Larry Stanul

Shoes... how do yours look? Are they new, old, stylish? Tennis shoes, walking shoes, heels, flats, loafers or whatever? Do they shine or are they dull, dirty, muddy, scuffed?

Now, I am the first to know that the economy is difficult today and that many of us do not have the money to purchase new items of clothing, such as shoes. This is a given. BUT, have you ever looked closely at people who you admire? People who you may respect because of their success in the profession or occupation that they have chosen to be involved in? Take a look at their dress. Neat, clean, pressed and matching. And all of it is topped off with the correct pair of shoes.

The single most important thing we can do in our business is to dress as if we are truly a professional. Dress for success.

Years ago, our bank holding company actually hired a professional "Dress for Success" consultant. They came into our staff meetings on a quarterly schedule and instructed us on the correct, professional attire that insures our success. Now, many of us are saying to ourselves, but business attire today is casual. How casual is it, really? Tennis shoes? Dirty, loose fitting jeans and loafers? I don't think so.

The single most item of dress that is most noticable is your shoes.

SHINE THEM. Take pride in how you look. You may not sell more real estate by a clean, shined pair of shoes, but I would venture to say, that your client will look at you with more respect and feel that you are truly a professional. This will give them more confidence in you and also will give them a piece of mind that they have the best available agent working with them. In turn, they will refer you to their peers and friends and family when asked about buying or selling a home or business.

This is not a command. It is not a proven method of doing business. But I do know, when you look professional, you will act professional. Ask anyone in uniform.

It will even make you feel good about yourself.

Look good, feel good. They go hand-in-hand.

Try it.

Larry Stanul

There are a number of situations that are causing quite a stir in the real estate profession of late. There are also the same number of situations that are affecting the auto industry. Now, we cannot afford to listen to what is being said about the slow down in sales, the lack of bank financing, the mood of the buyer, the persistence of our sellers wanting more for their home than it is worth.

No... we need to do business as usual. We need to understand that all markets are not affected the same. Some of us have experienced the best year in your history of selling real estate. Yes, in 2008. Why? What did you do right? Were you just lucky? I don't think so.

People tend to listen to others even if the news is bad. How many of us have changed our way of doing business because of the reports that are broadcast every day? Sometimes, the news reports are changed several times during the day and most of the time the new report is worse than the one before.

Listen to them? Yes, of course. You would be a fool to ignore market conditions. But, fear the outcome because of what you hear? No... never.

My Broker, Bill Stas, told me on more than one occasion that he got into real estate at a time the market was tanking. Not as severely as this, I suspect, but wasn't good just the same. Remember the 22.5% prime interest rate of the 80's? Homes didn't sell then either.

Bill told me the story of when he began his career and how real estate was in a recession. He tells me his story not because he is trying to scare me but to let me know that during his first year in this profession, he exceeded all expectations of his company and that he was one of their most successful agents. He received awards, sold many homes and listed more than a first year Realtor would normally do. Why???

He didn't know the market was bad and went about his business the best he knew how. He persisted in doing what he was told to do to get listings, to work with buyers. But he didn't let market conditions affect his performance because he didn't know that the market was bad. Bad as compared to what? Last year? He didn't have a last year.

We all need to move on with what we do best. Secure buyers... many of them. Help sellers, yours and others too. FSBO's are on the decline. This market allows us to really shine in the eyes of our clients. We are the professional. We know what sells homes. We are educated in areas of financing and what can and cannot be done today. As a matter of fact, we are more equipped and prepared than ever before. We have technology and information at our fingertips. We can qualify our buyers and we can really prepare our sellers for the reality that exists in the market today.

What is the temperature in your town? Is it 30 below or is it 80 above? It really doesn't matter. After writing blogs on AR for a bit, I read the responses to find that many agents out there have had an absolutely stellar year last year. Did they let the market sway them to put their head in the sand? I think not.

Let's make 2009 a year to remember. Business as usual? I think not. But business to be had? An astounding yes.

Good luck and I'll see you at the closing.

Larry Stanul

I live in the Mid-west and am located in Waukesha county. Waukesha county has been blessed with numerous lakes and just as many golf courses. It would make one think that the life-style would warrant one to consider a condominium home which would allow more free time for the recreation that is so prevalent in this area.

Why then, has the condo market seemed to have dried up? More and more associations are becoming insolvent and many of the new condo projects are being turned back to the bank. Now, the sales of these homes is subject to bank approval while prices are dropping to critically low numbers in certain areas.

Does anyone see a recovery in this market? If so, when do you feel this may take place?

How do you feel about this style of living altogether? I know that certain parts of the country require this style of living due to restraints on land availability. But, I am concerned that we may have seen the best of times with this method of home ownership. Maybe for a while, maybe for a long while.

Larry Stanul

Look at all of the technology available to us today. Never before have we been able to reach so many so quickly. Just at the touch of a finger we can connect to anyone, anywhere.

I have been reading some of the responses to my most recent blog and one in particular caught my attention. Enough to write a few lines about what they had to say.

"Post as many photos on your listings as you can." What words of wisdom. Buyers are finding a lot of our inventory and the inventory of other Realtors on line. Without the help of an agent. How do your listings look? Are they wordy with all kinds of descriptive statements such as, "Elegant, Park-Like Setting". "Nestled in a Forest of Evergreens" Why not show them the park-like setting? Why not show them the private back yard filled with evergreens? It may sound easy to simply take photographs and then post them on our property listing because it is easy to do. I can't think of an easier way to show what we are selling than by posting photographs.

Now, there are photographs and then there are photographs.

Did you ever research properties for a prospect only to have the photos that are posted in the listing too dark? Too small? Not enough of the room displayed?

A wonderful friend of mine, Linda Hanson with Keller-Williams, really was a wonderful inspiration for me. She taught me how to take pictures. Now, I must tell you that giving someone the credit for teaching me how to take photographs is a feat in and of itself. You see, I am a professional Photographer and have been for the better part of 30 years. But my area of expertise is in landscape and wildlife portraiture. I take wedding photos, anniversary celebrations. Valentines day church receptions. Not pictures of homes and rooms. There is a right way and a wrong way to photograph a property.

Make this home you are trying to sell come alive. Make the room look big, make it look brite. Give the home exterior that look of having curb appeal. It's easy if you try.

Do virtual tours whenever possible. We at Re/Max are blessed with a company that provides tools such as The Re/Max Design Center. The Design Center has thousands of virtual tours and brochures and flyers and thank you cards and on and on. I use them. I have been told by my customers and clients that they were very impressed with my sales tools. They then would compare me with another agent that just presented the customer with an MLS data sheet and nothing more.

Now we all know that homes sell for a variety of reasons and not just because you take great photos of it. But, the real benefit here is the customer who thinks we are so much more professional than the other person. This is what I call, customer satisfaction. Do you think that my customer is going to tell others about my ability? Do you think that they may take this flyer or brochure to their office or place of employment and show it off to their peers? By the way, I couldn't get cheaper marketing if I tried.

The other items I mentioned on my title to this blog are all important. I think the introduction of the PDA Cell phone is perhaps the greatest piece of equipment any of us can possess. That is, if you know when to put it away. At such times as a family vacation and the time you spend with your significant other or other clients. LOL

So, let's take the extra time to take another 10, 15 or even 20 photos. Let's be creative in our photography. If you need help, simply look at some real estate magazines. See just what catches your eye and emulate this type of shot on the property you are listing. I guaranty that you will reap big dividends.

Larry Stanul

We recently had a staff meeting in our office and were given the statistics from RE/MAX regarding the staggering number of real estate agents that have thrown in the towel. While I feel bad for these individuals who couldn't or just didn't want to continue in real estate, I look at the opportunity that this is presenting to those of us who, for whatever reason, will continue to move ahead with their career.

Opportunity is all around us. Working smarter and not harder is where all of us should be going. This is true in any profession at this time. Everything is changing and I think is changing for a very long time. Maybe forever. Nothing we did before can be looked at as what we should do today. Nothing. Clients are extremely knowledgeable today and know what they want in many cases. We need to listen to them when we are fortunate enough to have a prospective buyer. We need to once again, look like the professionals that we should be. Dress for success. Look the part of someone who knows what they are doing.

Granted, certain markets are tolerant of certain styles of dress. Jeans, boots and the like. But other markets require a well dressed agent presenting themself professionally at all times.

Learn to read the buyer. Find out who the decision maker is within the family. Try to determine their personality type as this will help you to really understand what they want from you.

Most importantly, answer you phone. Or, if not available, call them back within an hour or so whenever possible. Nothing worse than someone never answering their phone. I was given a referral from an Illinois Realtor last week. When I answered my phone and discussed the prospect with her, I asked how she found me. She replied, "I am a Re/Max agent and looked on line. But after 18 phone calls within your market, you were the first one to answer their phone." What a statement... Isn't the call important? It should be.

Let's all reexamine our performance. Look at ourselves from the eyes of a client. Remember, you may have done this job for years, but for that client who is looking to you for guidence and comfort, it may be the first time they are going through this process. Don't you feel good when your Doctor tells you everything in language that you can understand. Is there for you when you call. Think about it.

Larry Stanul