10 Reasons Why I Share Info With Other Realtors
August 4th, 2007 Categories: Home Buying in Calabasas, Home Selling in Calabasas
On my way to a listing appointment, I either listen to head banging, loud music or motivational CD’s. This has been my “pre listing” warm-up since I started my career. I listen to the loud music when I need to get pumped up and I choose a motivational CD when I need focus. Yesterday was a need focus day, so I popped in a classic by Zig Ziglar. With his Southern drawl and booming “from the pulpit” voice he says, “You can get everything in life you want if you will just help enough other people get what they want”.
Now those cogs in my brain start to turn. I have always believed in this philosophy and would even go so far as to say, that when you give, you should give unconditionally. In other words you should give and expect nothing in return. If you do receive benefit from the gift, it’s just a bonus. For those of you that are parents, this will make total sense, because this is how we give to our children. We give to them because we can and we don’t expect anything in return.
I openly share information with other agents in my office and give them copies of my marketing materials and any other projects that I’m working on. But would I share information with an agent if they weren’t in my office or if I knew they were working my farm? Yes, I would. I’m not saying that I would call up the other agents and tell them about my upcoming newsletters or promotions, but if I met one of these agents out and about, and they asked me about blogging, or video on the web, or even websites and SEO, and they wanted information I would definitely tell them what I know.
And here are my 10 reasons why:
1. Whether you’re a listing agent or a selling agent, you depend on other agents to provide buyers and sellers. The more successful they are, and the better the relationship that you have with them, the more buyers they’ll bring to your listings and the more listings they’ll have to sell your buyers. I know there is a glut of homes on the market right now, and the last thing you need is another house for sale in the neighborhood, but real estate is cyclical and this to shall pass.
2. Everyone in the RE industry benefits if even one agent is brought out of the polyester dark ages and into the natural cotton now. (people tend to remember the bad eggs, so if we can help one egg to cover his crack, we’ve actually helped the industry as a whole).
3. When you teach someone something new, it can be interpreted and implemented hundreds of different ways. Most likely if the other agent does use some of your ideas, their delivery and final product will be so different from yours. One of the biggest compliments I get is when someone mimics my ideas. I never feel like they “stole” them because I have more oozing from head than I could ever use.
4. When you give freely, you’ll be rewarded with more ideas than you can handle. When you hold on to everything you have because you’re afraid that someone will steal your ideas, all you’ll have is one tightly held idea.
5. You never know which agent will be on the other side of that negotiating table, so it pays to be helpful to all agents, especially the ones in your farm, since they are the ones listing homes that you’ll probably end up selling.
6. By sharing knowledge with another agent you may start a friendship that blossoms into having them join your team (or you joining theirs).
7. After developing trust and a relationship with another agent, you just never know what they’ll share with you. It may or may not be real estate related and their stuff might be better than your stuff.
8. The old saying goes, what goes around comes around. I believe that if you share information and spend the time to help and teach others, information will be shared with you.
9. There is always someone smarter, better looking, and more successful than you. By sharing what you know, your spot in the whole pecking order is somehow adjusted upwards. Good things are rewarded.
10. It’s better to give than to receive, it just feels good.
Think about this, we were taught sharing in kindergarten and the lesson is exactly the same today.
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All’s Fair in Love and War - What About Real Estate Negotiations
July 23rd, 2007 Categories: Home Buying in Calabasas
A few months ago I had clients from the East Coast impatiently looking for a home. They had been in a rental for close to a year and we were pretty much at the end of our rope.
I had them set up on automatic MLS alerts. One morning I get an early AM email from Mrs. Buyer. She has sent me not one or two, but five emails, in shear panic that her dream house is finally on the market. I pull up the listing and it’s not really in their price range. Let me restate that, it’s in her price range, but not her husband’s price range. As I read her frantic emails, she is scheming to be the first to see this brand new listing.
So I call the listing agent to set up an appointment and the agent has this “whatever” attitude. She doesn’t work in our town, but she agrees to show us the house that morning. The house is really perfect, it’s everything and more that my clients want. It’s a custom home in a sea of cookie cutter houses which is hard to find even in the two million plus range. I know this is hard to believe, but it’s true.
She wants to write an offer, right then, right there. I ask her, “don’t you want your husband to see the house first”? I can’t print her actual response but basically it was “no”. She wants to write a full price offer and she wants this house no matter what. I go back to my office and pull the comparable sales. The house is actually priced nicely. It was listed before at a ridiculously high price by a different agent and sat on the market for over a year. When it expired the out of town agent re-listed the house at a very fair price. I get this strange feeling, something is weird here; Calabasas is a cliquish place for real estate. Most of the homes in the over two million range are listed by a local agent, not some out of towner.
I pull the property profile and everything looks in order, the sellers have owned the house for about ten years and the mortgages aren’t new and there is no pre-foreclosure activity. I always do a little research on the other agent before I write an offer and this one has no website, no blog, no Google, no nothing. There was just one mention about her on the brokers website. I then check the Department of Real Estate website and see that the agent is brand new. She had just received her license. So now that I know who I’m dealing with I give her a call to say that I’m writing an offer and try to find out any tidbit of information.
She is a cold fish; she doesn’t give me any clues to anything. In Calabasas, where most of the agents know each other, this initial phone call is critical. So I write the offer not knowing much more than what is on the listing and send it off for signatures. I figure, it’s close to a full price offer, the house has been on the market only a few hours, the market had slowed down, it would be a done deal by the end of the day.
No such luck. I don’t hear anything from the other agent so I call to follow up. She did receive the offer but says she has one other offer in her hand and has another on the way. She also tells me that she will be meeting with her sellers to go over the offers the next day. How bizarre is this? This is not a sellers market, and this house is priced nicely, not under priced by any stretch. My buyer has already called me several times to find out if I’ve heard anything. I call her and tell her what I do know. She is beyond freaking out, “I don’t care what we have to do, I want this house!” I get it, I really do, but for now we just have to wait for the counter offer.
The next day, I hear nothing from the seller’s agent, so I call her again. I ask her when I can expect a counter offer. And she replies, “Oh, you won’t be getting a counter offer, we just want your best and final offer by 5:00 PM tomorrow”. “Huh?” Now I don’t know if this agent is so new that she doesn’t have a clue what she is doing or if her broker who is not new, is giving her some brilliant advice that I’ve never heard of in my 25 years in real estate. Basically she’s letting all the offers expire so she has nothing and she’s asking everyone to write entirely new offers. Even when our market was a mega sellers market, I never saw this tactic. It’s risky, especially in this price range when you’re dealing with huge egos. The house is nice, and it’s priced nice, but it’s not super incredible or priced below market.
So I think stealthy now, what can I do to find out what the heck is really going on. Who are these people and what is this agent up to? I grab the expired listing and call the first listing agent who I know slightly. After exchanging niceties, I ask her what ever happened with her listing on B Street. She explains that the sellers weren’t all that motivated to move last year so they didn’t budge on the high listing price. When their niece finally got her Real Estate license, they decided to list with her even though she wasn’t from the area. After some more investigative questioning, I find out that the time factor and repair contingency are the big issue for the sellers. The house has some deferred maintenance and the sellers would rather give a monetary adjustment than arrange for repairs. Apparently they are in the middle of some sort of “situation” and now is the time to move.
With these tiny morsels of information, I go back to my buyers and we write an offer that was not only our best and final, but ultimately gets this house. Here is what we wrote: We did increase our offer price, but in the whole scheme of things, it wasn’t huge. But what we did do is write that the house would be purchased “as is”. Our plans were to have a professional property inspection, and the opportunity to cancel the transaction should something major turn up, but we would ask for no repairs. We also asked for a short escrow period and gave the sellers three extra days after closing to move. In addition, we sent proof of funds to close, the mortgage pre-qualification letter and two back up methods of funding the loan so that the sellers knew the transaction was solid and we were serious buyers.
After this transaction finally closed and I had formed some sort of relationship with this out of town agent, I asked her what the story was regarding those initial negotiations. As it turned out, her non-response and no counter offer did scare away one of the “would be” buyers. So that left only two best and final offers. They were the same offer price, but because we had not asked for repairs and had given them the extra three days, plus the back up funding options, ours was the accepted offer.
The whole point of this very long winded post is there is more than one way to skin a cat. Just because the listing agent didn’t give me information, there were other ways to figure out what was going on. Sometimes you have to dig deep to figure out what the seller motivation is and sometimes that includes talking to neighbors or previous listing agents.
My product is my service, not the house. With the recent market shift its more important now to think out of the box when confronted with a sticky negotiation. It pays to hire a Realtor that has the experience to understand the nuances of a transaction and get to the bottom of seller motivations. They dont teach this sort of thing in real estate school, its only taught in the school of hard knocks.
My clients have since moved into their dream house. I was invited to their Fourth of July BBQ and it was so nice to see them settled in and enjoying their new home. They introduced me to their friends as the miracle worker agent and it felt good.
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