Ed Silva CDPE, GRI, ABR, Real Estate Agent

Perhaps this year more than those in the past,Labor Day has more meaning than ever before. With so many people either out of a job, know somebody out of a job, or fear for their job, this year should be noted as a day to hope for Labor.

We should make an effort to pause for those we know that need the help and maybe make an effort to work just a little harder to try and achieve a just and rewarding effort. Perhaps as in the movie, 'Pay It Forward', if we work a little harder, just maybe it will spur somebody else to do like wise. If we try, just a little effort may create a jobs for somebody else. This year let's just Labor a little harder

Our business is an every evolving business. Within the past 6 months alone there have been changes in how appraisals are managed, changes to the way lenders can conduct a transaction, changes to how properties are transacted due to the complexities of short sales. We as business professionals, and essentially the guardians and navigators of a real estate sale don't always have all of the answers. How can we expect our clients to not be confused and doubtful?

Clients don't want to let us know their degree of confusion or how little they have absorbed. Unless we create the comfort zone for them at the onset of the transaction there will be hesitation on their part. We have an obligation to let them know early in our relationship that it's acceptable to make us stop and clarify a point. We have t let them know that there is no such thing as a dumb question. After all, the money being spent or borrowed is not our money. At the end of the transaction we walk away and there is only one person or couple left with the financial obligation, and as we have seen over the past 18 months, if we do not let them know that it's permissible to stop us and ask a question they could find themselves with serious problems down the road.

When meeting clients for the first time, I lay out the rules, and one of the rules is to ask questions, no matter how foolish they think it might be. Many times, our pride makes us pause when we have doubts, and even though we may think we know the situation, we cannot expect to have all of the answers unless it's something that we deal with non a daily basis. We can not assume that the clients, whether first time buyers or even people that have bought and sold several homes over the years are current with the obligations and conditions that they may encounter as they progress through a transaction. We don't know all the answers, how can we expect them to be aware.

We should also let them know that it's okay to stop anybody that is working for them and ask the questions. We can get so complacent in our jobs because of the routine, that we almost anticipate the next step in the process. To someone making their first purchase there is nothing routine about the deal to them. They need our guidance, but guidance without the understanding of what's going on is like leading a herd of cattle. If that leadership slips just a little then that herd of cattle is destined for trouble.

We need to let them understand that it's expected of them to ask questions. Ask the loan officer to clarify details. Ask the inspector to back up and go over that again. Ask the lawyer to explain the conditions on the mortgage contract, Ask questions and don't leave that point until the question is properly answered. We must let them know that there is no such thing as a DUMB question.

A house is not a home until the personal touches are added. That wallpaper gets taken down and fresh paint is applied. Windows washed, flooring addressed either with new carpeting, shampooing the old owners out or maybe refinishing hardwood.

First time home buyers need to allow for necessary items to make that house a home, some of which can get overlooked quickly and start to run up some heavy dollars real quick. The enthusiasm to have a new home and manageable monthly payments as low as possible, have buyers making large down payments. Before you make that big commitment, make a checklist of what you have to take in, and what will be needed.

There is always the furniture to consider, unless a family member is making a gift of the not completely useless living room set. Appliances also need to be considered. Usually the kitchen will be acceptable as it is a necessity to getting the mortgage, but how good is that stove or refrigerator, and are you going to make weekly runs to the Laundromat?

All the door locks need to be changed and lets not forget the simple basics like window coverings. Want to put up sheets to keep the privacy? Homebuyers are very obvious at Wal-Mart, or Target, or whatever super store with the home furnishings in their shopping cart, all of which could run into hundreds of dollars.

Take a walk through the kitchen and make the list of items that need to be gotten just to cook that first meal. After all, eating out can get expensive. Remember how nice and clean the yard looked each time you drove by or came back for another showing? Well now it's your turn to get out the mower when the grass gets too tall.

For buyers of new construction, it can get even more interesting. The builder isn't going to put up the mailbox, nor would there be the shower curtains. A garage door opener isn't considered a home essential, but it certainly is nice when coming in on a rainy night and you forgot your raincoat.

Make the list of what you currently have. Then make a conservative list of what you might need keeping to the essentials. The home you might be leaving was not put together in 2 weeks, but took years of creation. Given what needs to be done to make a house a home, at least make sure there's enough money to get started. If you were thinking of putting down $10,000 maybe back of to $8,000. The monthly difference in the mortgage might only be $20, but that's still a lot better than running up the charge cards.

Had to take some outside photos of a condo for a listing, and wanted to share the flowers at the base of the steps. Then a visitor stopped by, but it probably isn't interested in the condo. It's always great to be able to smell the flowers, and maybe pick up a bit of a snack at the same time?

We've been attempting to get a house listed so that the sales and closing process will be smooth and that there will be no problems created by an inattentive seller.

After two and a half weeks, the field card on the house matches the house. The assessment went up $14,000 which not only created a greater value for the client attempting to sell, but also assured us of no down the road conflicts. All permits have been brought current and completed.

Recap of costs:

• • Late fee for Building Inspector $ 50.00
  • Septic Permit w/late fees $ 100.00
  • Septic Engineer's time $ 200.00
  • Total: $ 350.00

As we were just about ready to finally list the house, I suggested to the owners that it would be a precautionary step to have an electrician come in and do a quick upgrade to the recepticles in the kitchen and baths as there wereno ground faults in those areas. The building inspector did not make an issue of them as the house was built at a time when they were not required by code, but as the house had undergone so much in renovations, it would show slightly better.

The electrician came in, did the upgrade, corrected some wiring faults in the panel, charged $150.00 for his time and left.

We went into the system, took 60 days to get under contact, closed 45 days later at almost full price, and the clients did their relocation. As they were leaving the closing table, I was rewarded with their smiles and also the assurance that they had told several of their friends in the area of the way their sale was handled and that I would definitely be getting calls in the future.

It's not always black and white, and the business we are in requires us to utilize the knowledge we gain while doing our job to prevent complications and problems down the road.

AN OUNCE OF PREVENTION IS WORTH A POUND OF CURE!

In our business we can be far more effective by being pro-active than doing nothing and being reactive.