Real Estate Survival

April 15, 2008

The latest statistics are out on the Local Market:

The median sales price for a house in Taranaki eased to $253,500 in March from $265,000 in February (March 2007: $260,500). 155 houses sold, down on the 188 sold in February (March 2007: 264).

 

 

COMMENT:

At Harcourts we are travelling exceptionally well -  acheiving in excess of 50% Market Share in New Plymouth for March. This market will be the make or break of many real estate companies – Harcourts is excelling. Why? We work very closely with our vendor clients to ensure they come to the market in the best possible manner through presentation and marketing.

Our other offices in Taranaki:

Bell Block

Inglewood

Stratford

Hawera

………….. are acheiving record sales. We often say at Harcourts – we sail well in light winds.

We beleive that many real estate companies will continue to close their doors in this lower volume market. Professionals and First National have done so in Napier, and many more are about to.

28 houses sold in the Taranaki Country region in March (February 2008: 25; March 2007: 51). The median price eased to $212,500 (February 2008: $220,000; March 2007: $160,000).

The median sales price for a New Plymouth City house rose to $340,000 (February 2008 & March 2007:$320,000). 62 houses sold in March (February 2008: 101; March 2007: 113).


A Buyers Checklist

April 14, 2008
Buyers Checklist

Confirm your finances

Talk to a mortgage broker, bank or financier so you know how much you can afford to spend. Take into account extra expenses needed to cover moving, insurance etc.

Make a list of requirements

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Break your list into “must have’s” and “nice to have’s”. For example:
Must have … 4 bedrooms and be close to public transport.
Nice to have … fully fenced and low maintenance.

Research areas and prices

Use the internet (www.realestate.co.nz), local papers and real estate publications to investigate prices and housing styles in different areas. The internet is particularly useful if you are moving between towns.

www.realestate.co.nz is a New Zealand-wide website and the official property directory of the Real Estate Institute of New Zealand.

For our local market look on www.taranakiharcourts.co.nz and see what we have to offer.

Decide where you wish to purchase

Take into account affordability, transport, schools and family lifestyle. Be flexible with your area selection.

Property Title

Check what type of title the property has: freehold, leashold, unit title, cross lease.
With leasehold properties, check how long the lease has to run and the annual ground rent.
With apartments or terraced complexes, check whether the property has a Body Corporate and any associated fees.

Specialist Inspections

If you are serious about a property but unsure of structural issues, arrange for a building inspection by a building inspector or qualified tradesperson.

Auctions

Register your interest with the real estate agent in advance.
Arrange your finance in advance; if you are the successful bidder, the contract will be unconditional.
Make sure you have the finance available to pay a deposit on auction day.
Talk to the real estate agent to make sure you understand the auction process.
Carry out any necessary checks before the auction.

Use your solicitor

When you make an offer on a property, make sure a copy of the contract is sent to your solicitor. Follow their advice.

Deposit

When an agreement has been reached by both buyer and seller, a deposit will be payable. This is usually around 10% of the purchase price. Deposits are held in the real estate agent or lawyer’s trust account for a minimum of ten working days.

Final inspection

You have right to make a final inspection of the property prior to settlement to ensure it is in the same condition as when you first inspected it. This can be arranged through the real estate agent.

General Features to Consider

Positive features:

  • sufficient storage space in kitchen, bedrooms and outside
  • level floor and sound piling
  • good water pressure (turn on the taps and shower, flush the toilet)
  • insulation (check for insulation batts in the roof, ceiling and walls)
  • which fixtures will remain (eg heaters, carpets, dishwasher).

Negative features:

  • traffic/airplane noise
  • house movement (revealed by cracked window sills or walls)
  • dampness (can be detected by smell and/or mildew)
  • leaking roof (check the wallpaper and ceilings for stains, ensure the iron is not rusty or tiles decayed)
  • zoning restrictions (check with the local authority)
  • potential flooding/slipping (check aspect of neighbouring land, banks, streams)
  • old electrical wiring
  • structural defects (check for dry rot and borer).

10 Things That Keep Homes From Selling

April 11, 2008

1. I have listed many homes and often times relate the same information over and over regarding the de-cluttering of the home as we home staging professionals call it. Basic 101 staging info is to de-clutter and clean up. Get the home ready. I am shocked at how many people just don’t understand why the home has not sold when it is an absolute wreck.

Has your realtor used the “de-clutter” word with you more than once? This is a professional form of saying “clean up”. Take a look around. If in doubt, ask a very close friend to come and help you clean up one day. They are more likely to tell you what needs to be cleaned up and cheaper than a cleaning service.

2. Unmade beds do not a great showing make. Sure, you gave your realtor a key to show your home but, you never make your beds when you leave each morning. You may fall into the “24 Hour” category. These are people who need a notice to get the home ready to show. Discuss this with your realtor. You may end up cleaning you home all night on a Tuesday for it to be shown on Wednesday but, I bet it shows better clean and you ‘ll now have a clean home for weekend.

3. Closets do count. Get your closets in order and arranged neatly. This does two great things at once. For one, people can see how much closet space you have and two, neat homes sell better!

4. Let the light in. I know, I love my dark bedroom for popcorn and movies in bed too ,but it doesn’t show well. Open the draperies, turn on the porch lights at night ,and liven things up a bit. Dark rooms are depressing and sell likely to be as appealing, as a bright a airy room.

5. LEAVE! No one likes to view a property with the homeowner at home. I once had a homeowner that refused to leave. She insisted she be present at every showing. Finally, I had her agree to stay in the yard. She still came into the home. Homeowners make viewers nervous and uneasy about opening cabinets and doors. My theory is if you want to leave this home forever you can get out for 30 minutes.

6. Clean up the Yard. Curb appeal is everything. Yes, your house is just precious inside and you have repainted and taken down that 1987 wallpaper but, have you considered your yard? Keeping a yard up throughout the selling process is part of the marketing plan. Don’t expect your realtor to work miracles on their end if your not holding up yours. Keep yards neatly manicured at all times. Half of the people who go see your home have already ridden by it once or twice.

7. Be available. Going out of town for a month? Sickness in the family? Do you sleep late every Saturday? Be sure to notify your realtor. It’s hard to sell your home if they can not locate you!

Advise your realtor of what your schedule is like. If I know someone sleeps late on Saturday’s I always schedule their home to be shown last. That way, they are more likely to be gone, and have had time to clean up and prepare for the showing.

8. Get the dog out! Others may be intimidated by your precious little “Fido” or even licked to death. Be sure your take them with you or have them locked safely away. I have had people refuse to go into homes due to dogs and cats being on-site.

9. Smell great. Smell is a great way to get people interested. Just as you walk past a person in the mall and notice that they smell great people will notice the smell of your home.

10. Take a hard look all over again. If you have had your home listed with three different agents and it still hasn’t sold maybe its time to realize its not the agents! Something is keeping your home from selling and and I will bet it has alot to do with numbers 1-9 on this list.


Blowing Your Counter Offer

April 11, 2008

Whether we will admit it or not, we all think we are pretty clever. This can manifest in many ways. In real estate, it often happens when a seller blows their counter offer to a buyer.

A real estate transaction comes around in a time tested manner. The seller woos buyers until one is enticed enough to make an offer on the property for sale. The seller will rarely agree to this offer. Instead, the seller will make a counter offer that the buyer must then decide to act upon. This process can go back and forth a number of times depending on the particular issues being negotiated.

Although the offer procedure can bounce back and forth like a ball in a tennis match, the first return of serve by the seller is key, to wit, the first counter offer. More than a few sellers will make an awful mess of it and kill the deal. This often occurs because they are offended by the initial offer from the buyer. Instead of correctly viewing the situation as a business transaction, they view the offer as an insult to the hard work they’ve put into their home, their style and so on.

When this occurs, the seller gets that gleam of cleverness in the eye when preparing their counter offer. The goal is no longer to get a deal done. Now it is to zap the buyer back with an indirect insult. A classic approach that is not really particularly clever is to counter on price, but only drop the price by one to two thousand dollars. It is essentially a way to give the buyer the metaphysical middle finger if you will.

Alas, the emotional satisfaction of taking this approach with the counter offer soon passes. Reality sets in. The seller is expecting the buyer to “get serious” and make a “real offer.” Instead, the buyer does nothing. Why? The buyer has moved on to other properties! Yes, the seller has just chased off the only real prospect he’s had in a month or two in this ice cold real estate market. Clever indeed!

If you are going to be selling your home in this market, you need to accept some basic facts. It is a buyers market. This means you are going to get low ball offers. Everyone knows the market is slow. Divorce yourself from your emotions when dealing with this situation. Objectively evaluate the offer made and make a reasonable counter offer if necessary. The buyer has the leverage in this market, so figure out your bottom line and negotiate anything you can above it.


New Zealand economy sliding into recession

April 3, 2008

Here is an interesting article that i think everyone needs to read and understand, it could be doom and gloom but just take it in and appreciate where the country is at. This was published on www.wsws.org By John Braddock 24 March 2008

Bank of New Zealand (BNZ) economists warned last week that New Zealand was heading for a recession—and that it may already be there. One spokesman said the housing slump and global credit crunch had combined to form an almost “perfect storm”.

The drying up of available credit is continuing to put upward pressure on interest rates at a time when householders are already struggling with rising mortgage rates. At the same time, businesses are facing the prospect of rising debt servicing bills and the BNZ declared the impact of the credit crunch was only just beginning to be felt. The statement came the same day the share market dropped $850 million, or 2 percent, in value.

In a front-page article on March 7 headlined “Prepare for pain in the pocket”, the Dominion Post said that householders should “brace for prolonged pain as power and petrol prices rise, and with little relief in sight from punishingly high mortgage rates”.

Amid the catalogue of grim economic news, the Reserve Bank announced it would not consider a drop in interest rates until the second half of next year at the earliest, despite a housing slump and deteriorating economy. It warned that, due to world events, higher interest rates were “the new reality”. New Zealand already has the highest interest rates in the OECD; the current lending rate for house mortgages is running at 10.7 percent, up from 10.5 percent in February. In the past year alone, interest costs on a two-year mortgage have risen by more than 14 percent.

Last July, a visiting US economist predicted that the New Zealand economy was on a “death spiral”. The comments by Steve Hanke, fellow of the Cato Institute and professor at Baltimore’s Johns Hopkins University, came as the New Zealand dollar hit US80c, a record since it was first floated in 1985 and a rise of 27 percent in six months. It remains at the same level eight months later, crippling many exporters.

According to Hanke, to fight inflation the Reserve Bank hiked interest rates, but because New Zealand had higher interest rates than other developed countries and a small economy, it attracted a flood of capital from offshore where rates were lower, pushing up the exchange rate. He said this aggravated the inflation problem and the central bank then had to increase rates and start the whole cycle again. He concluded; “It’s obvious to everyone that this isn’t the paradise that everyone thought it was.” The Reserve Bank has hiked interest rates no less than six times since early last year.

The bank has now warned there is the potential for a severe downturn in house prices. According to figures released last week by the Real Estate Institute, prices, which are down as much as 10 percent this year, fell for the third month in a row in February. The institute claims prices are now at a “tipping point”—poised to go into reverse for the remainder of the year. The housing market has entered a slump, with sales volumes slipping to their lowest in seven years, while the time it takes to sell a house has risen rapidly to an average of 50 days. Deutsche Bank chief economist Darren Gibbs predicted that falling house prices were set to become a “significant drag” on the economy, and that the market was already sliding faster than the Reserve Bank expected.

Escalating financial pressures on working peopleAs the US-led international recession gathers pace, the economic shocks are impacting sharply on the daily lives of working people in New Zealand, like those of their counterparts around the world. No-one remains unaffected, with most households facing deepening concerns over their budgets, household expenses, mortgages and financial security. For ordinary people, the daily and weekly struggle to make ends meet has taken an ominous turn, with recent indicators revealing rising prices hitting basic household items.

According to figures released last week by Statistics New Zealand, food prices rose 5.2 percent in the year to February. Grocery foods were the worst hit—the cost of dairy products has soared, with butter costing twice as much as it did last year. In the past month alone, milk has risen by 4 percent and bread by 3.4 percent. Overall, meat poultry and fish prices went up 3.9 percent in the past year. Poultry rose by 10.4 percent. Costs for restaurant meals and ready-to-eat food rose 4.2 percent and non-alcoholic beverages by 4.8 percent.

With a three cents per litre hike last week, motorists are now paying record prices for petrol. All the major companies lifted their pump prices after oil hit the $US110 mark. It now costs $NZ1.78 a litre for 91 octane and $1.83 for 95 octane. The Automobile Association is predicting that petrol will cost over $2 per litre by the end of the year.

Signalling that working people are already being forced to reduce their spending, core retailers—excluding those in fuel and vehicles—are reporting their flattest sales period since the Asian economic crisis some 10 years ago. The retailer The Warehouse Group, the dominant discount homegoods supplier in working class areas, last week reported net profit for the year was down 5.1 per cent to $57.1 million, while its operating profit declined 10.8 per cent to $83.3 million.

After nine years of steady increase, core retailing figures have been flattening out since April last year. Statistics NZ figures for January showed that on a seasonally adjusted basis, total retail sales rose just 0.3 per cent. However, the biggest contribution to the rise came from a 2.1 per cent surge in supermarket sales, in large part a reflection of rising food prices. Fifteen of the 24 core retail industries reported drops in sales. The biggest falls came in takeaway food (down 6.1 percent), appliances (3.1 percent) and department stores (1.8 percent).

The Sunday Star Times noted this week that essential items such as petrol, household energy, local authority rates and vehicle running costs have all “spiked dramatically” since Labour came to power, by more than the official rate of inflation. In the past year alone, food price rises represented a quarter of the increase in the total consumer price index (CPI). That and necessities such as local council rates, rubbish disposal, water charges, telecommunications, electricity and gas and petrol were responsible for two-thirds of the total increase. The rise in essential items has hit those with the lowest disposable income hardest, as they are forced to spend the highest proportion of their income on basics.

Financial sector collapsesAccompanying the pressure on household living costs has been a series of business failures and job losses.

On March 7 the country’s principal carpet maker Feltex announced the closure of two of its plants. The decision will devastate the regional towns of Foxton and Feilding where Feltex is a long-term employer. The plant at Foxton made tufted carpet and the plant at Dannevirke produced yarn. Around 160 workers will be affected by the two closures.

A company spokesperson said there had been no investment in the plants for 15 years and they had become uneconomic. Although other jobs have been offered at the Dannevirke, Wiri and Lower Hutt plants, most of the laid off workers will be unable to transfer to the main centres because of the wide difference in housing costs. One worker bitterly joked that if he managed to sell his house in Foxton he could buy a letterbox in Auckland. A spokesman for the National Distribution Union (NDU) noted at least 15 cases where multiple family members will lose their jobs. Many of the workers are responsible for young families, while others who are just a few years away from retirement will find it difficult to get new jobs in the local area.

The Australian company Godfrey Hirst, previously Feltex’s main Australasian competitor, bought the NZ business from receivers in 2006. It almost immediately shut the Riccarton plant in Christchurch, with the loss of 134 jobs. The new round of closures came after the NDU had already delivered “efficiency gains” and reductions in take-home pay through an agreement on shift changes. Workers were earning a miserly $14-$16 an hour.

Union officials were on hand at the meetings where the closures were announced and promptly declared they would meet with the company to “discuss the restructuring plans” and to organise the sacked workers onto unemployment benefits. The union has only a “very modest” redundancy agreement with Godfrey Hirst, with significantly lesser conditions than those that applied under the previous owner.

In the finance sector, thousands of desperate small investors have become embroiled in a series of collapses and have lost millions of dollars of their life savings. The most recent involved Australian-owned Blue Chip Financial Solutions (BCFS). In February nineteen property management companies associated with BCFS were forced into liquidation, and reports indicate that as much as $58 million may be owed. The liquidator told a meeting of 200 investors—mainly retired couples—that it was one of the worst company collapses he has handled. He indicated that, at best, the more than 2000 investors around the country might recover 50 cents in the dollar after the web of Blue Chip companies was unravelled.

In less than two years, some fourteen finance companies have collapsed, with the rate accelerating since the onset of the US sub-prime crisis in the middle of last year. The extent of losses is now as bad as in the period of the 1987 share market crash. Recent collapses include; Five Star Consumer Finance (August 30, owing $50 million), Property Finance (August 29, debenture debts of more than $80 million and loans of more than $630 million), Nathans Finance (August 21, owing $166 million to 6,000 investors), Bridgecorp (July 2, owing nearly $500 million to 18,000 investors). The toll for tens of thousands of small investors has reached more than $NZ 1.2 billion.

Prime Minister Helen Clark, her Labour government—and their accomplices in the trade unions—have done nothing to address this deepening crisis. For most of its nine years in office, Labour has presided over a buoyant economy fuelled by high world prices for export commodities and a booming share market. The principal beneficiaries have not been working people but a thin layer of wealthy investors and the corporate elite.

The downturn in the economy has seen a significant shift among vast layers of the population against Labour. With no progressive alternative within the parliamentary setup, this is expressing itself in a rise in support for the conservative opposition National Party, which has run a populist campaign promising to boost household incomes with substantial tax cuts. Just six months out from the 2008 elections, National has opened up a consistent 20 point lead over Labour in the polls, and on current figures could govern alone without having to enter a coalition with any of the minor parties.

Neither Labor nor National represent a way forward for New Zealand workers. The only way the working class can defend its own independent interests in this new period of spiralling economic crisis, militarism and war is to turn to the building of a new political movement, in unity with workers in Australia, the Asia-Pacific region and throughout the world, grounded on the perspective and program of socialist internationalism. That is the perspective of the WSWS and the Socialist Equality Party.


How much infuence does the meadia have on the market?

April 2, 2008

Well this is something i have been talking to many people about. The media are all over real estate. They are talking about the housing market slumping, how bad real estate agents are, the so called depression New Zealand may experience. But you have to admit that real estate is interesting and something we all like to talk about, But how much is enough. An article in todays paper actually disturbed me. It said that New Zealanders worry more about what the prices and interest rates are doing that what their diets, weight and health. I think this is terrible.

Now realisticly there is cause for concern on whats happening to our economy, but is there mush we can do. Our markets are hugely influenced by overseas markets. But we need to look after ourselves first. I think part of the reason for this though is the media. The media are always talking about the Real Estate. The media are after stories that the public wantand the New Zealand public are obviously interested about Real Estate.

But where does this become a problem for the market and start to have adverse effects. The market we are in at the moment with buyers beig hesatant and worried to buy and sellers wanting to get out could be somewhat attributed to the media coverage. I am always hering from clients this question. “Is what the media saying true? is it that bad out there?” What do i say to that. Alot of public do take what they see on tv and read in the papers as gosaple. So at the endof the day I am finding there is less confidence out there in the market…

What i would love to know is what do you as the public see the media doing, are they all doom and gloom or are they actually helpful 


Whats it cost to own a property of your own = $375k house – costs $900 a week

March 30, 2008

I was today looking through articles online on The Heralds Website. This article hit me in the face. Its sad to see this. But its a fact of where we are at the moment in the market.

$375k house – costs $900 a week

Soaring interest rates will see Kiwis fork out almost a billion dollars extra in mortgage payments this year.

GE Money home lending director John Grant said an average interest hike of two per cent will affect about $45 billion of home loans rolling off fixed rates – a total of about $900 million.

The revelation comes as housing affordability continues to fall.

The latest quarterly report by Massey University’s Property Foundation shows a 6 per cent decline in the past year.

And financial pressure is being felt even by high earners, with one budget service giving food parcels to a family with a six-figure household income.

Grant predicted the increase in interest rates would cause more misery for cash-strapped Kiwis and warned unexpected changes in income could see some lose their homes.

“It’s one heck of a lot of money being channelled out of the pocket,” Grant said.

“It’s not just those with 100 per cent loans. They could have borrowed 60 per cent and be facing exactly the same predicament.”

Based on that figure, senior analysts say about $155b is owed, with the average mortgage about $250,000.

That’s a massive jump from 10 years ago when there was $56b in mortgage debt with an average of about $100,000.

The change is hurting huge numbers of average Kiwis with mortgages, among them first-time owners Lee Potter and Lori Clearwater.

The west Auckland couple both work 50 hours a week, with a combined annual income of $120,000, but are crippled by weekly mortgage payments of over $900 for a $375,000 house. Starting a family is out of the question, while holidays, Sky TV and a social life are also off the agenda, as the couple budget down to the last dollar.

They are weighing up a move to Australia where, even if they lost money on the sale of their home, Potter estimates they could double their income and quickly end up better off. Sick of forking out “dead money” in rent, the couple approached banks for a 100 per cent $375,000 loan when the Sunnyvale house next door to Lori’s mum came up for private sale.

“They welcomed us with open arms. We were quite surprised when they said we qualified,” says Potter, an engineer.

“We would have needed a $32,000 deposit and it was just too hard to try to save that amount.”

Before becoming homeowners, the couple had money to spare, but the mortgage has put a stop to that – and their social life.

“We always had that bit of extra cash. Now, we only buy what we need.

“Then again, it’s not dead money any more, I’m not paying someone else’s mortgage.”

Potter says he’s sickened to think about how much he and Clearwater, an electrician, have paid in rent.

Now they also have to cope with a $1400 rates bill, which had risen more than $100 in the eight months the couple have owned the house.

They’re on a fixed 9 per cent mortgage for 24 months and are hoping interest rates fall by the time it ends in the middle of next year – if they haven’t already decided to cut their losses and cross the ditch.#”We are in a better position than most because we pay a slightly higher interest rate anyway,” says Potter.

“I know some people who are really freaking out at the moment.”

Grant told the Herald on Sunday it was becoming harder to secure a 100 per cent loan.

GE Finance had again tightened its lending criteria in the past few weeks to offset the economic downturn and more homeowners were struggling to meet repayments.

“We are getting three times the volume of those types of enquiries.”

Many families facing mortgage misery are seeking free financial advice.

Darryl Evans from Mangere Budget and Family Support Services said 15 per cent of the organisation’s clients had mortgages – treble the figure three years ago.

Families on middle and higher incomes were increasingly needing help and some asked for free food parcels.

One client had a combined income of $140,000 but were grappling so hard with a huge mortgage, holiday home, leased car and two sets of private school fees that feeding the family had become an issue.

Mandy Paget, A mortgage broker for New Zealand Mortgage Assignments, said those hurting most were first-home buyers who had borrowed 90, 95 or 100 per cent.

With property prices slumping, the capital value increases families were relying on for security were neglible. “There is hardly any equity there. They are in no position to sell, and even if they do, they won’t make the money back.”

The reality was, once you included lenders fees and insurance, 100 per cent loans often ended up being 101 or 102 per cent.

She said rises in living costs were adding to financial hardship but assured sacrifices made now would pay off sooner rather than later.

“If they can get by for the next year or two, then they should be okay. They will need to restructure their life and really budget, but houses will come back in value. In five years time houses will be much more expensive than they are now.”

There was also a glimmer of hope from Hayden Atkins, New Zealand economist for Macquarie Capital Securities. He believes interest rates may drift slightly higher but are “close to their peaks” and should ease at the end of this year.

But there is little comfort for people saving to join the property ladder.


6 Tips to Dress your Home for Success

March 30, 2008
Today’s Home Buyers prefer new construction. Sellers sitting in an occupied home are at a distinct disadvantage: their home is “used.” Here are 6 tips to make that property irresistible to all buyers, even if they thought they were only looking for new construction.
1 – Mint Condition
  • Finish the “Honey,Do” list
  • Deep, deep, DEEP clean the whole house, every nook and cranny
  • Paint anything that doesn’t come up clean
  • Polish every item (especially wood floors, and metallic surfaces) that could gleam, glow and reflect light

2 – Update the lighting

  • New houses all have recessed lighting; add recessed or halogen track in all key rooms
  • Get the brightest “daylight” bulbs your electrical units will allow
  • Make it easy for the showing realtor – put all light switches or lamps that need to be turned on as close to the entrance to each room as you can

3 – Modern Lifestyle

  • Designate the room adjoining the kitchen as the Family Room
  • Emphasize the Kitchen and Family Room, with open flow, bright energetic colors and warm, relaxed textures
  • Make sure the space can accommodate food prep, eating, playing, relaxing, homework (kids AND adults)

4 – Outdoor Living Spaces

  • Create additional “rooms” outside – for eating, cooking, sunbathing, reading, gardening, etc.
  • it adds to the overall “feel” of square footage
  • It speaks to the idyllic lifestyle we all wish we were living

5 - Special Spaces

Show the ability to have the following in your home:-

  • A Home Office
  • A private bedroom & bath – for your returning adult child, aging parent(s), etc.
  • Mudrooms, Wrapping Stations, Sewing Machine Closet (where the machine comes out on a rolling table and gets shoved back into the closet every time real life takes over) even a laundry room with an ironing board and a TV…

6 – The Green Card

Play up anything green, energy saving, state of the art. Even if it’s only a new garbage disposal unit, it’s still an asset, an investment, an “upgrade”.

I’d like to invite you to use these 6 tips over and over again when selling your house, and also when helping friends and relatives to do the same.

Bonus Tip – Treat your home to the 7-Day Fabreze program, where you spray all the fabrics with Hypoallergenic Fabreze twice a day for 7 days. It does wonders neutralizing whatever odor your home has… and they all have one. You can’t help it. Just eliminate it.


Negotiating A Real Esate Deal

March 30, 2008

Do you really need to learn special techniques for negotiating a real estate deal? Absolutely not. You can get by with offers that you know work for you, and just keep making them until one is accepted. On the other hand, if you know a few simple real estate negotiation techniques, you can get that yes more often, and at a better price and terms. Here are three of the many techniques you can use.

Negotiating Real Estate – Time Investment

The more time a seller spends with you, the more they will fell he has to make a the deal work. This gives you leverage. For example, suppose a seller has a nice home for sale for $450,000. In his mind, he may be thinking he won’t go below $435,000. In fact, if you walk into his office one day and drop an offer of $420,000 on his desk, he might just throw it straight into the garbage can.

On the other hand, what if he has spent several days showing you the property, and has spent hours talking to you about the property. It helps that he has time to get to know you and like you, but even if he doesn’t like you, he will now feel like he need to get a deal put together after investing so much time. At this point, if you make your offer of $420,000, he might not be thrilled, but he might at east give you a counter-offer. In the end, you might settle on a price of $425,000 – a price he previously considered too low to consider.

This doesn’t mean you should waste his time or abuse this technique. But if you seriously want the property, and need a lower price to make it work for you, take your time. Time investment is a negotiating technique that has been proven to work in everything from buying a washing machine to the most expensive real estate.

Negotiating Real Estate – Limited Authority

A tough negotiator often offends a seller. they can’t necessarily understand why you can’t accept this “reasonable” counter offer. they may think you are being difficult and unfair. How do you avoid this?

Give the seller an acceptable reason for your offer or for your rejection of his counter-offer. The most convenient reason? You lack authority to accept his terms or to offer more. In the case of a house, you can say something like, “I can’t do that – my wife said I could only go up to…” In the case of a rental or commercial real estate, you can say that you have to check with your partner, or that your partner already said you were limited to …

Why does this work? It make perfect sense if you think about it. Put yourself in the seller’s place. If you thought you are being perfectly reasonable, and the buyer was just saying no, you might feel some resentment. You might even want to look for other buyers. On the other hand, if he tells you that he thinks you are being fair, but he just can’t say yes without checking with his wife… Well, in that case, you might feel bad for him, and even want to make it easier for him to get his wife to agree.

Negotiating Real Estate – Step-By-Step Commitment

Get a seller to agree to everything else first, and you are more likely to get him to agree to a low price. To do this, start getting his verbal commitment to anything and everything along the way to a discussion of price. There are two reasons that this can work.

First, the process of saying yes many times just makes a seller more likely to say yes to whatever else you ask – including a lower price. You essentially are conditioning him. You are getting him in the habit of saying yes. He may not say yes to everything, but he will be more likely to move in your direction.

The second reason this works involves another technique for negotiating real estate deals. That is the technique of asking for many things in order to have something to “throw back into the pot” when it comes time to talk about the things you really want. With a step-by-step commitment to things like closing dates, what will stay with the property, and more, you have many things that the seller feels obligated to give you. You can use these then, as “bargaining chips.”

When the time comes to get what you really want – let’s say a low price or low interest rate on a note the seller will carry, you offer to “give up” these things you already won in the negotiating. For example, you might want low payments on an apartment building for the first two years, so you can fix things up before raising the rents. If the seller hesitates, you can say something like, “How about we close when you want to, and you keep the maintenance truck for your other properties?”

A few good techniques make a big difference when negotiating real estate d


Ten Mistakes Sellers make when preparing their home for the Market

March 29, 2008

1. Just because you love it does not mean everyone else will. This is the biggest and most common mistake. Ensure your property appeals to the broadest buying public, which means neutralize. If the colour palette or decorating style is too far out, people will be put off by the “personality” of the home, and it will be difficult for them to visualize themselves and their own belongings in the house.

2. Closets and pantries are crowded and cluttered. Edit each storage space of excess or seasonal items to make sure the viewers can see the space. Crammed spaces give viewers the perception that there is not enough storage space and that the house is bursting at the seams.

 3. The furnishings are too big or there are too many for the space. Edit, edit, edit. The corners of the room need to be seen so remove extra or over-sized plants, fans, gym equipment, chairs and tables.

 4. “Clean” means different things to different people. It may be common sense to some, but the best way to maintain the value of your single largest investment is to follow a regular cleaning schedule. When your house is on the market, it has to be clean and ready for showing every minute of the day.

 5. You love your pet so everyone else will – right? Wrong. Some potential buyers are really adverse to animals of any kind, and that means that any evidence of pets will deter them from showing interest in the property. If you have pets, vacuum daily to keep the hair under control and crate them or remove them from the property while it is being shown.

 6. Hide damage to flooring, counter tops, walls or other permanent fixtures. This is a big no-no. Reveal – never conceal – problem areas, and be sure to reflect any deficiencies and necessary repairs in the list price.

7. Forget about safety and security. Strangers will be coming into your house. Keep your personal safety and security in mind. Gun collections and the kitchen knife block present a major safety hazard. Pack away these items, as well as precious items and jewelry, while the house is on the market.

8. Designate a space above grade as a storage room. Potential buyers want to know exactly how many bedrooms are available, and using a room above grade for storage will negatively impact their perception of the house. Use spaces in the basement for storage.

 9. Leave dated or worn fixtures for the next owner to replace. The best way to increase equity in your house is to implement periodic upgrades. The simplest and least costly upgrades include light fixtures, taps and faucets, door and cabinet hardware, and drapery and window treatments.

 10. Rush to put the house on the market before it is presentable. Selling a property requires strategic thinking. First, identify the competition then make your house present better than any house currently on the market. Care and attention to the details will impress potential buyers, and if the house is “move in ready” then that means less work for them and possibly a better offer for you.