Living on purpose!



Spencer West and Beth Marks, Kalamalka Rotary 4/23/12

Spencer West of "Me to We" fame took time after speaking to a capacity crowd of 9th grade students at our Performing Arts Centre to speak at our Kalamalka Rotary lunch meeting today.  If you've never heard of Spencer, you might wish to view this video clip of him:  http://www.youtube.com/watch?v=BFYWK8iVQKs

Believe it or not, Spencer is climbing Mt. Kilimanjaro in 49 days as a fundraiser for drought stricken eastern Africa.  Some of the climb he'll use his chair for, some he'll walk (he walks on his hands) and some his two best friends will carry home over.  (He joked that he might have to carry them over portions!)

His parents are his heros -- they raised him as a "normal" child and he simply developed self-sufficiency.  He now drives, walks and is remarkably agile and lives in Toronto when he's not travelling all over the world delivering delightful, funny and heart-rich motivational talks.

What can you say about a man like this who spends his life in service to others?  He has no complaints, does not whine about "challenges" or shy from direct conversations about his leg-less condition.  (Although he is sorry for scaring some kids in his native Wyoming when he told them he lost his legs camping!)

Hats off to this world leader!  And, thanks to Cheryl Schmidt and company at KPMG for hosting Spencer's visit to the beautiful Okanagan.  As I write he's in the air flying to his next speaking gig in San Francisco.

At the end of the day, GTFM!

I have the great pleasure of having Frank Reale for a friend.  Frank, or "Big Frank" as he's been called, used to frequent the horse racing tracks in Colorado.  He notice a liniment which worked wonders on the horses and hired a chemist to formulate it for human use.  On short notice at the patent office he had to come up with a name and ended up calling it Rub A535!  Needless to say this was a great commercial success and he eventually sold the product rights to a large company.

If you could hear Frank's voice in your head, as I can, the story would be even richer for you.  He's been likened to the Godfather; a big, Italian, soft spoken man with an intimidating height and breadth!  As you have guessed he is a wonderful man with a soft heart.  He was and is, however, a no nonsense businessman who expects results and performance.  One of the best things he shared with me about his business endeavours was that he signed off his letters to his lawyers this way.  GTFM, Frank. 

"What?  What does that mean, Frank?"

Pardon his "French" but GTFM means "Get the f**king money!"

At the end of the chase in real estate that's what you want your Realtor to handle for you!  The best negotiators are charming negotiators!  That I happen to be fun to work with is simply a bonus to you.  As a buyer or seller I understand that it doesn't matter to you so much what I charge, how experienced or knowledgeable I am as long as the value I provide is worth it and that the net result to you exceeds what you'd otherwise realize working with a budget model!

Realtors are not created equal!  You need one that excels and is known to be a top rate, top service, top negotiating sort of a gal!  I understand your interest....GTFM!  10-4!

And, thank you, Frank!  Your story always makes me smile!

shoulda, coulda, woulda, DIDN'T!

There are many tales to tell in the circle of Realtors about offers that were rejected!  In hindsight many of those offers were the best to come along and the property ended up selling for significantly less.  So why the rejection?  Maybe it was the first offer (often the best) which got the seller to thinking that maybe they should ask more money.  Maybe the seller was emotionally involved still with the property and not ready to let go.  Maybe the seller didn't like the buyer.  Maybe the buyer watched the news and got scared silly that the sky was falling.

Over and over and over again there is one cliche in the business that proves itself about the two things that kill successful real estate transactions:  Fear and Greed.

When you are dealing with a professional Realtor, a great Realtor, they are going to advise you to act in your best interest.  At the end of the day, we have to follow all of your "lawful instructions" however you do pay us for professional advice!

While great Realtors are empathetic, they should not be riding your emotional roller coaster.  They should be the voice of reason.  You might not always like what we have to say -- but you've employed us for that very reason...to give you the best possible guidance through and often complicated process.

Of course all bets are off if any careless Realtor is only after making a deal.  Those are not the ones I'm talking about.  (And, if you suspect the one your dealing with does not have your long range best interest at heart, I encourage you to look to find a truly fine Realtor.)  You want a Realtor who will collaborate with you from a strong and honest place.

When I advise people I often lead with this statement:  "When you see me in the grocery store in 2 years I don't want to have to duck the oranges you're tempted to throw!  I want you to be happy to seem me and happy with your choices."

On the ground this means I've pointed out the drawbacks as well as the great points of your choices.  I've counseled you on re-sale options, perception of neighbourhoods, possible area impacts and any other factor which might have long term consequence.  On the ground this means that when you have a good offer on your home but start getting cold feet I will do everything in my powers of persuasion to keep you moving in the direction that will best serve you.

I don't want any of my clients to be the ones regretting missed opportunities for happiness and wealth.  So, when the time comes to talk about real estate transactions -- do speak with a trusted professional!  A living, breathing, accessible professional!

To once again steal a phrase from the movie, Jerry Maguire, "help me help you!"

Coldstream's Mayor Jim Garlick's passion for Coldstream

Mayor Jim Garlick was kind enough to take the time to speak to me for a "Sutton Scoop" -- here is the link:   http://www.youtube.com/watch?v=8Fghca3tv6k

As you will hear, Jim is a third generation Coldstream resident so his roots run deep and clearly he stepped into politics as a service not a career move!  He happened to be my son's favourite high school teacher (no small feat for those who know my son!).  Mayor Garlick is a very well respected teacher and continues with his work while attending to his duties as mayor.  If the piles on his desk are any indication of the ongoing workload I don't envy his evenings!

As with our mayor in Vernon I'm very aware of the fact that in Coldstream the Mayor Garlick is also there not because he's a career politician, but because he was compelled to give back to the community.

I am filled with confidence about neighbourly relations between Vernon and Coldstream and wisdom in the management of our shared resources.

You really must come and see for yourself why Coldstream is one of the most beautiful places on earth to call home!

Best economy fix? Quit hearing "the news"

It should come as no surprise that I've come to the conclusion that the best thing for our economy and real estate transactions would be if all news stations went silent for a month or so!  Good grief, its a wonder people get out of bed in the morning with all the fear mongering that goes on.  And, what of proportion?  If one real estate transaction goes awry it will make the local and national news -- with no mention of the 75,000 that went swimmingly!

Last night Global's lead story was of the impending bubble burst in real estate due to the extreme sellers market in Canada!  Only once they weighed into their "slow news night" broadcast did they say Toronto is in a sellers market.  Apparently Toronto is now all of Canada and we're about to have a burst bubble.  Ridiculous and stupid reporting.

If there is any good news to report it is then blanketed with caution, fear and doomsayers forecasting darker times ahead.  "Employment rates are up!  BUT for how long?"  After all there was a trend reversal back in 1948!

Interest rates are low...BUT remember in the 80's when they topped 20%!?  Really?  That's where you want to take it?

Who doesn't remember the news shadowing and foretelling of frightening days to come?  Its really gotten quite disgusting and will continue along the lines its going until we all tune out.

Real Estate has always proven to be a wonderful way to build wealth.  Oh, I know what you're thinking...."what about the travesty in the U.S.!?"  Right?  I know, you watch the U.S. news too because Canadian news isn't depressing enough!  We are not in the U.S.!  Canadian banks were noted to be number 1 in the world for lending practices on mortgages.  Shout that out!

Lets step out of "this tangle of fear thinking" as Rumi would say.

Do you want to sell your home?  Do you need a new home?  Guess what?  Its a great time to do that!  Simple, right?

You never get a second chance to make a first impression!

You never get a second chance to make a first impression!  This is true personally and it is especially true of the property you'd like to sell!  People don't want to stare at another person for too long; but they'll sure stare at a property.

We all get used to our "stuff" around our homes.  But, just as an experiment, pretend you've never been to your home before and note the following.

When you pull up, is the yard in good shape?  Is there peeling paint or junk piled anywhere?  When you approach the door, is the screen in good shape?  Are there cobwebs in the carport corners?  Is the door clean?  Is the outdoor light free of bugs and goo?  Is there a great deal of visual clutter masquerading as art?

When you walk in, does it smell fresh?  Does it look clean?  Are there ten million knick knacks that could only appeal to the mother of the artist?  Are the bedspreads and linens clean?  Are the kitchen and bathrooms shiny and bright?  Are the dog toys put away?  Are the dogs put away?  Is the cat litter out of sight and fresh?  Does your bird swear?  (You think I jest...but that's another story!)  Can anyone smell cigarette smoke or curry and other cooking odors that cling?  Do you have several heads of dead creatures staring at the prospective buyer?  Do you have nude posters in the teen's room?  Do you have nude, pregnant photos all over the master bedroom?

Do you have anyone sleeping on the couch?  Is the lump on the bed a teen under cover?  Do you have the t.v. blasting out Stomping Tom music?  Can you see through your windows?  Are the blinds or curtains all in one piece and operational?  Are there flags hanging in any windows?  

How about the back yard and deck?  Are there dog deposits handy?  How about piles of recyclables and empty beer bottles?  Do you have a "garden" of wine corks?  Is the playhouse a safety nightmare?  Is the fence standing in the same direction all around? 

I could go on; but you catch my drift.  Go on a tour.  Be brutal with your self critique! 

Believe me when I tell you this could add thousands of dollars to yours sale price and you haven't even had to buy one can of paint!

Realtors and Farmers have a lot in common

For Realtors and Farmers, not every year yields a bumper crop.  And, even though you work hard, it doesn't necessarily mean you'll be paid well!  Some years the conditions for growth are harsh, some years the sun shines warm and the rain falls softly.

Through it all, you just keep planting, tending and learning.

Some farmers do everything on an industrial scale with mass production methods.  Some Realtors do that too.  Some farmers prefer a smaller operation that lets them be hands on.  Some Realtors also prefer working one on one with their clients.

Some farmers cover everything with bulls**t to make it grow faster.  Some Realtors spread it on pretty thick too!  Some farmers refuse to learn new techniques to maintain their crops.  Some Realtors resist technology or social media too.

At the end of the day, the best farmers are not in it for the money; they're in it because it is fulfilling and meaningful work watching things grow.  At the end of the day, the best Realtors aren't in it for the money; they're in it because it is fulfilling and meaningful work helping people with their homes.

The best farmers are adaptable and always learning.  Ditto the best Realtors!  The best farmers continue to forge ahead regardless of the weather -- the best Realtors continue to forge ahead in bear or bull markets.

The best farmers are deeply grateful for the bountiful years and don't whine in the lean ones.  The best Realtors likewise are deeply grateful for the bountiful years and don't whine in the lean ones.

The best farmers help their neighbours and share ideas of what has worked for them.  The best Realtors also collaborate and enhance their colleagues.

When you buy your next assortment of vegetables, think about all the work that's gone into the harvest and who tended the soil.  When you buy your next home, think about the care taken by the Realtors involved to bring you the most savoury outcome.

Appreciating Vernon's Mayor, Rob Sawatzky

I just had the chance to interview Vernon's Mayor Rob Sawatzky.  He's an upbeat, thoughtful man and it was kind of him to take the time to be part of our "Sutton Scoop" video blog series.  As you'll see from watching the video, he is a great person to be at the helm of our fair city.
http://www.youtube.com/watch?v=1d3c7cLMg-s 

Following 21 years as a physician in a family practice Dr. Sawatzky was looking for a significant way to contribute back to his community; from a place of gratitude he's chosen this way to serve -- we just have to figure out how to properly address him.  Dr.-Mayor-Most Honorable....thankfully he supplies the answer that "Rob" is just fine.

What is especially endearing about our Mayor is that he is funny, approachable and certainly doesn't seem interested in this role for the power or prestige.  You come away with the distinct impression of an intelligent, hard working man with nothing to prove; delightfully unpolitical!

What each of us can do to help with the smart growth of our communities is to get involved.  Speak up, initiate improvements and be part of the solution.

Vernon is an amazing city poised to continue to shine as we address together all of the challenges that come with the need for diversification, affordability and growth.  I'm so happy to sense the emerging cooperation between all of the communities in the North Okanagan and look forward to being part of the vibrancy of this gorgeous area we call home.

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?