Pacita's Quick Bytes of Real Estate: January 2009

The market slow down is affecting everyone. So I'm doing my part to help stimulate the economy.

RESTAURANT OWNER When I walked into one of my favorite restaurants, the owner worriedly asked me if there's something wrong with his food or his prices because the business had slowed down. I told him that it's as good as ever, but that many people have been affected by the slowdown in the economy and are trying to spend less.

So to help him, I go to his place at least twice a week, even if it's just for a small take-out order of soup. I've also brought him new customers. I'm selfish. I love his food, so I want to make sure he stays in business.

HANDYMAN  Work from other realtors and homeowners are also drying up. So he is looking for any kind of work, no matter how small.

I've postponed work on my own house long enough. So I'm going to get him to lay new linoleum, or tile, in the kitchen and bath, paint the cabinets...heck, paint in the kitchen, bath and formal areas. He'll get work, and I'll feel better aabout finally getting around to fixing up my own place.

WOOD FLOOR REFINISHER  Not all of my listings need wood floor refinishing or installation. But happily, the latest one does need it. So my wood floor guy will have a project for 2-3 days. He's so happy and grateful that he's giving me (and my clients) a good discount. So we all benefit!

HOUSE CLEANER AND GARDENER   My cleaning lady and her husband, who have four children, have been teaming up to work on my listings and sales. I've recommended them to other realtors in the office, so this team has been our go-to people for years. But since we don't have as many listings as we used to, I'm hiring them to work at my house.

They're happy for the extra work, I'm happy for the extra time I now have to do other things ---- and to come to a clean house with a nicely kept yard.

And this gives me time to stop and smell the roses.

Who knew stimulating the economy could be so rewarding?

 

Since I started on ClubNet with Buffini and Company (Working by Referral) I've had 4 coaches.

Okay, stop the snickering. I'm really not uncoachable. But there were personal challenges, not just for me, but for my coaches as well.

Each time, I've told my coach (at that time) to drop in on Active Rain. And surprisingly, none of them knew about it.

So today, when I learned that my 4th coach is no longer with the company, I told Karen Dorney, Master Coach, about Active Rain, and asked her to check it out, especially the Buffini group on Active Rain.

Interestingly enough, they are always looking for ways to improve communications, networking, etc. so this may just be the place.

I gave her the link to this group, and I certainly hope she --- or my next coach --- will stop by.

Folks, if you haven't told, or invited your coach to join Active Rain yet, you may want to do so. Let's spread the good word, and live the good life!

YouTube has been a constant source of entertainment for me. So why haven't I tapped this resource before to promote my listings? Easy. I'm chicken!

I am so intimidated by the professional quality videos I've seen. And just can't imagine how I can possibly rate a glimpse if I posted a poorly created video that is a lot like shake, rattle and roll.

Then bingo! I found out that I can create a video using the same still pictures I took when I created by Visual Tour. http://www.VisualTour.com

So I tried it. Although not perfect, here's my first YouTube listing post.



Thanks for the Visual Tour folks who told me how to do it.

With the introduction of VisualTour Studio 6, they enabled the ability to upload a VisualTour to an existing account on YouTube, and ZIPVO. Once the VisualTour is created and ready to be published, here are the the steps to upload it to the video sharing sites .

But first, make sure you create your YouTube account.

1. Create the VisualTour as you would normally.
2. Click on the "Create Video" button on Tour Tasks menu on the left hand side.
3. Choose the option for "Video Sharing Websites", then click "Next."
4. You should see a preview image of the video, you want to click on "Next" on this screen.
5. You will want to check the boxes to the left of the sites you wish to link to. Please note when you click in the box for the site you will need to enter in the username & password you have created for that particular website (ie. YouTube). You can also choose to create an account at that point.
6. Click Next to begin to send the tour to the site(s).
7. Once the video has been uploaded the History box will be displayed, and you will see the hyperlink(s) to your new upload.
8. Copy and paste the links if needed, and click on Finish.

"Procuring cause" may be defined as a series of events, unbroken in their continuity, that result in the desired objective (i.e., generally, the sale of property). 

Black's Law Dictionary, Fifth Edition, defines procuring case as: The proximate cause; the cause originating a series of events which, without break in their continuity, result in the accomplishment of the prime object.  The inducing cause; the direct or proximate cause.  Substantially synonymous with efficient cause.

From time to time, we have to review and discuss procuring cause. Interesting that people have a different interpretation or conclusion on who is the real procuring cause. So what's YOUR interpretation/conclusion?

Scenario 1:

Agent A tells Clients A to drive by a particular house because she thinks her clients will like it. She gives them basic information. Clients A drive by the house just as  Agent B finished showing the house to her Clients B.  Agent B asks Clients A if they want to see the house, and lets them in, while agent makes their Clients B wait outside.

Later, Clients A writes offer with Agent A. Agent B calls Agent A and demands a referral fee since she showed the property to Client A.

Scenario 2:

Buyers like going to open houses and do so without their Buyers Agent. They see House One. They ask Listing Agent to show it to them a second time.

But Buyers also have Buyer Agent showing them various properties besides House One. Buyers have asked Buyer Agent to write offer for them on other properties. Later, they ask Buyer Agent to write offer on House One. Listing agent, upon seeing name of Buyers, protest and say that since they showed the house, and if the offer is accepted, that  is the procuring cause.

 

7 KEY QUESTIONS TO DETERMINE PROCURING CAUSE

Source:National Association of REALTORS)

The majority of commission disputes hinge on disagreements over whether individuals contributed significantly to making a sale. In determining if a cooperating salesperson or broker is entitled to a commission, consider the following:

1. When and how was the original introduction [of the buyer to the property] made?

2. Did the original introduction start an uninterrupted series of events leading to the sale?

3. Did the broker/salesperson who made the original introduction maintain contact with the buyers?

4. Did the broker/salesperson engage in conduct that prompted the buyer to look elsewhere for assistance?

5. If more than one cooperating broker was involved, was the second broker/salesperson aware of the prior introduction of the buyer to the property?

6. Was the introduction of a second broker an intrusion into the transaction or the result of estrangement or abandonment by the original broker?

7. Did the cooperating broker initiate a separate series of events, not dependent on the original broker's/salesperson's efforts, that led to the successful transaction?

 

Wall Street Journal has an interesting chart.

In case you missed it, here's the link on

HOW THE PRESIDENTS STACK UP - Job Approval Ratings

When you go to the site, you can click on each president and see a personal chart and highlights of his presidency. According to this chart, Sources of info: Gallup, AP, WSJ,.com research. Plotted points are averages of all polls taken by Gallup in each three-month period of each presidency.

 

Presidents, 1945-2006

Harry Truman

Dwight Eisenhower

John F. Kennedy

Lyndon Johnson

Richard Nixon

Gerald Ford

Jimmy Carter

Ronald Reagan

George H.W. Bush

Bill Clinton

George W. Bush

Our California title marketing reps are restricted from doing a lot of things many of them used to do to boost business. See: What a title marketing rep can/cannot do. Even as a friend? Paid out of his own pocket?)

This letter is for California title marketing reps:

My dear Title Marketing Reps:

You don't have to buy me lunch. No cocktails. No knick-knacks, no presents either. 

You should know what I value. Through the years, what I truly appreciate that you do for me are:

• Your keeping me grounded. When I have too many balls in the air, you help me focus and concentrate on marketing my services.
• Your active participation in our Local association events. Thank you for your help in organizing many of our events. It's also so much fun to see you being one of us, joining in the silly skits that put on during our officers' induction ceremonies. The more we see you, the more we appreciate you.
• Your stepping up to the plate whenever there is a problem with an escrow. I know you're restricted in what you can do, but the mere fact that you are willing to get involved, follow up on a problem that a title company can resolve. Follow up is extremely important, and it's nice that I can count on you.
• Your creative ideas. Thank you for coming up with some really creative ideas to help me market myself better. Thank you for spending your time strategizing with me on choice of words that seek to enhance my marketing materials.
• Your telling us about new tools of the trade. Sometimes, I get so buried in my work that I neglect to "sharpen the saw". Thank goodness that you are there to alert me to new seminars, new tools,  etc. to help me get better or to keep me informed of new rules and regulations.
• Your reminding us of new laws and ordinances before and when they go into effect. You keep me on my toes, and out of trouble.
• Your guidance in building a list of resources. When I was a newbie, you encouraged me to build a network of resources and people on whom I've learned to rely on for so many things. I have since compiled my own list, but it's nice to get the jump start from you.
• Your positive outlook. Thank you for empathizing when things are not going so well. And thank you for steering me towards the light, to stay positive.
• Your making time for me. Even though you have a ton of clients, you still make it a point to call and see me on a regular basis to see what else you can do for me. Follow up is a critical element of this business, and you do that so very well. And when you do come or call, it isn't a cursory "hello, how are you doing. Just checking in" kind of call. You always have something new and exciting to share.
• Your not taking any other calls when we are in a meeting. Except for extreme emergencies, you always focus on what is at hand, and make me feel really special.
• Your friendship and for your continuing role in growing my business.

And may I say that you are not merely a resource, you are a friend and a partner!

Please allow me a moment of pride as I post this video of a teen-aged Filipina who has rocketed to the stratosphere since she first appeared on Ellen Degeneres' show in December 2007, and then on Oprah in early 2008. Since then, Oprah has championed her and convinced the Obama people to have her sing at Obama's inaugural (in one of the balls, I presume).

Her name is Charice Pempengco, and she will sing, at the Obamas' request, "God bless America" and "One Moment in Time."

For anyone who doubts the power of the internet (and youtube), you should know that Charice was initially discovered when one of her fans posted a video of her when she was featured on a Korean (!) show. Ellen Degeneres saw the video and called Charice to guest on her show.

Here she is at Ellen's show. You'll notice she says in the song, "You're the best MOM I've ever known" --- dedicated to her mother

And here she is for the second time at Oprah. Since then, Oprah has helped manage her career. She has dueted with Andrea Bocelli in Italy, and her idol Celine Dion at Madison Square Gardens, and appeared in Las Vegas with Foster and Friends.

For your viewing pleasure, here is Charice singing "One Moment In Time" which is one of the two songs she will sing for Obama.

Buyers and sellers (and REALTORS, too). Save this for prosperity: February 2009 issue of Money Magazine titled "Cut a sweet deal with the Bank".

Main premise: although short sales are rising sharply, "here's how you can profit."

That was intriguing. I thought this is a good article for buyers, sellers and their realtors since it provides a thorough explanation of what to expect, and what to do.

There was a case study of a couple who scouted homes in Sacramento CA, and found a "steal" --- a home at $300K, a full $200K less than what it was worth a year ago. But it took 6 months before they got the keys to the house. Why? It was a short sale.

In these precarious times, who truly profits? The buyer!

STATISTICS    Nationwide, 14% of homeowners are underwater on their mortggates; 30% of owners who bought in the past 5 years are underwater (according to Zillow)

SHORT SALE  This occurs when the bank agrees to discount the loan balance for a seller who owes more on his mortgage than the home is currently worth.

THINGS THE BUYERS MUST KNOW AND DO

If you find a house you truly love, and it's a short sale, you should know and remember:

1. Short sale will take a LONG time. It could take anywhere between 2-6 months to execute, versus 30-45 days for a regular sale.
2. Get a pro --- This takes a lot of work, time and patience.
   • Get a realtor who is experienced with short sales (at least two short sales). This is not something the buyers can or should do without professional help.
3. Choose carefully --- there are enough choices. Pass on those with too many condition or complexities.
   • If possible, pass on those with more than one lien against it. It is a challenge to negotiate loans with two lenders
4. Fair market value --- DON'T rely on the list price alone. The listing agent may have underpriced the property to attract buyers, but that doesn't mean that price will be accepted by the short sale lender.
   • Ask the agent to determine fair market value with emphasis on other short sales and foreclosures
5. No accepted contract yet? Don't spend! --- don't spend money on inspections and appraisal until you're sure your offer is accepted and approved by the short sale lender.
   • In California, we have a Short Sale Addendum we submit with offers on short sales
   • Buyer may even specify that the deposit check will not be cashed into an escrow account unless the offer is accepted by the lender, and that's when the escrow is opened
6. Follow up, follow up, follow up --- yes, this will take time but follow up
   • Call your agent once a week
   • Have your agent determine if the seller's agent is communicating with the bank's negotiator
   • Something about the "squeaky wheel"....
7. What else is new? --- what is something better comes along that isn't a short sale? What if similar properties come up for sale, or recently sold that are priced lower than what you offered?
   • Use these comps for negotiation to prove that the property's value has shrunk even further, and you probably could amend your offer for less --- and cut a really sweet deal!

THINGS THE SELLERS MUST KNOW ABOUT SHORT SALES

Are you under water or almost under water?

If this is an option, the seller must convince the bank to forgive (erase) part of the seller's debt (loan) --- and the seller must realize his credit will be adversely affected (okay, nose dive!).

So find a realtor who is experienced and/or knowledgeable about the steps and requirements for doing a short sale.

1. Hardship --- Seller must prove that he can't make the payments or that he has to move but can't pay off the full loan.
   • Hardship can be one or more of the following reasons: job loss, job transfer, death, divorce, separation, reduced income, medical bills, too much debt, mortgage payment increases, business failure, illness, military service, incarceration, etc.
2. Credit will take a hit -- although it won't hurt as much as foreclosure or bankruptcy.
   • In rare cases, seller may be required to repay part or all of the funds, so when doing a short sale, be sure it's in writing that the lender(s) will forgive the loan(s) and relieve you of future responsibility to repay
3. Taxes on the debt --- familiarize yourself with the Mortgage Debt Forgiveness Act of 2007 that applies to primary home
   • If it's a vacation home or investment property, you need to prove to the IRS that you're insolvent or that your liabilities exceed your total assets. Otherwise, you may have to pay taxes on the forgiven piece of the loan, which will be counted as income by the IRS

 

Can't believe I haven't seen this before. I ordered a new backup drive for my laptop --- the Maxtor OneTouch 4 Mini ---- and in the box came a pre-addressed plastic bag that says:

Cell phones for Soldiers: Cell Phone Recycling Program

Amazon.com, is sponsoring "Cell Phones for Soldiers--Help Our Troops Call Home" by enclosing a free business reply mail envelope with the orders they are fulfilling. All we have to do is pop our old cell phone into the envelope, seal and slip it into the mailbox. Easy! And it keeps electronics out of landfills. Thank you Amazon!

If you want to contribute, you can send your cell phone on your own. Send it to:

Cell Phone Recycling Center
2555 Bishop Cir W
Dexter, MI 48130-9828

So I googled this program to see if it's legit --- and came across this website

War, Peace, Tolerance and our Soldiers

The blog commented about this particular program: Cell Phones for Soldiers. The blogger is Carolyn Howard-Johnson. Her grandson is serving in Iraq for the second time; and she is the wife of a retired Army officer who served in the Berlin call up in the early 1960s. She writes poetry, fiction and essays that explore the subjects of war, peace and tolerance. She sees a relationship between the three. This is where she gets to nag and rag about making things better in the US and beyond by the simple means of fostering more acceptance in our hearts for our neighbors -- locally as well as globally.

If anyone can contribute, we REALTORs can. Think about all the unused cell phones we have that are just sitting in boxes or file drawers. Heck, I still have my old TREO 650 and Motorola Razor. This is a great program and one that we can contribute to, painlessly.

So tonight, I'm packing up those two phones (re-set, naturally, so there isn't going to be any information in them) and send them pronto to Cell Phone Recyling Center. Perhaps some of you can do the same?

Today, my company Gallagher & Lindsey held our awards ceremony for the fourth quarter and for the year 2008.

We prepared to applaud the same guy, Moon Tam, who wins as number one, year after year for more than 10 years. As far as we can see, he broke the mold. He doesn't even prospect anymore. All his business is purely by referrals. He's reached that stage where he can turn down requests for his service. We could only aspire to be in his shadow.

Nonetheless, I was pleased to say that I'm in that shadow since I started as a realtor in 2003, and having attained a measure of success as either number 3 or number 2 in 2005, 2006 and 2007.

In 2008, in spite of the doom and gloom as the economy seemed headed for a meltdown, I knew I did well in my fourth quarter. Heck, it constituted half of my entire year's volume. So I was delighted that I garnered first place for the 4th quarter 2008.

Then they announced the number one sales producer for 2008.

It's me!

ImageChef.com

Homes sold/closed escrow Jan 1 - Dec 31, 2009: 415 homes sold

• Average list price: $598,496
• Average list price $/sq ft: $407/sq ft
• Average sold price: $586,120
• Average sold price $/sq ft: $398
• Average days on market 50

Foreclosures and short sales

Short Sales: 14  (3%)

• Average list price: $538,357
• Average list price $/sq ft: $376/sq ft
• Average sold price: $513,390
• Average sold price $/sq ft: $360/sq ft
• Average days on market: 83

REO foreclosures: 35 (8%)

• Average list price: $467,007
• Average list price $/sq ft: $361/sq ft
• Average sold price $467,469
• Average sold price $/sq ft: $364
• Average days on market: 28

CONCLUSIONS:

• There was very little room for negotiations, as listed and sold prices were not too far apart.
• The time to close short sales is about average at 83 days, just slightly fewer days than the 90 days we hear about
• Bank owned properties (a lot of them were condos) sold quickly, and slightly for more than list price.

Via a local blogger who posted on her site AOL's information on the real estate market, I checked the site to see their "pretty" charts and graphs.

AOL SAYS

"The total inventory of available homes in Alameda, CA market in January 2009 stood at 184 homes. Foreclosures made up the majority of the homes for sale. This accounted for 153 real estate properties of 82% of the Alameda CA real estate market.

The rest of the market comprised of resale homes and new homes totaling 32 and 32 houses respectively. These numbers do not represent all homes, as not all homes are marketed the same."

It makes it sound like pretty soon, the majority of us are going to be homeless!

Who writes this stuff? And where do they get their information? This paints Alameda as a hotbed of foreclosures!

So I fired off a response to set this record straight:

"This information about the majority of homes for sale in Alameda are foreclosures --- is WRONG! As of this writing, we have 106 homes actively for sale: 12 are bank-owned or 11% of total; 14 are short sales or 13% of total.

Hardly the 152 homes or 82% of the 184 you mention. Where do you get this information? This paints this island city's real estate market and homeowners as being in trouble. How can you post such grossly erroneous information like this?"

WHAT HAPPENED IN 2008?

Alameda CA -- What did our year in real estate look like? 

So what does AOL say about YOUR city?

Oh happy day! I love seeing old pictures of Alameda, the way it was, especially when its magnificent Victorisns, Colonial Revivals, etc. were built.

And today. I saw the latest book by Dennis Evanosky on Alameda. From Dennis' site, this is what he says about his latest production.

Alameda: An Architectural Treasure Chest

Third in a Series

Alameda: An Architectural Treasure Chest explores the history of Alameda from its settlement by the Ohlone Indians to its early 20th century development.

Alameda grew from a small settlement on its eastern end to a city rich in Victorian-era architectural gems. The book explores the three small towns: Alameda, Encinal, and Woodstock that later shaped today's Island City, and takes the readers on hikes that reveal surprises about early Alameda.

Also included are field trips off the Island City that allow the readers to explore and better understand the Victorian-era styles from the early Gothic Revival through Italianate, Stick-style, Empire, Queen Anne, and Bungalow. The book also includes pages that help even those not versed in architecture understand the styles that made the Victorian era so rich and interesting.

Featured in the book is the 1887 Alameda Semi-Weekly Argus bird's eye view map. Close-ups of this map show seldom-seen details of late 19th century Alameda. 

A city bustling with modern-day shopping and businesses has tucked in its neighborhoods surprises and treasures that even those who have lived there all their lives will appreciate.

Alameda Museum curator George Gunn says, "Dennis has created a book that will appeal to all ages. It is easily read and understood. Filled with historical information and beautifully illustrated. It should be read by those who desire an introduction and appreciation of Alameda history and our architectural heritage."

Click here to see a sample chapter.

Other books by Dennis, on sale at Amazon.com

Oakland's Laurel Disterict    

East Bay: Then and Now  

San Francisco in Photographs

 

• This is unreal. At a time when most agents are hungry for clients, buyers, especially, this huffy buyer's agent won't bother with a listing if the buyer's agency commission is "only" 2%?

"I DON'T DO 2%"

HERE'S THE PROPERTY   For a visual tour, click here

 

This agent calls about my newest listing and asks: "Is this right? You're offering ONLY 2% commission to the buyer's agent?"

I responded that we cut the price drastically to attract the biggest pool of buyers, and to make it more affordable than where it was originally priced. Yes, the commission is also 2%. The seller is passing the savings to the buyer.

She sniffs --- and I can see her, with her nose in the air ---"Well...it may work for my buyer, but it won't work for me. I don't show any property if the commission is less than 2.5%"

I enourage her to show the property to her buyer, and if the buyer likes it enough to write an offer, she can submit a separate document requesting a higher commission from the seller. But at least, the buyer can decide whether the property will meet his/her needs.

She demurs and says she may think about it, and insists I tell my Seller that most agents will NOT show this property unless he raises the sales commission.

I think to myself... what a word-that-rhymes-with-witch!

QUESTION: Doesn't this imply that she is putting her interest first, instead of her client? Where is her sense of responsibility to her client?

DO THE MATH

I just re-listed a property. The huge price reduction from where this property was listed means this is going to be a loss leader. To cut his costs, the seller pleaded to pay a smaller commission than he normally does. Still....this is listed at $599,000 which is a tremendous value for a new home in this neighborhood, especially with all the wonderful architectural details and amenities.

$599K X 2% = $12K less broker's 10% split = $10,800 before taxes.

• or less broker's 20% = $9,600
• or less broker's 25% = $9,000
• or less broker's 30% = $8,400
• or less broker's 40% = $7,200

My God! Is this really something to sniff at?

Spectacular NEW home. Architect-designed. Custom-built.  Fascinating details abound.

Designed by an architect, the attention to details is evident as soon as one walks in the house.

There's the jaw-dropping great room with an interplay of multi-angled vaulted ceilings, the openness and abundant light, the rich hues of the hardwood floors, the amber light fixtures. One will be proud to showcase the kitchen with its exquisite cabinetry, the ever-desired granite counters and stainless steel appliances, and the fascinating lighting that literally highlight the kitchen.

 

4 bedrooms, 2 and a half bathrooms, 2600 sq ft home on a terraced 10,586 sq ft lot. Master suite with spa-like bath. Two decks with panoramic views.

Listed at $599,000.

To see the VISUAL TOUR please click here

How do you go from this fixer to a waterfront townhouse?

This morning, I showed a major fixer upper to a couple looking for investment property. There was clearly a bit of disappointment that this fixer was more than they expected (although I had set expectations earlier).

I mentioned that there are a couple of fixers on the west side of town that they should also check out. Both said they weren't keen on seeing anything there (they're east enders, and there's a bit of west vs east mentality). I persuaded them to let me show those properties anyway, and told them that the west side of town is evolving and improving.

Minutes later, we're at the west-end fixer. They were really intrigued and liked this one better. They both thanked me for taking them to the west end. After having lived in Alameda for 12 years, they never bothered to explore this side of town because of preconceived notions.

So I upped the ante...I drove them around, pointed out a few things that have sold recently, and showed other areas that are vastly improved. Then I took them to Ballena Bay to show them the townhouses that have docks behind them for the owners' boats.

They were delighted to see these. And the wife said that's what she would like when they're ready to retire. So we made an appointment to see the two townhouses with docks next week.

They kept thanking me for opening their eyes to other possibilities, and were so happy to see this part of town.

So we've gone from seeing a fixer for $300K to waterfront townhouses for over $800K.

Vive le difference!

P.S. Turns out that the couple own 4 properties, and currently live in a duplex just a couple of streets from our office downtown. They have 4 sons. And are looking for buy a house for the oldest son. Opportunities!

• Like most people, when I go to a retail store, I don't like having a salesperson follow me around. Knowing how I feel about being "stalked", I try to conduct myself in a manner that would be helpful without being obtrusive.

Someone commented on my latest post ANOTHER open house lead turned into a listing. Holding open houses work! that he hasn't ever had a lead from an open house---yet.

Yes, I know...it depends on the market. But a lot of it also depends on how you do open houses, too....right?

When I looked at sources of my business, 21% of them are from leads I generated from open houses. So it works for me.

Here's what I do/have during open houses

INFORMATION --- every piece of printed material I give out has my name on it (I get my marketing stickers from Vista Print, or labeleenies from Color for Real Estate)

• Local maps. We frequently have people from adjoining cities who come to Alameda just to check out the city, so they truly appreciate getting a map.
• Local magazines. We are lucky to have our own Alameda Magazine. Since my company advertises in it, we get boxes of extra and free copies. I'm one of a few who use the magazine as handouts. 
• Open House list that weekend. Again, we're lucky to have our local newspaper, Alameda Journal, that provides a list of open houses in Alameda and adjoining ciities. I cut and paste the one where I'm holding an open house, then make copies for distribution.
• List of homes actively for sale ---- I print a copy of homes for sale (this is a small town, I can print a gallery of all the homes) similar to the house I am showing, as a reference in case someone needs to know what else is available like this one.
• School zoning map --- fortunately, this is also available to us, so it's easy enough to see what school district the property is located. Caveat: I never guarantee that the child can be accepted in a particular school since there may be future redistricting, etc.
• CAP (Client Appreciation Program) item of value from Brian Buffini's Working by Referral. I always have extras,
• Sign in cards or sign in sheet --- From time to time, people will agree to give me their names/numbers/emails when I offer to send them information on other properties they may be interested in. If they give me their physical address, I follow up with a thank you/personal note.

EXTRAS - How I get people to come to my open house

• Craigslist post - before the open house, I always post the open house date/time and information about the specific property I am showing.
  • 10 Things to Do When Posting on Craigslist
• Attractive signage --- ribbons on my signs, flags in front of the house
  • What I did to get 70-80 groups to come to my last open house 
•  
  • 

EXTRA - How to get them to linger .

• During cold or rainy days especially in the winter, I sometimes offer hot cider or hot tea. If it's cider, the aroma evokes very positive feelings (smells Christmas-y)

In case you missed it.....

We all know the value that staging brings to the table. We, as realtors, sometimes have a tough time explaining to our clients how staging can transform even the ugliest properties into something decent. But there are some challenges even the best of the best may not be able to handle.

Classic case is this island abode that really needs help. So what do you think the doyenne of improvements, enhancements and great ideas, Martha Stewart can do to something like this?

BEFORE STAGING

 

AND HERE'S WHAT MARTHA STEWART WILL DO

 

Just had to share....this is really good information (oh, you were thinking the card trick?)

Thank you, Bill, for providing an excellent way to illustrate the point.

Visual Tour is one of the tools I use in my marketing because:

• I get to control when I can take pictures. I still hire professional photographers from time to time, but I don't want to be so dependent on someone else and not be able to take pictures when I need to.
• Once I create and upload the tour, Visual Tour will take care of uploading it to REALTOR.com
• I get links to the tour, in different formats: branded, unbranded. And as soon as I send the tour to Visual Tour, I get an email with all the links I need to upload on my website, electronic flyers, emails, etc.
• It's almost hassle free, and "even a cave man can do it."

Besides --- it's got a terrific market reach compared to other Virtual Tour providers.

So when the Visual Tour marketing rep came to visit, I wasn't inclined to sit in because I thought I knew enough to be dangerous. And besides, I had so much other stuff to do.

OTHER MONEY-MAKING USES OF VISUAL TOUR

When she started clicking on samples of things that various clients do using Visual Tour, my eyes got bigger and bigger, and ideas started swimming in my head. HA! Shows you how much I know!

From their website on www.VisualTour.com, here are some ways you can use the VisualTour Marketing System to increase your income. We're sure you can think of more!

	Show a Listing On The Internet Let's look beyond the capabilities of the "ordinary tour" and see how you can actually use YOUR sales skills to show your listings over the Internet instead of simply showing four or five scenes with short captions like your competitors provide using "ordinary" full-service tours. If a "me too" presentation isn't good enough for you, read on!
	Bullet-Proof Your Listing Presentations Would you like an advantage over your competition in your listing presentations? Would you like an ice breaker that would almost instantly make the seller comfortable with you and your capabilities? Well, now you have it....
	Enhance your CMA Presentation Ever had a seller that thought their house was worth far more than the comparables in the neighborhood? Ever wish you could just show them four or five listings that looked nicer than theirs that sold for far below what they wanted to list for? Well, now you can!
	Creating Neighborhood Tours Are you an expert on the neighborhoods in your area? Then why not use your expertise as a marketing advantage by creating VisualTours of your area?
	Work With Remote Buyers Do you think virtual tours are just for listing agents? Not anymore! Have you ever worked with buyers from out of your area? Have you ever wished that you could be the "remote eyes" for a buyer that was located far away?
	Open House Hand-Outs Have you ever wished that you had something to give potential buyers that come to your open house, something unique to take away with them that would help them remember all of the features of your listing AND your contact and branding information?
	Working With Developers Looking for a way to work with local residential developers? VisualTours with floor plans and Hot Spots may be just the ticket.
	Local Attractions and Events Do you have local events or attractions that may be of interest to people from out of your area? Would a virtual tour of a local event be of interest to the people in your local area and perhaps worthy of mention in your local paper? (can you say FREE advertising?)
	Personal Promotion Use virtual tours for personal promotion? You've got to be kidding! Think outside the box!
	Move-In Gift For Buyers Whether you're the listing agent or the buyer's agent, a virtual tour of the buyer's new home that they can share with their family and friends on CD or email is always a welcome, unique and lasting gift.
	FSBO Marketing Do you hate calling on For Sale By Owners (FSBOs)? What if you had a unique and

 So I'm going to re-think what I can use Visual Tour for besides listings, and apply sone of these ideas.