10 Questions Every Buyer and Seller Should be Asking…
The following 10 questions, when asked of a Realtor, will give insight to their experience, ability and suitablity. I made my answers available below the 10 questions.
my FOX Business News interview broadcast
1. Are you a buyer’s agent or seller’s agent or both?
2. How many clients do you represent right now?
3. How many transactions have you done in the last 12 months?
4. What would you say are your cities and areas of expertise?
5. Can you tell me something that other less experienced agents may not know?
6. How will you help me search for homes that fit my requirements?
7. Do you drive clients to see houses?
8. What differentiates you from other agents?
9. What is your fee?
10. Would you be able to provide 2 client references from the last year that I can email/contact if needed?
How I personally answer these questions when posed…
I consider myself a client advocate, real estate consultant and buyer/seller agent.
I have been advocating for clients since 1991. When you first become an agent you are considered a first time buyer’s agent. Frankly, this is natural because you, the agent, have more knowledge than your first time buyer. Over the years, experience gained from working with buyers allows you to discuss home sales in a more informed fashion.
This prepares you to work with sellers which leads to becoming a qualified Listing Agent….Now you are a buyer and seller agent. The more buyers you work with determines your ability as a listing (seller) agent.
My inherent knowledge of residential construction and 20+ years of Sales and Marketing experience makes me unique. Continually educating myself created an opportunity to use my college age work experience, in new home construction, to become a licensed contractor.
Can you afford to waste valuable money for a property inspection on a home with subtle issues? In a market where buyers make multiple offers on multiple homes…the answer is no. Only make offers on properties you have a good sense of their condition. Knowing the potential issues, the property inspector will identify, helps you make a more informed and timely offer.
Could you identify where a perlin support is failing, where a squeak is likely coming from and how to remedy it? The seriousness of any particular foundation crack….the benefits of quality paint over discount paint etc.?
You should not have to worry about identifying any of these issues. You will benefit from my ability to identify nearly every single part of home, it’s purpose, potential hazards, ways to repair them and where to find a service provider in the absence of your particular skills or time.
I was born and raised in Silicon Valley and feel I am extraordinarily qualified to represent clients in all of the South Bay Area and a number of investment locations outside the county as well. I have lived in Sunnyvale, Mountain View, South San Jose, Santa Teresa, Almaden Valley, Campbell and Los Gatos. Within a 9 mile radius of where I sit right now.
According to Malcolm Gladwell you need to have 10,000 hours to become an expert . Accepting the theory, expertise in a neighborhood could only be in one’s own neighborhood…maybe a 2 block radius, really. One could, only then, know the dog’s names, kids, homeowners, teachers, gas station attendants and grocery clerks to call them self an expert.
Knowing how and where to gain the best neighborhood information and statistical data makes me an expert in Bay Area Real Estate.
Spending 100% of my time working for clients not wasting it marketing my services has proven successful… 92% of my business comes from the endorsements and referrals of my past and current clientele!.
From the perspective of my buyer clients, I have demonstrated a wide base of knowledge, forethought and implemented successful strategies. Some evident, some not so evident.
Yesterday, for instance, I made it a priority to visit 2 schools and gather pertinent information for 2 of my new buyer clients. In addition to that I made a goal and priority list for another client who needed additional guidance to proceed at a pace more in line with their needs. Taking care of these small tasks allows them to focus on other items of importance.
When representing a seller client I have found that the typical CMA (comprehensive market analysis) and other research, important as it may be, misses something. I strongly recommend my seller clients join me on a neighborhood property tour. A great added value.
This tour will include all the homes available for sale that are competing for the same buyer pool. Similar to buyer property tours I do every week. This is the only way for a seller to truly understand the endeavor they are taking on. From this tour they will see, in practice, the importance of the marketing plan and the reasoning behind much of my guidance.
The number of clients I have helped in the past 12 months has varied from year to year as needs and market fluctuations have dictated. The Real Estate market, as I know you already understand, has 2 basic markets. Sometimes it is a seller’s market and sometimes it is a buyer’s market. A good market is always juxtaposed to a bad market based on the opinion of the buyer or seller. The recurring changes in the market have only sharpened my understanding and skills.
Understanding the state of mind and motivation of a seller helps formulate better arguments to negotiate strongly for a buyer. This understanding is a ‘mirror image’ when working for a seller client.
The time spent searching, investigating and subsequently negotiating for a particular number of clients, determines the number of clients I can represent each year. It is also proportionate to the value of the Real Estate transactions closed. 10 condo buyers a year will require the same amount of due diligence and care that 4 large investor clients will. This would equate to the same time necessary to represent sellers of 20 -30 bank owned properties. This year I have experienced an interesting mix of investors, SFH and condo buyers.
My philosophy, for the number of clients I work with, is very simple. It is based on the level of care I myself expect as a client/customer.
Early in my career I realized extraordinary time management skills were the only way to provide the ultimate level of service. Today, time management is of such great importance that I have set boundaries with which I work in. To meet this ultimate level of service I have learned that 5 clients is exactly the right number at any one time.
Enjoying a good debate and resolving conflict is a valuable trait when negotiating several hundred thousand or multi-million dollar properties. I understand my personality and skill sets will not allow me to become a limited service agent. I am too detail oriented and enjoy a hands on full service experience.
When I have an opportunity to share my knowledge and experiences I thrive (this is a must to clearly educate and inform a client). I enjoy mentoring children, a passion I hope to retire to someday. I have a penchant for learning (constantly searching for more educational opportunities to apply to my profession) and finally, I measure my success by the success of my client’s ability to meet their goals with respect to their Real Estate investments.
The Basics….
I require no additional buyer fees. The MLS clearly represents and identifies the money I will earn for applying my efforts. Sellers are allowed to choose their own personal marketing plans from a large menu of services I provide.
Driving….
I drive my clients to see homes when they prefer it. I drive my SUV when I have clients with children. If a lead/follow arrangement is more suitable that is always acceptable too.
Communication and technology…..
I am proficient and familiar with SMS messaging, email, social networking sites and direct phone communication. Our office provides efax, scanning (e signature is on the docket) or the traditional conference room for document processing and client consultation. Our conference room is network connected with a large wall mounted flat screen monitor to review any necessary documents or property information.
My website has all the tools necessary to retrieve comprehensive home search results that are up to date and relevant. There you will find resources that are real time and some that are ingrained in each community. A password protected client portfolio area is available for private document reviews and exchanges. This website has become quite organic and entertains changes often as the market and client’s needs change. I look forward to your forthcoming comments and questions.
My FOX News interview broadcast video