Why You Need Me - As Your Realtor

I saw this week one more step happen to make the world closer to Do-It-Yourself real estate.  I know there are a lot of really intelligent people out there that feel that they can list and sell their home by themselves.  But having been in this business for many years, I can tell you that I learn something new and clever in each and every transaction that I'm involved in closing.  I am often told "no"; but I am like a Roomba vacuum.  I just back up and come back at the problem from a different angle.  

I have often worked with FSBO sellers and my buyers.  I feel as though I do the work for two realtors representing both sides of the transaction for half the amount of money.  But I would never let my reward stand in the way of my clients having the absolute perfect home for them.  I think by the time we meet at the closing table, most FSBO sellers have a new appreciation for what I bring to the table.  Most FSBO participants don't understand the verbiage of the contracts fully.  They might know know that taxes are paid in arrears and when they should file for homestead exemption.  They might not know which closing costs are routinely paid for by which party of the transaction and why.  They might not know which companies are the most thorough and dependable for inspections and they might not know little details that are very important, such as the requirement to transfer existing flood insurance prior to closing.  

Do you really know that your home is listed at the price at which it will sell quickly?  When I am working with buyers, I will do several comparative market analyses (CMAs) to help us determine what to offer.  I urge my buyers to not submit a low and insulting offer because that sets the stage for all negotiations.  I remind them that we are negotiating on someone's HOME, the place where they have likely put in countless hours of sweat equity.  The market is prone to fluctuations and it's crucial that the data we use be current. 

Do you know that even if buyer have their own pets that it's best to hide all evidence of your pet during showings?  I have picked up my seller's dogs and driven them around for an hour or two while the home was being shown. That way they didn't bark and distract the buyer's attention.  The home also needs to be de-personalized as much as possible.   That means taking down the family pictures.  The buyer needs to be able to imagine themselves living in that home and that can be tough with Grandmother staring at them from above the mantel.  I also always try to show a home without the sellers present for the reason stated above.  However, the number one reason that sellers do not want to be present for showings is because they frequently blurt out something that kills the deal.  I once had a seller start talking about the bones they had found in the yard.  I saw the expressions on my buyers' faces and knew that we might as well go ahead and get in the car and leave right then.  It's funny, but it's sad, too.  

There are sometimes hidden factors in a transaction that the public never hears or reads about.  For example, if the seller agreed to a concession towards the buyers' closing costs, that would not be reflected in any public record that I have knowledge of existing.  I've had a number of transactions reach an impasse on the amount to be spent by the seller on repairs and have on occasion made a concession myself in order to nudge the parties forward and to show goodwill.  By this time, the seller is already packing and the buyer has given notice at their rental, so it would cause great hardship all around if we didn't close.  I recognize that it is a business transaction, but I can't help but become emotionally involved in each situation and feel my own personal failure for not being able to work out a viable solution that satisfies both parties.  

Sometimes I hear about deal that fell apart and did not close.  When a loan goes to under writing and then comes up with a problem, that's when I really earn my keep.  I do everything in my power to come up with a solution.  Sometimes I contact my builder friends or specific contractors that I've met over the years.  Sometimes, I do research online to educate myself, my buyers and even the other agent.  Then I make appointments with experts in the related field so we can consult with them and get their professional opinion as to how best to solve the issue.  Then together, all of us come up with a plan to satisfy the underwriting requirement.  

Another often overlooked benefit that realtors bring to transactions is serving as a mediator between the sellers and the buyers.  It's one of the most expensive purchases or sales they will ever experience and it's not uncommon for emotions to run high.  Realtors are professionals that can see the whole picture and soften words that are uttered in haste.  

I was co-owner of a building company for many years and even I did not fathom the life and sacrifices of a realtor.  Now, when I answer my phone on Christmas Day or negotiate offers when I'm out of the country on vacation, I have a new attitude and new appreciation for what our realtors did for us for years.  It's a challenge to find a happy medium between my work life and my special time with family or friends.  I've had buyers contact me at 5:00 from other countries such as Guam and I've stayed up late so I could talk to sellers in Spain or Scotland.  I've run out of ink in my printer at 10:30 p.m. and made a emergency trip to the store.  I've sat open houses without one visitor.  I've begged sellers until the listing expired to make repairs only to see them listed by another agent and sold within a few weeks (with the repairs finally having been made).   I've jumped in my car and rushed to see a house, which the buyers loved; however, when I asked if they wanted to make an offer, they said they already had an agent, but they were just unavailable right then.  

But.... when I work with buyers or sellers that are grateful and they tell me how much they appreciate me, my heart swells with pride and I'm so happy when we find their home and we are all so excited to close and move into the place where they will call home and come home at the end of each day to share the events of their day over a home-cooked or take-out meal.  There is just something magical about calling a place that you are buying home.  It changes absolutely everything in a wonderful and fulfilling way.  I've bought and sold many homes over the years and when my clients are fuill of nerves at closing, I smile and tell them that I've had that exact same feeling of tremendous excitement at every single closing.  I hope that feeling never goes away :)   xoxoxo  Cindy Spence