What do YOU do all day?

101 Things YOUR Realtor does…

1. Buyer consults
2. Buyer searches (MLS)
3. Shows Homes and other properties (drive, drive, drive!)
4. Contacts with lenders/ pre-approval
5. Phone calls to buyers regarding properties
6. Writing offers
7. Presenting offers
8. Writing addendums
9. Arranging for inspections
10. Attending inspections
11. Reviewing inspections with buyer
12. Writing addendums for inspections
13. Walks through prior to purchasing
14. Reviewing HUD statements prior to closing
15. Ordering Title
16. Reviewing preliminary title reports
17. Counseling buyers through the process, fielding questions and concerns.
18. Ongoing contact with other realtor (listing agent)
19. Checking in with closing agent
20. Checking on loan documents and time sensitive loan information
21. Handling negotiations
22. Keeping written records of the transaction
23. Cold calling
24. Marketing yourself
25. Photography of properties
26. Creating Virtual Tours
27. Market Analysis of properties
28. Pre-listing interviews
29. Listing consultations/presentations
30. Reviewing records (county, taxes, comparables
31. Previewing properties
32. Market research
33. Listing paperwork and input to systems
34. Ordering Signs
35. Marketing property
36. E-mailing, faxing
37. Market preparation advice
38. Installing lockboxes
39. Staging consults
40. Counseling sellers through the process and paperwork
41. Continual market evaluations of listings
42. Regular contact with buyers and sellers
43. Updating Mailing lists
44. Thank you gifts
45. Flyer designs and oversight
46. Delivering/restocking flyers
47. Online marketing
48. Continuing education classes, conferences.
49. Legal counsel as needed
50. Office meetings
51. Agent council
52. Motivational meetings
53. Office organization
54. Price adjustments
55. Brokers Opens
56. Open Houses
57. Print marketing materials
58. Developing business plans
59. Budgeting
60. Vendor interactions
61. Farming (mailing’s to designated areas)
62. Community Involvement and volunteering
63. Attending closings
64. Creative brainstorming for new marketing ideas
65. Writing adds
66. Placing adds weekly
67. Technical training and expenditures
68. Web site updating
69. Uploading listings to internet sites
70. Lunch’s and Dinners with clients
71. Review CCR’S
72. Public relations
73. Continual e-mail and voice mail returns
74. Calling agents for feedback on your listings
75. Safety preparation and plans
76. Handling rescissions
77. Client Appreciation events
78. Car maintenance
79. Ordering materials
80. Meeting with builders
81. Viewing developments
82. Handling referrals
83. Checking on vacant properties
84. Updating data base
85. Attending non clock hour classes
86. TV adds
87. Market Forums
88. Learning new forms
89. Read real estate related materials
90. Statistics
91. Calling on For Sale By Owners, Expireds
92. Keeping in touch with former clients
93. Meeting with broker
94. Being mentored/accountability
95. Daily review of MLS/Hotlist
96. Updating clients
97. Oversight of remodel projects (Flips)
98. Blogging, SOCIAL MEDIA
99. Community Events
100. Covering for out of town associates
101. Listening

Not to mention putting out fires, dealing with frustrations...the list is VERY LONG!

Should Listing agents come out of the Closet?

I am taking a risk by writing this blog post.

I bet you are wondering what in tar-nation is she going to say...

Well I hope you don't see this as unprofessional, or whining.

My intention is to educate the public.

You see...the majority...they think we list their house for free.

I am considering outlining my marketing budget at my listing presentations.

I think they need to know not only the great service we provide- but that is is very expensive for us, and WE ONLY GET PAID (and reimbursed ) if their home sells.

This leads me to a declaration. I hereby swear to you and the MLS universe that I WILL NO LONGER TAKE OVER-PRICED LISTINGS. I have made this promise before, but I am actually fully dedicated to keeping it this time. The just cost me way too much!!!

I think people deserve to know - in detail- that we are investing huge amounts of time and MONEY in marketing THEIR HOME. I think it would help elevate the respect that the public has for Realtor's and real estate agents.

I am going to go first. I am coming out of the closet and it feels weird, but here goes...

I spend close to 1,200$ a month to be a Realtor- and for (mainly) marketing homes. I make choices to do things such as ENHANCED Realtor.com, virtual tours, great website, all kinds of extra's. I can't believe I am doing this. I feel like I am standing in the grocery line naked! (bad visual)...

But WHY NOT? I think the average person needs to understand that we are in business for ourselves, self employed - in most cases certainly no benefits. We work all kinds of hours to accomodate other people's schedules, and yet for some reason the general opinion of us is quite low.

The skills to be a good agent are VAST and the job description has over 100 things that we do to service our clients- both buyer's and sellers.

We are highly skilled professionals with a huge out-go in a very risky marketplace.

One thing that GREATLY effects whether or not we re-coup our investment on behalf of sellers are the decisions that the sellers make, such as condition, presentation, PRICING, and more. These are decisions that need to be carefully discussed in a market where most homes are not selling.

Maybe you think it is tacky that I have come forward with this topic. I hope not. I hope you understand that people have every right to sell their home by owner, and if they choose to hire a real estate brokerage- I think they would actually think HIGHER of us if they knew how much we put into what we do- both behind the scenes and by paying our portions of marketing and the long list of expenses we have to BE PROFESSIONAL Realtor's.

I am so proud of what I do. I am grateful for the many things my broker provides me as well- and I am happy to give them the commision split because they do a great job providing me with a beautiful office, staff, equiptment, training, and so much more.

I do think the general public would benefit from understanding better how our industry works.

$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$$

Dealing with Distractions...

Many of us in the real estate business are multi-taskers by nature. However, when your schedule is not set in stone, like an 8-5 job is, there is room for constant distractions.

I bring some of this on myself, by having a mindset that I have a "flexible" schedule and the next thing you know, productive work is out the window and I am the go to person for all kinds of things.

I recently volunteered to spend some time with my neighbor's brand new puppy because she has a "real job". As I was playing with that adorable little thing at noon today, I thought to myself...here is one more distraction, albeit a fun one, that I have obligated myself to. This dawned on me when Duke, the 9 week old wired haired daschund had an accident and I stepped in it and had to clean up a rather poopey mess. It took 4 times longer than the potty break I signed up for. Not to mention I had to go change my clothes!

I would not trade "being my own boss" for anything, don't get me wrong. But in this highly competitive market, with less volume turning, it is important for us as real estate professionals to watch our boundaries and obligations.

Schedule some clear cut productive time at the office, and yes, schedule your time off! As it is, we have a list of over 100 things we do as agents from A-Z. Your time is valuable so feel free to say "NO" and "no thank you" and "I am not available". Stick to your guns.
Time is our most valuable commodity.

Persistence, Productivity and Perseverance all take TIME. Beware of time-wasting distractions. They may cost you!

Stuck in the middle with you...Dual Agency

Remember that old song?
"Stuck in the middle with you?"
How many times have you represented both sides of a transaction? It can be sticky, tricky business. It is very important that dollar signs don't get in the way of cautious careful and dual representation. BEFORE deciding to represent both sides, take a breath - and ask yourself if this is beneficial for all. If you have even the slightest doubt, consult your broker- or bring in a second agent. In most cases you will do just fine. But ultimately, when all is said and done- you want both parties to feel they had the best possible experience, representation and outcome.
As it is, we are in the middle in all transactions. Being in the double middle has both challenges and rewards. Be sure both parties have a clear idea of what dual agency is. As the mother of two sets of twins (now 21 and 13) I certainly seem to be a good negotiator. Seeing double, taking or not taking sides, playing fair, empathy...
Here are a few suggestions when choosing dual agency:

• Give them a clear choice up front for individual representation (my own suggestion) If they are comfortable with dual agency-
  
• Get EVERYTHING in WRITING...every small detail
  
• DISCLOSE, DISCLOSE, DISCLOSE
• Communicate OFTEN with both parties
  
• ASK if there are any concerns that have not been addressed
• After the deal, follow up with both parties and ask how things are going

Most people are wonderful and quite reasonable. But with the extra stress on people when they are buying and selling real estate, stay calm, cool, and professional. Be the glue, be the anchor, be the solution.

The Critical Importance of Self Care for Real Estate Agents!

I just returned from a week's vacation at Priest Lake Idaho. The quiet moments, serene surroundings and quality family time reminded me of how important it is for us to take good care of ourselves. I am speaking in this article to Realtors, and Real Estate Agents.
The past couple of years we have been beat up mentally, emotionally and financially in many cases.

Many of us are weary of the continual negativity in the press, dealing with desperate sellers, and a continual stream of people in financial difficulties. Now, more than ever it is vital that we have an actual PLAN for self-care. Here are some suggestions that I have found to help me rejuvenate in this challenging market.

• Daily Excersise
• Proper Nutrition
• Helping others, serving in the community or church
  
• Prayer, faith and encouraging fellowship.
• Inspirational and Motivational Reading
• HUMOR
• Regular time off
• Sit down meals with family
  
• Enjoying the outdoors, nature.
• Accountability
  
• Simplifying
  

Even when I was on vacation- my husband went to the nearby resort and got a newspaper. Guess what the headline story was? " Home Sales fall to an all time low in 11 years". Just what I wanted to hear when I was on the beach... NOT!

I suggest taking a personal inventory of your life and time. Is there anything that is taking more than giving to your energy? Is there an obligation you can delete? Do you need more time with your spouse, kids, or for your self? What floats your boat and builds up your spirit to be able to overcome the mental battle of swimming upstream in a down market?

September has always been a natural time for me to re-evaluate my life. I find it valuable to embrace the changing of the seasons, and make adjustments that will allow me to be more productive. Sometimes this means cutting out something, sometimes it means adding something.
You only have one body, one life, one family, one chance. Be good to yourself, and it will make a difference in all aspects of your life!

Realtor's Most Embarassing Moments!

I am going to change the name of the guilty because some of these stories are just TOO funny!

I am hoping you will share with us YOUR most embarrassing moment as a Realtor! These are just a few from my office (and me!)

• A guy in my office was showing a home we had toured earlier that day as an office. He was especially impressed with the master suite and could not get a hold of his clients fast enough to see this fabulous home. He left a message with the seller as indicated in the MLS, and was beaming when he was showing the great features of this custom home. As they walked down the hallway to the Master, he said" You are not going to believe your eyes!" ...Swung the door wide open and...You guessed it. Two teenagers who were obviously skipping school were sharing a little "afternoon delight". Mortified the naked teens began to scream bloody murder thinking it was some kind of home invasion. The clients were screaming, the Realtor began to laugh hysterically. BUSTED. He now has a habit of KNOCKING on every door he encounters -even in vacant homes. Imagine the post traumatic stress for everyone involved!
• I was new in the business. I got a call to show a million dollar home. I was super nervous! I offered to pick up the clients at their hotel. After viewing the home, they said they had to get moving because he was speaking at a conference at the hotel. OH DREAD. I had locked my keys in the car. I was so embarrassed. I had to track down my husband who was less than amused to fetch our extra keys and bring them to me while I was stuck making small talk in the freezing cold with these people, who I never heard from again!
• Dan is a distinguished fellow. He was showing upscale homes, when he told his clients he needed to use the bathroom and they could wait in the car. They didn't have the keys, so when he came out he said" Sorry to keep you waiting" He then realized Mr. Buyer was looking down at his feet. He glanced down to see a 4ft trail of toilet paper stuck to the bottom of his shoe. I mean, we all know it, and there is even a book out for toddlers that is called "Everybody Poops" but how embarrassing!!!!!!!
• My associate is a long time Realtor. He has some great stories and this is much better told in person, but he met with some sellers and, well, there home reeked of ciggy smoke. As he sat down to explain the market analysis he was fearing they might not like the valuation, so he cracked a joke. The seller started laughing so hard he began wheezing, and that made my associate laugh- and then the seller’s wife started laughing and then the BOTH began to COUGH and my associate was losing it and he looked down (TRUE STORY) and the DOG was coughing. This struck him so funny, because it was a home full of hacking smokers, and now the dog was coughing that he could barely regain control. He realized at this point that this was no longer funny but he could not stop laughing. Eventually they all quited down, and he resumed his speech about the house. He got the listing, and it eventually sold.

Keeping our sense of humor in this business is somewhat of a survival tool. I can only imagine there must be millions of funny stories in this business! In fact, I may write a book...

Why I dive for cats and you should too!

It was a cold and crisp fall day. The sky was bright blue and the deciduous trees were vibrant with various shades of orange and red. The ground was slightly frozen and I knew soon the leaves would all be gone, and winter would inevitably be here.

As I prepared for my open house, I made a mental note of how good I looked in my brand new Ann Klein suit. I carefully pulled on my new Nordstrom hose, and the heels I only wear when I want to make a first impression. I made my open house checklist: Professional attire: check, Signs for schlepping: check, sign in book: check, flyer's and cards :check, 16oz double Starbucks latte to avoid caffeine withdrawals in the 3 hours,: check.

I was looking forward to meeting some fresh new prospects as I rounded the corner of this distinguished neighborhood.

As always, I arrived 15 minutes early to greet my seller as they were leaving. She was hurried, but pleasant. She said, “ I only have one thing to tell you: DON’T LET THE CAT GET OUTSIDE OR YOU ARE FIRED”.

Alrighty then…

Your royal highness Sophie was “ locked” in the laundry room with all of her earthly needs met and there was a large note on the door. “ DO NOT OPEN THIS DOOR OR LET THE CAT OUT!” It was quite the feline executive suite I might add, including a kitty climbing gym, food, water, and a nice soft beddy bye.

As the open house guests began to pour in, I enjoyed meeting several new people and showing them the many features of this high end home. One guest was a neighbor who happened to leave me her phone number because she had relatives moving to town.

As I meandered through the house, I landed in the living room with a particularly slick looking couple asking probing questions about the house. There were a half dozen people coming and going. As we were looking through the large picture windows observing the newly landscaped front yard, I noticed- in horror-… her majesty frolicking in the grass. In mid sentence, I said…” EXCUSE ME, I have a little issue to address…ummm… BRB!”

At first I went to the laundry room, and you guessed it: DOOR WIDE OPEN NO KITTY.

Bounding through the front door nearly trampling the innocent newcomers who must have noted the crazed look on my face, I lunged after the cat and was flat on my stomach on the grass.( The ground was cold and hard, but the grass was still green enough to stain my new skirt.) She sensed my on coming nervous breakdown, and scampered off into the bushes bordering the neighbors house.

I quite literally DOVE into the bushes, while several open house lookers were gazing out the front window at me. With my derriere in mid air, I attempted to grasp the cat while the bush put a semi permanent scar across my left cheek bone, and my pewter hose were now accented with shades of brown on both knees. Although I am a church going Christian, I do recall mumbling a few four letter words, and none of them were "meow".

She ran. I now had a much more serious problem. I ran into the house and called the neighbor.

Umm…can you bring a search party over and help me find the missing cat? I am really in a bind, and you see I have people roaming around wondering if I am a nutcase and I need to catch this cat or I am in big trouble. She said she and her two boys would be right over. With the open house onlookers still wondering what was going on, we began to run around the yard yelling “ Here kitty kitty…”

A stroke of genius flashed into my mind…TUNA!

I ran into the kitchen with my semi bloody, muddy new look- and began to search the cupboards for tuna.

BINGO. Now I need to find the can opener. Rifling through the drawers, more people were coming and going, and the slick couple were still admiring the slate fireplace.

Breathless, I ran back outside with the tuna - nearly trampling the next set of open house lookers. Wordless- the neighbor boy pointed to the picture windows, and gawking at us from inside the house, were the slicks, a few others, and… you guessed it…the cat.

You have GOT to be kidding me.

The neighbor said…"Oh, yes- there is a dead ringer for miss Sophie in the neighborhood. Her suitor, who often admires her from afar." Those words “ dead ringer” took on a new meaning as I had a momentary lapse of sanity and visualized myself ringing the royal neck of the great Sophie.

Crisis averted.

With what I am not sure is humility or humiliation, I went back into the house, now smelling of the tuna that was dripping down my arms because I did not have time to drain it. How attractive I must have looked and smelled while apologizing to the slicks. (oh duh toilet albacore...a new fragrance?)

I put the cat back in the laundry room and put a CHAIR in front of the door. At that point I am sure the open house guests wondered if I was the one who should be locked in there!

Pulling myself together, I continued greeting people as if nothing happened.

You see, there are many hazards of this business and it never ceases to amaze me what is around the corner. It is actually one thing that endears me to real estate. I am never bored.

I truly care about what is important to my clients- and yes- I dive for cats and so should YOU!

(PS YES this is a true story!)

"Courting" Internet Leads is more Art than Science!

My business is split about 50/50 between:

• Category A: People I know and their referrals (50%) these are warm sources and
• Category B: Internet leads and online sources, and what I call cold sources (FSBO, Open House 50% and growing as I continually work on my online presence!)
  

With Category A, I have one way of doing business and keeping in touch.

• Mailings
• Phone calls
• Lunches
• Socializing

I have found after many successful of closings from online buyers that " Courting" Internet leads is an art- not a science. It takes some intuition to capture their attention and stand out above the other Realtors you know darn well they are in touch with at some level. Here are some things that I find works in my courtships that have led to engagement and ultimately to "consummate" the relationship with a transaction!:

• Assume they are cheating on you
• Think of these leads as a BLIND DATE, sometimes it works, other times...NOT!
• They are asking for an " open" relationship- you need a commitment
• Be patient, but not stupid
• Don't assume they are bad leads too soon
• Offer something of value, such as a relocation packet or to send them listings via e-mail
• Don't be pushy, but know your boundaries
• Know when to move on
• Politely ask for a complimentary telephone consult and ask them about THEM before giving them the agency speech
• Try to find a common denominator such as sports, kids...
• If a phone number is given, do call right away. Be engaging, thank them for visiting your site and get them on some kind of follow up routine. Hand written notes are a favorite
• ASK ASK ASK for contact info
• Get them on an automated drip e-mail so they keep seeing YOUR NAME
  
• You win a few- you lose a few
• All is not fair in love and Internet leads
  
• They have a fear of commitment -for good reason usually
  
• I DO NOT show homes to anyone unless they work with me exclusively, but it takes TIME and persistence to develop Internet leads
  
• They may be looking as far out as 18 months before buying. Have a long term plan to stay in touch.
• Be professional at all times
• Internet leads are people too!
• Don't rely solely on Internet leads- get out among the people and shake a lot of hands!
• Never, ever jeopardize your safety
  
• Patience, Persistence, Professionalism are required
• Like courting is real life, it requires a lot of "hand holding" before you get to first base!
• Many of my closed Internet Leads are now my FRIENDS!
  

I have made several wonderful transactions from Internet leads. And yes- I have had a few go south on me. I am learning as I go to treat each one as potentially valid until I learn otherwise. I am careful with my time on these, and so far- so good!

You're So Vain

This is going to be one of those "Gee, why don't you tell me how you really feel posts?!"

Question: Should I have my photo on my house/yard signs?

(My) Answer: Absolutely NOT.

Here is my reasoning behind my very opinionated answer.

• It is not about YOU. It is about the HOUSE.
• Nobody cares what you look like (ouch did I say that out loud?)
• You may not be as good looking as you think you are.
• Somebody who looks like you may have recently been featured on Americas Most Wanted.
• You may lose weight and want to throw darts at your sign.
• You may start a following of weirdos who think you are sexy.
• You may cause an accident when your high school sweet heart drives by.
• You may become the target of color experts debating on whether or not you are a "summer".
• People may actually think you look like that.
• Somebody might walk by and draw a mustache on you.
• Your butt does look big in that suit.
• Would you want some ones picture plastered in front of your private property?

TRUE STORY: There is somebody in my general location that sports a FULL BODY size sign in front of their listings wearing her 1982 beacon red suit with extra wide lapels. I can no longer drive down that road--which happens to be an arterial-- because my children start "nerping" and pointing at her sign and I nearly drive off the road. What is nerping you may ask? Nerping is laughing until you cry at something that is not even funny. Laughing at nothing, and/or laughing until you make yourself sick.

I realize I may have offended somebody, but I think somebody has to bring this tacky practice up for discussion. I am guessing that Realtors do this because they think they look like such a trustworthy top producer that everybody who drives by is going to say: "Honey, we should fire our slimeball good for nothing agent and hire that nice lady who looks like she just walked out of church."

Or..."Dude, that chick is hot and I bet she even knows how to text so I am going to see if she can find me a place to crash."

Ok. Here are a few more comments and then I will lay my case to rest.

• Your name and agency should speak for themselves.
• I don't see any of the top agents in my area doing this.

If you do have your photo on your signs and you can tell me how wrong I am about this, don't be afraid to speak up! Let me have it! I can take it. And if you change my mind about this, I will literally send you a picture of myself on a coffee cup or maybe even a magnet!

Parting thoughts: There are plenty of places where your picture should be, but trying to

upstage the house you were hired to sell is not one of them. I am a huge believer in marketing yourself. Just not in on the yard sign please!