.  Let’s enjoy this experience together."

This is wording for a repeat ad I'm designing right now.  It is so important that the consumer is informed on what is in their best interest -- and that budget rate companies used to sell their most precious asset might not be a bright game plan.

True story, I pulled up to a listing in my area last weekend with buyers from Victoria anticipating a job transfer.  Their target range was homes up to 600,000.  They saw a sign announcing a modest commission and were immediately reluctant about viewing the home.  Part of their thinking was that he didn't want me not to be fairly rewarded for all my hard work on their behalf.  Part of it was because of the lurking suspicion that is a seller is cheaping out on marketing their home -- what other less than top notch decisions have they made?

Are these sellers who would hire a professional electrician or a budget handy man to wire their dishwasher?

Are these sellers who would pay for the best roof and installation or look for the cheapest quote?

Are these sellers who installed the best quality flooring?

You see where I'm going here.

Choose wisely who you hire to market your most precious asset.  It speaks volumes to potential buyers.

Who was it that said "if you pay peanuts you get monkeys?"  Invest in the best to sell your home for the most!!

Feel free to contact me in confidence for more details.

Make a Customer, not a sale!

Many years ago I did bookkeeping and payroll for a company in the booming metropolis of 100 Mile House, BC. One of the companies we did work for was Tip Top Radio & TV. It was there I met one of the finest salespeople I’ve ever known, John Krieger. It was in their staff washroom I used one day that I learned one of the most important rules of sales EVER. The slogan pasted on the door of the washroom was simply “Make a customer, not a sale.” John was never pushy but very knowledgeable; I once asked him if he knew of a good, cheap VCR player. He told me I would have to pick first between good and cheap! Beyond that, he found and sold me a very fine, secondhand player.

I see so much shortsightedness in sales and service. Perhaps there was another slogan pasted somewhere that read: “Make the sale! Forget about the customer.”

Musing about a recent offer I submitted outlines what I mean. On behalf of a fine client, first time buyer, I submitted a low offer (close to the top of what she could afford). We knew there was but a snowball's chance in Haiti that it would go anywhere. It was an estate sale so the bank was executor. The listing realtor, a well established professional, submitted the offer along with my cover letter. The bank flatly refused to counter the offer and suggested the client put forth her best offer and the bank would only then take time to “consider” it.

Guess who banked at that institution? Guess who was going to get their financing through the same institution? You guessed it! The buyer. Imagine how well they think of their bank now? Imagine who is ripe to change banks in a heartbeat now? Not because the offer didn’t go, but because of the brusque, careless way the offer was rejected.

Do you think it would have taken more time for the banker to first say “thank you for the efforts in bringing this offer?” (As an aside to my realtor colleagues, if the first words out of your mouth when receiving ANY offer aren’t “thank you” you’ve made a serious error.)

Do you think the banker might have added, “We regret the offer is not in the range for acceptance…however perhaps one of our mortgage specialists could assist you to see if you can up the offer reasonably?” Do you think the buyer might have been proud of her bank? Do you think that spirit of goodwill might have been spoken about to friends and given my client a much stronger sense of loyalty to the bank?

Some would argue that it’s a big bank, and the person rejecting my clients offer never met or dealt with her before. That’s true; but all of us are held accountable to whatever business name we associate with. End of story. If I treat someone miserably from Sutton in BC, rest assured the ripple effect could damage a Sutton Realtor in Ontario.

Thus ends my little tale! Thank you John Krieger. Thank you slogan in the washroom. I’ve tailored my career around that simple rule of service: “MAKE A CUSTOMER, NOT A SALE.”

It's not always about the money in Real Estate

It is easy to see why most people would think selling or buying real estate is all about the money -- often it is.  But it is not always about the money!  What things do sellers and buyers sometimes value more than the highest offer?  Here are some:

1.  timing; they want a quick sale with as few people traipsing through their home as possible
2.  pet stress; yes, you heard that right, some don't want a prolonged sale period due to having to corral, crate or remove pets
3.  attitude of buyer; some sellers simply get annoyed at greedy buyers so even when the right price is reached decide they'd rather keep their home than deal with a dork.
4.  sweet attitude of buyer; the reverse is also true -- sellers might look favourably upon buyers who appreciate all that they've built in their home
5.  family status; some sellers who are already well enough off enjoy seeing a young working family be able to get into their home
6.  date flexibility; some buyers and sellers will trade for more or less money if they can achieve optimum dates of possession for their life adventure to do with jobs and school starting dates.

To discount the human, emotional element of home sales is a big mistake.  In residential real estate the transaction is often helped or hindered by kindness and understanding.  Throwing more money at the deal is not necessarily the winning answer. 

If you wanna dance, you gotta pay the band. Sellers beware.

This blog is not for anyone who is convinced they're educated and cleaver enough to buy and sell real estate in B.C. without the help of a great Realtor.  (Although before you leave the blog you may wish to ask any great home builder, investor, mogul or land baron if they use a Realtor!)

This blog is for all those savvy sellers and buyers who need no convincing on the value of working with a great Realtor.  Over and over again we prove our worth both by saving you heartache and pain from a bad property and in your wallet by knowing the market and negotiating the best possible prices for you.

Gaining some momentum in some towns is the discount business models.  In this model, it is assumed that the listing brokerage can drive down the remuneration of the Realtor who has worked diligently to bring a qualified buyer.  This has been propelled by the thought that buyers don't pay commission.

Guess again!  You are going to be seeing more and more buyers' agency contracts which assures the hard working Realtor that they will be paid in accordance to their worth and in most cases, what they offer to the other Realtors working to bring buyers to their listings! 

What will this do?  Simply, when your Realtor not getting the amount they charge through the home sale, buyers will be asked to top up the amount. 

What will happen?  Buyers will bid less on the home knowing they might be financially out of pocket by buying this property?

What else might happen?  Buyers will decide that it is far easier to work with listings offering their Realtor a generous commission so that through the sale proceeds everyone is happy.  In this case, the buyer will be guided to bid accordingly.

You do get what you pay for!

You listing clients who think your saving money by listing at a budget rate may discover that in the end, your home sells for less, sits on the market longer and you are asked for a premium rate commission by the buyers' anyway!

But we're going to let the market decide!

Seller's beware.

Oh yes, buyers do pay commission; mythbusting

A great, big, old fat juicy myth was busted in style yesterday by a lawyer addressing 100+ North Okanagan Realtors yesterday in Vernon!!  This topic is going to merit a few blogs...but here's the first installment.

Buyer's do pay commission even though, for ease and financing, in our BC system it has been taken from the sale proceeds and paid by the seller at the transaction's end in a high percentage of transactions.

This is going to, sooner rather than later, experience a paradigm shift.  Why?  Because there are different business models out there that would undermine the value a Realtor working with the buyer who has worked hard and has brought the offer to purchase.

But, we've had all along a little used tool...up until now...that makes certain great Realtors are fairly compensated.  It's called the "Exclusive Buyer Agency Contract" and will be the other bookend to a Seller's listing contract.  You are going to be seeing more and more of these.

Not getting paid fairly is no longer going to be an issue as the buyers will know.  SOMEONE IS GOING TO PAY the realtor.  If not through the seller then the buyer will top up or pay the full pop.  We will leave it solely up to an informed seller to decide which properties they wish to see being fully aware of the implications.

If a great Realtor cannot establish the humongous value they bring to the table, they should think again.  If a Realtor cannot establish their own worth and negotiate their own pay -- how effectively are they going to handle your transaction!

More as we go, but I would ask you to pass along information on this very valuable tool that let's great Realtors practice pro-actively instead of reactively!

Stay tuned!

Love the one you're with; stow that phone!

Without a doubt all of us have had the not so delightful experience of sitting in a restaurant, or in a meeting, or having a meaningful conversation with someone when a random song, ring or swamp sounds loudly start emanating from a pocket or purse.  Your conversation, in person, gets put on hold while the phone is answered and a conversation completely unrelated to you takes place.  Sometimes one interruption can be forgiven, but by the third call any good feelings between you are long gone.

So it is that great Realtors only focus on the one they're with!  I am meticulous about returning phone calls but if I'm with someone, speaking about what is important to them, I do not answer my phone or check my mail.  There are rare exceptions that I alert my clients or friends about if I'm in the middle of a time sensitive negotiation.  Otherwise, I love the one I'm with.

I've developed a bit of a reputation for better or worse with my colleagues.  If we go out for a meal together there is one rule.  All phones on stun and no table conversations with someone not at the table!

As the ability to reach anyone to tell them anything -- or show them anything, gets more and more immediate we should practice considerate manners with the same acceleration! 

Do you want to list your home or sell your home?

Do you want to list your home or do you want to sell your home?  That is the question!  It might seem like a funny question but there is an important distinction between listing to list and listing to sell.

Sometimes people just want to "try" the market and see if they can get their price.  Some Realtors will take overpriced listings to help their business by spin off activity.  Listings are the best way to get the phone to ring.  (And, speaking of that, I'm currently in ramp up mode for my listing inventory...let me know if you hear of anyone wanting to sell -- including yourself!) 

But, I digress.  Back to overpriced listings -- or overpriced pigs as they're sometimes called in the industry.

If you really are intent on selling your home you need to put your best, educated, Realtor-assisted price foot forward.  You need to see not just what active listings you're competing with, but what homes have actually sold for.  If you're overpriced out of the gate, you will get very few showings and very limited activity.

Even if you find a buyer who falls in love with your overpriced home, unless they have a bag of cash and need no financing, it still will get snagged up.  Why?  Because lenders have zero emotional attachment to your home.  They only care about market value.  Fair market value.  So even if you find someone willing to pay too much for your home, they will not be able to get financing for it.  Let me repeat, even if you find someone willing to pay too much for your home, they will not be able to get financing for it.

Once again, a great Realtor is worth their weight in gold.  They will give you the straight goods to help you have a successful sale, as quickly as possible and for as much money as possible.

Listing to sell is a whole lot more exciting than listing to sit!

The skinny on how Realtors get paid

Most Realtors in the business a little while have had the happy "client" tell them with delight that they bought a property through your brokerage!  With another Realtor!  Isn't that great?!  Of course a classy Realtor will congratulate the buyer and might use the moment as a teaching one...or not.  Some buyers have the understanding that if they purchase through a brokerage, all the Realtors benefit.  Not so, my friends. 

The only time a Realtor is paid is when they are on the contract of purchase and sale or have a referral fee due.  This, in BC, is a totally perfomance based business and reward.

Sellers in BC pay the commission from the sale proceeds of their home.  The commission is generally split between the brokerages (i.e. Sutton and Royal LePage) representing the listing Realtor and the buying Realtor.  If there is a referral fee due, that is accounted for (i.e. a Sutton office in Vancouver refers a client in the North Okanagan to a Realtor here, the Realtor would generally pay a 25% portion of their commission to the referring Realtor.)  Different companies have different approaches to how the Brokearge is paid, either by percentage or set amount per transaction.  After that all happens, the Realtor is paid!

Do keep that in mind, for instance, when one Realtor has gone far above expectations helping you.  Stick with them and don't make an impulse buy with someone else who happens to be more immediate.  Classy Realtors don't try to steal clients.  If a Realtor, who is not the Realtor you've been working with, trys to influence you to "buy now" and use them, you know without question you are not dealing with a classy Realtor!

Many of have had this call from people....they want to see a property on short notice, on a Sunday afternoon and have a ton of questions about it.  When you ask a few questions yourself you find this answer sometimes:  "Actually, we have a Realtor, but we didn't want to bother them on a Sunday!"  Ha...apparently you're chopped liver!

If you have someone great helping you, reward them.  Don't skip around using listing Realtors only trying to save a few dollars.  Don't suddenly ditch a great Realtor in a moment of open house weakness!

If you have a dud Realtor on the other hand, do not feel trapped.  There are many Realtor fish in the sea and some are far more effective than others!

Ain't nothing like the real thing, baby!

Stop the presses, Nelly, I've found our dream house! Most of us will have had the experience of getting very excited about a property that looks JUST right for our needs!  We go wild with glee, start looking at all the photos and floor plans and are already packed in our minds.

Sometimes every manner of question is asked of the listing agent from water source to wiring.  Realtors can spend hours researching and reporting.

Then you take one step on the property and know within seconds that it's not for you.  Reality and imagination just don't meet.

Nothing can take the place of being at a property in person -- the way it feels and smells and "seems."  For all of the logical reasoning, it either fits emotionally or it's off the list.

Once again, a great Realtor is worth their weight in gold.  When you've established a relationship with a Realtor who truly knows you they can help you find the hidden nuggets you might not ever see on your own.  Great Realtors always go on new listing tours on your behalf -- they follow the "hot sheet" of new listings every day. (Realtor's have the first head's up on new listings via their internal postings.)

In addition to knowing what your hard criteria is, your Realtor also knows your lifestyle and what you especially liked in a variety of past homes.  They can save you countless hours of combing through mls sites and real estate advertising!

Ain't nothing like the real thing, baby!

You don't have to be a dink to be a good negotiator!

A myth I'd like to help dispel is that the best negotiators in the real estate world are harsh and intimidating.  That bag of wind approach is far surpassed by the likable, knowledgable approach of a charming Realtor. 

To succeed in the midst of high stress sales you don't need bravado, you need cooperation and communication that encourages ongoing exchange.  I want the other 300 local Realtors to enjoy doing business with me -- it is a huge advantage for all of my clients!

Nice guys and gals do finish first.  They elicit the best prices and they ensure further business with their colleagues will be welcomed and favoured.  The gruff windbags and bluffers are soon known for their antics and are avoided whenever possible.  Who wants to deal with a braggart or bully?

If you don't like spending time with your Realtor or think they speak harshly to colleagues...how do you think their fellow Realtors feel about them?  If the local cooperating Realtors would rather avoid them -- how well do you think that helps your position of wanting to sell or buy for the best price?

Here's one of my favourite quotes by Dave Barry:  "A person who is nice to you, but rude to the waiter, is not a nice person." 

You want a Realtor who is respected and enjoyed enough by their colleagues that they get timely heads-up on changes in activity on homes their clients are interested in. You want a Realtor who regularly receives as much insight as is ethical about the buyer or seller from their colleagues that allows them to proceed armed with the best information.

The bonus for you is that you get to have as much fun as possible and get the best deal in town!  Choose wisely and don't take any wooden nickles.

Are you just grumpy?

I'm fairly certain that if I dropped several hundred dollar bills on the ground you would bend over to pick them up; even if you were having a bad day!  But sometimes, when the windfall is more abstract, people can let deals be ruined or good prices turned down because of a very situational mood or period of stress.

On more than one occasion I've asked clients about to make an unwise real estate decision this question, "are you just grumpy?"  Or, if they tell me that they just can't think right then I will nudge them further to speak to the contract time deadline.  Now, I'm not a pushy salesperson but it is my job to negotiate the best prices and terms for my clients.  So, if I see them acting not in their best interest I do try to save them from themselves!

Most of us would admit that when we're grumpy (with or without any particular reason) our world view is skewed to say the least!  We see the sour side of any scenario.  (I think that "mood rings" should come back into fashion as an early warning system!)  And, many people under stress become grumpy.  So, suddenly when the buyer asks for the washer and dryer the seller balks on the whole deal.  Or something quite petty will turn into a BIG issue -- way out of proportion.

Buying and selling real estate can be quite stressful.  Waiting is always unnerving; negotiations can get tense, inspection reports can be frightening.  All the more reason to employ a mature and calm Realtor!  It is good to have a cool head guiding the day.

When you've developed the kind of trust and respect that a great Realtor earns you have enough strength in your friendship to face hard questions together.  And, for the record, I've only told one client that he was out of his mind not to accept a million dollar offer!  Fortunately he called me back the next morning when he was in a better mood and asked me if I could send word that he would take the offer!  Phew.

thoughts in the night

Here's an experiment for you; and I would LOVE to hear your results.  If there is a question you're pondering -- whether to move, work more creatively -- things you might think about during the day; try posing the question to yourself before sleeping.

Make yourself a note and tuck it under your pillow.  Read it as the last thing you do before going to sleep.  Then, in the misty space of being not quite asleep and not quite awake, pay attention to your thoughts.  Your subconscious has been churning away and producing good answers!  Listen to this, your own voice.

So often, in the harsh light of day, hard reason takes centre stage and your thoughts revolve around why the nighttime notions won't work...or were silly....or were dreams.  But that little niggling inner voice keeps piping up in the night with some humdinger ideas for your life!

Where you live certainly shapes your entire life.  When that little voice is trying to tell you to change where you live, let your big voice call me. 

What would you do if you weren't afraid of looking silly or taking a risk?

Commission intelligence, why higher is better in home sales!

One of the red herrings that gets regularly and stinkily thrown into the realm of home listing is commission amount.  Some people choose to sell by themselves to save the commission.  Of course precious few pass on that savings to the buyer!  Ha!  No, they take that into their pockets -- market value is market value.  If you're paying market value, you should be using a professional to optimize your purchase.

Another little stinker is those realtors that proclaim how low their commission is!  A little insight for you:

1.  If they can't even negotiate their own pay, how well do you think they'll handle your negotiations?
2.  Many budget companies employ bully tactics making themselves quite unpopular with their colleagues.  They'd like you to believe it's because they're underselling competitors.  In fact it's usually due to the perception of their extreme arrogance.
3.  So called budget sellers when buying a home with a premium commission structure never offer to leave the the difference between what they encourage their clients to offer and what the wiser, more generous seller offered with the seller!  You'd think since they tout how they only charge so much that they'd only take so much -- wouldn't you?  I mean, most people of integrity would -- wouldn't they?
4.  We have a budget company in town who also runs a construction company.  Guess what?  They tell you to list at a low commission rate; but when they're selling their own investment homes they suddenly ramp up to a premium rate.  Why?  Because it's the best way to sell a home!  They tell you to go low so they can get your listing!  Better still, hope you will buy your next house from a premium Realtor (repeat section 3!).

In this post, I'm not going to dwell on why great Realtors charge what they charge.  Suffice it to say we're worth it.  But this is not about me, it's about you.

It is in your unquestionable best interest to be generous with your commission offered to both listing and buying Realtors.  You don't want to retard your home sale by saving a couple thousand dollars on commission.  You want your home the most desirably placed in the market place with the most attractive rate to honour the work a buyers Realtor goes through to help sell your home.  The last thing you need is to work with a Realtor known for pissing off his or her colleagues!  The last thing you want is a listing Realtor who is not invested with you in your sale.  Think of the service and class you receive from a wholesale grocery store and connect the dots!

The stunning majority of out of town buyers are looking on Realtor.ca for their new home.  They are using a Realtor (home sellers pay commission).  The Realtor they are using is screening the homes they are going to short list.  The buying Realtor will favour homes that they fully trust the listing Realtor -- for fairness, for compensation, for high ethics.  That is just smart business.

Premium Realtors make sure your home is beautifully photographed for the Internet.  This is critical!  If I had a gun to my head and had to guess I'd tell you that 90% plus of the people who might buy your home are looking on the Internet!  Premium Realtors will give you the tools you need to invest in your sale.  That is to recommend smart strategies for a top dollar sale!

The money you invest in a great, premium Realtor will not only more than cover the crumbs you're trying to save by cheaping out on commission!  They will showcase and launch your home with every possible advantage.  I repeat....they know how to help you get top dollar and attract as many buyers as possible as quickly as possible.

At the end of the day, you just want more money in your pocket.  Right?  So, at the beginning of the day, don't be distracted by trying not to pay commission.  Think of it as the perfect prime for the pump of your ultimate home sale price.  Go with the best, most likable Realtor for the best, most enjoyable rewards! 

Money wasted avoiding professionals

I know, without a doubt, that my accountant saves me at least as much money as he charges me.  So, really, for no money, I get to use the services of a great professional whose job it is to stay current with tax laws and every possible way to optimize my situation.  And he's fun to boot.  And he knows me, knows my business and recommends me.  How great is that?  And I save countless hours of work if I was to prepare my HST quarterly reports and taxes.  Not to mention the tedious pain it would cause me to do it myself.

Similar savings occur because of the hygienist that scales my pearly whites a few times a year.  Because she knows what she's doing I avoid more costly dental procedures.  Again, I also avoid the pain!  Yes, I can brush and floss myself...but I cannot do what she does!

Let's consider the fellow who services my furnace; once again, by investing in his professional services I prolong the life of my furnace and it runs more efficiently.  Again, this saves me money in the long run.

I could go on, but you catch my drift.  By investing with professionals I actually save money!  And I save time!  And I save pain!

So it is with investing in the sale of your home.  Go with the best professional to earn the most money and realize the best savings.  What you invest in a top notch Realtor will deliver great return on that investment!

If I had a magic wand, I would be able to communicate effectively enough to anyone reading this why it is foolish to do yourself what someone better trained can and should do for you!  I'll blog further about why you want to invest in the best Realtor with the highest commission structure to realize the best return on your home investment.

Meanwhile...do learn a little about everything...but don't punish yourself and lose money by avoiding professionals!

If you're the smartest person in the room, you're in the wrong room!

"If you're the smartest person in the room, you're in the wrong room!"  I saw or heard this recently and it led to a great pondering on the implications of this statement. 

Likely from our school days when we got a gold star and praised in front of the class for "right" answers most of us like to appear intelligent and learned.  The trouble with this of course is a.) that nobody likes a know-it-all and b.) if you're busy seeming smart, you're not asking "dumb" questions (which may hold the key to unlocking all measure of success!)

How teachable are we?  I know some people in the real estate field that I never thought would make it because of the vast amount they did not know or seem to understand.  But, you know what?  The ones that were not afraid to ask questions and were not afraid to ask for help are doing very well indeed!

Who doesn't like being asked for help?  Don't you willingly share your ideas and experience when someone genuinely wants help?

Pride can be a very two edged sword.  Proud people tend not to ask questions -- especially ones that might sound stupid.  Proud people would never consider asking someone with less experience then them how to do something, or for another view on how to succeed.

Floyd Wickman (great veteran real estate trainer) once commented that one of the reasons women sometimes make out better than men when showing a home is that they don't think they have to know everything.  A client asks a man, "so what do you think that wire is for?"  Most men feel it a measure of their manhood to come up with a plausible explanation for the wire.  Most women might rather say, "I'm not too sure, what do YOU think it could be?" 

Our answers can either come across as a lesson or the beginning of a conversation.  Another example my broker mentioned the other day speaks to this.  She heard a trainer mention that rather than say "great or lousy" or launch into a training session when someone merely asks what the market is like try simply saying "it depends."  Because it does depend on many things!  And because that answer invites a two way conversation!

I'll venture to say that the happiest and most successful people in any profession are the ones who are the most humble about what they know and the most hungry about learning.  Learning from anyone about anything; being genuinely curious about how someone is generating more business or their approach to the tasks of the trade...this marks an interesting person to be around!

This take me full circle to Steve Jobs admonition that I have my calendar bring up each and every morning:  "Stay hungry. Stay foolish."

And it makes me laugh about another statement on learning my cowboy pal, Wendell Monical, said.  "You know Beth, there's something you can learn from everyone...even if it's how not to do something!"

Etiquette for feast or famine!

I'm fairly certain that if there was one "belly fat magic pill" or one "hair growth formula" that really worked we wouldn't hear about so many ways to achieve the nearly impossible!

So it is for many Realtors who go to endless seminars or listen to webinars on "steady streams of sales!" or "unending deals in the pipe."  There should be one entitled, "storing a few nuts away for a hungry day."  Almost all Realtors I know, let me rephrase...ALL Realtors I know, who've been in the business for more than a few years have been through various highs and lows.

At times, on a good roll, you can feel invincible!  The success will never end!  And then, one fine day, someone turns off the tap....Realtors stare at their cell phones wistfully awaiting their now unfamiliar tunes or chirps.  Deals are further apart and harder to manage.  It becomes a real exercise to stay upbeat and keep your head in the game.  (At which point when someone comes whistling through loudly bragging about their million dollar sale you consider carefully penalties for assault.)

Then, one fine day, your phone starts ringing again and the line of credit gets paid down and maybe you even plan a little trip and plan a few home improvements.  But, this time, you are seasoned enough to know that you'll tuck some nuts away for the next hungry cycle in real estate.

A seasoned, classy Realtor never gloats when they're on a roll!  They never broadcast to the world how many deals they're making.  They rather count their blessings quietly and keep perfecting their craft.  Most have learned the hard way the true meaning of the adage "pride goeth before a fall!"

You know the difference between a new Realtor and a seasoned Realtor?  When you ask a new Realtor how it's going they pepper you with information on how many deals they're in the midst of.  They are always SO busy.  When you ask a seasoned Realtor how it's going they tell you about their son's graduation or how their recent travels were.  If they speak of their business it's more in passing and with a knowing comment; "so far, so good -- but you know how that goes!"  One of my favourite Realtors, whenever I complimented him on a great deal, would always say: "Thanks, Kid.  But I don't think I'll ever have another deal... "

In a feast or famine business, the last thing anyone who's hungry wants to hear about is how full you are or how stocked your freezer is.  What might be rather more helpful is a conversation about what is working for you; tips for sharing success!

I heard tell that the original meaning of the word "compete" was to strive together.  So is is with the cream of the Realtor crop!

I thought I was getting George Clooney!

A very good question to ask that wonderful Realtor in your home -- you know, the one from all the brochures and videos with the great voice and very wide smile, the "team" leader -- is this:  Will I be working with you all the way through after I've signed the listing?

One of the most common complaints I hear from people who hire a Realtor from a real estate team is that the persuasive front person from the team who they really liked disappeared from view after they listed their home.  From that point on, the seller got assistants or other Realtors from the team but never the person who they bonded with in the first place.  Some even discovered that the Realtor they thought they hired spends a good part of the year living somewhere else.

True story, a woman from my gym had gone through a rough break up and was in what she referred to as her man-hating stage.  (She's a wonderful gal and is once again in love!)  Anyway, she was quite drawn to work with a female Realtor with a gentle way about her that was working on a team.  She agreed to let this woman sell her home.  When the day came for listing documents to be signed a strapping man with 5-o'clock shadow was on her doorstep with the paperwork and measuring tape!  She went through with the listing; but it was the last time she used a team.

Really rather like expecting George Clooney to show up for a date but having one of his sidekicks fill the slot instead....after you shaved your legs and everything...but I digress!

We have some great teams in this area, don't get me wrong.  But, you really need to know what you're getting into.  Do you want to have a Realtor from start to finish that knows you and is with you at each stage or would you prefer a larger, corporate type experience involving several people in an office?

When I go to a car dealership, one of the things I look for is someone who I can get to know and chat with when I bring my ride back in for servicing, or if I'm thinking about trading it in.  I don't enjoy feeling like a faceless consumer, or a number.  I want to build a lasting connection.  I want my salesperson to know who I am when I call.  I want them to remember what they sold me.  I want them to know what I'm looking for next.  I want to know I can recommend them to friends.  I want to know they're there if something goes wrong.  I want to know that they are my staunch ally and advocate all the way. That's the way I roll.

In my experience having these kind of connections serves me so very well -- in all fields.  It is the kind of experience I want my clients to have.  Personal, unique, one on one, direct, authentic and enduring. 

If I've signed on with George Clooney, I want him and only him all the way!