The high cost of ticking people off!

"I would not sell to that idiot if they were the last person on earth!"
"That Realtor is never allowed on my property again."
"The price just went up."
"They can't have the appliances now."
"I'll just sell everything I was going to leave for them."


These are statements Realtors have heard!  And, do you think it takes a big insult to produce such rancor?

Be very, very, very careful about nitpicking, criticizing and getting petty about inclusions....the cost could be extraordinary!


I was speaking with a very seasoned real estate professional who was representing the sale of a family vacation spot.  Even though the offer was ok price wise, the tone and ridiculous notations included in the contract got her ticked off.  She said that even as a pro there was no way she wanted to deal with these pushy, obnoxious buyers!


I've seen generous sellers who would have bent over backwards for the new owners lose heart over wording to do with the home being left clean.


Keep these two words in mind when entering into negotiations:  deal earnestly and deal in good faith (i.e. you proceed as if the seller was a fine and honest home owner.)  If you introduce words and clauses indicating mistrust (and I don't mean obvious due diligence) you start to insult them.  A price that is too low will insult a seller; and so will little greedy asks or fearful questioning of someone's integrity.


Contracts are developed and designed to keep a buyer safe and are full of great due diligence options.  When snags are encountered, if there is good rapport and faith between parties, an elegant solution can always be reached.


If parties have their backs up, the smallest variant can derail an otherwise fine transaction.
Whenever possible, keep it simple, keep it sweet and use a smart negotiator -- not a bombastic dipstick!  Remember that two things kill a great real estate transaction;  greed and  fear. 

Be polite to knobs; it'll drive them crazy!

I was going to call this blog, "Did you let them get your goat?"  But there's something delightful and descriptive about the word "knobs!"  As an aside, did you know that the expression "got your goat" is a term from thoroughbred horse racing.  Some very high strung running horses are calmed down by a stall mate -- a goat.  The goat keeps the horse grounded.  So, if a scoundrel wanted to throw a horse race, they would steal the race horse's goat!  The horse would stress so much, it would not run well.  But I digress.  Sort of.  



Let's face it, it is not uncommon in any field of endeavour to run across those bullies or blowhards who raise unpleasantness to an art form.  They are usually well known.  And, it is delightful to plot all sorts of witty and caustic responses to their blather.  And, let's not even delve too far into the tragically flawed and rude drivers on the road and what we plot for them!


In my work as a professional REALTOR, my latest challenge is to be unchanged by ill mannered people.  It is deeply satisfying to stay professional and polite to someone who is anything but!  Why?  Well, you keep control of your own heart and mind and you don't let someone else have the power to ruin your day.  (Or get your goat!)  Nothing is so deflating to a blowhard than to have their poor behavior ignored and disregarded.  Nothing catches someone like that as off guard as someone who is so secure in themselves they can't be rattled into acting badly and dropping to the level of insults or slights. 




Very rarely for me (and for this I am thankful....and it helps that I'm selective about taking on clients) a client, under stress, will behave badly toward me.  It is tempting I confess to plot a reduced level of follow through service and nix the generous gift giving.  However, the one being hurt by that would be me.  It is far richer to treat someone who has been rude with the same professional courtesy and follow up I afford all my clients.  (This is not to say I'd take them on again; that would be dumb!)


Indeed, it is not a wimpy response, but a very strong and deliberate one to stay in fine character.  And, if you're like me, you have trusted friends and colleagues that you can get your rant out with so you do have an outlet for your creative retorts!


You know my best test for success in not letting someone get my goat?  Forgetting their name!!  Forgetting the details of the transaction and not having one tiny speck of emotion tied up in them.


So...I repeat...be polite to knobs; it will drive them crazy! 

What you want to hear likely isn't what you need to hear.

At Rotary today a Realtor joke was told;  "A Realtor will always sell you a two story home.  One story before you buy the home and another story after!"  Ouch!


Did you know though that most of the best and talented Realtors are not the ones you hear about the most or see the most signs with their name on.  And one reason is this.  A Realtor interested in volume listing is clever enough to tell the seller what they want to hear.  Likely that has to do with how valuable their home is and how much it will sell for.

An excellent Realtor, however, will not be as popular.  Why?  Because they are the ones that instead give sobering and realistic counsel and who calculate pricing on known sales and knowledge of the market in the local area.  Of course one would hope they're also charming and tactful!


A Realtor just wanting to butter up the client to get the listing will have nothing but nice things to say about the property and the state of it.  A Realtor interested in getting the job done and really getting the most money for the home will have candid comments about drawbacks and make recommendations on small fixes that could net large rewards.


A person just wanting the listing will agree that it was the fault of the 5 previous Realtors that the property never sold.  A professional will be rather more frank and inform the client that (especially knowing there are many fine pros that might have been already involved) the problem was not with the previous Realtor but rather with either the product or the pricing.


What you want to hear when selling your home, or buying a home, is not necessarily what you need to hear.


You may want your Realtor to agree with you that the property you've fallen in love with is perfect.  You may NEED to hear, however, that there are significant issues to consider before launching ahead with an offer.


You may want your Realtor to write up an offer just because you've told them to.  You may NEED for them to tell you that you are under duress and that they want you to sleep on it and consult your family.


You may want your Realtor to factor in all the advise you've garnered from neighbours, friends and relatives about the price your home should sell for.  You may NEED your Realtor to rely instead on their professional comparables!


Don't be sold a two story home.  Forget the flash and go for the substance when picking the next professional you entrust with your greatest financial asset. 

Why I can't just "ballpark it!"

As a professional Realtor, it is not uncommon to be asked to put a value on a home sight unseen.  "Just a ballpark."  There are two reasons why I can't comment, the first a bit more obscure, anytime a professional opens their mouth with a comment related to the industry they can be on the hook for "implied agency."  In other words, professionals can be held accountable for something they said casually and in passing!  "My Realtor told me....."


The biggest reason, of course, is that rarely are two homes alike and value can be affected by SO many factors to do with design, maintenance, repairs, renovations, additions, landscaping, etc., etc.  This is why before giving any idea of value I must insist on touring the home and seeing it in context in the neighbourhood.


Sometimes people will say, "but you've been in my home -- you came over for dinner."  Please know that when not in work mode, I am not sizing up your home!  I'm just enjoying it and your company!


Builders sometimes too are asked price per square foot....and they often sound cagey when hedging their bets!  But the same thing applies -- price per square foot depends on MANY factors of finishing and location!


Rarely, but it happens, someone will say something like, "my neighbours are selling privately to avoid Realtor fees, could you tell me what to offer?"  See paragraphs 1 & 2!  One of my colleagues likened that to someone saying, "I want to lay my own floor so I don't have to pay an installer.  You're an installer, could you come teach me how to do it?"


It always pays to pay a professional!  Words to live by.


And, if someone will throw out ballpark figures....they ain't a professional!

Smart Sellers Do This!

Psssstttttt.   WOULD YOU RATHER SAVE 1,500 OR MAKE 15,000?


A question for you.  Do you find yourself so busy trying to save money that you forget about making money?  Sounds like a trick question, but its true!  Maybe most especially true in real estate.  Take this scenario and try it on for size.


# 1.  You want to sell your home.  You want to save as much as you can.  You don't want to spend money touching up paint or time weeding the front garden.  You don't believe it matters to really clear and clean.  You hire a low commission cost company to "save."  You spend as little money and effort as you need to in order to save.


# 2.  You want to sell your home.  You realize that what will make you the most money in the end is to invest in your home sale by getting everything spiffy, maybe even staging it and fixing the little faults that catch your eye. You hire a realtor based on their track record and most importantly based on how respected they are in the industry.  Why?  Because you really want and need all the other Realtors in town keen on working with yours!  You spend as much money and effort as needed in order to make the most money possible on your sale.

In scenario #1 you likely read ads that said, "seller saved this much!"  But, of course, what you don't know is how much that seller lost in the end if they didn't have every Realtor in town keen to bring a buyer to their property.  Maybe by "saving 1,500" they actually lost 15,000.  (Many buyers sign contracts these days saying that if the seller doesn't pay their Realtor's anticipated commission the buyer has to -- and the buyer has final say on what homes to see!)  Most buyers cannot see past an unkempt property either!


In scenario #2 you have focused on making money on your home sale.  You've realized that the best possible way for you to reach your desired sale price is to have an attractive commission rate and a home that shows well and shines.  Perhaps you won't "save 1,500" but likely you will have made 15,000 more on your sale!


So  WOULD YOU RATHER SAVE 1,500 OR MAKE 15,000?


Its not rocket science.  Would you take your car to sell before having it detailed because you want to "save" money selling it?   Guess what?  The first thing a car dealership does with a used vehicle is clean and polish it!  Why?  Because they make far more money on it in peak condition!  They also know just how to highlight it on the lot to make sure they are making money on any trade in.


And, here's your bonus tip!  Make sure you hire a company more interested in promoting your home than in promoting themselves!

Dumb choices some Realtors make.

Spring is the season of high activity for a Realtor, and for a farmer -- we make hay while the sun shines.  Smart Realtors, like smart farmers, learn to pace themselves and never lose sight of the value of the simple joys and the relationships that sustain us.


The stereotypical Realtor, always on the fly, always on the phone, always working on the next deal is the Realtor that courts well being, health and relationship failures.  And, this I know, the Realtor who cannot take care of themselves cannot take care of you.  Anyone running on empty much of the time is not in peak form.  You KNOW what it feels like yourself to be in the zone of creativity, clear thinking and good humour.  That zone is a result of caring for the basics.  In that zone the best marketing, negotiating and strategizing skills shine!


Here are some questions you should ask your perspective Realtor at your next interview:


1.  If you are sitting down to a family dinner and I need something right then, what will you do?  If they say, "drop everything and run over," you need to run from them!  A great Realtor will always value friendship and family as vitally important (and have already strategized how to best utilize their time and thought ahead of what might come up for you).


2.  How do you exercise?  If they say, "only when time permits," exercise them out of your life.  They cannot be in peak form to do the best possible job for you.


3.  How do you manage stress?  If they say stress is their constant companion, I can't stress enough how quickly you should interview candidate number 2.


Burnout, for the most part, is the end of the road of chasing dollars and losing sense of the core values of connection, strength and meaning.  You cannot focus on chasing dollars and add the best possible value and service to your clients and your world.


So, hats off to all the hardworking farmers, Realtors and everyone else who knows how to work hard, work long, work smart....but never lose sight of the fact that if they lose their health, heart, head, friendships and family they have simply worked themselves into a sad and bankrupt state.


Success is the result of wholesome happiness, not numbers on your wall or your bank statement.

B.S. swallowed whole; only in Real Estate!

No, not that B.S.!  "Bigger = Sweeter" swallowed whole....what were you thinking?


OK, here's what I mean: only in Real Estate would consumers think its great to put their most valuable possession in the care of the person shouting that they are the biggest, fastest, busiest, cheapest way to go.  Lets look at other services and you'll see what I mean.















1.  When choosing a lawyer, do you want to go with the cheapest firm that spins the most cases through?


2.  When choosing a dentist, do you want the fastest doc racing from patient to patient?


3.  When you want your family jewelry reworked into a timeless piece, do you go to Wal-Mart?


4.  When you choose a builder do you really want to use the crazy-busiest building outfit in the valley?


5.  When you buy a wedding dress do you go to the discount outlet store?


6.  When you are having a baby do you want to go to the office where you never really see YOUR doctor but all the staff instead?


7.  When choosing a hair dresser, do you want the same person who knows you and your hair or just "somebody" who works on the hair team?


8.  When you go to see a play do you want to see the star or any stand in that is available that night because the team star is busy booking other shows?




You catch my drift.  But how easily in sales people can think going to the biggest, fastest & cheapest option is a good idea when selling THEIR MOST VALUABLE POSSESSION.  Do you see what I mean?




Here's what I would tell you if you were my favourite aunt living in another town (hence unable to hire me!):




Dear Auntie,




By all means research and ask around for a Realtor that you can fully trust; use one that has a lot of repeat and referral business; use one that is not running around like a chicken with its head cut off, if they're too busy they won't focus on you; use one that use one that has TIME to be with you and concentrate on YOU.  Use a Realtor that you will see each time, rather than a one hit wonder who will pass you off to someone else in their office.  Use a Realtor that would never put their pay before your best interest.  Use a Realtor WELL RESPECTED BY THEIR PEERS.  Use a Realtor who understands that great negotiation skills require constant learning and not old school bully tactics.  Use a Realtor that wants to sell your home for the best price NOT just sell it to keep up their stats as the #1 producer.  Use a Realtor that takes only the amount of listings they can really wonderfully manage.  Use a Realtor that will help you find the best home and is keeping watch for you.


In short, Auntie, look for a Realtor focused on serving you and not focused on racking up their stats.  They are out there....just don't be bamboozled by the notion that "Bigger, Faster, Cheaper" is going to mean care and optimum value. 

House shopping 101

This blog is intended for those people who either have never bought a home; or bought one so long ago dinosaurs roamed the earth.  In step by step instructions here is my advice:


1.  First and foremost find a full time Realtor you trust that comes highly recommended.  Use someone who will be honest and look after your best interests and be professional about guiding you to the right home and steering you away from homes that might break your heart or bankroll.


2.  Seek your Realtor's advice on a lender to meet with and find out how much money you can ACTUALLY spend on a home.  (A good Realtor will encourage you not to become house poor, i.e. you may not want to borrow as much as the lender will give you!)


3.  Speak with your Realtor about your "must haves" and "would likes" in your new home.  A discerning Realtor will want to know what is important to you as far as lifestyle and family stages too.


4.  Tour homes with your Realtor (your Realtor can show you any one's listings, even private listings; it is likely they will negotiate their commission with any discount or private sales).  For touring, let your Realtor set the pace -- they've gone through a lot of work to set up your showings and sellers are expecting you within a certain time frame.  Courtesy dictates that if you've made an appointment you keep it!  If you roll up to a listing and know you hate the neighbourhood or home, you can still take 5 minutes for a quick tour.  If nothing else it gives you a good frame of reference for pricing.


5. Once you've found the home you want, let your Realtor guide you through the best strategy for making an offer.  There are many variables in a good starting price and your Realtor has likely sold more homes in the last 6 months than most people do in their lifetimes.


6.  Don't get bogged down in endless questions and "what ifs" until you have an accepted offer -- your Realtor will make sure you have enough time for due diligence and will help you to set up an inspection, check title and property disclosures and all other aspects of due care.


7.  Once satisfied with the home, remove your subjects and your Realtor can help you find a good Notary or lawyer to do the transfer work to change home title into your name.


8.  Your Realtor can help with suggestions for moving companies (of course if you have friends with trucks and promise not to have a hideaway bed in a couch or a piano they might help you!).


9.  Enjoy your new home!  Know that a great Realtor is always still available to help with follow up questions or concerns.


10.  A great Realtor is there to help you step by step and keep you safe as you go.


 

What IS fair market value?

Often residential home sales is far more subjective than scientific.  This can drive some people batty -- and some Realtors escape into commercial real estate where formulas and price per square foot gives black and white answers.  Also there tends to be far less human drama in commercial sales.


But, back to residential.  What is fair market value?  Fair market value is an agreed upon price that a reasonable seller and a reasonable buyer can agree on.  Vague enough for you?  There are so many variables in selling a home; location, design, utility, proximity to amenities, privacy, landscaping, size, age, area, school zone, recreation, airport distance....I could go on.  What is important to one buyer or seller is not important to another.  A good Realtor will study comparables; but even this is not an accurate indicator of the end sale price.


Also, even if a buyer falls in love with an overprice property and is willing to pay too much for it, the bank has no emotional attachment and can simply refuse to finance the asking price.  So we come full circle to that key word:  "reasonable."  Sellers and buyers have to have some grounded reasonableness in their assessment of value.


I do pity the analyzers of this world when it comes to buying a home!  They want to know if its better to buy with or without a suite, with septic or sewer, in town or out of town, new or used, one level or two for the best investment.  You might imagine that phrases like, "it really depends," do nothing to satisfy the spreadsheet!


Often when people are twisting about meeting an asking price a Don Henley song lyric runs through my head, "how bad do you want it?"  And if they don't pony up the answer is clear, "not bad enough."


At the end of the day it is not Realtors, Assessors, Appraisers or experts that determine the ups and downs in a market; it is you, the consumer.


Clear as mud?!  Welcome to the world of Real Estate where our job it to get sellers the most money for their home and buyers the best value for their dollar all the while witnessing the market hinging on the vagaries of the population at large!

Dear Realtor....its not about you

I was going to use the title "The difference between successful and failed real estate transactions is you not being a dink!"  But, it was too long!


This morning I reached an agreement with an  out of town Realtor who represents clients wishing to purchase an acreage I'm marketing.  We've been working on this for days; its complex, there are 5 stakeholders involved and some  are out of town.  In the beginning we were acres apart (no pun intended...well, sort of intended).  Without a doubt, the reason we were able to come to a win/win for our clients is because both Realtors acted with professional courtesy and timely responses.


Fortunately it is rare; but on occasion you hear or experience some blowhard Realtor completely ruining a perfectly good transaction because of their rude or unprofessional behavior toward another colleague or the colleague's client.  THIS IS SOOOOOOOOOOOOO DUMB!  Dear Realtor, it is not about YOU!  It is not about how YOU feel or what You want or whether you deem your precious ego has been treated without due deference.


Professional Realtors are in the business of winning FOR THEIR CLIENTS.  What does this mean?  Repeating myself from an earlier blog it means all offers are first met with a sincere thank you and a sincere effort to see if a win/win can be achieved.


How could it possibly be in the best interest of home owners or sellers to have their own agent's ego muddying the sale?


Hat's off to the pros!  To the ego maniacs out there, consider a new line of work.  We're in the service industry and you serve no one by putting yourself first.

"As is, where is."

There's a nifty little clause in most standard BC residential real estate contracts that reads:  "VIEWED:  The Property and all included items will be in substantially the same condition at the Possession Date as when viewed by the Buyer on (insert date).


There is a not so nifty little clause in many foreclosures and run down property contracts that reads:  "As is, where is."


What does that mean?  It means that no one is guaranteeing ANYTHING about the home, attachments, or property.  It means, in the strongest possible way:  BUYER BEWARE!


If you saw the property and it had nice appliances and lighting fixtures, a cute array of curtains and door knobs, windows that worked, doors on bedrooms, attached porch, etc., etc., do not assume property will be in any recognizable shape as when you first saw it.  It might be stripped down to studs.  Everything might be broken or gone.


Your only recourse is this.  None.  That's right, none.


On acreage if you discover a leaky oil tank buried that required tens of thousands of dollars to remedy your only recourse is this.  None.


Please understand that every ounce of risk is on the Buyers in these situations.  Your Realtor has no remedy, the sellers are likely already gone and bankrupt, the bank is only trying to recoup their losses and odds are good that no one has loved or maintained that property in a long, long time.


Be careful out there!  And, always, always, always use a great Realtor that you would trust with your favourite aunt! 

So, you want to buy a rental, do ya?

Being a landlord is not without considerable stress!  When you have a great tenant the world is rosy and you feel very smart for having invested in a rental unit.  When you have troublesome tenants you wonder what on earth you could have been thinking to do something so stupid as to buy a rental home.  I encourage clients to really think long and hard about whether or not they are cut out to be a landlady or landlord.  Here are some things I have learned from my own experience and others:


1.  Any agreements not in writing are not worth the paper they're printed on.
2.  Everyone is a model tenant when they want to get in.
3.  "Well behaved" as concerns pets and children is a very loose term.
4.  One late rent payment translates as perpetually behind.
5.  Tenants know the tenancy act better than the author of the document.
6.  IT IS MUCH EASIER TO GET SOMEONE IN THAN TO GET THEM OUT.
7.  Renting to relatives is a recipe for early loss of hair and sleep.
8.  Every strata has at least one overbearing knob.
9.  Trading labour for rent money is also a recipe for early loss of hair and sleep.
10.  You cannot generally get insurance for willful damage done by tenants.
11.  Expect 1 in 10,000 people to treat a rental property with the same care as their own home.
12.  Your bank is exceptionally unconcerned with why you didn't receive rent money.
13.  References are often faked (who knew?!).
14.  If someone needs to move in immediately....they have a problem and likely are a problem.
15.  Young people don't often stay in one place too long.
16.  When roommates start fighting you will be the loser.
17.  The cheque is not in the mail.
18.  Never return a damage deposit before comparing before and after inspection reports.
19.  No news is not good news.
20.  "No smoking" apparently sometimes means "smoke near window."

"Thank you" = Rocket fuel for your business!

Have you ever noticed how powerful it is when you are at a business, whether paying or browsing, when someone from that business looks you right in the eye and thanks you sincerely for choosing to grace their doors with your business?


Today I was at my Rotary Club meeting and someone at our table mentioned giving 5,000 recently to a local charity; it was the proceeds from an event this person organized.  What stuck most in his mind is that he never received a thank you.  There is no doubt in my mind that in future years his event will benefit a more appreciative group.


In our Sutton office we are very active in community outreach and it is always disheartening (and thankfully rare) to make an effort to give and not be thanked or given any sense of appreciation.  One of our Realtor's clients made a special cash gift as part of one of our campaigns this year.  She was crestfallen that not only did the charity not issue the promised tax donation receipt, but they never even said thank you.  Eventually, after the group was contacted, this was remedied; but the moment was lost.


Surely we know these charity groups are not mean spirited.  They "just" forgot.  Just forgetting to thank those who fuel our groups, businesses and careers is perhaps the fastest way I know to make sure people stop giving us the privilege of their business and contributions.  (I would add that another insult is when you've given a donation only to then receive in the mail information on how you can give more!)


Many Realtors have heard me say that upon receiving any offer to purchase on our of client's homes...if the first words out of our mouths is not a sincere thank you, we've already missed the boat.  It is not cool to make fun of the offer.  Has anyone ever liked a bully that swaggers and tears down an offer?  Anyone?


Of course we all receive unacceptable offers.  But someone took the time and effort to put pen to paper and start the process of what could be a rewarding negotiation.  So, yes, in ALL cases...."Thank you" is the beginning of a beautiful process.  Even if the offer never comes together you have gained the respect of your fellow Realtor who will look forward to bringing you a more suitable offer down the road.


The building power of thankfulness is profound.  So is the destroying power of thanklessness -- whether it is a spoiled child who never learned to say thank you; a "busy" service group who forgets to appreciate those who volunteer and those who donate or a company that simply never thanks you for walking in their doors.


This I can say with certainty:  if you do not appreciate, really appreciate the gifts that come your way in the form of business and support, before you know it, someone else will. 


I dare say the most important words for any endeavour to prosper are these two.  "Thank you."

Dear Competition Bureau, what have you done?

Dear Competition Bureau,


What have you done?  I am so pro-consumer protection; yet certain moves you make do anything but protect consumers.  I dare say it puts consumers in harm's way.


Did you have a bad experience with a Realtor?  Of course there are some greedy lug-heads in this (and every) profession.  But, overall, the best Realtors I know provide an absolutely essential service guiding home buyers and sellers.  They are upright and dedicated and they save the consumer far more than they cost them.


You seem worried that we get paid?  You seem keen on more "do it yourself" options and bargain basement charging Realtors.  Of course you must know that FOR SALE BY OWNER has ALWAYS been an option.  Nothing new there.  But of course, since Realtors for decades have developed an effective means to serve clients called the MLS system you think we are bullies.  You opine that everyone should be able to be on the web system we developed, paid for, continue to pay for and take great pride in the correct consumer information on.  Would this be like if I want to sell my used jeep myself, I insist on putting it on my local Jeep car lot and on their website?  Because, it would be unfair if I couldn't slip in and utilize any effective sales tools they've built?


And I get you're concerned about commission price fixing.  But, you must know that COMMISSIONS HAVE ALWAYS BEEN NEGOTIABLE.  I've been in the business 10 years and it has been taught to me since day one that no two commissions apply.  Did you know that many consumers would benefit greatly by offering MORE COMMISSION??  Did you know that many Realtors with repeat and referral clients often give significant financial breaks to clients?


Do you have any clue as to what it costs to stay in the Real Estate profession and list and hold properties for sale in a way that gives clients the best possible price for their home?  Do you know how many hours are rightly spent with buyers not only finding the right home; but preventing clients from buying a home that is not in their best interest?  Is there a price you can assign to sleepless nights that all great Realtors spend thinking of the best ways to serve and protect their clients?


Do you really think that by racing to the bottom and making homes sales all about the cheapest method possible you are serving the consumer?  Do you think there is great motivation in a Realtor whose only job is to post a property on MLS saying "call seller."


I would encourage you, before making any further decisions affecting the Real Estate industry in Canada, to have on your panel seasoned Realtors who can come armed with countless stories of how they saved time, trouble, money and heartache for their clients and were worth twice what they made any day of the week.


If your real interest is in consumer protection, you really need to know what a professional Realtor really does and how we serve.


Humbly submitted,
Beth Marks
Proud Realtor

Do you think it is smart to spend 5,000 to make 25,000?

Contrary to the notion the consumers are saving (making) money by using low rate commission brokerages and keeping their prep work to a minimum, I would simply invite you to consider a few points with me.


1. Would you want to sell your car at a dealership that proclaimed they paid their sales staff less than any other dealership?


2.  Do you think the more people interested in your home, the higher the sale price will be?


3.  Do you think commissioned sales people get excited about making more or less money?


4.  Do you think having a low commission on a home sale attracts more activity?


5.  Do you think that by offering over and above the usual amount of commission you could create more interest in your property and have a selling edge?


6.  Do you believe that the quicker your home finds a buyer the better odds of getting a premium price?


7.  Do you believe that by having your home sparkling clean it improves sales appeal?


8.  Do you believe that by renting a storage locker and de-cluttering your home might show its best?


9.  Do you believe that by spending a little money getting staging advice you might optimize the look of your home?


So, over and above a basic fee; if you were to invest 5,000 into offering a bonus commission fee, having your home cleaned, having staging advice, having storage for excess "stuff", keeping fresh flower arrangements for showings, do you believe you might see an extremely strong sale price?  Like maybe 25,000 above what a run down looking, low commission, overstuffed property might bring?


If you don't believe it; you haven't tried it! 

Moving check list!

Some handy moving tips I've seen along the way are below!




My own little moving tips:  always make your bed first at new home; psychologically you will always know you're ready to go to bed when you're really tired!  Make sure to carry in a box first thing with toilet paper, paper towels, cold drinks and healthy snacks.  Be sure and source the name of a good pizza joint nearby to order in!






SIX WEEKS BEFORE YOU MOVE:


1.  List things you want to throw away, give away or sell.  Be strict!
2.  Alert post office.
3.  Request any school, medical, dental records you may need if moving far away.
4.  Choose a moving company.  Ask for references.
5.  Anticipate glitches such as moves around holidays, highway closures, construction delays.


THREE WEEKS BEFORE YOU MOVE:
1.  Call power, phone, utility companies to arrange any services at new home.
2.  Confirm departure & arrival dates with movers and Realtors.
3.  Book motel and car rentals if needed.
4.  Start packing; begin with valuable, rarely used items.
5.  Label boxes (gather boxes, wrap, tape).


TWO WEEKS BEFORE YOU MOVE:
1.  Take care of any banking, credit card changes.
2.  Mail change of address cards.
3.  Return anything you've borrowed.
4.  Purchase any specialty items in your area if you're relocating.


ONE WEEK BEFORE YOU MOVE:
1.  Discontinue any unnecessary services such as newspaper, garbage, laundry.
2.  Set date to terminate gas, water, electric & fuel delivery.
3.  Arrange to have telephone service stopped one day after move.
4.  Have gas, water and electric meters read.
5.  Do an objection walk about your current home to make sure all is as it should be for new owner.


ONE DAY BEFORE YOU MOVE:


1.  Defrost and clean refrigerator and dry thoroughly to avoid mildew.
2.  Clean oven and range top.

Why I love Habitat for Humanity

I've been spending many hours over the last month with a group of friends who call ourselves the "Habitat Champs" planning our latest endeavour!  For a year now we've been meeting regularly and concocting ways to raise money for the purchase of a piece of land in Vernon for the local Habitat for Humanity chapter to build on.  We've developed the most amazing and deeply connected friendship as we've each put shoulder to the wheel; plotted and laughed through many meetings.


Central to this group of 8 professional women is the desire to give "a hand up, not a hand out."  The premise of Habitat for Humanity is that partner families are able to purchase their own home -- a decent, affordable, safe home.  In lieu of a down payment 500 hours of "sweat equity" (the equivalent of about 3 months full time employment) becomes the buy in.  Because the homes are built using a great deal of community volunteer labour (including many previous partner family members) costs are kept down and mortgage payments are based on affordability for the new home owners.  But, the family must pay a mortgage, taxes and all related home ownership costs.  Should their lives change, there is an elegant formula for a buy out based on fair equity and keeping the home in affordable housing stock.


After two Zumbathons (jeeze those Zumba folks are crazy!), partner cook-outs, clothing being auctioned, donations, stories, social media and grant seeking; once we count our monies with funds already raised by the Habitat for Humanity group in Vernon, we're getting close to being able to take this next big step.


And, here's where you come in!  Our latest fund raising event is this Thursday, February 13th, at the Vernon Rec Centre.  We tagged into the Winter Carnival activities and came up with the notion of a block buster movie while eating Italian, sipping organic ale, playing games for outrageous prizes and rooting on our fav superhero in the Avengers playing on a giant blow up screen!  I hope you'll come out.  Charlene Silvester, one of our "Champs" is sponsoring the night so all proceeds can go to our land purchase.


Tickets at the Winter Carnival office or at the door:  http://www.vernonmorningstar.com/community/243970361.html gives you a glimpse.


For all my international readers, and the many not close by in Canada, I do hope you support Habitat for Humanity in your own communities.  Together we can help deserving people have a stable home for their kids and stable place to grow roots into the community.

Working smarter, not harder.

At my Rotary lunch today a friend quizzed me about whether I thought it was counter productive to my business to have posted an article about how passé it is to always make the claim to fame about always and forever being "busy, busy, busy."  I appreciated the question and his comments that if he were thinking of a Realtor he'd want a real go getter and thought most in my business would promote "non-stop, barely stopping to eat" sort of image.


I asked him in reply if he would be impressed with a lawyer who was available at a moment's notice, anytime of night or day and would meet up at the 7-11 or wherever was convenient to the client.  What about if your doctor was so rushed he told you about how many surgeries he completed in a week....and you were on his list next?  Would you be happy with other professionals who came across as blisteringly busy?  Or would you want a really, really good professional who took care of themselves and their family and you knew that when they worked with you, they were the best and that you had their total attention?


Would you rather work with someone who was so busy running around they never had time to say, join Rotary?  Or would you rather work with the person who, in addition to community service, also by reason of their community involvement had their finger on the pulse of what was happening and had immediate access to a range of professionals upon whom they can rely?


Do you think you're best served by the hard nosed Realtor who tries to bully a good deal for you or by the strategist who has forged strong and lasting relationships and has established so many connections that they get important information and sneak previews on upcoming properties most haven't even heard about?


Because some Realtors run around like door to door vacuum salesmen does little to promote the sophistication, responsibility and finesse required by the most effective Realtors.


So...don't try to impress me with how busy you are.  That usually sounds to me like someone who's out of control of their own schedule and lifestyle.  Why would I want someone out of control of their own life helping me with one of the most financially significant decisions of my life?  Impress me with how effective you are, with how much time you have to target and understand the needs of clients.


Perhaps Lee Iacocca said it best when taken to task by a middle manager for taking weekends off when he was hired to turn Chrysler Motors around.  His reply:  "how do you expect me to manage a multi-billion dollar company if I can't even manage my own time off?"  Good question!

What you don't say speaks volumes!

Paul Newman said it best in "Cool Hand Luke."  "What we have here is a failure to communicate."


I've got a burr under my saddle about the people who will never speak up or follow through with communication.  If you are in a forum or meeting and don't utter a word....then leave and expound on all your thoughts and concerns to someone a) who wasn't even part of the discussion or b) can't do anything to influence the outcome, who have you served?  Were you afraid of what people would think of you?


GUESS WHAT?  We all have the wonder of what people think about our projects, ideas and suggestions.  And, we'll never know if they never say!  No news is not considered "good news!"  No, not at all!  If someone leaves you hanging and unanswered, no news is usually speculated upon as being anything but good.


Tell the truth, how much do you respect the business person who can't make the hard phone calls or decisions?  Would you rather have someone kindly tell you that they've chosen another Realtor or simply have them fall off the map and then wait until you're blindsided when the "For Sale" sign goes up?  Do you think it's kinder for a lover to have that hard talk about wanting to be "just friends" or for them to simply start avoiding your calls?


How about communication of thanks?  When you go out of your way to gift or do a big favour for someone and they never even take 2 seconds to say thank you, the whole feel good part of the giving is short circuited. 


Don't for one second EVER ASSUME that someone knows what you're thinking.  We don't.  If you won't communicate we assume you're not interested or that something is wrong.  We don't jump to the conclusion that if you haven't answered an e-mail its because everything is running like clockwork.


For some its fear of exposure, for some its neglect or laziness, for some its not understanding how impactful they are but in all cases of poor communication it is just plain rude and a drag on someone, somewhere.


Recently I spent some time speaking with brothers about their father's estate.  They genuinely were glad for my background research on their account and my expert opinion on pricing and strategy.  I thought for sure I would get the listing, but they chose someone else.  But, here's the beauty part....rather than leave me in the dark or feeling "used" they went to the effort of buying a bottle of wine and writing a very heartfelt thank you card to me and dropped it by my office.  They wanted me to know how much they appreciated me and made a tough decision based on a connection that their late father had with another Realtor.  In my heart, I wished them only the best.  And, their communication was tremendously meaningful to me.


By refusing to be vulnerable enough to add our piece and risk censure we essentially are just showing up to the game with bat, ball and glove but choosing to sit on the sideline and hope others think we can play but leave it to them to play the game without us.


Steve Jobs said it best, "stay hungry, stay foolish."  What you have to add is critical.  Don't leave 'em hanging.

Greed and Fear: two top killers of successful Real Estate stories

Ten years ago when I started in this business one of the first bits of real estate wisdom passed down to me was this:  the two things that kill more real estate agreements than anything else are greed and fear.  I can say now, based on experience, this is so true!

Many people are self sabotaging.  While refusing to adjust a price to a point that will result in a sale from a "reasonable" buyer they stay stubborn and fixed.  Greed (and often a very unrealistic sense of possibility) rules the day and the home languishes on the market and becomes "old news" and often finally sells for FAR less than it would have had it come onto the market at a fair price.

Some people think they are going to benefit by investing as little as possible in having their home professionally marketed.  This seller greed usually plays out with a seller offering little to no incentive to professionals to show and sell their home.  As a result, often, they end up selling their home for less than its worth because they haven't had sufficient traffic through to find the right buyer.  By "saving" a few thousand in commission they all too often lose tens of thousands in sale price.  (Helpful hint of the day....if you chose a real estate company/representative who is constantly bragging about how many properties they sell beware that in order to keep notches on their belt they don't under price your home.)

Buyers side of greed looks like the perennial "low ball" buyer.  This is the buyer who wants to offer WAY less than market value.  More often than not, low ball offers blow up, insult the seller and if per chance the agreement ever does come together, the seller will hold out for far more money than they would have accepted if a respectable offer came in to begin with.

How about the number of transactions that fall apart because of an appliance exclusion?  Do you really want to stand on principle and let your dream house get away because the seller wouldn't leave the front loading washer?  My mom had an often repeated saying for such action:  "Don't cut off your nose to spite your face!"

Then there's the fear side!  And, all too often family, friends and neighbours help with this!  Picture a young couple so delighted with an accepted offer on a home they love....they even get a great mortgage rate.  When they share their happy news, imagine someone waiting in the wings with nightmare tales of skyrocketing interest rates, "why back in the late 80's interest rates went about 20%!"  Or other great encouraging tales of the one in ten thousand home sale nightmares.  Way to help the couple sleep and feel good about their choice!  In thinking they are "helping" usually by instilling fear, people are only dream killers.  Anyone working with a trustworthy and experienced Realtor is in good hands; and they have an advocate making sure they are kept out of harm's way with property procedures and inspections along the way.

A friend of mine has a great expression he uses when people start thinking about "worst case scenario,"  he reminds a person to "STOP AWFULIZING!"

There will always be, and should always be, the right amount of care and tension in making decisions about what is often your greatest financial asset.  You do need professional counsel to maximize your financial gain.  But you don't need greedy, dumb approaches.  You don't need to listen to the whisperings of fear mongers, you need solid guidance from a trusted pro.

You most certainly can and should have a peak experience when selling or buying a home!  Just remember the definition of fair market value:  "What a REASONABLE seller and a REASONABLE buyer will agree upon for price."  Let reason rule and you will be both happy AND right!