Don't Be An Open House Fool

Weekend open houses have always been a tool utilized by agents to drive potential buyers into their listings and to meet new clients. Sellers are happy their home is being marketed, and the listing agent is getting exposure to buyers. It was a win-win.

Recently I have noticed a disturbing shift in the Modesto and surrounding areas though when it comes to buyers attending open houses. Attendees are standoffish, reluctant to share even the most basic of information with the host and not asking any questions about the property they are viewing. To make the most of your time viewing open houses, follow the following 4 tips to maximize your experience and not be an Open House Fool.

1. Make an Entrance When you arrive, the host agent will likely introduce themselves to you. Introduce yourselves back. You know- like how your mom taught you when you were 5. The host is not going to bite or turn into your own personal stalker. I promise. I can’t tell you how many times I have introduced myself to an open house attendee only to be brushed off and not given the courtesy of a reciprocal introduction. Not only is it rude, but it is unnecessary. It tells the host that you are not an interested buyer in the home so they will likely focus their attention on other attendees, leaving any questions you may have unanswered while they attend to other parties.
2. Make Your Intentions Known If you’re a nosey neighbor, just say so. It does not bother the host to chat with neighbors. If you hide it, they will be able to tell anyways (trust me, we can tell) and it just makes you look silly. If you have an agent already, that’s great! Let the host know that too. You can even tell them who it is- they will likely know each other already which may help you if you end up making an offer, which leads to number 3.
3. Make a (good) Impression If you are even semi-serious about the house, take some time to endear yourself to the host agent. When your offer is presented to the seller the agent will be able to personify your offer to the seller that may make them more apt to accept your offer over someone else’s. Conversely, if you are rude, terse, and short with the host and spend the time you are there bad-mouthing every feature of the property and the seller’s belongings that may not bode well for you at the negotiation table either.
4. Make it an Opportunity If you are new to your home search and do not yet have an agent, an open house is the PERFECT opportunity to casually interview and assess several agents in a short amount of time. You can ask questions, chat with them, see how well you connect and even watch them in action with other open house attendees. Don’t be afraid to let them know you are looking for an agent, and definitely do not be afraid to ask questions about anything real estate related. Consider it a job interview on your terms.

Ultimately the open house can be a great tool for buyers if used properly. Just remember- mind your manners, the host agent will not turn into your personal stalker if you chat with them, and take advantage of the learning opportunity in front of you and ask as many questions as you can.

Attitude is Everything

Picture this: You have lived in the same house for a decade. The family is growing and it is time to move up. And it is a BIG move with BIG financial implications. You hire a Realtor and begin your search. In a short time you find what you think will be your dream home- 5 bedrooms, 4000 square feet and lots of upgrades. But there's a "but". It has been on the market for almost a year. In this market. There must be something wrong with it, right?

You task your agent to get the answers to a list of questions- why hasn't the seller accepted an offer yet? How many offers have been made? Why don't some of the sprinklers work? Why is the carpet worn in a strange pattern on the stairs? All of these questions are completely valid, especially when you're going to be spending more than half a million dollars.

Since the house is vacant and there is no direct contact with the owner, your agent has to turn to the listing agent to glean as much information as possible to make you comfortable enough to make an offer. The listing agent is much like a gatekeeper of information- they will either already know the answers to your questions or will go back to the seller and get the answers and relay them back to your agent.

But what if they don't??

Well, as you can probably tell by now I am in this situation with clients. And unfortunately the listing agent is completely unwilling to give up any information the buyers are asking for. When I asked him how many offers had been made and when was the most recent one made, his response was "that shouldn't matter to the buyers or effect their willingness to purchase the property". HUH? It is a simple question that should yield a simple answer. When asked about the sprinklers and the carpet, his answer was "the buyer needs to investigate that through inspections once an offer has been accepted". Wait, what?

His attitude and affect towards my buyer's concerns is so negative and unhelpful it is no wonder this house is still for sale. So, in thinking about this at length, I have to conclude that his terrible attitude towards cooperating agents MUST be a contributing factor in the house sitting on the market for so long. I know for certain his attitude has effected my client's willingness to purchase the home. His evasiveness is making them uncomfortable, and when spending a large amount of money being comfortable is paramount.

What is the lesson here? If you are a seller, it DOES matter what kind of attitude your agent has when representing you. You have to remember- they are your voice to the other side of the transaction, so their attitude and way they portray you can not only make or break a deal, it can cost you money.

Pictures: Your Agent is Doing it Wrong

I have been brewing up a rant for a while now about something that is at the top of my list of professional pet peeves: terrible pictures of listings. It is bordering on an epidemic and I honestly can’t take it anymore. The time has come to say what few have the guts to say. YOUR AGENT IS TERRIBLE AT TAKING PICTURES. It doesn’t matter you say? Keep reading.

 

Picture yourself in a position of needing to sell your home. You don’t know who to call, so you ask some friends for referrals and call around to a few local offices. You take the time to meet with more than one agent to pick just the right person for the job. After much deliberation you choose one- they come over and sign the listing paperwork with you- then THIS happens: Out comes their phone to take pictures of your house. That you just signed an agreement to pay them TENS OF THOUSANDS of dollars to sell.

 

Ruminate on that for a bit, and let’s back up for a second.

 

Our market is changing. We have more inventory than we did a year ago, so we are returning to a much more normal market. People have equity, there are more regular (equity) sales than there are not, and there are more homes for buyers to choose from. Where are buyers looking for the homes they are deciding to look at? The internet. What are they looking at to determine if they want to see a certain home? THE PICTURES!

 

 Ok so back to you and your house for sale. A six percent commission on a $200,000 home is $12,000. TWELVE. THOUSAND. DOLLARS. And for your money, you get this. 15-20 sideways, poorly lit, blurry pictures of your house all over the internet.

 And by all over- I mean ALL OVER. Trulia, Zillow, Realtor, Movoto, Redfin, plus all of the individual local company websites and their international franchise websites. Your sideways pictures are viewable by the family relocating from Calgary to Ceres (that actually happened to us recently). Pictures are important to those people!

 

Then there’s my personal favorite. The “I-almost-forgot-to-take-a-picture-of-the-front-of-your-house drive by photo”. Who needs to actually get out of the car?? I, for one, think it is really important for potential buyers to see your door frame and side mirror.

 

 

Now let me be clear on a few things. First, bad pictures will not cause your house to NEVER sell. It will sell eventually- but maybe not for the price you originally thought it would, or it may take longer to the extent that it affects your ultimate goal you are trying to accomplish in moving. Secondly, bad pictures do not indicate that your agent is inept at representing you. All I am saying is that they are inept at marketing your home, and, in my opinion, lazy and therefore more apt to cut corners later.  Lastly I feel it important to note that all of these pictures were found in one short browse through our local MLS of active listings. It took me about 30 minutes and I ended up with way more photos than I had room for in this blog. This leads me to my next point.

 

EVERY SINGLE BUYER we have worked with in the last six months has complained to us on a regular basis about the (lack of) quality of the property photos available to them. They are not expecting professional photographer grade photos- all they want is for them to be straight, well lit, clear (not blurry), and not of just the occupants furniture! I promise you with 100 percent certainty that if your pictures met the (simple) criteria mentioned above, buyers would not pass up seeing your home before they look at all of the other homes available that have far more appealing pictures.

 

And before you say anything, I know what you’re thinking. Your agent is thinking the same thing. “Well my iPhone 5S has the best camera… yada yada yada”. Sure it is great at taking pictures of your latte, your fancy dinner and your kids baseball practice with that cool sunset in the background. You know what it is not good at?

This.

 

Or this.

 

And, to be perfectly honest, I have absolutely NO idea what this picture is. The garage? A laundry room? Your guess is as good as mine.

 

So after you sign that listing agreement- and the cell phone comes out for pictures- ask yourself if you trust that the agent you are hiring for the job has the right marketing strategy for your home, and will not continue to cut corners throughout the process. Or better yet- before you sign- while you are interviewing agents ASK them how they will take pictures, and ask to see other listings they have or that have sold recently so you can see what they have done for other clients. After all, you are HIRING someone to do a JOB for you, so why would you want to sell yourself short by choosing someone who is not willing to do the job correctly?

Eight Ways To Bolster Your Appraisal

With historically low interest rates and rising property values, many homeowners are trying to refinance their mortgages. Often the most stressful part of the process is the appraisal. If you are in this situation this article we found on Reuters may help you out. Below are what they cite as the eight ways to help the appraised value of your property. (Source ) While all of these may not apply to your specific property or situation, we found the information really helpful. If you are curious about your home's value for either sale or refinance, do not hesitate to contact us we would love to help you out.

Here are eight ways you can bolster your appraisal:

1. MAKE SURE APPRAISER KNOWS YOUR NEIGHBORHOOD

Is the appraiser from within a 10-mile radius of your property? "This is one of the first questions you should ask the appraiser," says Ben Salem, a real estate agent with Rodeo Realty in Beverly Hills, California. He recalled a recent case where an appraiser visited an unfamiliar property in nearby Orange County and produced an appraisal that Salem said was $150,000 off. "If the appraiser doesn't know the area intimately, chances are the appraisal will not come back close to what a property is really worth."

You can request that your lender send a local appraiser; if that still doesn't happen, supply as much information as you can about the quality of your neighborhood.

2. PROVIDE YOUR OWN COMPARABLES

Provide your appraiser with at least three solid and well-priced comparable properties. You will save her some work, and insure that she is getting price information from homes that really are similar to yours. (For this info we suggest you call a local Realtor to help you out so you can give the appraiser the most accurate data available).

 

3. KNOW WHAT ADDS THE MOST VALUE

If you're going to do minor renovations, start with your kitchen and bathrooms, says G. Stacy Sirmans, a professor of real estate at Florida State University. He reviewed 150 variables that affect home values for a study sponsored by the National Association of Realtors. Wood floors, landscaping and an enclosed garage can also drive up appraisals.

4. DOCUMENT YOUR FIX-UPS

If you've put money into the house, prove it, says Salem.

"Before-and-after photos, along with a well-defined spreadsheet of what was spent on each renovation, should persuade an appraiser to turn in a number that far exceeds what he or she first called out."

Don't forget to highlight all-important structural improvements to electrical systems, heating and cooling systems - which are harder to see, but can dramatically boost an appraisal. Show receipts.

 

5. TALK UP YOUR TOWN

If your town has recently seen exciting developments, such as upscale restaurants, museums, parks or other amenities, make sure your appraiser knows about them, says Craig Silverman, principal and chief appraiser at Silverman & Co. in Newtown, Pennsylvania.

 

6. DISTINGUISH BETWEEN UPSTAIRS AND DOWNSTAIRS

Many homeowners covet that refinished basement, but that doesn't mean appraisers look at it the same way. "Improvements and additions made below grade, such as a finished basement, do not add to the overall square footage of your house," says John Walsh, president of Total Mortgage Services in New York. "So they don't add anywhere near as much value as improvements made above grade."

According to Remodeling magazine, a basement renovation that cost $63,000 in 2011-12 will recoup roughly 66 percent of that in added home value. That's not as good as an attic bedroom, which will recoup 73 percent of its cost. Even similar bedrooms typically count for more if they are upstairs instead of downstairs.

7. CLEAN UP

Even jaded appraisers can be swayed by a good looking yard. "Tree trimming, cleaning up, a few flowers in the flower beds and paint touch up can all help the appraisal," says Agnes Huff, a real estate investor based in Los Angeles.

That advice holds true indoors, too. "Get rid of all the clutter in your home," says Jonathan Miller, a longtime appraiser in New York. "It makes the home appear larger."

8. GIVE THE APPRAISER SOME SPACE

Don't follow the appraiser around like a puppy. "I can't tell you how many homeowners or listing agents follow me around in my personal space during the inspection," he says. "It's a major red flag there is a problem with the home."

And while you're at it, make the appraiser's job as pleasant as possible by giving your home a pleasant smell. At a minimum, clean out the litter box. Baking some fresh cookies and offering him one or two probably won't sway your appraisal, nor should it. But it couldn't hurt.

Stagnant Agents + Changing Market = Frustrated Buyers

Just in case you have been living under a rock for the past 9-12 months, we have a serious lack of inventory in Stanislaus County- like a month's worth or less. Because of this the job of a buyer's agent is changing, and what may have worked in the past is not working anymore. The result is overworked agents and extremely disappointed and frustrated buyers.

Fast forward to yesterday when I read a Facebook post by a lender friend of mine asking what agents are doing these days to get offers accepted for their clients, because he has a lot of pre-approved buyers looking but they aren’t having much luck getting an offer accepted.

There were some really great responses by other Realtors- which got me thinking:

AS A BUYER, HOW DOES YOUR AGENT  AFFECT YOUR ABILITY TO GET YOUR OFFER ACCEPTED IN A COMPETITIVE MARKET?

Despite what many buyers think, their agent has just as much to do with their ability to successfully buy a home as the dollar amount they offer the seller. Here is some of what I see are the "best practices" your agent should be using to get your offer accepted:

• Your agent should be advising you to put yourself in the best position possible to get your offer accepted. If you come to them as a new client assuming you can ask the seller to pay all your closing costs, and they do not tell you otherwise and instead help you find a way to get the money another way they are not giving you very good advice. You are going to write offer after offer and likely not understand that is the ONE thing holding you back from getting an acceptance.

•  Your agent should be encouraging you to look at homes priced below the max you want to spend. If they are encouraging you to only look at homes that are at or above your max they are setting you up for more disappointment. If you are only willing to spend $150,000, you should be looking at homes that are $140,000-$145,000 so you can offer MORE than asking price. Not less.

• If you come to your agent as a new client with a preapproval from a lender they are unfamiliar with, they should be encouraging you to get a second opinion or explore alternative loan programs. Our market is changing- and with it so is the lending market. There are more programs out there now with low down payments besides FHA!  Your agent should be telling you this; because changing loan programs may cut down on costs so much that you can afford $20,000 more in house and afford to “play the game” when it comes to making offers above asking price.

• Lastly, are they a true professional? Honestly, this is probably the most important point on this list. It really, really matters how professional, courteous and respectful your agent is with the SELLERS of the homes you are looking at. Rapport matters! If you as the buyer and your agent are kind, polite and take a minute to build rapport with a seller when given the chance it will carry you MILES when they are looking at a pile of nearly identical offers. THEY WILL REMEMBER YOU THE SAME WAY THEY REMEMBER THE AGENT WHO WAS LATE AND/OR WAS SHORT AND UNFRIENDLY TO THEM!  Also, it really, really matters what kind of relationship your agent has with other agents in town. Having solid, long-standing trusting relationships with other agents does help to get offers accepted. If your agent is rude, unprofessional and/or has a reputation of not playing well with others it is most definitely going to hurt you. I should note here too the same goes for your lender! If you have a lender with a bad reputation it will make your offer get flat- out rejected the majority of the time.

If you are shopping for a home and you are already working with an agent, ask yourself if they are doing any or all of these things to create the best possible scenario for YOU. The market is changing. Is your agent changing with it?

Having Trouble Getting Your Offer Accepted? Try Writing A Letter!

Let's be real- writing a thoughtful letter to someone to get what you want is not a new idea. In fact, it has been happening in real estate for quite some time but hasn't been incredibly prevalent.

With our inventory woes in Stanislaus County buyers are getting creative- and it is working.

In our most recent short sale, we received multiple offers as we expected. The offers were largely similar in price and terms- but one stood out from all the rest. It included a very thoughtfully written personal letter from the buyer to the seller. In it she thanked them for allowing her to see their home and elaborated a little bit about her individual situation and the difficulty she's had finding a home. It touched them so much it persuaded them to accept her offer over the others we had received.

A personal letter accomplishes a couple things- first, it builds rapport between you and the seller. It puts a "face" to the name on the contract and enlightens them to your situation. Many sellers were at one time in the same situation and can be extremely empathetic. Secondly, since many sellers make decisions from an emotional standpoint rather than an empirical or strictly financial standpoint so having that rapport with them can give you that emotional edge that you need for them to select your offer over the others they have received.

Of course if you are writing an offer on a bank or corporate owned property this tactic will not be nearly as effective. But, as our market is turning around and there are more traditional equity sellers it is definitely something you should consider when you make on offer on your dream home.

If you are ready to start your search, visit our website www.LivingModesto.com or give us a call at 209-614-3303 or 209-505-3297. We look forward to hearing from you!

Why It Pays To Hire A Realtor When You BUY A House

It Pays to Hire a Realtor.

Sounds pretty cliché, right?

But actually it’s true.

I think it is pretty obvious to most people that hiring a Realtor to sell your home has its advantages- but in this blog post I am going to talk about why it pays to hire a Realtor when you buy a home.

The reasons are actually pretty simple.

As the buyer, it doesn’t cost you anything to use a Realtor

 Most people don’t know how I get paid when I sell them a house. At some point they will awkwardly ask me “uh, so do we have to pay you?”. The answer is always “no”. 99% of the time in real estate the seller is who pays the commissions to the agents. One argument against this point is that if there are no agents involved it costs the seller less money to sell and then may offer the home at a lower price to the buyer. Why is this wrong? If there is any money left on the table, trust me it will go in the seller’s pocket- not in the form of a discount for you.

Realtors have access to the most up-to-date information

Since the internet became the main staple for home-searchers many people think they can go online and in an evening find their dream home. While there are some great websites out there- there is something that almost nobody understands about that information. The platform Realtors use to “list” homes is called an MLS (Multiple Listing Service). The other websites that feature homes for sale get their information from the local MLS through something called an IDX feed. The accuracy and frequency of the updates of the information though is determined by the third party website. What this means is that what you are seeing may not be very current or accurate information because they can display it in ways that they see fit. In essence, if you are relying on those other sites for your info you will waste a lot of your time and likely get your hopes up over homes that are no longer available or not even for sale.

Your Realtor will hold the seller accountable to their disclosure duties

When you sell a home you are required by law to disclose certain things to the buyer. Most sellers (and definitely most buyers) have no idea what all those things are. It is the job of the agents to ensure that the seller makes the disclosures and that the buyer understands the disclosures.  Not knowing what the seller is obligated to disclose to you may cause you to buy a house that has major issues and/or defects that you can’t easily see, such as roof leaks, plumbing or electrical problems, flooding or drainage problems or even a past death on the property.

Your Realtor will ensure you get the right inspections

Along with the disclosures, buyers need to conduct their own inspections of the property. Not every property needs every kind of inspection though so it is important that you have an agent to guide you on what to get and find you the right professional to do the job for you. A proper inspection can help reveal issues that even the seller may not be aware of.

Not everyone is a candidate to buy on their own

If you are a seasoned investor and a friend calls and offers to sell you a house at a bargain, you will likely jump at the opportunity- and rightfully so. This is not the instance that this blog post is in reference to. When you have never bought an investment property and you still live in the only house you’ve ever bought 20 years ago, you are most definitely NOT a candidate to buy a house without representation. There is a litany of things that can go wrong that can cost you thousands and may land you in court.

You can’t rely on the escrow company to guide you

There is a misnomer with a lot of people that the escrow officer will help a buyer and/or seller with contracts. The inherent purpose of the escrow holder is to be a neutral third party between the buyer and seller. For this reason, they cannot get involved in the drafting of contracts and addendums and they cannot give advice on what either buyer or seller should sign or not sign. So if you are buying a home without representation assuming escrow will help you- you may be surprised (and feel a little lost) when they tell you they can’t help you.

 The bottom line here is this- know yourself. If you are the type of person who can’t buy a pair of shoes without guidance from your best friend you probably shouldn’t try to buy a house without the representation of a Realtor. A good realtor will give you their objective opinion and really help guide you in the right direction to protect your interests and your wallet.

If you are ready to start looking for a new home, call us today! We look forward to getting to work for you.

Fiscal Cliff-Dive Averted?

Unless you live under a rock or are just waking up from your New Year's Eve hangover you have undoubtedly heard that congress came to an agreement to help avoid the so-called "fiscal cliff".

The most notable aspect is the extension of the mortgage debt forgiveness. This was a temporary loophole in tax law that allowed for certain homeowners to be exempt from federal income tax on the amount of debt forgiven through short sale, foreclosure or loan modification. The new deadline is January 1, 2014.

The potential tax ramifications to most homeowners of paying income tax on an additonal $100,000 or more in income is pretty crushing for most people- and this is on top of whatever other financial burdens and hardships they are having. While this may not be the best news for our nation's deficit, it may be a step in the right direction to get our economy back on track.

This also comes as a relief to sellers who are in the process of completing a short sale on a home but weren't able to close before the end of the year.

If you are thinking a short sale may be the right option for you, call us today for a FREE no obligation consultation! We will help you look at your options and decide what is right for you.

Why It Is Not As Hard As You Think To Sell Your Home During The Holidays

 

In all my years in real estate one of the most common things I hear from potential clients starting around mid November is "I want to wait until after the holidays to put the house up for sale". Granted, it is easy to assume that it would be better to do it that way- but here are the reasons why that assumption can be wrong.

 

1. Buyers are more serious

Most importantly, the most motivated buyers will continue to look over the holiday season. People who really need to or want to buy will continue to look regardless of what parties they are invited to and how much shopping they have left to do.

 

2. Less inventory available for the serious buyers to look at

Many people will take their home off the market and/or wait until January to list. In a market such as in the Modesto area where there is already a shortage of homes for buyers to look at this can pay off for those who decide to list. Less homes for buyers to look at means more buyers looking at your home, more offers and potentially more money in your pocket.

 

3. Homes are more appealing when decorated for the holidays

When your home is warm and cozy with a fire lit, cookies baking, and twinkling lights it will, by default, create a more emotional  and warm environment for potential buyers. Making them feel at home and nostalgic in your home will definitely result in offers.

 

4. Buyers have more time to look during the holidays

Most everything else slows down during the holidays- kids sports activities slow down, kids are on vacation from school, buyers may take time off work to spend time with family. During this down time the motivated buyers will definitely have more time to come see your home and can also be more accommodating to your schedule too.

 

5. Sell now, close later

Once you accept an offer on your home the most arduous part of the process for you is likely over. After the buyer is in contract you no longer have to worry about taking the dog for a walk so an agent can bring clients by, or that someone might show up while you're trying to make dinner. Once the offer is accepted all of the inspections will be scheduled in advance and with your Realtor's help you may not even need to be there! So if you list in early to mid December, accept an offer within a week, you can cruise through the 'holiday weeks' knowing that you have until mid-January (or later) to move out. The time periods are negotiable, so don't be afraid to use that to your advantage.

 

6. Tax implications

If you are doing a short sale or selling an investment property, there may be tax benefits to closing escrow during the calendar year. For specifics be sure to consult a qualified tax professional or an attorney.

 

If you are thinking about listing your home now or in the future, be sure to give us a call TODAY! Let us help you get a jump on your competition and put our knowledge and hard work to work for you.

Change Is In The Air!! Exciting New Announcement!

 

 

 

Hello Friends!

 

As 2012 comes to a close- I have some very exciting news! Effective today December 5 I am officially an agent with Re/Max Executive in Modesto! For those of you who have known me for a while you already know that I previously worked at Re/Max in 2005 and 2006 before moving to PMZ.

 

Why the move back, you ask? Well it is pretty simple- my longtime friend and associate Margeley Bernal and I have teamed up to form a powerful, experienced duo to maximize service and dedication to our respective client bases. Margeley and I bring a combined 15 years of experience to the table, offering you the best we both have to offer. Both of us are well versed in all aspects of residential real estate- from first time homebuyers to investors to the difficulty of short sales so you can be assured that your priorities are our priorities and you will get the best service possible.

 

Margeley and I will continue to cover all areas of Stanislaus County including Modesto, Ceres, Turlock, Riverbank, Oakdale, Salida, Waterford and Empire. Our coverage also reaches parts of San Joaquin County including Ripon, Manteca and Tracy.

Over the next several weeks we will be rolling out our brand new website and sending out some more notifications about the details of our partnership. We are both super excited to be working together and cannot wait to get started working for you!

My updated contact info:

Re/Max Executive

3425 Coffee Road

Modesto, CA 95355

phone (still the same) 209-614-3303

email (NEW!!) laceylfisher@gmail.com