Sunday, March 24, 2013

Successfully Selling Your Home and Maximizing the Value


Over 1000 Kindle Downloads Last Week

Over the past few years, I have seen a dramatic gap in the knowledge between home sellers and buyers. Buyers are now very educated, using websites like HAR and Zillow to house hunt from the comfort of their own space. HGTV, to which I will admit my own addiction, has buyers searching for their dream homes online between meals! While this is great publicity for the real estate industry, it does not translate into easy sales. I remember the days when potential homebuyers were limited to the handful of options for information. Now, they can virtually tour millions of houses with a few simple clicks! With the immense amount of time buyers spend online, they are basically earning real estate PhDs. This means sellers have to step up their game. Buyers are extremely educated. Let me repeat that statement-BUYERS ARE EXTREMELY EDUCATED!



Now that the real estate industry caters to buyers, sellers need to match that level of education to maximize the value of their home. A lack of education on behalf of sellers usually costs them 4-5% of their home’s value.  Its big bucks!

Successfully Selling Your Home is like the SparkNotes for home sellers, so they can get educated fast on what today’s buyers are thinking.  By understanding the changes in the real estate market, a seller can learn to use them to their benefit, regaining a lost advantage. Nearly every one of us, sometime in our life, will have to go through the home selling process. Many of us will opt to rely on the know-how of a professional agent. I have learned over 28 years of real estate experience that it is simply not enough to turn over your house keys to an agent and expect a check one week later well above your asking price. Even is today's market where inventory is low, it is not reality. As the real estate industry evolves, so do the techniques for selling a home. Knowledge is Power.

I wrote this book to give sellers a quick education on what is happening in today’s real estate market, so they can maximize their value and work efficiently and effectively with an agent.  It is a partnership that, if treated as such, can add value to any home.

PS - In July 2012, the Texas legislature exempted real estate agents from the deceptive trade act. Because of this, the end result of any misrepresentation made by the real estate agent is now the responsibility of the seller.  Sellers must educate themselves because the price of ignorance just went up!

My book is available on Amazon. Just click below and it will take you to Amazon.


Friday, January 18, 2013

WHY ARE YOU AN INDEPENDENT REAL ESTATE BROKER?


It’s not because I’ve never been offered a job.

I’ve been in the business for over 29 years, which means that I’ve experienced two recessions and two bubbles. Throughout everything, I have been a one-woman operation, just a helping hand for friends (that’s what my clients become) that want to buy and sell their homes. I don’t like to waste peoples’ time; not my clients’ nor my own. I believe in getting things done in a timely and cost effective way. Consider it a mantra.

Although I’ve been on my own for most of this time, I’ve stayed in touch with my industry. After all, I started out at a big firm, and even then I quickly saw that I couldn’t deal with the inefficiency. I felt like the real estate agents were creating busy work for themselves so they could justify their beloved high commissions. Firms are known for their flamboyant culture, and agents want to keep driving their BMWs and Mercedes convertibles to society-page benefits.
You want to know something? Most of the heads of these big firms haven’t sold a home since the Internet was invented. When it’s time for these big wigs to solve a problem they pour superfluous amounts of money into a system that is not currently out-of-date. That is like putting more and more quarters into a pay phone when you’ve got a working smart phone in your pocket.

Several people at the big firms told me I would fail working on my own, and when I succeeded, they said it was a fluke. I don’t believe in three decade flukes! Now many firms are trying to negotiate their way out of their leases because they can’t compete with the fact that people can do their work in front of their laptop at Starbucks now. I can only laugh when I think about how they told me I was unprofessional for saving my clients money by refusing to operate out of a fancy “store front” office! I have never had a client complain about meeting in a warm home as opposed to a sterile office space. They also rarely complain when I save them thousands of dollars.

This whole time, big firm owners have made it clear to me that if I ever wanted to come on board with them, I could. They’d give me 2 assistants and a higher commission split. I could live a luxury life! I could be in the society pages! I am not interested and have never been interested. I don’t want to spend wildly. I want to do my job.

My husband is a tech guy, and he’s astonished at the way that real estate firms maintain entire departments for something that could be handled by a few people working on contract from home. Real estate firms still have teams of people making newspaper ads; they have sales meetings, appointment desks, and tons of unused office space. That would all be fine if the customer weren’t forced to pay for it. I believe competition is for the competent and it is time for some real competition.


HOW BIG IS YOUR COMPANY?

When I answer “just me,” often I get, “that’s nice”.  It is meant to be polite but not a as a compliment. Why is that?  Why do we think bigger is better?  Because that is what we are taught! The 80’s taught us about big business, big homes, big cars, and big hair (of course, the “big” philosophy is also a product of Texas living). Well, I can flaunt a few things that are bigger than the mega firms. I have an 80% referral rate when the industry average is 20%.  That is a big statistic that means more to me than the size of my office. Why is it we perceive the firm with the most overhead or employees as the most successful?  One thing is for sure, once you get your overhead up, it’s hard to cut it. I have never understood this “bigger is better” thinking.  Let’s be honest. It’s all about the egos.


WHAT DO YOU LIKE ABOUT TODAY’S MARKET?

While there is plenty to love and loath about the current market, I love that a person with a desk and a laptop can do anything. Sustainability and profitability is success to me.

Monday, November 12, 2012

The Burnt Orange Family Learns how to Blend in at Texas A&M


Having our first Aggie, there were some things we have learned.  This advice you will not find on Pinterest! For you parents on the hunt for Christmas gifts, you can read some of this list as an Aggie Holiday Shopping Guide.

1.       The Yeti Cooler- This is the iPhone 5 of coolers. 
If you whip out a yeti cooler, you are noticed.  Its like pulling out your new iPhone and everyone asking,  “is that an iPhone 5?” They are blowing up wedding registries all over College Station and will probably sell out this Christmas. Ladies, if you want to hold on to your man, show him some love and buy him a cooler he won’t be embarrassed to prop his boots on.

2.       Wranglers and Levis - these are real jeans. 
Do not show up in College Station with a pair of 7 Jeans.  You might as well show up wearing a Tutu.
3.       PFG - the Prada of A&M.
A PFG (Performance Fishing Gear) shirt is like the blankie or stuffed animal you had as a kid and could not live without.  Your PFG shirt goes with you on all your adventures and stays with you throughout life.  You wear it, and it reminds you of every hunting trip, fishing experience, or adventure you have had in it. It is like wearing your very own, grown-up security blanket. It also happens to look good on every Aggie from 18 to 85. Also, if a girl on campus is wearing one, it means she is taken.

4.    If your truck is not a 4x4, you are a “poser.”
At A&M your truck must have 4-wheel drive or you might as well be driving a smart car. But make sure your truck will fit in your dorm’s parking garage. At some dorms, several students have to park down the street because the garage can’t handle a muddy 4x4. They must have been designed at UT.
5.       A pair of cowboy boots- ladies these boots are not allowed to come from Nordstrom’s or Macy’s shoe department and Frye is not an acceptable brand.  They must come from a real cowboy store (which isn’t too hard to find in College Station).
6.       Chilifest - College Station’s own ACL Festival. Help charities, eat chili. Sounds like my kind of party.
7.       No ordering late night pizza, you order Pizza Rolls. 
From what I hear, Gumby’s serves the best. You choose it – BBQ Sauce, Ranch, Garlic Butter, Bleu Cheese, or Buffalo Sauce. You can worry about the quadruple bypass tomorrow. 
8.       Every Social Media post will end up being turned into a football conversation. 
My 20-year old daughter went to visit her brother at A&M. She wanted to take him out to dinner since he has been eating at the dorm or from a vending machine. I went on the Internet to find a place for Italian food. I avoid YELP because the reviews are canned, so I look for independent sources.  Every College Station restaurant review had one thing in common; it starts out as about food but ends up about the SEC!  After the Alabama game, the only topic worth discussing online is football. But really, what else is there?
9.       Bow ties – is Dr. Loftin setting a new trend at A&M?
I had not seen one in years until I went to an event at College Station and saw a few young men wearing them.  Bow ties are like good manners; you always appear to be smart if you have either. I don’t know what it is, but I just feel more comfortable with my daughter dating a man who can tie his own bow tie.

10.   Vending machines are a source of nourishment.  
I took a peek at my son’s bank statement a few weeks ago and thought his debit card had been stolen. And then I figured it out. At A&M, the vending machines take ATM cards and many a student uses this has their main source of food.


Please feel free to add any advice that you have.  This is meant to be light-hearted and fun.

Friday, November 9, 2012

The Beach House You Didn't Know You Were Paying For


I have first hand knowledge of what John Englander is writing about in his book High Tide on Main Street.  As a real estate broker and property owner in Galveston, Texas for the past 20 years, I have seen homes 2 blocks away from the ocean become beachfront property. The joke in many beach towns is “buy 3 blocks from the ocean because within 10 years you will be beachfront.” The same thing is happening in Florida and all other states that have a coastline.  What John Englander is talking about in his book is not a description of a possible future in a far away land; he is talking about here and now.

Where a homeowner once had a prime piece of beachfront property, they now own the land the waves crash over. It is real estate litigation at its worst: the government against the homeowner determining who now owns the land.

The post-Sandy reality for many families will not be a question of when and where to rebuild but be a no-rebuilding-allowed option.. The physical displacement of the coast and the homes that once stood there is heart wrenching, but they make up only one side to this story.
There is the obvious economic side of rising waters and natural disasters, and this is the side of the equation that gets touchy. If you don’t live in one of these areas, you have to ask why anyone would take the financial risk of building in an area that could flood.  The answer? The government encourages it with your tax dollars. You and fellow taxpayers are the ones paying the bill. You see, taxpayers are subsidizing a stranger’s luxury of having a home on beach or that lake front view. These homes are insured by the Federal Government through National flood insurance programs, and in some states like Texas, they are further insured with state taxpayer subsidized plans called Wind Insurance policies. Both are available at a hugely discounted rate. Why is the government in the insurance business?  Because Insurance companies would never take such a high risks because they know there is no question as to if they would have to pay. They are just watching the weather channel, waiting for the next big storm, and are glad they don’t have to pay pick up the tab.
So why have the values of these properties that are prone to hurricanes and flooding not gone down?  Well, the answer is: it depends.  If you are in an area that is subject to flooding and requires the federal government to insure your property, values are typically less.  The exception to the rule is beachfront property.  After each natural disaster, the supply of these lots diminishes, and when you are wealthy and the federal government is subsidizing your insurance, you are in a no lose position.

Why should the taxpayer, a group made up of all income levels and property owners, continue to subsidize insurance for extremely high-risk real estate, commonly owned by the wealthy? ABC News Commentator, John Stossel, compared the Federal subsidizing of coastal properties with subsidizing car insurance for drunk drivers. Not only do the government’s policies seem to reward hazardous living, but have consequently encouraged it to the tune of $645 billion in federally insured and guaranteed property. If you, as a taxpayer, have ever dreamed of investing in high-end property along the beach, your dream is now a horrifying reality. You have been paying to insure millions dollar properties for years. The federal guarantee of insurance does more than simply foster the increase of coastal living and home building among the elite, it is an economical boomerang that will inevitable come back to hit the government where it hurts…your pocketbooks!, The problem is the government’s National  Flood Insurance Program is broke, and their credit line is almost all used up. Because of this, premiums are set to double over the next 5 years.  Those that have this insurance complain about the cost, but it is a bargain compared to its cost on the open market

As these premiums go up, the effect will be felt in the non high-end properties, making there values decrease. A $1000 premium increase in insurance does not affect the $2 million dollar home but does effect the $250,000 home. And if the Federal government ever decides to get out of the insurance business, these properties will instantly drop in value. It will be the equivalent of owning property with toxic waste.

As John Englander has pointed out in his book, High Tide on Main Street, we are seeing more flooding with less severe storms.  A category 1 storm now floods an area like category 4 hurricanes did in the past. Why? Because higher storm surges go along with even the tamest weather. If Hurricane Katrina, Ivan, and Ike aren’t sufficient proof of the power of storm surges, Sandy is the poster child. Storm surges will only get worse as sea levels will continue to rise. We are seeing properties that had never flooded now suffering every 2-3 years. The values of these properties will continue to decline, and more and more areas will be zoned in the flood plain. And once they are in the flood plain, they never come out!  Properties in flood areas have two huge issues going against them:
  •       Higher insurance premiums
  •       More prone to flooding

As Englander states in his book, “ PROPERTY VALUES WILL GO UNDERWATER LONG BEFORE THE PROPERTY ACTUALLY GOES UNDERWATER.”
II was curios why cities and states don’t do something to prevent or try and minimize the flooding.  They can’t control the sea level so why not try and reduce the damage. Most municipalities after a storm like Sandy are so concerned with getting life back to normal that any future planning for prevention is put on the back burner. After storms and floods, infrastructures are repaired in the fastest possible time table with little thought to the future.

After Hurricane Ike, Galveston, Texas realized they had to do something.   They spent over $250,000 studying prevention plans and for a city of 50,000 that is a huge expense. These studies developed in a proposal to build the “Ike Dike” to reduce storm surge impact on the island. After Sandy, Galveston no longer believes it will be a recipient of any protection from future storm surges because the federal government will protect more ‘valuable’ cities. Why should local govt. invest in research that the fed will use to protect other cities?  They can’t afford it.

While the current news about Sandy is all about meeting the basic needs of East Coast residents, in a few months, a new issue will be making headlines. It is an issue that most southern coastal states have had to deal with because of the hurricanes in the past years: the rising tide.  The tide rising is not something in the far distant future; it is here.  The infrastructure and prevention side needs to be addressed because the affects on homeowners are already being felt.

Wednesday, September 19, 2012

The Burnt Orange Family Becomes Texas A&M's Biggest Fan


We have been a longhorn family forever! My husband and I attended UT, as did my dad, and my brother and sister-in-law owned the famous BEVO bus that made the cover of USA TODAY.  My godson, William Harvey, played football for UT and if we did not go to the UT game, life stopped at our house so we could watch it, until the Longhorn Network came along and we you can't even watch the game! We bled orange...
credit: big12football.net
... then our youngest son decides on Texas A&M.  Mark and I were a bit surprised, but it was Nick’s decision and we were happy for him.  Mark had never even been to College Station (which is surprising and not-so-much all at the same time)!  What we have learned about Texas A&M has been the greatest surprise of all.  My friend, Liz Decker, has a daughter Katie (a great jewelry designer who just graduated from A&M) who said it best: “people are just nice there.”

When I called Texas A&M, I actually got a human being that knew the answer to my question (and spoke English!).  It was like the good ol' days when you got a person and not a recorded message.  When I sent an email asking a question, I go a well thought out 4-paragraph response.  I was shocked and thought Comcast should get this group to run their customer service.

Then we had a misunderstanding at Callaway house and instead of being defensive, the sweet girl said, "lets find a happy solution."  Meanwhile I am still trying to beat my $600 deposit out of the Towers at UT.   I have emailed the same document 4 times there, and they seem to conveniently never get them.

When we went to visit A&M and buy 6 shirts at the bookstore, a charming young lady said "you must be big A&M fans!"  The truth was, we had nothing in our house that had burgundy in it...oops.  Did I say burgundy? I meant maroon. People still have to correct me.  I was driving away in my Sequoia and instead of feeling bad about the poor gas mileage, I noticed trucks towering over my SUV, their wheels level with my windows.  In College Station, my SUV is practically a Prius. 

My son Nick moved in 3 weeks ago and I was once again surprised at how nice everyone was.  What is in the water in College Station, and can we get some added to Houston’s?  We booked a hotel for the night and we were shocked that it was under $100.  Our other child is at TCU and Marriot has a monopoly on the town, so even the 2 star hotels are $200 per night.  Even going to the movies is only  $4.50 in this town.  When I read the Hilton had donated rooms to Barbara Holdworth's friends and family, I was not the bit surprised. By the way, there is a fun run to help the victims of this tragedy (here is the link if you would like make a small donation). That is the spirit of this school and this town.
credit: bgbird06.deviantart.com
Mark told Nick that college is not just going to 13th grade, and he needed to branch out and meet new people.  So on a night when he had nothing to do, he went to a fraternity party where he did not know a single person.  When he called to report to Mark that he had branched out, he once again said, "everyone was so nice." He said he met the nicest guy from Bolivia.  Nick had worked in an orphanage in Bolivia this summer and fell in love with the country.  The guys at this fraternity told him he was always welcome to come by. Dang-what a good group of men.

Now comes the big game day and my son sends us pictures from the game where he is sitting on the 50-yard line.  We had joked with him the day before that his student seat would be so high up, he would be able to wave to the Southwest Airline passengers as the plane flew by.

We texted back and asked him how he got a seat on the 50 yard line. He texted back and said "People are so nice, they asked if we wanted them to scoot in tight and sit with them."  I asked if they were students and he said, "No. Just nice parents/alumni." Once again: "people are just nice."  Then we got an even bigger shock, he called to tell us he had never been happier in his life-"he loved this place."

I suspected we were becoming an Aggie family when my husband just had to watch the game and yelled for the Aggies just like he had for the Longhorns for so many years.  But then I knew we had converted him when he took me out to dinner last night instead of watching the UT game.

This morning I checked my Facebook only to see a picture of Nick at the game.  I think when kids get to college it becomes uncool to post pictures on Facebook. Either that or my kids have chosen some filter that only lets me see a few.  That would not surprise me, as I have been unfriended twice by my kids for posting comments on their pages.  But what they don’t understand is a picture on Facebook of them is like the rare letter you get from camp.  It makes your day.

I feel A&M is teaching something so lacking in today’s world... that men should be men.  I am all for womens' equal pay and equal rights, but I am old fashioned in that I want my door opened for me, the trash taken out, and a man to be a man.

Gig Em Aggies.

Tuesday, September 11, 2012

Hiring an Agent in 2012 - Part 2


See earlier post for Part 1.

Number four: look at a few of your agent’s brochures and evaluate the descriptions of the homes for sale. Words make a huge difference. Freakonomics revealed a dirty little real estate secret about marketing code words: that sometimes, real estate agents use generic words as a sort of subconscious shorthand indicating that the house is worth less than its asking price. Specifically, “fantastic,” “spacious,” “charming,” and “great neighborhood” all appear to be glowing descriptions of the homes they describe. However, authors Steven Levitt and Stephen Dubner found that these adjectives actually correlated with significantly lowered sales prices. They’re generic and nondescript, and whether you (or the real estate agent) know it or not, they signify to buyers that the house lacks unique qualities—or worse, that there’s something to hide.
credit: wlusidelines.wordpress.com
The words that Freakonomics found to correlate with high sales prices were specific and visual: “granite,” “maple,” “gourmet,” “state-of-the-art.” Use this as a lesson. Be specific with your words, not general.  Marketing is about feeling good.
The same goes for your real estate agent’s photos. We like to think we don’t judge a book by its cover but, of course, we all do—particularly when it comes to real estate. Buyers will be paying attention. They start their search on the Internet and finish on the ground. 

Number five: it’s not good if your agent tries to get you to cover up problems about your home. This is common in real estate, and it trickles down from the top. The real estate lobby is notoriously secretive, and in states like Texas, real estate agents are exempt from the Deceptive Trade Act. But on a person-to-person level, secrets don’t work. Buyers need honesty, and if they find out you’ve hidden something, you can really get into a bad situation.

Number six: your agent should care more about marketing your home than marketing their name. Check out the yard sign. Does it say anything specific about your home, or does it just have the name of your real estate agent or their firm splashed all over a generic sign?
A custom sign for your home is an inexpensive and much better option, and if your agent has told you the truth about the value of your home, they should have no problem spending the money on a custom sign. The sign should also have the asking price: this is the first thing all buyers want to know and it immediately establishes trust and honesty. I started doing this and people have driven by, called and thanked me for having the information.

            Number seven: your agent should post listings on all major real estate websites, including Zillow, Trulia and Yahoo! Real Estate. The Multiple Listing Service is becoming a dinosaur, and a lot of buyers come from these national sites not just your local MLS. And if your real estate agent tells you what a great company they are because they still advertise in the Sunday paper, run.  No explanation necessary.
credit: bridgeconsultinginc.com
Yes, there are a lot of sellers who are being underserved by their agents. But if you ask these questions and watch for these red flags, you can find out what level of service your agent provides. You’re spending enough money to hire one—you might as well make sure your agent is worth it.


Friday, August 31, 2012

Hiring a Real Estate Agent in 2012 - Part 1

It’s hard to say which has changed the world of real estate more—the state of the economy, or the Internet revolution. With more power and knowledge going to the buyer than ever, the old rules no longer apply. Before you hire a real estate agent in this new climate, here are some things you need to know.

Number one: just because your cousin, friend or cousin’s friend just got her real estate license and joined a firm does not mean they know what they are doing.  Unfortunately, real estate school is about learning to pass a government exam, which includes a puzzling section on ethics. If I need to study up so that I can prove that I don’t discriminate based on race, sex or handicap, then I sure as heck shouldn’t be trusted with anyone’s home!
This is all to say that real estate courses teach you nothing about solid deals and good business, which are what really matters in real estate. An agent fresh out of school is like a hairdresser who has just learned all about the history of hairdos.  And here’s something to think about—your hairdresser has almost certainly spent much longer in professional training than your real estate agent. 
credit: beaut.ie
Number two: the amount of listings your real estate agent has doesn’t matter. Anyone can list a house—the real issue is selling it.
I have a friend who has over 40 listings. She must be a top producer, right? Wrong. I run with her a few days a week and every time, as we’re running, she gets calls from angry sellers who feel neglected. She signs the listing up, then the seller never sees her again. You want someone who will care about getting your house sold, not getting listed on the firm website as part of the Top Producer Club.
credit: agentharvest.com

Number three: more time on the market will get you less money. If your agent asks for a 12 month listing, run!
I’ve seen my fair share of real estate firms teach their agents to take listings at a high price and walk the client down later, once they’re locked in. So don’t let an agent’s high number give you an unrealistic idea about value. Even if they list your house at an incredibly high price, they’ll often accept a low offer for you and tell you it’s the smartest move you could make. It’s fun to dream sometimes, but this market is not the time for dreaming. If your house is overpriced, all you're doing is helping your neighbors sell their more realistically priced home.