Bob Corcoran

Recently, a Canadian woman who was on disability due to depression lost her disability payment when an insurance adjuster noticed pictures of her on vacation and out with friends on Facebook. He noticed she looked so happy that he cut off her check. She protested that the pictures did not reflect her usual state of mind and is suing the company, but not before she lost her house.

This story points out the need to be careful about you post or say on social networks, a familiar warning that many people ignore. Facebook posts or Tweets may quickly move out of view from the wall but they can be found in a search. Photos on the wall stay there until they are removed.

In the Canadian case, the insurance company said they wouldn't make a decision based just on Facebook, but the case brings up an interesting question for agents who post their personal and business news on one page. Will clients note when you're on Facebook and then wonder if you are working hard enough for them?

One way to protect yourself is by setting up a business page separate from your personal page. Think twice about play the games some people find addictive - the Mafia Wars, the Farmvilles, etc. If you do play, don't bug your business associates for animals! If you are serious about developing your business clientele, restrain the impulse to share every passing thought.

It's not right that people make judgments based on a photo or an offhand comment, but it can happen. If Facebook and other social networks are part of your strategic plan, treat them like you would any other type of promotional material and make sure they show off your best side.

A recent NAR survey indicated only 6% of first time homebuyers took the plunge because of the credit, but claimed that interest rates and falling home prices were what made them buy. Analyst Keith Gumbinger of HSH.com poo-pooed the credit indicating that we are rewarding people for doing what it take issue with they have done anyway.

I take issue with this reaction. Owning a home is an important part of fulfilling the American Dream for many people. It's just a matter of time for those who see this in the best interest of themselves and their families. So, of course, they would have eventually bought!

Only a fool would buy a home he was not prepared to buy just to get $8,000. This amount would mean little if home prices and interest rates were sky high. A combination of factors whetted buyers' interested; I'm betting that the credit was the cherry on the icing on the cake that encouraged those who were waiting to become homebuyers. That made them think of buying now and probably pushed up their time table. The credit was not the sole reason they bought but when packaged together with the other things was too good to pass up.

As I have said many times, a responsible agent would not encourage an unqualified person to buy a home just because of the credit; in fact, I bet many agents have told those with credit problems, for example, to wait. On the other hand, if the people were prepared to buy, a smart agent would stress the value of the credit and give a nudge where appropriate!

I recently got a survey from a cookie company that sells some delicious cookies and brownies by mail. They are each individually wrapped so they are nice for business giving, plus are great portion controlled snacks that stay fresh. I have been buying them regularly over the last couple years but in the last six months, I have noticed that the prices have gone up, the number of cookies in the assortments have decreased, and the number of items with free shipping have decreased too - a triple assault on my pocketbook. This makes the cookies more expensive and has made me think twice if they are a good value except for occasional gifts.

The survey I got asked questions that made it sound like the company is trying to position itself as a more upscale gourmet food company. There were no questions that asked about perceived value or whether recent changes might influence any future purchases. In this economy, their survey was irrelevant.

As a matter of fact, I was annoyed that they didn't ask these questions, which to me where like elephants in cyberspace. The company doesn't think a regular customer would notice a 25-35% increase? Even if they want to reposition their company, wouldn't it be smart to ask if their company base would follow their new direction?

There‘s a lesson for everyone here. We need to be in tune with our clients and what they want and need. If we attempt to measure client perceptions of our service, we must measure the right things and ask the right things. We can make changes to the niceties of our business, but if we don't satisfy what customers want, we are kidding ourselves about the outcome.

We can move to a new building, put in a new phone system, or send calendars at Christmas, but none of that will phase the client if we don't return calls or make him feel like we are his zealous advocate. We can reinvent ourselves as "consultants" or develop new specialties, but if the client has concerns about us, our service, or the value we offer, our attempts to reinvent ourselves won't necessarily overcome these reservations.

If I don't order many more cookies, the cookie company won't crumble. If many customers feel the same though, and start assessing whether they are a good value, there could be trouble ahead. For those of us in business, the dynamics are the same.

Commitment: I will examine my service approach to my clients.

Deadline: _________________

The recent survey by move.com revealed some interesting results about how Americans view what's happening in housing. As noted in a previous blog, Survey Says: Only 1 in 20 Respondents Say They Will Buy Next Year, at a time when the unemployment rate is over 10% nationwide, potential home buyers are concerned about the economy.

•· 48% felt the government wasn't doing enough to help troubled homeowners avoid foreclosure, while 42% thought there was enough government action

•· 45% worry that they or someone they know will face foreclosure in the next year.

•· 38% had contacted their lender within the past year to reduce their payments.

•· 25% of those who refinanced used the freed-up money for living expenses or debt reduction

•· 9% are putting the savings towards investments or retirement

The survey group was comprised of 2/3 homeowners and 1/3 renters. Will the credit be enough to stir up the market and encourage people to by their first home or their move-up home? The new housing credit will undoubtedly awaken interest in some potential buyers who were not qualified to use the last credit.

Many people like to consider themselves real estate consultants these days. Our job as agents is to help good candidates look past economic news and buy affordable homes if it makes sense. The next few months, we can expect to be busy with sales that close and with consultants with clients who need an assessment of their readiness, and if they're ready - a tiny push.

Before the home buyers tax credit was extended through April, 2010 and expanded to include more buyers, a survey by move.com indicated that only 1 in 20 people surveyed said they would buy a house next year. Why? The top reason was that they felt that home prices had hit bottom. This was more important than bargain priced foreclosures, concerns about interest rates, and the pool of available homes.

This revelation feeds into our ongoing discussion of glass half empty/glass half full approach to real estate. Of course, the number of people who might say they are planning to buy might increase in view of the credit, the responses indicate people are concerned about economic stability in our recession-prone world. It remains our challenge to seek out qualified buyers who might be in a position to buy in the right circumstances.

Some people with credit problems might be interested but will not qualify for the best rates. We can increase our sales among this group by encouraging them to clean up their credit report, directing them to an affordable home, and directing them to a lender who can help them.

Some of us focus more on the credit-stable buyer who can afford a pricey house, but millions of solid Americans with "issues" need our services too.

Commitment: I will look for ways to beat the 1 in 20 statistic and increase my business.

Deadline: _________________