Referral repercussions

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

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

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

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

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

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

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

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

You have to shake your head and smile!

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

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

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

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

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

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

But, hey, that's just me!

Real Estate for Virgins

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

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

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

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

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

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

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

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

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

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

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

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

Referrals require reseach and relationship!

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

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

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

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

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

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

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

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

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

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

10 Hallmarks of a Great Realtor

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

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

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

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

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

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

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

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

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

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

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

www.OkanaganHome.ca   Beth Marks the Spot!

If plumbers used social media like Realtors do

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

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

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

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

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

 



Here is a testimonial from more satisfied customers:

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

 

Why your overpriced pig will never fly.

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

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

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

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

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

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

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

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

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

Take your self-serve and shove it!

Dear Jimmy Pattison and all like minded banks and businesses,

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

What did you think I said!?

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

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

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

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

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

Open ended, kind questions are so powerful.

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

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

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

Contrary to popular thought!

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

Why?  Its really quite simple.  Supply and demand.

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

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

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

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

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

Suspiciously good news!

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

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

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

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

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

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

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

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

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

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

There really is SO much good news!  Believe it!

Inner Greatness!

My holiday hello to the wonderful folks who enjoy my blog is inspired by my neighbourhood pal, Slipper, the donkey!  I was quite moved by some lines from the movie "Dreamer" also; and caused to ponder how much inner greatness there is in the world of both 2 and 4 legged creatures!

 

So, to honour you at Christmas and wish you a stunning 2013, enjoy, from "Dreamer":

 

"You are a great champion.

When you ran the ground shook, the sky opened,

and mere mortals parted.

Parted the way to victory.

Where you'll meet me in the winner's circle.

Where I'll put a blanket of flowers on your back"

Maybe ignorance IS bliss!

I was sharing stories a few days ago with a colleague who has been a Realtor just a smidge longer than I have.  We were swapping funny tales about different things we did when we were brand new Realtors -- because we didn't know any better.  And, you know what?

Many of those "ignorant things" produced results!

When you're first in the business and new to town, cold calling is a breeze.  You are fearless about getting someone you know on the other end of the line!  You chuckle when you get the mother of another Realtor or a well known businessman who has a nephew in the business.

You can do no wrong; because you don't know better.

The first "expired" listing I called netted me an appointment and I ended up selling the folks an investment property.  Thankfully I was ignorant of the fact when I made the call that based on their mls number they had expired years before I contacted them!

What would you do to generate business if you didn't know better?  Likely quite a lot!  So, my holiday advice....ponder your business with fresh eyes.  Innocent eyes.  Eyes not conditioned by the kind of knowledge that blocks creativity.

Adventure and try out those wild ideas you've had!  Don't you love it when a really outrageous commercial on t.v. catches you laughing (such as the recent Canadian Club one running)?!

In any organized endeavor we have to resist the urge to homogenize our approach.  We have to stay flexible and nimble rather than burdened by procedure and protocol.  No wonder people become bored and bitter....they stop creating!

Hats off to all you adventurers!  Go forth with glee and prosper!

Small tweaks for big results

What small tweaks can you do for big results on your home sale?  Here are a few ideas from zero to 1,000.

If you have 0 dollars to spend on improvements.  Clean, clean, clean, clean, shine, shine, shine, shine

If you have 10 dollars to spend on improvements.  Buy an outdoor seasonal decoration that is the first thing buyers see.

If you have 100 dollars to spend on improvements.  Buy a new door handle or knocker or mail box that looks different and upbeat to buyers.

If you have 1,000 dollars to spend on improvements.  Buy a new door!  Something unique and attractive with a great handle.

Notice a theme here?  You really never get a second chance to make a first impression. 

Other small ticket items for big results:

Nice scents via oil stick diffusers (avoid harsh plug in or sprays like Febreeze).
Beautiful bowl with fruit in the kitchen.
All faucets and knobs and kitchen pulls clean and shiny.
Instead of a new kitchen paint the cupboards and add fun new knobs and pulls.
Great welcome mat at front door.
Contact an artistic, decorator friend about buying some inexpensive large prints
Pillows and  throws to add colour to a dull room
Take every nick knack and gently put it in a box.
Have a place where buyers can remove coats and shoes without tripping.
Cat litter cleaned DAILY
Dogs should be seen and not smelled or heard.
Good lighting especially in winter can highlight your home
Have the wood stove or fireplace going if its cold.
Remove seasonal decorations sooner than later.

Hmmmm....I'll think of more!  But that's enough for now!  Cheers!

There is no D.I.N.K. in sales!

Well, let's revisit one of my best bugaboo topics!  I don't know who said it (enlighten me if you do) but I love this line:  "the person who is nice to you but not nice to the waiter is NOT a nice person!"

Translated is that if a Realtor is nice to their clients but a dink with other Realtors, they are not only not a nice person -- they are entirely ineffective in serving your needs.  In our multiple listing service in British Columbia the whole idea is that not only do you want me or my office mates selling your home, you want every Realtor in the North Okanagan excited about bringing buyers to your property!

So, imagine, if you've chosen the Realtor that is sarcastic, a bully, condescending toward new Realtors, a know-it-all, or just plain rude to other local Realtors.  How do you think that's going to roll out for enticing cooperation and excitement in helping to sell your home?  How do you think that will translate when they negotiate on your behalf with a fellow professional they've been a dink with?

I could add to this list, imagine if your Realtor takes attractive commission rates from other Realtors but offers the lowest possible amount to the competition.  Again, do you think this serves you in attracting the most buyers and good will to your property?  Or, do you think this serves you as a buyer working toward the most reasonable price and terms on your purchase?  Give it some serious thought.

Think on the big scale when choosing your Realtor.  Good grief, don't go with them because you're scared not to!!  If they intimidate you imagine how well respected they are in the industry!

Pick a Realtor known for their skills, courtesy in communication, diplomacy in their aggressive negotiations and thankful to their cooperating colleagues.

Thankful means delivering the keys, writing a note, perhaps a small gift...ways that leave a great sense of the transaction and the desire to deal again with such a fine professional.  AND, someone who recognizes that great colleagues are worth every cent they make!

Go for the win/win!  Not only will you have a more profitable and enjoyable experience you will be supporting the notion that selling Real Estate is a service industry.  Real Estate is a service industry that deals with the most important sale you are a part of.  You deserve nothing but the finest.

Remember....there is no "DINK" in sales!

Are you serious about selling your home?

Topping the list of head scratching wonder at what-a-seller-is-thinking is without a doubt when the potential buyers arrive to see a messy, dirty home.  Imagine the first impression of dirty dishes, gross bathrooms and unmade beds greeting someone looking for their dream home!

When I'm showing homes prospective buyers wonder aloud what the seller is thinking to show their home in such a state. "Aren't they serious about selling?"

Another show stopper is the finicky seller who turns down showing times as inconvenient again and again.

The question is once again begged:  "do they really want to sell?"

On the messy issue I can assure you that people don't "look past" the mess.  They rather assume that you've taken care of your furnace and other infrastructure with the same care, or lack thereof you display with your housekeeping.  If they move ahead with an offer; it is not a premium priced offer.

On the issue of access, buyers simply get fed up and ticked off.  So much so that if your home was the last available home on the planet they would settle for a cave instead.  The message if you never allow access is that you respect only your own time and efforts and the rest of the world simply will have to revolve around you.

Selling your home is a process that requires your robust participation to achieve maximum results.  It means you'll have to be cleaning when you'd rather be playing and making your home available for showing when its "not the best time."

Buyers will happily accommodate sleeping babies and shift workers.  Not so much though that you didn't want your Sunday disturbed.  They have devoted their Sunday to tromping around looking at homes after all!

If you really don't want to participate in prepping for sale then you must price accordingly!  You can't have your cake and eat it too -- play ball or leave money on the table!

Oh....and a final tip.  Scent sells!  Great scents (not overpowering, masking sprays) are very inviting.  Invest in some oil sticks or potpourri!

Strata living pros and cons

For a variety of reasons many people at one time or another consider moving to or investing in a strata development.  For my U.S. readers I think you use the term HOA for home owners association.  For many this option is attractive and I'll start with the pros of strata:

1.  Shared risk; in a full strata situation you share the risk of all repairs and maintenance of building envelope and common areas with your fellow owners.
2.  Outside work managed for you; most strata fees cover landscaping, road maintenance and snow removal.
3.  Safety; many people like the idea of the security of a close knit strata and some are gated; some have secured entrances.
4.  Travel ease; for snowbirds or people who travel a lot, they take comfort in living where neighbours are close and keeping an eye on their home while they're away.
5.  Buy in costs; often strata initial costs are more modest that a single family dwelling.
6.  Location; often stratas are located near recreation and public transport
7.  Rules and regulations; these are in place to make sure, for instance, dead cars are not littering the neighbourhood or people aren't opening up day cares within ear shot.

For some, strata is an exercise in frustration.  For example if you have a condo building needing repairs and require a 75% vote in favour, one person can lobby the building and come armed with enough voting power to veto any forward movement.  And, you can't legislate stupid.  If there are owners more interested in keeping monthly fees low so they can keep a larger portion rental income, for instance, they will never be in favour of building upgrades.  Other cons include:

1.  Rules and regulations; not everyone likes to be told what they can and can't do in their own home.
2.  Pet, age or rental restrictions; often strata dictates matters on these three important elements.
3.  Less resale flexibility; if a building has significant restrictions the pool of buyers is more select.
4.  Escalating building costs if maintenance has lapsed; as mentioned above, if some owners aren't coordinating a good schedule of overall repair and upgrades there can be costly building issues.
5.  Strata tyrants; stories are not uncommon of one person in any strata who is always making trouble and frustrating all other owners.
6.  Lack of choice for contractors; unlike a single family home, the strata council will arrange for all strata repairs with whomever they choose.  If you are making changes to your strata lot, often you need approval of the strata council before proceeding
7.  Lack of restrictions; if there are not rental restrictions, it might be easier to resell, but you might have a transient group of inhabitants.

The good news is that working with a great Realtor, she will provide you with 2 years of minutes, all financials and reams of other information about any strata you decide to put an offer on.  She will coach you on pros and cons as suited to your lifestyle and temperament.  Information is power and a well connected Realtor will provide what is already recorded on the building as well as any relevant potential "issues" not yet recorded.

 

Herding Cats!

Occasionally efforts in the real estate world can best be compared to herding cats!  Just when you think you're moving forward a quick change in direction occurs; or the buyer just stops looking for a spell.  Rather like when a cat is bored with the chase and chooses to nap and groom instead.  Decisions are put off, second guessed and change.  While it makes answering the phone exciting, it doesn't best serve the long term strategies of some buyers.

Over time, a good Realtor becomes more adept in not pushing the river.  Given good communication and follow though, you simply trust that when its time to resume you'll hear back.  There is always a fine line between being proactive in communication and stalking!  And, it is so true, switching animal examples:  you can lead a horse to the most amazing pool of crystal clear, cool, luscious water...but you can't make him drink! 

This autumn for some reason; the phase of the moon, the beauty of the weather, the constant uncertainty the news thrives on creating, many of my colleagues and I are wondering when the fall market will kick into gear!  We're all dressed up ready to go!

In the North Okanagan it is a great time to buy real estate!  And a fair time to sell as well.  Where's the action?

Generally people shift into gear when they see others doing so.  People buy when the prices are rising instead of times like right now where we've seen the bottom and prices and volume of sales are just starting to tick up.

I've quoted Warren Buffet before, but for those that missed it, heed this fine advice:  When people are crying you should be buying; when people are yelling you should be selling.  In other words, act when conditions are right instead of when everyone else is doing it!

Don't for a moment think anyone outgrows peer pressure.  We are all more comfortable sharing the same decisions as someone else.  But doing what everyone else does or suggests is not a formula for optimizing opportunities!  The best rewards in life are often gained when acting contrary to the masses!  Listen to that niggling voice encouraging you to move forward with your dreams and goals.

So, dear readers, in our neck of the woods, time to get off the couch and on the hunt!  Lead, don't follow!  The dozing time has passed and its time to shake a leg. 

Cooperation is critical to your home sale!

Newsflash:  the swaggering, gun-slinger image of a tough negotiator ripping the other side apart all the while growling fear mongering threats image as a good ally in your real estate sale should send you into the street screaming -- and looking for a better Realtor!  Ditto the zero service model.

Our entire system of organized real estate within "multiple listing service" is based in cooperation.  The adversarial aspect, of course, is still very much in play; but in a deft, intelligent and enticing manner. 

It is my job as a listing Realtor to entice every other Realtor, from every other company in the area to want to bring a buyer to your home!  It is of the utmost importance that over time I have established a reputation as a respected, fair and smart competitor and colleague.  We all know that people avoid dolts and self-serving wind bags.  We all know that people dislike cheapskates too.

It is my job as a listing Realtor to encourage you to offer as generous a commission as possible to the cooperating Realtors in our area.  Does this mean I'm more expensive?  Not in the long run.  It means your property is positioned in the best possible way to attract as many cooperating Realtors as possible and reward them and thank them for bringing the buyer.  You don't pay a cent until an acceptable offer comes in and the more interest generated in your property results in the highest price -- in my experience more than covering your commission costs and then some!

It's simple math.  Are you better off with just me trying to find your buyer or 300 local Realtors trying to find your buyer? 

To excel and stay educated and equipped with leading edge technology in our profession and have it as a chosen, full time career, is very expensive.  The last thing anyone wants is to lose the expertise of the most experienced and ethical Realtors.  Your best interests are served by honouring the best professionals in the business.

When considering who to hire to sell your home ask yourself this.  Who will position my home to most attract not just the Realtors from her or his office but ALL the Realtors?