Why freezing could improve your assets!

You see, the thing is, if you're doing what everyone else is not, you've got an advantage.  If most home sellers retire their listing over the winter and "wait til spring" but YOU stay active, guess what happens when someone HAS to buy a home right now?  Yes, you're right, there is far less competition, increasing your odds of selling greatly!

And, if you are buying and you look outside at that cold, gray landscape and ice crusted windshields and think to postpone house hunting, ask a friend to kick you in the butt!  Why?  Because there are many fair weather buyers, but the ones willing to go out on the coldest day of the year often find themselves with a dandy bargain.  Why?  You got it, who wants to carry their home -- especially if its vacant -- over the winter?  A little cold won't kill you AND you'll see how this home performs in the most daunting conditions.

There is always someone that has to buy or has to sell.  Given that the definition of "market value" is based on a simple formula, off season shopping is brilliant!  Market Value = What a reasonable seller and reasonable buyer will agree on.

Who is more reasonable than the seller or buyer willing to go out in the cold to instigate change?

So, wrap up and get out there.  And you sellers, get that cinnamon scent wafting and stay the course!

 

Professional is as professional does.

From one of the all time mother lodes of one liners, Forrest Gump, came this, "stupid is as stupid does."  No doubt his Mama always told him that!  Hence my word play with this blog's title.  Hence the abc's of what you want in a professional....and what you don't!

Realtors have the great honour of providing professional services, dealing with people's most valued possession, their home.  This is not just a material possession, the value is also in the memories and dreams infused in the very timbers.

So, as you might guess, it drives me batty when I hear of Realtors behaving like amateurs!  You can rate the following real life examples into one of two categories:

1.  True professional and caring behavior (professional is as professional does)
2.  Amateur hour at the goat circus (stupid is as stupid does)

a)  Realtor shows up late for ANY appointment
b)  Realtor shows up early and prepared for ANY appointment
c)  Realtor's vehicle is safe, sound and clean
d)  Realtor's vehicle is dirty, smelly and you wonder if it's road worthy
e)  Realtor gives you information updates on negotiations promptly
f)  Realtor forgets that they were supposed to call you
g)  Realtor is well respected by other Realtors and known to be a person of their word
h)  Realtor doesn't care how they're perceived by colleagues
i)  Realtor is more concerned about the right move for their client than their commission
j)  Realtor is just looking to "close the deal"
k)  Realtor advises client honestly about long range pluses or minuses of property
l)  Realtor speaks only of positives and sugarcoats any pitfalls
m) Realtor handles referrals received as the gold they are! Communicates regularly on progress
n)  Realtor takes referral for granted and is sloppy with communication
o)  Realtor considers carefully how to best aid and thank their clients in future
p)  Realtor figures once the "deal is done" that they have finished
q)  Realtor neglects to get necessary signatures or initials to create a binding contract
r)  Realtor goes at whatever time is necessary to get signatures to ensure a binding contract
s)  Realtor keeps great resource list for clients of other professionals they can call
t)  Realtor figures its up to the client to come up with their own inspector, legal or building leads
u)  Realtor has list of good ways to improve value for sale
v)  Realtor just decreases asking price rather than get involved with tips for better presentation
w)  Realtor is courageous enough to ask tough questions
x)  Realtor is timid and glosses over any tough discussions
y)  Realtor will meet you anywhere, anytime
z)  Realtor will meet you in a professional office and set a mutually agreeable time schedule

So....the ABC's of options!  Make sure you hire a professional and expect professional results!
 

Why every Realtor should have their own home for sale!

Last week while booking showing appointments I got a call from a Realtor from another company.  The home I wanted to take buyers through was his own and he simply wanted to see if the buyers were in position to buy.  He went on to say that every Realtor should have their own home for sale every few years to see what we put sellers through.  His family in this case.  His family that had on more than one occasion lovingly prepped the home to find out the buyers weren't even ready to buy!

In my case, the buyers were ready willing and able (house wasn't for them, alas).  But all too often Realtors jump into taking out buyers that they barely know, have not pre-approved or even worse ones that are just sizing up the area!  Some "buyers" are no more than looky loos who wouldn't be ready to move anytime in the next year!

Walking around in someone's home is NOT like strolling through a car lot for crying out loud.

Why oh why would you get a seller excited about a showing, knowing a diligent seller will clean and prep their home, make arrangements for any pets or children and vacate for the showing, when your buyer is not even ready to buy?  That's just nasty.

When someone is "just looking" they can do so on line and from drive bys.  If you have nothing better to do than chauffeur them around, take them to vacant properties!

Also to any of my colleagues that get casual about "getting back" to the client with updates on their negotiations....what is wrong with you?!  An hour seems like a week when someone is waiting on tender-hooks to know if their offer was accepted or if the buyer got financing. 

I agree that every Realtor should have the regular experience of "waiting to hear".  Maybe waiting to hear how your medical test went.  How would you like it if the professional got too busy to let you know how it was going? 

STRESS is often found in the sea of the unknown.  Throw a lifeline and be thoughtful and prompt with communication.  If you're too busy to be courteous to others you are simply ineffectual and need to either stack less on your plate or get into a different business with less life altering impact.

Before you take a step, or miss taking a step, consider the impact on others.  Don't be a dink. 

Great Realtor or self absorbed windbag?

Let me pose a few questions to you.

1.  If the Realtor or Real Estate Company you choose is a choice made on them selling the most, being busier and having higher production than any other Realtor/Company....do you think there is a hazard that your home could be listed under fair market value to keep their stats on top?

2.  If the Realtor listing your home consistently runs a bigger picture of themselves than of your home, do you think they are trying to sell your home or sell other people on picking them for their next real estate transaction?

3.  If you have already heard from other professionals that your desired price is too high, but some other Realtor comes along and puts stars in your eyes that they can achieve the impossible...do you think they might just want to use your listing to get phone calls from other buyers and sellers, without any motivation to really sell your inflated priced home?

If your pick of Realtor is more about a sales pitch than about genuine, professional advice you might want to look around.  There are many great Realtors out there that treat their profession as a service industry and will not cloud the issue of your purchase or your sale with their ulterior motives.

A great Realtor makes your home sale all about you, or your home buying all about you.  However, as I tell my clients, "in two years time when you see me at the grocery store, I want you to be happy to see me, I don't want you ready to launch a dozen oranges at me because I let you make a stupid move."

"Not on my watch" might be the mantra of a true blue Realtor.  They won't let you buy an overpriced or faulty home.  They won't let you undersell your home.  They will let you go before they let you down or fill your head with pipe dreams that will ultimately lead to huge disappointment.

You owe it to yourself to spend time interviewing a few different Realtors from different offices to know who will bring you the most VALUE.  And, the most VALUE is not (and often isn't) the cheapest to use.

Be careful out there!  Your home sale or purchase is likely the biggest part of your net worth.  Take your time and find the right Realtor to do the job superbly.

You will never "have time."

True confession time.  If you say to me, "I don't have time to exercise" or "I don't have time to give back to the community" or "I don't spend enough time with my family."  What I hear is, "I'm kinda a dumb ass who doesn't make the meaningful parts of my life a priority."

And, newsflash:  you will never "have time" to do all the things you know you should if you are not already making time to do them now.

Seriously, don't we have stories of people we knew who were so busy being busy, so busy making money and then woke up one day to find one or all of the following:

1.  health and strength in shambles
2.  burned out emotionally and mentally
3.  weak or non-existent family and friend network
4.  completely unknown in the wider community

I spoke to a colleague of mine a few years ago (he passed of a heart attack shortly after).  This man was making more money and was busier than ever before.  And, he confessed to me that he hated opening his eyes in the morning to face another day of his self created real estate rat race.

You know when he was the happiest?  When he used to manage a campground with his family and sit around the campfire with visitors playing his guitar and working hard physically.

But, you don't have manage any business or occupation, including real estate, in a way which is punishing to yourself and those around you.  You don't have to ignore your health, family and friends until you "have time."

How many times do you hear of people who were, any day, going to plan a trip to visit their relatives or friends afar.  But, before they acted, their friends passed away.  So instead of being with their dear one for an enriching time, they go to their funeral.

If money is the only measure of wealth then personal poverty is assured.  I believe you can have all the money in the world and a bankrupted soul.  And, that's not a smart way to live.  In my humble opinion.

Referral repercussions

Here's the thing about referrals; whatever the performance of the person you refer turns out to be, that blows back on you!  If they do a great job, you're a hero; however if they're a slouch or poor communicator, guess who is also tarnished?  And rightly so.

Sometimes referrals are much too cavalierly handed out.  In Real Estate there can be instances of someone referring a Realtor, in another town, that they have not researched in the least.  Then, once the client ends up with the out of town Realtor they can feel compelled to use them even if they don't click well.  Worst case scenario they leave the Realtor you sent them to and you too!  Serves you right!

Referring a Realtor to a client in another town can be done very well and very respectfully.  Its amazing what you find out about someone by doing a little homework.  If I'm going to refer you, you need to show me that you:

1.  are a great and prompt communicator
2.  will bend over backwards for my client
3.  will not take the referral and pass off the client to someone else
4.  will ALWAYS put client ahead of your paycheck or mine!
5.  will keep me in the loop as appropriate

And, from my end, it is my job to communicate with my client to see how they are fitting with the referred Realtor and, if needed, to intercede to make any necessary adjustments.

Sometimes people join referral groups; a great idea!  However just because someone is in your group in a chosen profession, does not mean they're good at what they do!  Again, if you don't have first hand knowledge, do some homework before referring.

I am so thankful to have many people refer my services.  I'd never let that be taken for granted!  If someone is kind enough to refer you; make sure to loop back and thank that person -- it doesn't matter, ultimately, if the person they refer buys, sells or not!  The gesture of referring has already happened and deserves thankful recognition.  Of course, if a client does end up buying or selling, that gives another occasion for a generous thank you!

In any profession, it is wise to be so thoughtful and careful about recommendations.  That said, if you know someone is GREAT, shout it from the rooftops!  Tell everyone you know!  Post it on facebook!  We can all celebrate the fine professionals of the world!

You have to shake your head and smile!

In real estate, as in many fields, in an effort to gain your business all sorts of claims are made in advertising.  Our profession in BC is heavily regulated so ads making claims have to have a "disclaimer" somewhere.  Of course sometimes the disclaimer is so small you'd need a microscope to read it!  And, sometimes its so ridiculous you have to laugh.  "Based on sales of similar homes from 2005 - 2006 on Tuesday afternoons."  Apparently in my area there are three companies that are number 1!

But, that's not really where I was going with this....what I shake my head at is why a consumer, any consumer of any service or product would be impressed with these claims to fame:

1.  We pay our salespeople less than anyone else in the business.  (Wow...there's some motivation)
2.  We are the busiest salespeople in the entire industry.  (Wow...love trying to get help when everyone is too busy to even see me in the crowd.)

Some of these same companies also run banners about how much their clients saved by going with a model offering lower commission.  Of course, any savvy consumer should question if this:  "If this company pays all Realtors the least and are so busy that they're always advertising about how busy they are....did they really save me money?  Or, did I lose money because not enough people wanted to see my home (insert any product) and my home was just one of a crowd that was not in any way special to the super busy Realtor who talked to me??"

Imagine this:  you have a car to sell, a unique car.  You can take your car to any lot in the North Okanagan.  Would you want the salesperson advertising that they are paid the least to work for you?  Would you want the salesperson who has so much inventory on their lot they don't even know where yours is parked?  Do you really want to have your "baby" looked after in a machine advertising volume?

I wouldn't.  I'd take my car to the salesperson who liked my car and knew how it worked.  I'd take my car to the salesperson who understood why I was selling, what I needed for it, what I needed after it.  I'd take my car to the salesperson who looked after all their inventory personally and well.  I'd take my car to the salesperson who shouted from the rooftop that the salespeople associated with their lot were the best paid in the industry.  I'd take my car to the place that didn't use gimmicks and high pressure sales.  I'd take my car somewhere that people go knowing they can trust the service and value.

But, hey, that's just me!

Real Estate for Virgins

I was going to call it Real Estate for Dummies...but that wouldn't be nice!  By virgins, I mean those who haven't bought and sold for awhile or those brand new to real estate. 

The first home I ever bought I called the fellow who had the sign in the lawn of the place we liked.  This, in spite of the fact another Realtor had been showing us homes.  It was simply a lack of understanding of how the system worked...as was the time we bought a For Sale By Owner not understanding that the Realtor we were then using could negotiate on our behalf on a private sale.  So, to clarify a few easy things.

1.  The Multiple Listing Service in BC allows for any licenced Realtor to show you any listed property.  You can choose a Realtor you trust and that "gets" you and your needs and they can act as your champion.  You don't have to call listing companies.

2.  Your Realtor can show you private sale homes and homes utilizing other modes of Internet promotion.  A Realtor can agree with a seller on their fee and you can have the agency protection and skillful help of your ally and Realtor.

3.  The commission payable to Realtors is usually paid by the seller.  This is not to penalize sellers, it is to allow for easier financing.  Commissions are generally considered part of the purchase price; so really the buyers share the cost in a way that allows them to roll it into their mortgage rather than paying separately.

4.  Skill equals dollars.  It is tempting to think you are saving money by choosing a company that advertises low commissions.  Be careful and interview other companies before making a decision.  Some models rely on volume and you don't want to be at risk of having your home undervalued.  A fine Realtor will make sure you receive the best price and attract the most buyers.  ALWAYS ask for back up information on pricing and any claims made.

5.  The multiple listing service is a reciprocal agreement with other Realtors.  If I list a home I offer half of the commission amount to the Realtor that brings a buyer.  This greatly enhances your chance of selling.  Be sure that the Realtor you pick is well respected by their peers and offers a fair and respectful amount to cooperating brokerages.

6.  Unless they have additional licensing, a Realtor cannot act as a property manager.

7.  A Realtor MUST disclose to all parties all remuneration.  There can be no undisclosed "kick backs" or any other incentives not in the best interest of clients.

8.  If your Realtor is not a good communicator; run.  If they don't stay closely in touch with you, you have to wonder how well they stay in touch with potential buyers and other Realtors on your behalf.

9.  You don't have to worry about what you tell your Realtor; we are bound by a fiduciary duty to protect your confidences.

10.  You should trust in your gut, that the one you chosen to do business with would NEVER put their pay cheque ahead of your best interests.

Referrals require reseach and relationship!

So, what DO you know about the person you're referring to someone else?  What is your personal experience of their service?  What is your awareness of their background and training?

Random referrals can so easily backfire and result in a foisting the wrong person on the right job.  This is my trepidation involving any "referral groups."  These are a collection of individuals seeking to mutually benefit each other professionally.  Could be fantastic....but make certain if you are referred to anyone that the person referring you does business with that professional themselves!

A great rule of thumb is to never refer anyone who you haven't or wouldn't use yourself.  And, even if you loved their work, best to make the recommendation with an encouragement for the person to research for themselves.

I had clients wanting renovations done and they knew I was having some work done at my home.  I was happy to make the introduction between them and my carpenter but first I invited them to come over and see the work first hand.  Further, I recommended that they interview the professional on his pricing, timing, background in what they needed, etc.  Once I made the introduction, my role was done!  It was up to them to determine if he was the right person for their job.

Many of us have learned the hard way that if we heartily promote someone and that someone doesn't do a good job the bad smell traces back to us!

I never recommend a single inspector or lender, lawyer or notary.  Rather I include names of individuals I have had great experience with and that I trust implicitly.  I may favour one over another based on knowing the client; but it is always good practice to provide choice.  Then it is up to the client to decide.  I would never blindly recommend anyone for anything; nevermind based on receiving a benefit from that person or organization.

Likewise when referring clients to a REALTOR in another area, its so important for your local REALTOR to first have a relationship with that other person -- and to have researched the person to make sure the "fit" is right.  If not in person, certainly over the phone, REALTORS can be interviewed and vetted.  If they don't communicate in a timely fashion with me I surely know they are not going to be a good fit for anyone I do business with!

Referring someone to a client, and having that client have a superb experience with them, is deeply satisfying.  And the sweet scent of that experience also traces back to us!

Next time anyone recommends a professional, do ask them, "what do you base this referral on?  Have you used this person?"  Make sure it's not just "I'll scratch your back, you scratch mine" kind of referral.

And....you know that caution about not doing business with family members or people related to colleagues of yours?  Be afraid.  Be very afraid.  There's a good reason we are cautioned about this!  Never doubt that a botched job can ruin a friendship.

10 Hallmarks of a Great Realtor

This is my 100th real estate blog....and there always seems to be something to write about!  Here I'm going to simply brainstorm what I consider 10 hallmarks of a great Realtor.

1.  Flawless communication; always follows through and connects when promised, always keeps you in touch with the process of your sale or listing. 

2.  After sale service; not just in it for the sale, a great Realtor is a resource for life and always available after the sale for questions, concerns or any helpful purpose.

3.  Doesn't oversell you on budget; because you can afford a more expensive home does not mean that you should be "house poor."  A great Realtor will value your lifestyle and advise you to buy the right priced home to give you maximum freedom.

4.  Talks candidly about NOT buying a particular property; a great Realtor is all about protecting you and your family and will be very forthcoming if they perceive an issue with a property.

5.  Looks to the long view; while matching you with the right property at the right time, a great Realtor also is looking down the road on your behalf and thinking about the resale value before you even buy the home!

6.  Is well connected; a great Realtor has made many trusted working connections that can serve you in your move -- everything from inspectors, lenders, legal teams, movers, cleaners, stagers and more.  These are not "cold" referrals, they are proven and trusted professionals.

7.  Is well respected by colleagues; a great Realtor is highly professional with colleagues, supplying all information needed to speed along your sale and respected for their negotiating prowess.  A great Realtor NEVER uses a snotty or know-it-all tone.

8.  Works in areas of strengths; a great Realtor will refer you to another great Realtor if you need something out of their area of expertise; i.e. out of the area they know or buying a commercial interest if they work primarily in residential.

9.  Is empathetic but forthcoming; a great Realtor feels your pain, whether financial or personal, however their job it to guide you with truth, not sugar coat market conditions or likely challenges.  We stick through thick and thin as your ally but will not mislead you to make you feel better.  A great Realtor never advises pricing a home well above what they know it will sell for just to get the listing (and later keep pressing for price reductions).

10.  Is select in their clientele; a great Realtor knows the value of long term relationships in business so is not rushing around for "1 hit wonders" to add to their sales volume.  They invite clients who understand value over gimmicks.  There is nothing more satisfying to a great Realtor than repeat and referral business; sometimes over the generations of one family.  Does your family have a great Realtor??

www.OkanaganHome.ca   Beth Marks the Spot!

If plumbers used social media like Realtors do

I often find it amusing that many in the real estate profession use social media as a way to promote themselves and their work.  It got me wondering what if plumbers used social media the same way some Realtors do.  Maybe it would go something like this:

Wow, what a busy month!  I've had two lines snaked, 14 toilet installs, one septic back up and several firm deals to move along.  When you need a great plumber, just call!

Just installed!!  This unique double toilet was just installed!  Do you have need for a great and leading edge plumber?  Call me!

Is your toilet in a slump?  Might staging be right for you?  Sometimes by eliminating clutter around the biffy, the biffy looks bigger.  Call me when you need the right staging ideas!

Do you have an extended family?  Tired of standing in lines?  Call the plumbing who is an expert on strata toilets!  You won't even have to landscape with this low maintenance design.

 



Here is a testimonial from more satisfied customers:

Until we met this plumber we thought all plumbers were only in it for themselves.  But we found a friend in you.  Your recommendations for just the right toilet tissue have helped us beyond measure.  We will not hesitate to recommend you to all of our friends! 

 

Why your overpriced pig will never fly.

When it comes to home pricing, of course you and your Realtor (any great Realtor) want you to receive as much money as possible for your home.  That being said, if you have in mind a wildly inflated price for your home a smart Realtor will run the other way rather than market your home if you insist on unrealistic pricing. 

A salesperson only interested in using your listing to drum up more business might well take the listing with the full knowledge you won't sell at your wildly high price -- but they might get some spin off business from your listing; perhaps a buyer will call first on your home and the salesperson can sell them something at market value.  In the business a wildly high price on a property puts the property into the unpleasant, slang category of being an "overpriced pig."

Why will your overpriced pig never fly?  Because even with the very best marketing, even with you receiving an offer from an uneducated buyer, unless that buyer is sitting on a mountain of cash they will not be able to get financing if your home is well above market value.  As an aside, anyone I've known with the ability to do cash offers is working with a full service Realtor who would have already advised them on the comparables.

Not only does a buyer have to agree on your price but so also does the lender's appraiser!  So even if your buyers LOVE your home, the bank shares no such infatuation.  They will say "we'll lend you fair market value and no more."  The home inspection also plays into value, but that's another blog!

Realtors often hear, "well, we'll price really high, but someone can always make us an offer."  But, guess what?  They don't make you an offer, because they don't look at your home.  Yours is the home that makes all other comparables look great!

I would invite you to repeat the experiment I've already done.  Ask any real estate investor if they use the services of a full service, top rate Realtor.  Without exception, the ones who have been most successful will answer you that they absolutely do.  So, if we accept this fact, please know that as one such Realtor, my buyers are very savvy about market value.

Seller's I've worked with might tell you that I asked them this question, "do you want to list your home or do you want to sell your home?"  Because, unless we enter into another cycle of unprecedented price escalation there is no sense in "testing the market."

In a balanced market overpriced pigs just never take wing.  Trust me when I tell you, it will be an exercise in frustration for you to have your home on the market at a much higher than fair market rate.  Don't allow yourself to be used by anyone willing to take the listing at that price; because they would not be working in your best interest but only looking after their own side agenda.

By all means, you can price "optimistically" with the willingness to adjust your price if necessary; but don't believe that pigs will ever fly.

Take your self-serve and shove it!

Dear Jimmy Pattison and all like minded banks and businesses,

Kindly take your self service mentality and shove it!  No, thank you, I don't want to go to my little local grocery store and have the privilege of paying full price AND checking myself out and doing my own bagging.  Thanks just the same.

Thank you RBC for the privilege of doing all my own banking through the machine AND being charged for the privilege.  What's that you say?  Get me on online banking?  Oh, guess I'm causing wear and tear on your bank floors and you would prefer not to see me?  But the charges remain.  Gee, thanks.

Locally here is my advice to each and every godforsaken-no-service option in the entire North Okanagan.  Go to Fisher's Hardware (no, I don't own shares)!  Walk in and get a refresher course in what customer service and satisfaction looks like.

Newsflash:  customers love service, they love knowledgeable people and they like being out and about seeing their neighbours and clients not stuck in some lonely home office doing all their self service banking, investments, insurance, shopping and self diagnosing illness.

We are enriched by interactions with warm bodies and bright smiles of those we share the town with.  We learn from one another and hear great ideas.  The isolation of self service is disgusting.

And, to anyone sharing the real estate world with me...don't you dare give half-assed service while taking a healthy commission.  And to any buyers or sellers if you're going to work with a half -assed model you may as well do it yourself.

Come on people.  Let's ask for excellence in the workplace and offer it in return.  Let's not be in such a hurry to run back to our shelters and view the world through a computer monitor.

Let's hear it for the businesses that support the community, each other, their customers and never ever flake out to the dud models of little value.

Do you want to be happy or do you want to be right?

Years ago a dear friend and retired psychologist, Dr. Grant Johnson, asked me this question, "Beth, do you want to be happy or do you want to be right?"  To which I replied, "YES!"

This one line continues to occur to me often, and I found myself repeating it to my son, a young adult, just last night.  He was ranting about how "stupid" requirements were for something he was attempting to do with a government office.  He was so annoyed at the process that he simply stopped moving forward.  I gave him my assessment that he would be very foolish to abandon his efforts due to being annoyed at the government!  Ha!  The all time litmus test:  "Do you want to be happy or do you want to be right?"

How often do we easily and quite justifiably find flawed processes, stubborn people, ridiculous bureaucracy and other annoying circumstances?  On general principle alone one feels justified in withdrawing and indulging in righteous indignation!  The fools!  The idiots!  How dare they?!

The trouble is, of course, we shoot ourselves and our goals in the foot while we're at it.  We might be right -- but we sure as hell ain't happy!

I see that occur occasionally in home negotiations.  In a transaction the better part of a million dollars a sale can be derailed over a 300.00 microwave.  Really.  And, at that stage, it is of little comfort that I'd buy a new microwave.  It becomes the principle of the matter between buyer and seller.

Once again, someone might have a moral victory but a horribly timed dream home failure!

The higher we get, when we're "getting up on our high horse" the greater the fall back to earth.  My secret notion is that if most of us could hear a recording of ourselves when we're ranting about some unfairness or other, we'd melt in embarrassment!  Shake it off, my friends, move forward.

Here's a little song he wrote, and you can sing it note for note...."don't worry; be happy!"  Or, as another wise one said:  "Don't sweat the petty stuff or pet the sweaty stuff."

What did you think I said!?

One simple statement has served me so well as a parent, professional and friend.  I read it in a parenting book along the way and it goes like this:  "When I said (fill in the blank), what was your understanding of that?"

Time and again, when I ask this question, I am so surprised by the answer.  I thought I was clear in my communication; but we all listen through our own filters, fears and hopes.  Meaning often, what we say is not what someone hears!

Communication is an art form.  It really is.  At the end of the day, it doesn't matter a whit what I mean if what I mean is not understood.  Rather like the very vital distinction between intent and impact.

How often do you hear or say, "I didn't mean to make them feel bad."  True enough.  But, whatever the impact was on the other person is, in fact, what was communicated.  That was the impact, regardless of intent.

The only tool we have, my friends, when wondering if we've communicated clearly is to ask.  To ask without defense, without challenge.  "Did I make myself clear?  Do you have any questions?  Do you know what I mean?  Does this make sense to you?"

Open ended, kind questions are so powerful.

The worst communicator is a ranting dink head.  Never mistake overpowering anyone with a win.  It makes for two losers.

Was that clear?  Are we on the same page?  I hope I've effectively communicated with you.

It is very satisfying to "be heard" and to hear....clearly and fully.  Here's to more art and less assumption in communication.

Contrary to popular thought!

When the popular winter choice is to be nestled into a warm house with a good book a wise buyer, contrary to popular thought, is out looking for their next home.
When the popular choice is to withdraw a listing over the cold months of winter a wise seller, contrary to popular thought, is fully marketed and available.

Why?  Its really quite simple.  Supply and demand.

The best time to market your home is when there are fewer available.  Someone always has to move and rather than having dozens in competition with your listing why not have just a few?
And, you buyers....rather than compete with hoards of spring shoppers, why not pick up your dream home when it's priced well and available?

As with many endeavours, it is a great idea to buck trends.  Typically everyone waits to take their cues from the masses rather than pioneering a trail best for them.

Take for instance, a standing ovation.  The authentic one simply bursts out and someone in the audience just jumps up.  The forced one involves audience members looking about to see if anyone else looks like they're going to stand up.  Or, they feel sorry for the only performer not to receive a standing O, so decide to start one.

This might seem an obscure parallel!  But, you get my drift.  Don't wait to see what everyone else is doing!  Do what is timely for YOU.

Strike when opportunity is ripe; and that is very often when everyone else is sitting on their hands wondering what everyone else thinks.

Suspiciously good news!

Isn't it interesting how when hearing good news, especially from someone in sales, it is looked upon with suspicion.  What makes us trust bad news and mistrust great news?

Now, give a morsel of bad news on the issue of real estate and most will nod their heads in agreement, "I knew it would turn bad."  Here in Canada, our national news reports real estate indicators nation wide based on the markets in Vancouver and Toronto.  So, relentlessly, year over year, decade over decade (as the prices have trended upward making a fortune for many) the news will caution:  The Bubble will Burst!

Some poor schmoo has been sitting on his hands waiting for the right time to invest in a home for himself and family.  But the news has NEVER told him it was a good time.  So, he's been paying a landlord hundreds of thousands over decades with nothing to show for it but regret.

Along comes an educated, square shooting Realtor who actually uses facts and statistics over time as a foundation to say:  It's a great time to buy!

It's a great time to buy??  Oh, the heads tilt, the arms cross.  You can almost hear the thinking..."what's she trying to sell us?"

Oh dear.  You caught me.  I was trying to save you tens of thousands before the market starts really climbing again.  I was trying to let you know how much fine inventory is now available at very fair prices so you don't have to settle for a home you don't love just because there are so few to choose from.

But, hey, what do I know?  You've listened to the news.  Surely, one way or another the world is in tatters.  Why bother playing?

Rubbish!  Rubbish I say!  Get in the game.  "THEY" are always looking on the bad side as a given and the good side as suspicious and to be avoided.

Recently I was reading in "The Rotarian" a report that in the 1990s two thirds of Americans were convinced that crime was wildly escalating.  When in fact between 1990 and 1998 murders were down by 20%!  The reports however, on national news, were up 600% on murder; even excluding the O.J. Simpson trial.

When you are looking for real estate news ask a real estate professional.  A great Realtor will always give you the insight you need to make happy decisions (or to lessen the pain on harder moves).

There really is SO much good news!  Believe it!