Seven Deadly sins

The whole process of buying or selling a home can be quite stressful. There are many different 'players' wearing many different hats. Each party to the sale has its own vested interest to promote. You need to be certain that your interests do not get lost in the back and forth communications (or lack thereof) between the following parties to a real estate transaction: Buyers, Sellers, loan originators, loan processors, title companies, appraisers, Realtors, closing agents, insurance companies, secretaries, lawyers, inspectors - the list is extensive. A successful real estate transaction is best viewed as a project requiring project management and attention to detail. A solid Realtor will anticipate problems before they occur and position his/ her clients' interests accordingly. I have extensive experience managing large scale/ high stakes software installation projects and have learned to apply my background as a project manager to the project of managing your home sale/ purchase. View my resume for yourself. Getting the right team assembled is essential for the success of your real estate sale/ purchase. I will assist you in developing your winning team!

Over/ under pricing can have catastrophic ramifications for the sale of your home. Obviously, if you under-price your home, you will not be happy. The not so obvious fallacy about over-pricing your home is that you can always 'come down' on the price. This is true, but an initial overpricing will likely mean that you have to come down on your price below the price that you could have received had you priced it correctly to begin with. When your home first comes on the market, there is a 4-5 week window of opportunity when your home will get the most attention from the Realtors who see your home (and the photos of your home) on the MLS everyday. After that point (and some would argue that this point occurs after week #3) the listing grows 'stale' and Realtors viewing the MLS determine (rightly or wrongly) that your home must be overpriced or that there is something the 'matter' with it - "surely it would have sold by now," they say to themselves. In other words, the Realtors are trusting the market mechanism of supply and demand to bolster their opinion that you have an overpriced home for sale. There is real merit in this perception and only a small chance that the 'right' buyer for your home has not yet appeared. The market, what homes are selling for right now, is what determines the price you will get for your home.

It matters not what your neighbor is listing their home at, you must compare your home to other similar homes that have sold in order to price correctly. The Realtors are therefore less likely to direct their clients to a home that has been 'sitting on the shelf' when there are fresh listings that do not have that stigma attached to them. By the time you catch on that your home is not getting the showings it deserves, you will need to overcompensate for the lost window of time by drastically reducing the price of your home to get it 'noticed' by the Realtors again. Remember, it is the Realtors whom have the Buyers as clients. It is likely that you may have lost potential Buyers by this delay in setting an accurate price.

I will help you determine your price range by doing a Comparative Market Analysis (CMA) on your home using comparable listings that have sold in your area. This service is essential and better yet, it's free!!! E-mail or call me at (603) 589-6949 to schedule a free CMA.

Most Realtors will do the basics for you, but few will go the extra distance the way I will. My obsession is to sell your home and have your transaction go smoothly, to get you top dollar for your home in as little time as possible and with the least amount of inconvenience to you. Beyond the basics of getting your home listed in the MLS, I will ensure that you have a superior marketing plan that is tailored to the unique needs of your property. For an in-depth look at my marketing strategy, please go to "Top reasons to list." You will find out that I do a lot more than other Realtors. Feedback to you (negative and positive) is something I will provide. One of the biggest complaints that clients have with their Realtor is that the Realtor never communicated with them. I encourage two-way communication during the sales process, but if your busy schedule prohibits this, I will send you email updates on a timely and periodic basis. I will take nine premium color pictures of your home, give you on-going weekly color advertising until your home sells, put you on the best web sites, drive Buyers to your property through my web site, provide and stock your brochure box with color flyers and give a specific write-up of your home. I will put together and make copies of "listing packets" for potential Buyers of your home. I will encourage co-brokes by FAXing area real estate offices information about your homeÉin short I will do more!

Most Buyers and Sellers of homes do not understand how commissions and co-brokes work: how are commissions split, who gets what percentage of the split, who pays the commission, what part do commissions/ co-brokes play in attracting Buyers and leveraging the sale of your home, how are commissions/ co-brokes used to market a home why do co-brokes matter and how does a commission relate to a co-broke, how can different agencies handle (or mishandle) the trust of a client, what does a commission actually "cover," what are the trade-offs of a lower/ higher commission, how can a commission influence negotiations, how do commissions work for and against you... the list of questions surrounding a RealtorÕs commission and the subject of co-brokes is endless, yet it is essential information to understand and one that I will be glad to cover with you in simple straightforward language. Please let me tell you about commissions and co-brokes and how they work, before you make a costly or timely mistake concerning this important topic. Please e-mail or call me at (603) 589-6949 or go to "Meet the Pope" to schedule a phone or personal consult on this or other real estate related subjects.

Under this system the selling Real Estate Broker represents and works for the buyer in the purchasing of a home - as the agent for the buyer - and has a duty to represent the buyer's best interests including:

Negotiating the right price for the buyer, and Structuring the transaction to the buyer's advantage.

Here are the most important ways BUYER AGENCY SYSTEM
Buyer's Agency works for you:

An agent is a person authorized to act on behalf of another. An agent works for the client/principal and with the customer. In the case of disclosed dual agency, the client/principal on the buying end and the client/principal on the selling end share a single agency/agent with full knowledge that the agency/agent is serving the interests of both parties to the real estate transaction. Agency gets to the heart of who represents who, what the responsibilities are between broker/agent and client/principal, what can and cannot be said in confidence, disclosure of representation (who represents who), disclosure of material facts, and level of service that should be expected from agent to client/vice-versa. Agency must (by law) be explained (i.e. disclosed) to you right from the very start of a relationship with a salesperson, whether that person is showing you a home or trying to get you to list your home. There is a form that must be signed by the consumer of real estate services. I will be happy to provide and explain that form to you as well as describe your options. There are three primary forms of agency that a real estate relationship can take - sellerÕs agency, BuyerÕs agency and other relationship agency (sometimes known as non-agency or transactional agency). It is vital that you understand whom you are talking to at all points in the real estate transaction- the agency disclosure form is meant to protect you as a consumer of real estate services from being swindled or divulging information unintentionally to the wrong party. It is a form usually too easily signed or taken for granted. Agency, whether between a Seller and his listing agent or between a buyer and his buyer's agent, implies (almost always) that a contract has been signed and that a client/principal (as opposed to a customer) relationship has been forged by a contract. In some cases, an agency relationship can be implied, but that is not the normal method for establishing agency. The agency contract (listing contract or buyerÕs agency contract) authorizes the broker (agent) to act for the client/principal. The agentÕs fiduciary relationship of trust and confidence with the client means that the broker/agent owes the client/principal certain legal duties, not simply moral or ethical duties. Under the common law of agency, a broker/agent owes the client/principal the duties of care, confidentiality, obedience, accounting, loyalty, disclosure and diligence (CCOALDD). Agency is a full blown topic unto itself. Ask me to cover this important topic with you and to send you a disclosure of agency form ahead of your scheduled appointment so it can be intelligently discussed.

7) Perfection is made - not found

Many buyers are simply afraid to 'pull the trigger' when it comes to making an offer on a home. They've contacted an agent, they've done drive-by's, they've had showings, one, two, three showings even, but something just wasn't "right." The process repeats itself; the agent loses interest in the client, eventually the client moves on to the next Realtor - who experiences THE SAME THING ALL OVER AGAIN!!! Eventually the "word" gets out among agents about these buyers. Obviously, the buyers do not have a firm idea of what they want or of their underlying motivations for wanting to move in the first place. I have heard of buyers who have been looking for years in this manner - they've considered building, but couldn't quite reach a "meeting of the minds" on either a design or a location. They keep on looking for that home that will "strike a chord," a home that "once they see it, they will know they have found it."

The reality of this situation is that the home they are "looking for" does not exist! Or, if it does exist, the chances are slim to none that it will be available at the right price, in the right location, in the right time frame, with the right conditions for the sale to progress. These buyers have been on third showings at least on two separate occasions, but felt each time (just enough) that it wasn't the "perfect" home. "Surely there is a home out there that is slightly "better". This phenomenon is also known as "the grass is always greener" (if we just keep looking). It is an exhaustive, non-productive way of achieving what you want.

The solution? Realize that perfection is made, not found. No home will be a 100% match to your imagination. Any physical property will always be somewhat lacking when compared to your dreams. If you find a place that is 95% or better of what you seek, then it is time to write an offer and put the energy of "the search" into making up that last 5% - simply moving in and "letting go" (to a reasonable degree) can go a long way in this direction. Small renovations and establishing your own "feel," by adding your personal touch will quickly allow you to make up that remaining 5%. Let go a little bit and trust the 95% of you that is saying this is the place for us instead of the 5% that is saying this is not the place for us. Perfection is made - not found.

Services and Duties provided	Seller Agent	Buyer Agent
Explain agency options	X	X
Arrange property showings	X	X
Assist with financing	X	X
Provide accurate information/disclosure of material facts	X	X
Monitor Escrow and closing	X	X
Keep your bargaining/financial position confidential		X
Promote and protect your best interests		X
Negotiate the right price and terms for you		X
Discuss property resale issues		X
Pass on information that may enhance your bargaining position over that of the seller		X
Assist in writing the offer with your best interests in mind		X
Exposure to both listed and unlisted properties		X
Explain Inspection options		X
Comparable market analysis		X

...of Buyers and Sellers

1) Get the right people involved

2) Over/ Under Pricing