Lisa Clanin

As I was watching one of the cooking shows where chefs compete against each other, I couldn't help but think about all the negative tone that is in the air these days whether it's on TV, or in the newspaper or magazines that we read, and even in the conversations we have with each other. I have literally seen where the local newspaper will write an article one day about the housing market has slowed and prices are dropping, only to see the very next day that prices are going up and sales are up. No wonder our emotions can be all over the place!

I know, you probably think I watch lots of TV, but I don't. I am particular in selecting my TV shows. I love to laugh! Or, I love to watch something that makes me reflect or just feel good. However, it was while I was watching this particular show as the judges were critizing the contestants while they were building their elaborate sugar piece. I was impressed with what these contestants were doing as I know there is no way I could even build an igloo out of sugar cubes, much less build a showpiece out of blown and pulled sugar! The judges had very few good things to say and then when the contestants had to stand in front of the judges, the judges had one maybe two things to say that were positive, but then went down the list of negative things to say about their showpieces. It was then that I thought "why am I watching this?" I truly didn't enjoy seeing these people be harsly criticized (that's why I don't watch American Idol).

I know, you're going to tell me that that is how these shows are, and if I don't like it, don't watch it, and you would be correct. However, with the economy they way it is, and the negative stuff that is thrown in our face every day, I believe we need to focus on the good things that are going on. I tend to believe that there are many more great things happening, than bad. I have heard from so many people who have had crisis in their lives over the last couple of years and they truly have a new perspective in life. Some have said that the crises was the best thing to happen to them. Why? Because they are living their lives very differently, their priorities have changed, and have learned to appreciate everything in their lives. So yes, I agree, that everything happens for a reason. And those that can find the good out of a bad situation are truly amazing. I too have had a rough couple of years, and I'm such a different person and have grown so much. My priorities have changed. I appreciate and spend more time with my family and friends. I am truly blessed with amazing people in my life.

So what's my point? Carefully select what you hear, read or watch. Appreciate and enjoy the family and friends that you have been so blessed with. Even if things are not going well for you right now, look for things to be thankful for. Maybe it's the fact that you have a bed to climb into every night, or that you have your health. How about that job?

It really does take a strong team to close a deal today. I know, that's a given, but let me explain.

So, just who are the team players? Here's the list:

• Seller(s)
• Buyer(s)
• Agent(s)
• Lender
• Escrow Agent
• Title Representative

Now, there are also subcategories under each of these players. For example, loan processors, escrow assistants, transaction coordinators, etc. As for sellers, you could have a bank owned seller or a short sale seller. In the case of a short sale seller, you add another party: the seller's lender, as they are the decision maker in this sale.

It's so important for my clients that I create a strong team so that we can get their escrows done with as few problems as possible. When I represent a seller, I can usually choose the escrow company and title company with my clients permission. I desire to work with vendors who have the same mentality that I do and that is "do what is best for the client and get the job done." Fortunately, I work with several vendors that do just that and we've been able to close some very difficult deals in this San Diego market.

So what happens when I'm not able to chose the vendors that I work so well with? What happens when I must work with a vendor that is difficult and doesn't step up to the plate? Well, then my team is able to step up and fill in the gap. There have been instances where we've had to do the job of the vendors or even the agent on the other side to get the deal closed. Yes, it can be frustrating and exhausting. And, yes, we shouldn't have to do that, but what is the common goal--GET THE DEAL DONE!

Today's real estate market has challenges for everyone. However, build a strong team for your clients and you will be able to work through any challenge! My job as an agent is to get these deals closed for my clients and do everything I can to make the experience as stress free as possible.

So, bottom line, build a strong team and you should be able to close your deals. And, if you work with a player who isn't pulling their weight, be prepared to step in and do what needs to be done to get the deal closed! That's our job!

I have often heard from agent that they are afraid to ask for their buyers' closing costs to be paid by the banks. The agents believe that if they ask for closing costs, their clients' offer will never be reviewed, let alone accepted. Let me tell you about my experience.

Over the last year, all but one of my buyers had their closing costs paid by the seller. One of my clients paid a small amount towards their closing costs. In a recent deal I worked on, I represented the seller for a short sale property. The negotiator started the deal stating that the bank would not pay any portion of the buyers' closing costs-period. By the end of the deal, the bank did pay $1,500 towards the buyers' closing costs. On another short sale deal where I represented the buyers, during the home inspection, the home inspector discovered that at one time in the home, there was a major fire in the attic. The home inspector was concerned about the integrity of the roof and suggested we have a structural engineer inspect it. Well, you can imagine how deflating that news was. I thought the deal was over, but I didn't give up. Long story short, the bank paid $10,000 to have the roof repaired, paid $2,000 towards termite repairs and all of my clients' closing costs!

On the flip side of the coin, I have heard of some buyers' agents that will ask for more than 3% towards closing costs-sometimes up to 10%! Their thinking is their client can use other 6% to pay down their clients' rate. I have not, and will not ask that of a seller.

My point is simply this-at least consider asking the seller to pay your buyers' closing costs. When putting an offer together, asking the seller to pay the closing costs should be considered and discussed with your buyers. Although not all sellers will pay closing costs, if you don't ask, they usually will not offer it!

Well, if you have been watching the news or reading the paper, you probably feel as though the real estate market is busted. While there are a lot of struggles with this market, it's not all doom and gloom. Although the reports say the "sky is falling," now is the time to buy! We are seeing more investors coming into the market with cash. If they see the value, so should we!

From my own experience working in the market, I'm seeing lots of buyers out, multiple offers on homes and great loans/down payment assistance for buyers. Right now, we are seeing homes priced at 20% to 30% under value, with some sellers are paying the buyer's closng costs! With the many different loan and down payment assistance programs, and lots of homes for sale, a first time homebuyer can get into a home with very little money.

I saw a newspaper article on Friday (10/3/08) that stated the San Diego real estate market will continue to go down over the next two years. Yet, I'm seeing almost daily on the MLS that homes, especially bank owned properties, are selling for more than their asking price and are off the market sometimes within a week! Once a buyer gives me a list of homes that they want to see, I will call the seller's agents to find out if there are any offers. I would say that 98% of the time there are mulitple offers on that property! Sometimes these properties have only been on the market for 2 days.

So, with all that said, do I believe that the market will continue to go down, no. But, I do believe that with all the changes in lending and the "bailout," inventory will start to dwindle. What does all this say, now is the time to get off the fence and buy!