Warren Schutt

I distributed an article to my sphere of influence entitled BEST TIME TO SELL about 6 years ago. Back then the information made sense. Today what can we say?

Back then I said: "During September, October and November, you will find more homeowners who are being transferred. They will list their homes to be sold and be eager to find new ones. Again, there may be fewer buyers, but those who are looking are serious."

And of course, I wrote about each of the other time periods with encouragement and the advice that: "Regardless of when you decide to sell, each time of the year has its ups and downs. You will most likely make your decision based on how you and your family are best served, and by your particular circumstances."

The real truth was in the conclusion of the article: "Remember, too, that the market will always shift to the seller's advantage when the economy is good and interest rates are down, regardless of the time of year."

And to the seller today, who doesn't have any advantages, the advice is still the same: "You will most likely make your decision based on how you and your family are best served, and by your particular circumstances."

The advice we need to give today is to the buyers - the economy is bad, interest rates are down and you would be foolish to not take advantage of such a great buyer's market. It's an opportunity that we haven't seen in 5-10 years.

SO speak with confidence in the knowledge that markets do shift. And to the buyer who doesn't own a home, he/she /they will be best be served by buying now because this just may be the BEST TIME TO BUY for many seasons to come.

In part 1 I spoke of my valued friendship with Kyung.

Since the time we met, Kyung has introduced me to more than a dozen other Korean families who have come to the United States. Each family has a solid education, good job prospects, strong financial resources, great desire and motivation, but no credit history. This is not the ideal formula for a successful rental or purchase experience.

If that was not enough, a few understood little or no English. Fortunately, Kyung often accompanied me and was my translator when necessary.

When I was introduced as "his first American friend" and someone they could trust; he made my task easy. With Kyung's introduction, I simply needed to be a calm, gentle teacher / realtor, who was observant, respectful and ready to ask responsible questions and then shutting up to listen, as I clarified that we understood each other.

I have been told that one of positive things I do is to speak slowly; but I do know that is not the secret to my success. I know I develop relationships by listening, not making assumptions, clarifying that I understand the questions and making sure I am understood. In this way I provide the respect that my clients want and deserve.

About three weeks after helping one of my new Korean clients purchase their home, I was invited dinner. I was the only American born guest with more than 2 dozen of their family members. I ate some foods that I didn't quite know what I was eating. On occasion they spoke to each other in a language I didn't understand. In all we enjoyed each other's company. I was glad that my relationship with this family as clients has crossed the line to be one of friends. And whatever business might develop is simply a bonus.

EGG on MY FACE!

This past week, I walked into a former client's jewelry store. John was born in the area and has spent his entire life in town; truly a local business He contacted me when he was ready to expand his store and I helped him find a larger more upscale location. I have known John about 8 years now and I stop in to see him about once a month.

Whenever I come by, we take a moment to talk about business, then he always has a story to tell me about current events in town or about the growth and changes in the area, during his 40+ years. By comparison, I'm the newcomer with 32 years in town. Quite often he has a long time friend in the store that I get to meet. For me, John is a great source of local knowledge, both past and present. His store has also been a great place to network.

Whenever I stop in, I always see John dressed comfortably in a neat sports shirt. This day, he was wearing a tie and my first comment was, "What are you doing ... trying to change the image of your store by wearing a tie? "With a smile on my face, proud of my humorous introduction, I heard John respond, "Do you remember Joe Campbell? He died and I was at his funeral today." To my utter embarrassment, I had nothing to say except I'm so very sorry. I wish I had a spatula to scrape the egg off my face.

Later, when I was reviewing my embarrassing moment, I needed to know what I had done, what had I missed. John didn't usually wear a tie, the tie was black, the shirt was white and sure ... I was trying to be cute. But in my attempt at cuteness I had made a very bad assumption. I had missed the clues and I had the wrong context. It was the wrong time to be cute.

My lesson:

I have been reminded that I must be observant, aware and respectful; that I must always be aware of where I am, who I am talking to and most importantly ... I cannot just make assumptions and speak off the cuff.

It is so easy to forget the first rule of communicating. I am quite sure I will be saying hello, remembering to ask responsible questions and then shutting up to listen. Only then will I be ready to respond. And then maybe I won't have all that egg on my face.

Fortunately I didn't alienate a friend, a contact, a local information source, an important location to network and an excellent jewler.