Gloria Valvasori, ASA, Streetsville Real Estate - 100% Client Service Rating

There is nothing quite like experience having an experienced real estate agent representing you in the world of real estate to have that slight advantage. They say that knowledge is King.. but knowledge AND experience are a good marriage.

I was working with a young couple looking for that perfect home. Unfortunately, they could not agree on a house that both could agree on. We started looking in one specific area of the city, but soon found out that the kind of home they really wanted was out of their price range. The geographic search area had to be changd, and so the hunt continued.

I expanded my auto email search to include the entire city, which meant they would receive new listings that fell within their search criteria automatically in their in box. It would also include any price changes to proerpties that prior were listed slightly higher than their budget, but now because of a price adjustment, fell into their price range.

We saw many suitable homes, suitable that is for one of them, but not suitable for the other.. And on it went.. house after house… couldn’t quite find that certain one that got them both excited.

After looking at about 25 homes, I had another outing scheduled for one Saturday afternoon to view 5 more properties. I had been checking for new listings 3 times daily to ensure I was not missing anything. The night before, I checked the new listings again and came across something that looked really nice so printed it off and brought it with me. After viewing all the homes on the list we took a break and went for a coffee. My clients were reviewing the listings and noticed the one I printed off and asked to see it.

We got a confirmation for the appointment and off we went. Well, much to my amazement, they both really liked the house!! The home was in mint condition, and showed very well. There was a bustle of activity on the property, agents lining up to show this home. I had printed off a blank offer form and had it with me and my clients decided to submit an offer. Back to their house we went where I completed the paperwork, registered the offer, and spoke with the agent. I was back up to the house within minutes, trying to present the offer during an open house the agent had scheduled.

We sat down to present the offer and were interrupted numerous times by people coming in so we had to stop, put the paper work away while potential buyers came through. I had asked my clients to sit in front of the house to be available in the event any changes were made to the offer by the Seller so we could address it immediately, before any other offers came in. My clients came in during the open house and I pulled them aside. I wanted to give them an opportunity to make changes to the offer as I knew by all the activity, this house was going to sell very quickly. They revised the offer and when I went back to the negotiating table.

After reviewing the offer, the sellers had a short, private dicussion with their agent, then came back and told us they had accepted our offer!

IF…. I had not checked for new listings the night before… and IF I had not brought a blank offer form with me… and IF I had not asked my clients to be available in front of the house… they proably would have missed out, OR been in competition with other offers could potentially been forced to pay over the asking price to secure the offer. It all comes down to experience…

Referrals are probably still the best way to hire an agent. If you do your job well, clients will not hesitate to refer you to their friends or family. Referrals are a large part of my business … Service, Experience and Integiry in EVERY real estate transaction.THE VALUE

Home Energy Audit Checklist

We all know and recognize that saving energy is cost effective, but you may not recognize how inefficient your home really is until you conduct an energy audit. You can spot many problems in your home with a simple walk-through. Keep a checklist of areas you inspect and any problems or issues you find. This will help you prioritize your energy efficiency upgrades.

Lighting

Energy expended by lighting accounts for about 10% of your hyrdo bill. Check the wattage of the light bulbs in your home. You can exchange 100 watt bulbs and in most cases use a 60 or 75 watt bulb. Compact Fluorescent lamps for higher uses area are also recommended.

Insulation

If insulation levels are less than the recommended minimum, heat loss through the ceiling and walls in your home could be high. You likely have the insulation level in your home from the builder that was recommended at the time your home was built. This level might be inadequate by today's standards and should be upgraded, especially if you have an older home.

•1. Check the attic hatch to ensure it has the same level of insulation as the attic, and ensure is it closes tightly

•2. In the attic check to ensure ductwork and chimneys are sealed and seal any gaps with expanding foal or other permanent sealant.

•3. Check that vapor barriers are in place beneath the insulation.

•4. Ensure any vents are clear and not blocked by insulation.

•5. Check for indoor air leaks along baseboards, junctures of the walls and ceiling, or the edge of flooring

•6. Make a list of any obvious drafts. The saving from reducing drafts could range from % - 30% at year, depending on the severity of the drafts or leaks you find.

•7. Check to see if air can flow through these places: electrical outlets, switch plates, window frames, baseboards, weather stripping around doors, fireplace dampers, attic hatches and wall or window mounted air conditioners, gaps around pipes and wires, foundation seals and mail slots.

•8. Check windows and doors for air leaks. Try rattling the, as movement means possible air leaks. If you see daylight around a door or window frame, then it leaks. Seal these leaks by caulking or weather stripping. New, high efficiency windows and doors should be considered.

Heating and Cooling Equipment

Having your heating and cooling systems inspected and cleaned annually to maintain their efficiency. If you have a forced air furnace, ensure you replace the filters on a regular basis, at least every 2-3 months, especially during period of higher usage.

You should consider replacing your heating and/or cooling system with a newer higher efficient units, if they are more than 15 years old. A new unit would greatly reduce your energy consumption.

Exterior

Inspect areas where two different building materials meet, i.e. all exterior corners, where siding and chimney meet, areas where the foundation and bottom of exterior brick or siding meet. Check the caulking around exterior doors and windows and check whether the exterior storm door and primary door seal tightly. Look for any cracks in the mortar, foundation and siding and seal with appropriate material.

The real estate industry sometimes uses language that appears at first glance to be clear, but do you as a consumer know what some terms really mean? At first glance, the words "Client" and "Customer" seem pretty clear-cut, but they mean completely different things to a REALTOR®. It also means a tremendous difference in how seriously you are taken as a Buyer.

Think we're splitting hairs? The words "Client" and "Customer" and the way they relate to the REALTOR® as individuals make a tremendous difference in the types and level of service you receive. After you read why, you'll know absolutely whether you want to be one or the other.

First, let's start with a little history. REALTORS® have always worked with home Sellers to list their homes for sale on the market. Along with this service comes the responsibility to advertise the homes, network with other REALTORS® to find a Buyer, negotiate the sales contract and guide the Sellers to successful closings. Because of the time and expenses incurred by the sales representative and broker which will not be reimbursed until the closing of the home, Sellers have always been required to sign a listing contract. This contract enables the sales representative/broker enough time to properly market the property, find a Buyer, negotiate a contract and get the property to closing within the time frame allowed. It also protects the agent from home owners who wish to use services without fairly compensating the professional.

The real benefit, however, is for the home owner. Once the home owner has signed the contract, the sales representative/broker has the fiduciary responsibility to get the highest price possible for the home and to protect the Seller's interests above all else. The sales representative must also follow provincial and federal mandated regulations as to ethics and legalities that are enforceable by a provincial council in conjunction with the local Real Estate Association. In other words, the contract is legally binding with the REALTORS® performance at stake.

Now that a contract has been signed, the home owner is a "Client" of the sales representative/broker, and enjoys the full privileges of a close, working relationship.

Buyers have historically worked with REALTORS® too, but it wasn't until fairly recently that they have been asked to sign "Buyer Representation Agreement." This is a change that has come about because of two reasons...abuse to Buyer's agents and increased consumer awareness.

Without a contract the Buyer's agent was particularly vulnerable to working without getting paid. Too often, Buyers would ask them to show them house after house, and then buy from another sales representative. One favourite Buyer trick is to attend open houses without their REALTOR® and tell the listing sales representative they aren't working with anyone. Buyers mistakenly believe that they are learning about more homes without a sales rep. at their side, or that they may possibly get a better deal. The truth is...they don't! They usually pay more for the home than they have to when they buy from the listing sales representative directly.

Then consumer awareness dawned. Buyers began to realize that whoever represented them at the closing table was on the side of the Seller, not theirs. They realized that they deserved to have a true advocate, and the Buyer's agent was born. The only way was to create a binding agreement that protected both parties.

Good REALTORS® didn't want to be burned again so the "Buyer Agency Agreement" (now called the Buyer Representation Agreement) was created. Again, it was a protection for the REALTOR®, but it generates much more benefit for the Buyer. The main advantage is that it releases the agent from a fiduciary responsibility to the Seller and enables the agent to pursue the Buyer's goals without any agenda.

Once the contract is signed, the sales representative goes into motion searching the MLS® for homes, and seeking homes through other avenues - foreclosures, FSBO's, and their own database. At negotiations, the contracted Buyer's agent becomes a "bulldog for the Buyer", unrestricted by the Seller or Seller's agent. Now they can make more demands, get a better price and better terms of sale for the Buyer.

Despite these advantages, some Buyers are still reluctant to sign. They don't want to be "tied down" or they may mistakenly think that getting several REALTORS® to work with them will get them a better home or deal. They won't. Part of the strength of the industry is the REALTOR® communication network. A Buyer working with several sales rep's will quickly become a joke.

Without a contract, the Buyer is clearly not a Client. He/She is a "Customer" and when a good listing comes on the market either by word of mouth, e-mail from another REALTOR®, or on the MLS®, who do you think the Buyer's agent will notify first...the uncommitted Buyer (Customer) or the contracted Buyer (Client?).

A contract makes a difference in other ways. For example, there are things the Seller may not want disclosed to the Buyer such as their urgency to sell, which could compromise their bargaining position. A REALTOR® who then discloses this information is in ethical violation and can be brought before the Real Estte Council of Ontario (RECO) on charges. Some offenses are serious enough to have a REALTOR® license to practice suspended or revoked completely.

But the Buyer has no such protections without a contract! Anything they say to an un-contracted REALTOR® may be passed along to the Seller. Why? Because, any REALTOR® who works for the Buyer without a contract automatically becomes a sub-agent for the listing broker, and is therefore working on behalf of the Seller.

Surprised? It's all spelled out - in the listing contract and in the "Buyer Representation Agreement."

A contract makes the difference in whether you are a "Customer" or a "Client" in a real estate transaction.

Curb Appeal…. How Important Is It?

A vast majority of home buyers decide whether or not to look inside a home, based on their first impressions of the outside… does it have “curb appeal?” ..the view they see when they drive by or arrive for a showing. You can ensure people want to come inside your home by spending some time working on its exterior appearance, making it inviting for buyers to want to see more.

Most potential buyers find it difficult to visualize changes, and often won’t take a second look at a home if the first impression does not appeal to them. Often buyers who can visualize changes and may be prepared to make them, expect the realtor to reduce the price of the house to compensate for they work they are planning.

As homeowners it is difficult to look at our own home and critique it the same way a potential home buyer does, because we become accustomed to its appearance and the way it functions and we don’t want to see its faults. You must think of your home as a commodity you want to sell at the highest possible dollar amount, and stop thinking of it as your home.

An Exercise You Can Try

In order to get a good view of your home, try to stop across the street the next time you come home, or a little way down the street, and try to view it as a potential buyer. What is your FIRST impression of the overall appearance of the house and yard?

•· Park where the potential buyer would and walk towards the house

•· Is the grass neatly trimmed?

•· Are the flower beds free from weeds?

•· Are there oil stains on the asphalt?

•· Are there toys and other debris etc. laying around the yard?

•· Is the paint on the garage door or shutters peeling and need repainting?

•· What is the best feature or your home, or lot and how can you improve it?

•· What are the worst features of your home and how can you minimize or improve them?

Take a photo of your home’s exterior and critique it through the eyes of a potential buyer and make a list of the problem areas. Complete the repair and clean up chores first, then put some time into making the grounds more attractive.

•· Clean windows and eaves

•· Stow away unnecessary garden tools

•· Clean and kill any mould or mildew on the house, sidewalks, or driveway

•· Pressure wash dirty siding or decks

•· Edge sidewalks and remove vegetation growing between concrete or bricks

•· Cut the grass and get rid of weeds

•· Rake and dispose of leaves

Evening Curb Appeal

Try the exercise again in the evening as it is not unusual for potential buyers to drive by homes after dark. One effective way to improve curb appeal is with lighting but make sure any lighting that is visible through the front door or windows enhances the home’s appearance. You may want to consider replacing that tired light fixture at the front porch and add a low voltage fixture to enhance importance landscape elements. Sometimes adding to the landscaping can dramatically improve curb appeal, but other times it can be more effective when something is removed.

In Summary…

Remember…. The first impression that is instilled in to the mind of a potential buyer … is the one they leave with when they walk out the door.

Of course, it is up to the Seller if they request that you conduct one… and I most always recommend at least one public one, in addition to one for agents. The main objective for having an open house is to get as much traffic through as possible to result in a sale. You never know who is coming through the door, it could be a neighbour prospecting for a family friend or relative looking to move into the area. It could be another agent prospecting for her Buyer. Or, it could be a potential buyer who saw the Open House signs and decided to look at the home.

Have you ever wondered what tools the super stars in the industry use every single time they do an Open House and what sets them apart from the rest?

Here are just some of the things I do when conducting a successful open house.

• Place an ad in the local newspaper advertising the Open House
• Place an Open House sign in front of the property, or two if you have extra.
• Send out flyers in the neighbourhood , to family and friends, hot buyers. You can reach a multitude of people via email. Send this information to other agents too
• Place open house directional A frame signs in strategic places on several street corners easily directing traffic to your open house
• Always have a guest register at the front door so guests can sign in with some I.D. or other information. This is a great way to keep track of who is coming in to the Sellers’s home
• Lock up all valuables, i.e. jewellery, laptop computers, etc. Make sure there is nothing that can easily be slipped into a pocket or purse.
• Remove all prescription drugs from medicine cabinets, or any area where guests might have access.
• Remove any guns or firearms from view or from.
• Monitor the traffic flow at a level you can manage safely and effectively. If there are more than one couple in the home, lock the door and post a sign on the door indicating there is a showing in progress and you will be with them shortly.
• Find an area in the home where you can properly set up colour feature sheets, your computer if necessary and other relative information…. List of schools.
• Have mortgage information readily available for each specific property to identify monthly payments for mortgage terms available with the appropriate rates.
• Have a fresh bouquet of flowers on the dining or kitchen tables
• Have some soft music playing in the background
• If the home has a fireplace, turn it on if it is in the colder months
• Have a tray or plate of freshly baked cookies, the fragrance is inviting and promotes positive images
• Have some lightly scented candles burning
• If it is a large home, have another agent in attendance to assist if the traffic is heavy
• You may want to have some bottled water to hand out to buyers.
• Have a supply of your business cards on hand and hand them out to each visitor.
• Have a blank offer on hand for that specific property.
• Have a copy of the inspection report on display if one has been conducted.
• If the property has exceptional landscaping, or a large back yard with a pool, ask the sellers to provide you with some photographs of summer shots, displaying the property at its best.
• Have a supply of colour brochures with photos of the primary rooms of the house. Include specific information about the home, i.e. lot size, room dimensions, property taxes, list any easements or encumbrances if any.
• If the property is a townhome or condominium, include the monthly maintenance fees, whether there are any special assessments if known, what the regulations are with respect to pets., and whether the parking space is assigned use or owned, and all amenities the building has.
• Don’t be pushy or aggressive…. Be there to offer assistance if needed or to answer questions, and offer information about the home.

In addition to the above, have all the information you need to answer any questions about the property that a prospective buyer may ask, i.e.

• age of the home
• what is the preferred closing date?
• where are the closest elementary and high schools?
• where is the Catholic church, or Synagogue?
• where is the closest park?
• where are the closest major highways for commuting?
• where is the closest recreational centre?
• where is the closest shopping mall?
• where is the closest hospital?
• what is included in the purchase price, i.e. are the appliances included, or the window treatments, etc.

Lastly, and THE MOST IMPORTANT …. Have a positive attitude, and wear a smile !