Mark Lyon, PA, CRS, CRB

Functional VS Cosmetic- Keller Williams Agents in Pembroke Pines Know The Difference. Do You? There always seems to be confusion when it comes to functional defect, also known as working or cosmetic condition. This issue typically comes up when the parties have received the inspection report. Buyers like to consider everything a defect and sellers don't want to consider anything. This second set of negotiations always seems to stress everyone out especially the newer agents.

Here is FAR 9 (Florida Association of Realtors) definition; "working condition" means operating in the manner in which the item was designed to operate. "Cosmetic conditions" means aesthetic imperfections that do not affect the working condition of the item, an example of a few of those items the FAR 9 lists are pitted marcite, worn spots, caulking in bathrooms and cracked mirrors. While other contracts may include bathroom caulking because it will eventually cause water damage, other contracts do not include missing or torn screens.

To cut down on the confusion read the "Warranty and Repair" section of the contract being used in the deal to clarify it for you and have buyer and sellers refer to it when they have questions. When everyone has clarity it makes life real easy.

Dreams- Keller Williams Agents in Pembroke Pines have. Do You? Most of us came into the Real Estate business because of a dream of leading a better life. Or maybe it was to take control of our lives. Whatever your dream, it's time to move forward. What does moving forward really mean? Trust me moving forward is the most rewarding experience, but it is not for the faint of heart. So here is the plain truth.

Moving forward is easy when the scoreboard is in our favor. The real challenge comes, and it will come, when we are not ahead anymore. Please understand this, the real estate champions in life move forward in the presence of fear, NOT in the absence of it. It is easy to be optimistic and brave when we have the opponent on the run. It is easy when the checking account has a big balance. It makes life easy; it makes us brave and bold. But in life and especially in the real estate world, which we are now a part of, it will not always be easy. Do what the real estate champions do, move forward in spite of fear. Champions understand that fear is natural, they know it is only a feeling and they have learned to override and control their natural fears and move forward. Learn to do the same and you will catch your dream.

The dream that got you into this business comes with a price. Believe me there are NO FREE dreams in life, they require hard work and sweat, they all cost. The only free dreams are nightmares. Some of you may be surprised, even shocked to learn this, but it's true. Most people live life just by following the person in front of them. Champions lead. Do what they do...stop following, break away, and understand that you will have to invest time, money and your resources. It is tough and it means sacrifice, but that's what it takes for your dream to come true. What champions don't sacrifice?

1 Samuel 14:7, "Do all that is in your heart. Do as you wish. Behold I am with you, heart and soul."  

Develop a Champions Passion and it all becomes easier.

The Address Book - Keller Williams Agents in Pembroke Pines Know The Value Several years ago when I was an associate at The Keyes Company in their Pembroke Pines office, I had the pleasure of meeting a new associate, Ana Benitez. Ana was hard working and you could pretty much tell she was very different than most of the associates that came thru the doors.

Ana was getting listings and closing buyers. Being of inquisitive nature I told Ana that I was impressed and asked her what she was doing to generate this volume of business, was she working FSBO'S? Expireds, what were you doing? She informed me she was working with her sphere, which is where all new agents should begin and all agents continuously work throughout their careers. Ana being serious about her new business did something that I've never known any other agent to do. She told me that when she ran out of her sphere to contact she got her mom's address book and her brother's as well and wrote an introductory letter introducing herself as the sister and daughter, then called and explained that she was new in real estate and would appreciate any help she could get from them, and boy did they help.

Today I frequently tell the Ana Benitez story to our new associates and not surprisingly Ana is now a top Realtor in Pembroke Pines and Miramar.

For new agents who maybe reading this, you want to start your career with your sphere, , end your career working this group, the only difference will be when you retire your sphere will be larger than when you began. You know the old adage; it's cheaper to keep an existing customer than to have to find a new one. This sphere is your list of existing customers.

Are You Perpetuating Your Success's? - Keller Williams Agents in Pembroke Pines Are. In real estate sales we need to keep our names in front of our potential, past and present customers on a consistent basis, that's how we get hired. We to remind them we're still around. One of the easiest ways I have found and is not threatening is to use Just Listed and Just Sold cards; it's informative and a great source of new business.

You just got a new listing, that's success so market the home and yourself. Send it to the neighbors, you may get another listing, send it to your past clients, your sphere of influence, they may know someone interested in buying or even selling. Repeat this when you have sold the property; blow your own horn all over again, and don't forget to call around your sign. I can tell you, if you won't blow your own horn, no one else will that's for sure.

I recommend using a mailing company like http://quantumdigital.com/directmail?r=1
Just download your lists or have the mailing company look up the area using their automated systems. It's easy and inexpensive, and don't forget it's effective in generating new business.

It's Not Your Decision- Keller Williams agents in Pembroke Pines know this. I was talking with an agent recently and he was telling me about a difficult selling agent he was dealing with on a home in Silver Lakes, Pembroke Pines. This agent was telling me he felt as though the other agent was trying to extort money from his the seller. I asked him how the seller felt; he told me the seller was willing to give the buyers what they wanted, "What's the problem then?" I asked. "It's the principal." Agent replied.

I reminded him that it's not up to us to make that decision for the customer, only they know what their true needs are and they may not be telling you all. What I further learnt about this seller was already living out of state, and had been for 6 months. No wonder the poor guy was motivated, paying 2 mortgages and having had his home listed for almost 2 years, 3 agents later. I'd be motivated myself to make the deal.

Present the offers and counter offers and help them come to a decision. Many times they will lean on you for advice, keep it simple. I would say to my buyers and sellers I'm not in your shoes, only you can decide what is right for you. I'd further ask what's more important to you, this money, which is a few thousand dollars or moving on with your life and putting this chapter behind you. Most choose to move on.