"If a rock fell on your head"

Many years ago there was an old-timer in Colorado who each year invited me to accompany him "over home" to the western slope of that gorgeous state. Each spring he would leave our area near Ft. Collins and return over the mountains to where he grew up and still had family.  His name was Roy Beaver and it's anyone's guess how old he was, but every day he shuffled up to the machine shop where he worked and I'd see him in passing.  Each year I would make an excuse as to why I could not go.  (Aside from the obvious that he had the most adorable wife, Della, and was 50+ years my senior!  And we all knew he might have heart failure if I ever said yes!)

One year when he stopped and asked me again to "go over home" with him.  I went on at some length about how irreplaceable I was at my job and in my community and I listed off countless things I did that people relied on.  He shook his mostly bald head which sent the scant white hair he had on his head into disarray.  He had this in answer to my soliloquy:  "Oh, hell!  If a big, old rock came and fell on your head, they'd find something to do without you!"

Wiser words were never said!  Oh my....how we love to think of ourselves as irreplaceable.  And, in a certain way, of course, we are.  But the best business people also live by the cliche that the sign of a most effective manager is to make themselves redundant! 

People rise to the challenge when given opportunity.  We don't always have the best and only way to do something.  In real estate, sometimes the best transactions are effected when the person's usual Realtor is away or unavailable.  Why?  One reason is that the stand in is usually not emotionally involved with the client.  Another reason is simply that each of us comes at any situation from a different perspective. 

Everyone needs to relax and refresh!  So, my fellow Realtors.  Don't be afraid to let go....chances are everything will be more than okay while you're gone.

It was reported years ago that Lee Iaccoca, when hired to bring Chrysler out of sure collapse, made certain that unless hell was freezing over he was not disturbed at home or while rejuvenating taking time off.  Someone challenged him on this saying, "You make so much money, how can you justify taking weekends off?"  To which, as urban legend goes, his reply was, "If I can't even manage my own weekend off, how do you think I could manage a multi-billion dollar company?"

Don't wait for a big, old rock to fall before entrusting your job to others!

Get out of your way. Please.

All Realtors have heard these two lines:

1.  Everything happens for a reason
2.  It must have been meant to be.

Let's start with zinger number 1.  "Everything happens for a reason."  YOU are part of that reason, home seller or buyer.  The reason could either be that you've been flexible and adapted to the changing market winds or that you've decided listening to reason is better left to someone else.  The reason your home has not sold might just be that you wouldn't accept the advice of your Realtor!  The reason your purchase did not go through might just be that you wouldn't accept the advice of your Realtor!  In other words....everything that's not happening as dreamed could simply be that you are standing in your own way!

You know the difference between the seller who let their home go for 10,000 less than they had in mind and the seller who held fast to their bottom line?  The one that let go has moved ahead with their dreams and plans!!  They have already purchased their new place and are getting ready to enjoy the great outdoor season of summer in the Okanagan!  The one that stubbornly held on has likely soured on Realtors, tried a budget company, is tired of having their home always ready to show and likely lost the chance to buy the home they really wanted.

Do you think that while on the boat with their cold beverage in hand, soaking in the Okanagan sun, the one who let go is sorry they didn't hold out?  Of course not!  They are smiling and happy.

Moving on to number 2.  "It must have been meant to be."  Recently I worked very hard selling a place in a difficult area to sell.  Due to some very good strategy and marketing I successfully sold this property.  The client said, "it must have been meant to be."  I wanted to say, "it was meant to be because you hired a great Realtor!"

Putting homes on mls alone doesn't sell them (contrary to the whining that gets sent to the competition bureau!).  Great Realtors sell homes!  We market and strategize and network and do open houses and realtor tours and flyers and lunches....we do price adjustments and showing follow through and communicate regularly.  In short, until you're happy, we're stressing!

I love being a Realtor!  And, now you know what I'm sometimes thinking.  "Get out of your way.  Please."  I'd really like to see you smiling on the lake!

Eeekkkk, someone wants the same house you do!

Dang. Double Dang and Darn it all!  Just when you thought you had a clear shot on your offer for the home you've been hoping to buy your Realtor phones you with that awful sentence.  "We're now in competition."  What does this mean, and what can you do?

What this means is that at least one other interested party wants the home that you want.  What you don't know is what their offer will be or what their terms are.  But, whatever your offer contains needs to be reviewed.  Ask yourself these questions:

1.  Am I willing to offer over list price?
2.  Am I willing to go in without "subject to financing?"
3.  Am I willing to fore go an inspection?
4.  Am I willing to drop any other clauses meant to protect my position?
5.  Am I willing to be flexible on dates of possession?

A great Realtor will explain the risks of removing any subjects prior to your offers acceptance.  While you do want to make your offer as big in money and small in subjects as possible, you also don't want to risk any big problems! 

In super heated markets some buyers actually take an inspector with them to look!  Taking an inspector around is not an easy thing to do....you might, however, have time to have one look at the property before the offers are considered.  Otherwise, unless it is a new home with a warranty it is risky to strike an inspection.  If you have the money in the bank and don't need a mortgage you can strike the subject to financing clause; however if you need a mortgage, even if you're pre-approved the bank needs to be satisfied with the exact property you want to spend their money on, so that too, is risky to strike.  If you can obtain the property disclosure statement and title prior to offers being considered and they are not worrisome at all you can strike those clauses.  Another common clause is to find insurance and that you can make a call about in a snap (at least during business hours).  Most home insurance is easy to come by unless the home is out of a fire protection area and/or in an interface area.

If you have flexibility in your timing, you may wish to leave the dates completely open and at the seller's choice....that can often make or break a competing offer.

In competitive offers you REALLY need the help of a great Realtor.  A great Realtor will always attempt to present your offer personally to the sellers and represent you in the best light.  And, even the best Realtor won't win every one.  Sometimes someone with unlimited reserves comes along that really, really wants the property and offers a suitcase full of cash for it.  Please, don't shoot your Realtor if they have to bring you that message....

Some people completely shy away from offers in competition; however, nothing ventured, nothing gained.  Not every offer in competition is a grand one; so you can go in as normal and see what happens....you might be pleasantly surprised that they picked your offer!

There are many other strategies that a Great Realtor will have to help guide you!  Once again, proving that a Great Realtor is worth every cent they make and then some.

For crying out loud, save us from the armchair experts!

Oh, for crying out loud!  Who asked you?  Yes, you, the friend, relative, non-stake-holder who is along to view the home as a courtesy!  Do you really think we need to hear how smart you are?  Must you recite all possible flaws in the home?  Is now when you need to suggest I should throw in most my paycheque to seal the deal?  Do you figure scaring the buyers about all manner of horror you've heard or dreamt about is a timely discussion?  Really?

Because you were on a house building summer job back in the day; do you think you know all relevant construction implications?  Because you don't like yellow -- is all yellow evil?

Do you feel like sucking every last ounce of joy out of the process and idea of this new home for the buyer is rendering an indispensable service?  Are you really a mortgage expert too?  And, really, you know interest rates fate even before the Bank of Canada?

Oh, and you read on line about well problems in South Dakota and figure that might be important to this home in the North Okanagan?  And, the cousin of a friend's brother back in Albert had a septic field quit so this one might too?

And do make sure to treat the trained, educated and experienced Realtor like a scullery maid that forgot your orange juice.  We all know you are far more aware of how to shepherd this buyer into the right home than the Realtor who has helped more people securely buy and sell property in the last 6 months than you will have in your lifetime.

Buyers and sellers...if these comments sound like anyone you're tempted to bring along to any showing or negotiation just back up the bus right now!

Your ethical, caring, knowledgeable and experienced Realtor has been hired by you for good reason.  A second-guessing-doubting-Thomas-wanting to throw their weight around to "protect" you may very well be the cause of a good deal going bad.

And, you, if you hear yourself in these words and happen to be along....zip it.  Please.

Thank you. 

Has your dream become a nightmare?

To begin, let me say I'm a sucker for the sentimental value of property.  When homes have been handed down in families or developed from scratch I totally "get" the attachment that can develop.  However, as with all attachments, sometimes their burden can be overwhelming. 

This blog might have easily been entitled: Let someone else take the dream higher!  Along the way a beautiful example of this was with a home in a lovely neighbourhood in East Hill.  I represented the buyers; a young family just trying to get into a real home.  The owner had been there for ages, but recently needed to go somewhere to receive extended care.  He lovingly agreed to let the home go for what we offered because he knew his beloved home was going to be continued to be enjoyed.

Sometimes I find people holding on to larger homes and properties way past their time of being able to manage or enjoy them.  The dream acreage or 5+ bedroom home becomes a drain on time, energy and resources -- making the once enjoyable tasks a nightmare of duties.

If two people are working full time in a family managing a huge yard and gardens needs to be carefully considered!  Likewise for parents managing a huge home for the one time a year the adult children might all be there at the same time.  Or, how about the "hobby farm?"  If you like to travel and don't have help, you should really carefully consider how long after your kids have grown up you want to keep the critters.  But, the hobby farm might be the perfect fit for a young family!

Retirees sometimes fear selling the family home is the next step to the grave!  Yet, what retirees that downsize often realize instead is another time of youthful freedom!  Free from chores and maintaining a large home and yard they travel, play and generally have a great time!

Of course its not an all or nothing proposition; there are many wonderful people out there to employ to help garden and clean.  (Although it is also amazing on how relatively few people ever hire home help!)

The best example of pro-active movement I've heard is a friend, Hugh, from Ontario.  His m.o. is to stay 5 years ahead of the curve so he is never forced to sell.  He and his first wife sold their large family home and moved to a strata on one level.  Sadly, his wife fell ill and passed.  They were, however, already in a perfect living situation so avoided the added stress of selling and moving.  He's since remarried and he and his wife spend lots of time travelling.  I have no doubt as they age he'll research any new dwelling he thinks might be needed and move again before having to.

I have seen pressure in families too from grown children toward their parents to "not sell the home I grew up in."  Rubbish!  Are the kids going to help pay the bills and do the chores?  Each of us owes it to our family to want only what is best for them at this point in their lives -- what is happy, manageable and right for this stage of their lives.

Rather than cling to the past; let's create bright futures!  As we appreciate our homes and their histories we let go and let the dream continue.

# 1 mistake seller's make all the time!

There is one line often heard by Realtors from sellers:  "We can always go down in price."  Another variation is "Well, they can make an offer."  A great Realtor will jump all over this like a puppy on peanut butter.  It is a fatal flaw to come out of the gate with your listing at too high a price.

Premium selling time for a new listing is when it is new!  If you have overpriced your listing and underestimated the research buyer's Realtors have already done -- and indeed buyer's own awareness of fair market value -- you have repeated the # 1 mistake often made.

Real estate pricing is both a science and an art.  A great Realtor will help you to determine what the most attractive price is for you and the most attractive commission offered to cooperating brokerages.  This always results in a quicker sale for more money in your pocket!

It is a very old school approach to start above market value and let your property get dusty on the shelf while every watches you finally get your price down to a reasonable level then beats you up on that value because you're old news.  Dumb, dumb, dumb!

Today's consumers are in touch with fair prices and if they're working with a great Realtor they're really fine tuned.  They can smell greed.

And, market value includes pricing for top rate, professional Realtors!  It flows through the listing end to accommodate financing but sellers and buyers share this cost.

If you are the seller trying to keep the money great Realtors are worth and charge the same price as a home listed with a great Realtor....guess what?  You're going to get an offer far lower than you might otherwise because everyone knows you're just trying to keep everything to yourself.  That is not a mystery!

Further, more and more top drawer Realtors are using buying contracts where the buyers agree to pay any commission deficiency to their Realtor that the sellers aren't offering.  Buyers determine what they want to look at...do you think it could knock your home off the list if:  a.  You want too much money?  and b.  You won't pay for premium Realtor services?

Seriously.  Let's talk if you want to get serious about how to properly realize the biggest return on your real estate investments!

Curiosity didn't kill the cat!

Pondering during my gym workout, which is a great pondering time, I was thinking about how much most people like to help others.  And, how closed many people are to receiving help.  Odd.  In my real estate office we recently had a woman doing holiday coverage.  She was extremely competent, but also a wee bit nervous and not afraid to ask opinions or for help with a question.  The result was that she was adored across the board and the Realtors couldn't do enough to help her.

Why is it some of us feel we need to single-handedly have everything under control?  Is it the gold stars we got in grade school for knowing the right answer?  Are we afraid that others won't view us as competent unless we know it all in our fields?

I think education should focus on stimulating curiosity and questions!  Lots of questions!  But that's another blog!

Back to what I see as the smartest way to operate in any area one has expertise:  with great humility and the awareness that there is SO much more to learn.

One thing that always impressed me about the best horse people I've known is that the great ones are always aware of how much they DON'T know...and they're life long learners interested in what other riders and trainers are doing.  They never feel they've arrived and that all horses are the same.  They always know that each situation is different and merits respect and attention.

So too with the best Realtors.  They are never afraid to ask questions and consider options.  A home sale is never "same old, same old."  Great Realtors don't begrudge going to educational and motivational seminars; they crave them.

While experts in any field carry a wealth of knowledge and experience perhaps their greatest asset is their continued desire to learn from others.  One of the things I love about the real estate office where I work is that there are no "stupid" questions -- either from clients or from colleagues.  And often you'll hear conversation about "how to" between Realtors.  I mean, it's a no-brainer to realize that 15 brains are better than one!

Onward and outward!  Collaboration is the word of the day.

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!