Sunday, July 6, 2008

Why are you pressuring the client into buying a home?




I spent several hours with a very nice couple seeking to purchase their first home together.
They came to me as a referral. They`ve been looking at houses for a few weeks and felt pressured by their former Realtor who kept insisting they place offers on a few homes they viewed.
The Realtor at one point flatly refused to take them to any other homes because "They`ve seen enough" according to the couple.
Rule #1: Never ever pressure a client in deciding what home is right for them!
People select a home based on what they want, not what you want!
Therefore, insisting that a has seen enough places a wedge between you and you`re client.

Back to the couple.We`ve zeroed in on a few area`s they really like. They decided to look again with me on Monday afternoon.
They were pleased that I never once pressured them into making a decision.

Saturday, July 5, 2008

Potential Fireworks between "Buyer and Seller`s".



It`s the 4th of July and it`s a great day to celebrate our independence.
People are enjoying themselves swimming,BBQ`ing,relaxing and maybe some drinking!
We received a call from a Realtor who wants showing instructions for our listing.
The agent tells us their client is only in town for two days.
We call our client, confirm the listing appointment for the afternoon and go about our business of enjoying a day off.

Three hours later I receive a call from our client,the potential buyers are standing outside their house, without the Realtor in tow!
I ask to speak to the buyers and find out where the agent is.
The clients seem confused.
They`ve been viewing homes for the past two hours without an agent!
They don`t quite understand all the fuss.
The Conversation is as follows:

Out of town`ers: Our agent was too busy to join us. They gave us Lock Box combos and told us to knock on home where the owners are home.
Me: You don`t see anything wrong with this?
Out of Town`ers: Why no! We`re in town for a few more days and we`re just looking.
Me: The owners were instructed never to open a door without a Realtor accompanying the client.
Out of Town`ers: It`s no Big Deal, we`ll leave.

I guess to these potential buyers it`s not such a Big Deal.

Tomorrow, I`ll be calling the Broker in charge of the agent who gave these nice folks showing instructions to find out what the heck is going on!


Friday, July 4, 2008

Motivation is contagious.Every office needs a Buzz!




I was paid the highest compliment from another Broker the other day.
The Broker stopped by to deliver Condo Docs and observed our staff of Realtors on the telephone assisting clients.
They looked at our board noticed in a slow market we`re busy with sales.
The Broker pulled me aside and asked "How do you motivate your agents to work like this,what`s your secret?"

I thought about it and it hit me!
"Motivation is Contagious" it starts from the top and works it`s way down.
Our Realtors constantly see we`re running around 6.5 days a week, 16 hours a day,developing and generating new leads.
They see me network each day for potential business. In turn the Realtors want to succeed because they see it can be done.
You don`t need to pay a Guru to teach you something about selling. All you need is the knowledge of knowing it takes hard work!

We have a system in place where our agents receive qualified leads each and everyday.
I only ask one thing. "When you enter our office, you come to work, not to play".
Simply put "What goes on in your private life doesn`t effect your business life".
Many have a hard time separating the two.

Selling Real Estate isn`t easy, nor is motivating your staff of Realtors as many of you know, but someone has to set the example!

Thursday, July 3, 2008

If you clean it, I`m positive it will sell...




In the movie Field of Dreams the motto was "If you build it they will come".
It`s the same with a home in a competitive market.
Our new motto when selling a home is "If you clean it,they will come", actually came true yesterday for our client.The home has been listed twice, and has been on the market for over a year.


The home is priced to sell, yet it has remained on the market for no reason,except one!


The home is located in Homestead, it was in dire need of a good cleaning.
The seller refused to believe it, in fact they fought with us over this issue.
Sometimes, it`s easier to take things into your own hands.
Rather than debate the client we contacted a cleaning service who did a fantastic job in cleaning the home "Top to Bottom", they scrubbed the floors, cleaned the dust from the window sills,every chair and table wiped clean. The home now is presentable for people to view.

The seller called last night "Thanking Us" for undertaking a job they couldn`t.

Just like the movie, i`m hoping people will arrive and place an offer on the home now that it`s ready to be shown!

Wednesday, July 2, 2008

Like Road Rage it seems Active Rage is taking it`s toll on some.



With 90,000 members,and a plethora of others who visit Active Rain it`s only normal to have a few "Odd Balls", who seem to have what i deem "Active Rage".

Like Road Rage, where people lose all self control on the road and believe they`re in a "Race for the Finish Line", it only seems appropriate "Active Rage" would oneday appear.

Active Rage can be defined as those readers who for whatever reason decide they want to continuously take "Pot Shots" at you by either calling you names or by attacking you on the forum or in extreme cases over the telephone.
Some take it to the extreme, where they feel compelled to call you and tell you what they think! No big deal,except when you use profanities!

There are a few chronics who feel since we`re accessible to the public we should be accessible to them as well.

Yesterday I wrote "Seller objects to a $900 settlement with lenders! Blames everyone for "Not doing their job".. "

This story seems to have hit home with a few readers.
Some took the time to contact me via email taking the side of the seller, they felt they were correct in not taking any responsibility for their actions.They blamed the lenders for this mess,which is fine by me.

Another took the time to post twice accusing me of being indifferent to the client,not fully understanding what a "Short Sale: is or what our job was in completing the sale.
All fine and dandy!
Finally, we received a telephone call from a supposed reader who told me in no uncertain terms " I suck for taking the side of the lenders and how the lenders should "Go to Hell".

They felt with the economy in the doldrums, people have the right "NOT TO PAY", in fact they should have been able to "Stay Longer".
Everyone is entitled to an opinion, I have no issues with that. If you feel compelled to email or post, that`s fantastic.
However, I draw the line when someone actually calls me out on a telephone by spewing hatred.When self control goes out the window, it`s time to worry about the stability of others.
Active Rage is sweeping the Internet, I guess it`s a sign of the times.

Tuesday, July 1, 2008

How the H.R. 3648 Mortgage Forgiveness Debt effects Broward County Florida and South Florida Real Estate.




The Administration Has Taken And Continues To Take Aggressive Actions To Help Americans Keep Their Homes
The President launched FHASecure, which has helped more than 225,000 families avoid foreclosure by refinancing into safe Federal Housing Administration (FHA)-insured mortgages. FHA also recently announced a plan to expand the program to help even more families refinance their mortgages. In total, FHA expects to help about half a million families refinance by the end of the year.
The President and his Administration also helped facilitate the formation of the private-sector HOPE NOW Alliance, which has developed multiple strategies to help distressed homeowners. By working together, participants in the mortgage industry have helped more than one and a half million families stay in their homes.
Congress should quickly pass responsible legislation modernizing the Federal Housing Administration. A modernized FHA that is granted appropriate pricing flexibility could help thousands of additional homeowners by the end of this year. In April of 2006 President Bush first sent Congress an FHA Modernization bill, and more than two years later, Congress has still not passed it.
Congress should also pass GSE reform to strengthen the regulation of Freddie Mac and Fannie Mae. A good GSE reform bill would ensure they are adequately capitalized and focused on their statutory housing mission. A strong regulator can also make sure that these enterprises do not take actions that place taxpayers or the financial system at increased risk. GSE reform and FHA modernization represent the appropriate next steps to address the housing downturn





President Bush Signs H.R. 3648, The Mortgage Forgiveness Debt Relief Act of 2007 Roosevelt Room

Fact Sheet: The Mortgage Forgiveness Debt Relief Act of 2007
1:05 P.M. EST
THE PRESIDENT: Thank you all for coming. Welcome to the White House. I'm pleased to sign a bill that will help homeowners who are struggling with rising mortgage payments. The Mortgage Forgiveness Debt Relief Act of 2007 will protect families from higher taxes when they refinance their homes. It will help hardworking Americans take steps to avoid foreclosure during a period of uncertainty in the housing market. I want to thank members of Congress for getting this bill passed. I appreciate it very much. It's been a joy working with you.
I thank my Secretary of the Treasury, Hank Paulson; and the Secretary of Housing and Urban Development, Alphonso Jackson, for taking the lead in helping people stay in their homes. I particularly want to thank the Chairman of the Finance Committee, Max Baucus; Senator Debbie Stabenow of Michigan; and Senator George Voinovich of Ohio, for sponsoring this legislation.
I remember calling you on the phone, telling you that I'm going to propose the same thing you are -- talked to George, as well -- and it's been a joy to work with you.
I want to thank Jim McCrery of the House, Stephanie Tubbs Jones and Rob Andrews. Appreciate you all being here.
I want to thank the staff who works hard at the Treasury and HUD to make this deal work. Appreciate your hard work.
In recent months, our nation's housing market has faced serious strains. Home values have fallen in many parts of our country. At the same time, many homeowners with adjustable rate mortgages have seen their monthly payments increase faster than their ability to pay. And now some homeowners face the prospect of foreclosure.
My administration has taken strong steps to help homeowners avoid foreclosure by making it easier to refinance loans. We gave the Federal Housing Administration greater flexibility to refinance loans for struggling homeowners. We helped assemble a private sector group of lenders, loan servicers, investors, and mortgage counselors called the HOPE NOW Alliance. This group has agreed on a set of industry-wide standards to help those with subprime loans refinance or modify their mortgages, so more families can stay in their homes.
The bill I sign today will help this effort by ensuring that refinancing a mortgage does not result in a higher tax bill. Under current law, if the value of your house declines and your bank or lender forgives a portion of your mortgage, the tax code treats the amount forgiven as money that can be taxed. And of course, this makes a difficult situation even worse. When you're worried about making your payments, higher taxes are the last thing you need to worry about. So this bill will create a three-year window for homeowners to refinance their mortgage and pay no taxes on any debt forgiveness that they receive. And it's a really good piece of legislation. The provision will increase the incentive for borrowers and lenders to work together to refinance loans -- and it will allow American families to secure lower mortgage payments without facing higher taxes.
With this bill, Congress has taken a strong step to address the turbulence in the housing market. Yet there's more work to be done. The Congress needs to pass legislation permitting state and local governments to issue tax-exempt bonds for refinancing existing home loans. Congress needs to pass legislation strengthening the independent regulator of government sponsored enterprises like Freddie Mac and Fannie Mae, so we can keep them focused on the mission to expand home ownership. Congress needs, as well, to complete work on responsible legislation modernizing the Federal Housing Administration, so that we can give the FHA the necessary flexibility to help hundreds of thousands of additional families qualify for prime-rate financing.
By taking these steps, we can help our homeowners -- and we'll help more Americans become home owners. We want people to have a place they can call their own. After all, it's an essential part of the American Dream. And we want that dream to extend throughout our nation.
I want to thank the members for joining us. I wish you all happy holidays. And this is going to make a happy holiday for many home owners. Thanks for coming.

Seller objects to a $900 settlement with lenders! Blames everyone for "Not doing their job"..




One for the books! A Short Sale in which the lenders agree to allow the sale of a home, a closing which can be completed in 30 days and a seller who decides to balk at the fact they must concede to the lender a whopping fee of ,drum roll pleeaazeee of $900 dollars.


Worse, the seller called to blame me as well as the attorney representing them for, are you ready, "NOT DOING OUR JOBS"..


After living in a home for over 1 year our seller has to finally vacate. Not too happily I must confess. They seem to want to prolong this insanity,I guess if you could why not?
The seller hasn`t made a single mortgage payment to the lenders, now faced with the harsh reality of vacating and compromising to the lenders a $900 check, the seller takes the "HIGH ROAD" and lays blame,nice,huh?

The conversation is as follows:

Seller: You folks didn`t do you`re job! I`m disgusted with you and the attorney!
Me: Are you kidding? You`re off the hook with the lender, the sale is finalized, you owe the lender $900 and you walk!
Seller: I don`t want to pay anyone,nor do I have the money!
Me: You haven`t made a mortgage payment in over a year!
Seller: I haven`t worked in over a year as well.
Me: Who`s fault is that?!
Seller: I couldn`t find a job. I don`t have anywhere to go!? What do I do now?
Me: I`m sorry for you`re circumstance, it`s time to move on. I suggest you beg,borrow or steal for the $900 to clear your name!
Seller: Clear my name? I owe everyone!

That was it! A seller who refuses to work, a home we finally sold and $900 in payments to the lender the seller flatly refuses to pay!
Some days it`s not worth waking up! Yesterday was one of them...