home seller Archives - Page 16 of 31 - Real Estate News and Commentary

April 14, 2016November 23, 2021

Subtext in buying or selling a home

Profile of home buyers and sellers from nar.realtor

It’s all in the subtext. “Buyers are liars” is a saying that many real estate agents seem to verbalize when things don’t work out with a home buyer. It’s an insulting false aphorism that is proclaimed as an attempt to shift all responsibility by saying that the buyer was deceptive and did not cooperate. And when things fall apart with home sellers, the same agents won’t take responsibility and start hurling insults such as wacko, ignorant, or greedy. Of course, if the relationship becomes contentious, then you can imagine that the name calling becomes increasingly harsh.

And it goes both ways, of course. Real estate agents, as a profession, have a bad rap; and conditioned consumers bring those expectations into their relationships with their agents. Many buyers and sellers have a low opinion of real estate agents while often having high expectations for the outcome of their experience.

You may begin to see that, unless the settlement is flawless, these mindset combinations don’t bode well for the agent-consumer relationship. The home sale transaction is full of pitfalls. And if there is an underlying distrust between you and your agent, then the outcome can become an ordeal for you both.

Writing for RealtorMag, Jason Forrest laid out why such buyer (and seller) repudiation by agents is wrong (Agents: Stop Saying Buyers Are Liars: realtormag.realtor.org; September 2015). He pointed out that agents often blame the buyer (or seller) when the relationship and transaction is unsuccessful. But in reality, Forrest stated, the agent is the one who fails by not taking the time to understand and coach their client.

Research of real estate outcomes suggest that your experience during a real estate transaction may depend on both the agent’s and your ability to communicate. Clear communication between you and your agent should leave no doubt about your intentions, as well as your agent’s ability to convey and interpret motivations from your transaction counterpart.

The evolution of the real estate industry has not really improved the quality of communication between agent and consumer. Agents focusing on high volume sales along with the public’s reliance of the internet for home information reduce face-to-face interactions; which may allow for the creation of false expectations while decreasing overall consumer satisfaction.

In his book Re-examining The Art of Sales: Broadway Style (AuthorHouse, 2006), real estate broker Nilton De Macedo asserted that the key to communication and understanding lies in the subtext of the dialogue. Having stated that subtext is “what you really mean under what you say,” he provided an example: saying “I’m going to bed” may sometimes imply “I don’t want to talk to you now.”

De Macedo explains that as a sales professional, it is essential to discover the subtext of the conversation. The real estate agent should not only attempt to decipher the client’s subtext to reveal their “unspoken intentions” – but they should also work to discover the subtext of their own communication. He proclaims that this approach deeply influences how we relate to each other and will greatly improve communication.

Although De Macedo places the responsibility of communication square on the shoulders of the real estate agent, it really goes both ways. Your agent may also be communicating something else through subtext, implied by what or how it is said. You can improve your outcome by becoming aware of the subtext in the communication between you and your agent.

Dan Krell
Copyright © 2016

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Disclaimer. This article is not intended to provide nor should it be relied upon for legal and financial advice. Readers should not rely solely on the information contained herein, as it does not purport to be comprehensive or render specific advice. Readers should consult with an attorney regarding local real estate laws and customs as they vary by state and jurisdiction. Using this article without permission is a violation of copyright laws.

April 8, 2016December 13, 2022

Real estate confessions

“How Working with a Real Estate Agent Benefits You” from rsimedia.com

When asked about their real estate agent, consumers logically list characteristics such as savvy, sharp, and knowledgeable. Some may even describe their agent as efficient, or someone who made the process easy for them. These descriptions usually attest to the agent’s business acumen and typically focus on the agent’s ability to market a home and/or negotiate a contract. However, one trait that is often overlooked is “authenticity.”

And it’s not just in the real estate industry. Authenticity just isn’t the trait that most seem to care about in a sales person. The reason may seem obvious; for most consumers and salespeople, it’s about money. So what role, you may be asking, does authenticity have in real estate sales?

In a recent article, Don Kottick wrote about the need for authentic leaders in the real estate industry (8 examples of authentic leadership in real estate; inman.com; March 17, 2015). Kottick talked about authentic leaders as creating their “legitimacy” through honest relationships. These are individuals who “remain true to themselves;” they are positive, truthful, empathetic, “introspective and aware of their own strengths and weaknesses.” Kottick reminds us that authenticity doesn’t come from what’s learned at business school, but what is gained through life’s journey.

Keeping that in mind, we agents are in an advantaged position. As real estate transactions tend to be associated with life events, we often experience these events as well; sharing in the promise of a new family, the joy of a new baby, the sadness of the loss of a loved one, and even the ambivalence of a divorce. And we spend a good amount of time with our clients, regardless if it is in person and/or on the phone. We become acquainted with who our clients are; we learn their vulnerabilities, and sometimes (whether they know it or not) we also become aware of their “dirty laundry.” Being in such a position, we become trusted advisers if not treated as part of the family (at least for the duration of the transaction).

The nature of the real estate transaction, and our involvement with our clients, places us (real estate agents) in a fiduciary role. Regardless of our feelings (positive or negative) toward our clients, or our personal and financial situation – we are to look out for our clients’ best interests. Unfortunately, many in the industry have forgotten that.

Similar issues about agent competency and ethics were discussed last year in The National Association of Realtors® DANGER report. And although concerns about agent competency and ethics have been discussed for years, the media glommed onto such quotes as “the real estate industry is saddled with a large number of part-time, untrained, unethical, and/or incompetent agents…” as if to say “we told you so.” But the truth is that competency does not guarantee ethical behavior, and vice versa. Additionally, competency and ethics do not assure a positive buying and selling experience for the consumer. The answers, like the issues, are complex; and advancement in the subject is debatable.

Don Kottick’s point, that authenticity is a foundation upon which agent competency and ethics is built upon, is overlooked by many industry leaders, brokers, office managers and agents. Considering authenticity, competence, and ethics together may not only facilitate an environment that creates a meaningful transaction for the agent and consumer; it may also be a response to treating consumers fairly, and putting clients’ best interests first.

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March 31, 2016September 17, 2019

Buyers and sellers – Mentally prepare to be in real estate market

Realtors® are guilty of romanticizing, if not glorifying, the idea of buying and selling a home. And it’s probably true for many, that initial thoughts of buying or selling a home (and everything that goes along with it) are sanguine. And yet, shortly after they are faced with details of the move, many are hit with the reality that the process is full of potential pitfalls and setbacks. Buying and selling a home can be a confusing endeavor, that can become overwhelming if you’re not mentally prepared.

Getting through the process of buying and selling requires organization and planning to seek the best outcome. As a home buyer you organize before viewing homes by having a mortgage approval in hand, as well as determining a price range and area in which you are looking. As a home seller you have a plan in place before the home is on the market; which includes a pricing and marketing plan, as well as having your home in its best possible condition so as to give the best impression.

Even though the process of buying or selling a home is straightforward (after all it’s not rocket science), being prepared for various stages can help you through potential issues. If you’re a first time buyer or seller, having a checklist helps you be aware of where you are in the process. Even if you’ve bought or sold a home before, you should be aware of changes to the process that have been made in the last eight years.

You should also be aware that every transaction is different; each transaction has a different set of personalities, conditions, and issues. You no doubt have heard your relatives’, friends’ or coworkers’ account of their buying or selling experience. But chances are that they may not remember the snags they endured. Reactions among buyers and sellers, as well as their real estate agents, vary depending on their personalities and life circumstances. So, your experience may be similar to others’; however, be prepared that it could also be very different.

Additionally, many never realize how many individuals are involved in getting their transaction to settlement. Besides the buyer, seller and real estate agents, there is a lender, a title company, and a home inspector, (among others); each increasing the number by a factor of their employees, and increasing the opportunity for Murphy’s Law to interrupt your smooth settlement.

Although the process of buying or selling a home appears to be task oriented, there is also an emotional component. Did you know that having a major change in living conditions and taking on a mortgage are rated in the Holmes and Rahe Stress Inventory? This acknowledges that buying and selling a home is an emotional investment that could impact your emotional wellbeing (positively and negatively). Chances are that at some point you may feel the added pressure of your sale/purchase.

Mental preparation for your home purchase or sale may include moderating expectations and anticipating how you may cope with various circumstances that may arise. Mental preparation can help maintain a feeling of control over your transaction. It can be helpful to work with an agent who can address your worries and fears about the transaction through listening and empathy. Most of all, hire an experienced real estate agent, who not only has the ability to problem solve and work through problems, but will help you organize and prepare.

by Dan Krell
Copyright © 2016

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March 4, 2016November 23, 2021

Decluttering for a home sale and mental health

Spring is around the corner, and for many it is the time to get a home ready for sale. Decluttering is a key component of preparing a home sale; while it is the core of “spring cleaning” for the rest of us.

Besides being the beginning of the path to selling your home, researcher and writer Deane Alban stated that decluttering is also the “gateway to taking better care of other aspects of life.” She asserted that the human brain is “wired to respond positively to order;” and there are health benefits to clutter-free spaces; which promotes feeling “calm and energized” (Declutter Your Life for Less Stress, Better Mental Health; bebrainfit.com).

When it comes to clutter, we are not the same. There are degrees to the amount and types of clutter we collect. And for many, getting motivated to declutter is a challenge; severe clutter collections could be considered hoarding by some. Dr. Robert London, a psychiatrist specializing in behavior modification, wrote about his professional contemplation of the relationship between clutter, hoarding and obsessive compulsive personality disorder. After consulting with a Professional Organizer, he concluded that many can benefit from their much needed service of guidance in “letting go” and getting organized (Decluttering — Is it Therapy?; Organization professionals perform a valuable and, yes, therapeutic service; psychologytoday.com; November 5, 2010.).

Besides the psychological aspects that make us hold-on to “stuff,” one roadblock to decluttering is a common misconception that the goal is to have an immaculate home; which can make some feel anxious and/or overwhelmed (especially if the home sale is due to a negative life event). Instead, an underlying principle to decluttering is about creating an organized and spacious feel to a room. Another misconception is that you throw out everything you don’t need or want in your home; however, you have control over what items get thrown out, recycled, donated, or kept in storage.

One strategy to encourage your decluttering efforts is to plan. Rather than trying to complete the job in one weekend, try decluttering one room (or even one part of a room) per day; and for some, it may be as little as removing one or two items per day.

When going through each room, decide which items are necessities and which items need to go. You will undoubtedly come across many items that you decide are not necessary to keep out for everyone to see, yet they are personal or sentimental – these items can be stored. The items you decide that you no longer need or want can be donated, disposed of, or you might even decide to have a yard sale!

Of course, we are all busy; and finding time to declutter can be another obstacle to overcome. To help relieve the pressure, consider delegating responsibilities to family members. Consulting with professionals to guide your planning could save time as well. Some professionals even recommend a “decluttering party” as a way to ease the time crunch while making it fun.

Decluttering a home may feel as if it an exhausting task, but it doesn’t have to be; especially if you have a realistic plan. If you need help with your decluttering, you can check with your Realtor® (if you are planning a home sale) and/or you can consult with a Professional Organizer. The National Association of Professional Organizers (napo.net) maintains a national directory of Professional Organizers.

By Dan Krell
Copyright © 2016

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February 25, 2016November 23, 2021

What’s the controversy with laminate flooring?

Since my last installment of How your Home is Making You Sick, the Centers for Disease Control and Prevention (CDC) has released and revised their analysis of certain types of Chinese laminate flooring. The initial release was found to have used an incorrect value for ceiling height, which calculated airborne concentration estimates about “3 times lower than they should have been.”

The increased interest in health concerns over certain types of Chinese laminate flooring was due in part to an exposé by CBS’ 60 Minutes (which aired March 1^st, 2015) that investigated California home owners’ claims that certain types of laminate flooring sold by Lumber Liquidators was making them sick. The investigation alleged that the Chinese laminate flooring sold by Lumber Liquidators did not meet California Air Resources Board standards for formaldehyde emissions in wood flooring. Lumber Liquidators questioned the testing methodology and results (Lumber Liquidators; cbcnews.com; August 16^th, 2015).

In a May 2015 press release, Lumber Liquidators stated that “Initial results of the indoor air quality testing program for certain laminate flooring customers – conducted by independent, accredited laboratories – indicate that over 97% of customers’ homes were within the protective guidelines established by the World Health Organization for formaldehyde levels in indoor air.” However, sales of the products in question were discontinued; and company has offered air quality test kits for those who have purchased laminate flooring from the company.

reduceformaldehyde — from “Laminate Flooring Test Results – Health Issues and Solutions” (cdc.gov)

Since the 60 Minutes exposé, the US Consumer Product Safety Commission (CSPC) tested samples of Chinese laminate flooring and along with the CDC issued “Laminate Flooring Test Results – Health Issues and Solutions”. The consumer handout states that formaldehyde is found in many home products; and levels typically decrease after 2 years of installation. Recommendations in reducing health risks are also listed (cdc.gov/nceh/laminateflooring/docs/nceh-atsdr_laminate-flooring.pdf).

The February 10^th CDC press release initial reported analysis conducted by the Agency for Toxic Substances and Disease Registry (ATSDR) and the Centers for Disease Control and Prevention’s (CDC) National Center for Environmental Health (NCEH) of the CSPC data “…found that formaldehyde levels observed in select laminate wood flooring products could cause short-term irritation for people in general and in some cases exacerbate asthma. The risk of cancer associated with long-term exposure to the observed formaldehyde levels is considered extremely small…” (ATSDR and CDC Analysis Finds Possible Health Effects Associated with Formaldehyde in Select Laminate Flooring; cdc.gov).

However, a correction to the analysis was made several days later indicated that that although “the final results are not yet available,” the estimated conclusions are to be close to these: Exposure to the range of modeled levels of formaldehyde in indoor air could cause increased symptoms and other respiratory issues for people with asthma and COPD; Exposure to the lowest modeled levels of formaldehyde could result in eye, nose, and throat irritation for anyone; and The estimated risk of cancer is 6-30 cases per 100,000 people (increased from the initial “Low risk of cancer” 2-9 cases per 100,000 people). The CDC cautions that these revised results are “very conservative” and “the calculated risk is likely lower than our modeled estimate.”

Even though the results are revised, the CDC states that their recommendations will likely remain the same – “we strongly stress taking steps to reduce exposures, which should alleviate respiratory and eye, nose and throat irritation.”

By Dan Krell
Copyright © 2016

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