Marvin de la Vega

I wrote a recent post My First Active Rain Referral CLOSED!! and there were so many great comments. Thank you if you chimed in. There was a recurring theme however, other than those of congratulations. So I thought I'd share what I do to get 'em. Lately a lot of people have been calling me locally with their family, friends, co-workers and neighbors - a true blessing for my business. Are you ready for the simple answer?

Persistence, hustle, face time, knowledge and luck.

Persistence. I don't give up easily and neither should you. I've had the luxury of literally flying over San Diego and Chula Vista (where I live) as a Navy pilot for many years. Do you realize how many houses are down there? Lord almighty, there are so many people and houses that need to sell - I have no excuse. Plus, my 8 month old son inchworms his way into my home office at least three times a day with such a look of determination. All he wants to do is sit on my lap quietly while I talk to clients. I even told a client as my son was cooing quietly, "he's in training". Really, he was there as my motivation - a reminder that I must keep on going just like him, mission accomplished, he got to my lap. He's on my lap now as I type with one hand. He can have the antique harley when I'm old. Meanwhile, I press on, just like him.

Hustle. How does the saying go? If you want to get the job done, give it to a busy man. I'm continually looking for ways to streamline and enhance what I do. I just took on an assistant, waiting for this day because I knew my sales volume would demand it. Now, while she handles the administrative side of my biz, I can blog, network, focus on my family, my health/recreation and most importantly, generate more real estate business. So I'm not busy just for the sake of being busy, I'm working with goals in mind. I work so I don't have to, but I also work efficiently because there is so much to do, so many people out there that need my help. Do the hustle...

Face time. We often used this term in the Navy when referring to the higher ranking officers. If one didn't engage in face time (not sucking up, mind you) then the Commanding Officer wouldn't have a lasting impression when it came time for performance evaluations, which led to promotions, which led to an increase in pay. Granted, a sailor had to work his tail off and do "the right stuff" to promote upward, face time didn't guarantee anything except the jealous brown nose comments from lesser performers. Long story short, get in front of as many people as you can, people that can help shape your future - past clients (buyers and sellers alike), other agents, networkers, fellow service members, friends, the butcher, the baker the candlestick maker...anyone! Yes, I use what the name suggests, Facebook, but that's just one place and mostly for personal use. Active Rain helps me network ALL OVER THE COUNTRY!! Electronically or in person, get in someone's face!

Knowledge. This is a given. If you you don't know what you're doing, you better ask somebody. Your clients are looking up to you for wisdom and guidance. Be there for them. Keep learning, reading, update your skillset and know your market stats. Knowledge is power, lack of it sends your clients elsewhere.

Luck. I use this tongue in cheek because I don't really believe in luck. I have other personal religious beliefs that some don't share but many will, and that's okay. People are put in my life for a reason; if they need help it is my job to help them. I'll never beat anyone over the head with a bible but I'll live by example, not by proclamation. People are also put in my life to help me but typically I tend to put their needs before mine. Whatever you believe in, whatever it is that you feel places more deals in your lap, insert that here in exchange for luck. And don't think of me as contradictory when I say "Good luck.", it means something bigger and better, from the heart.

So at the risk of being trite, don't give up, hustle, get in front of the right people, know your stuff...and good luck.

Marvin de la Vega

Now this was a great transaction! And it all started on my first day in The Rain. Check out the chronology:

Feb 10 - Joined Active Rain feeling like Bambi on ice. Set up my profile and posted my first blog entry - Welcome to My Blog. Received a referral alert from Jack Torres of the Homefinding Center in Corona CA. Jumped on it like a hobo on a ham sandwich, interviewed and got the referral. Thanks, Jack! Thanks Active Rain!

Feb 12 - Met buyer Ron W. at first house. Thus begins the happy house hunt. We start inland with new townhomes. Turns out Ron is a fellow surfer so we end up using surf spots and proximity to the ocean as primary criteria for his home; bonus for me, I get to see the ocean while showing homes.

Feb 18 - 4 days of showing, 22 homes, a Surf Burger and 3 fish tacos later I showed Ron a bank owned condo in Carlsbad its second day on the market, offer written. It's near great north San Diego County surf spots, 4 blocks from the beach.

Feb 21 - Offer accepted! Scha-WING!!!

Feb 23 - Escrow opened on a 30 day escrow.

This is where the normal stuff happened. We reviewed disclosures, surfed, did inspections, surfed again, wrote the request for repairs, surfed yet again. What? This IS normal in Southern California right down to my jeans, Hawaiian shirt and flip flops. Just kidding, I wore shoes most of the time...

March 26 - Loan is funded.

March 27 - Scheduled to record and close TODAY, essentially a done deal. I know, it was supposed to be a 30 day escrow. So we went over by 2 days due to small issues not even worth mentioning.

Here's the best part. I just found out from the listing agent that 3 offers came in AFTER ours was accepted, HIGHER than what Ron paid, those buyers were hoping we would bail out. Fat chance. Right now Ron is smiling.

Thanks again AR, thanks Jack! I'm goin' surfing now...

Marvin de la Vega

This is a good one for Buyers and Agents alike. How do you get your offer accepted? Follow these simple pointers.

1. Always use the computer generated form, it's more professional looking. In CA we have Winforms, you can fill out all the fields, it's purty. If you can help it, never write a contract by hand. This ensures legibility and listing agent confidence in your attention to detail. Besides, sloppy handwriting sucks.

2. Complete ALL of the pertinent fields. This includes financing (if used). Agents, if you leave this blank you're telling your client, the seller and the other agents you don't know about your client's financing or you were too lazy to fill it out. Learn your trade or ask your client's lender, but fill these out. The listing agent will be impressed.

3. Make sure the numbers work! Lowball pricing will make you think you got a great deal, but might not get the offer accepted. The seller has to like your number too. Give a deposit that says you have a spine. A $1,000 deposit on a $700,000 purchase looks weak. I advise 1% - 3% of purchase price normally. Literally, make sure the numbers add up and are in the right place. I've seen some interesting applications of math here. The down payment is NOT the deposit and the financing amount should not go on the down payment line. Don't make the seller and agent guess how you are applying your money. DO THIS CORRECTLY, PEOPLE!

4. Understand who pays for what. There are different service providers in the transaction that have different fees and costs. Some are customary, some are paid only by one or the other principal (just the buyer or seller). Know these well, since some of these are cause for poor negotiations.

5. Know exactly what your "due diligence" period entails. In CA it's called the "Contingency" period. Know exactly what a buyer has to do in this period, when they have to do it and what happens if they don't. Be reasonable with the amount of time needed to conduct due diligence. If you are all guts and know you can swing this in a short time (All Cash offer), then why drag it out? Tell the seller how quick they can get the hell outta Dodge by how soon you can fully commit to this purchase. BE WISE WITH THIS STEP.

6. Call the Listing Agent before submitting your offer and establish a relationship. Buyers, your agent has to sell your offer to that listing agent first. If your agent is a good student of sales and building business relationships, your first page will be well received.

Good luck out there! Make it Rain, folks!

Marvin de la Vega

Okay, so I dorked this one up. Remind me never to send email after a busy Monday. It was a good day, productive but busier than a one legged man in a butt kicking contest. I sent the following email out with the best of prospecting intentions. Just my delivery and humor were a little dry and only meant for my tax guy Kyle; he understands my wit.

I thought I sent it to Kyle, but instead sent it to my entire past client / sphere of influence database. DOH!!

Hey Kyle,

In a "business engagement", what should real estate agents and buyers know before taking their relationship to the next phase? Here is a simple way look at it.

For Agents

Although buyers have access to a ton of information, they might not know enough; this might be their first time. They count on us for knowing everything that will lead them to you carrying them over the threshold. Okay maybe not, some of my clients are bigger than I am.

1. Ask a lot of questions. Pre-qualify for financial ability and motivation. Can they buy? Will they buy with you? When? What do they know already? What exactly do they want in a home?

2. Know your stuff. Know as much as possible about the buying process. You'll be asked about procedure, financing, locations and construction, to name a few.

3. Be sensitive to your clients wants and needs. Just because you know "your stuff", know that every client is different and might have different hot buttons -price, size, location, kitchens, proximity to town, schools, etc. Ask them early what they want and ask again. Sometimes things change like in any relationship, right?

4. Be a professional. Always be: on time, courteous, eloquent, understanding, assertive, clear, informative, dressed appropriately, focused on them. Most importantly, be aware of key buying signals; recognize when they are ready and when they are not.

5. Ask for the order. Don't be afraid to ask the client to put an offer together. You've coached them, they've followed your advice and they've shown interest. Consummate the relationship.

6. Follow through. Stay the course, not just through the transaction but after you open the door, hand them the keys and welcome them to their new house. Keep the relationship alive long after closing.

For Buyers

1. Ask a lot of questions. Interview your agent, ask them how they operate. This is probably the largest expense / biggest investment you'll ever make. Can I trust this agent? What and who do you need to know before you buy a home? How do I do this? How long will it take? There is so much to know and so much room for error.

2. Understand your agent is a professional. If you interviewed your agent wisely, great! You will know they are a professional from the start! This is a two way street where you have more room in your lane and your agent should be on the straight and narrow. Respect their reasons for working with you, it is their livelihood.

3. Be clear and honest with your agent. Make your wants and needs known. Be realistic in what you are looking for. Be ready to be coached in the process.

4. Be ready to "seal the deal" with your agent. You're not out looking at homes just for the fun of it, be brave (guided by your agent). Conduct your due diligence. Write the offer.

5. Give your agent feedback, good and bad. This will help him continue good business practice, improve what needs improving and even help those you refer to him. Always stay in touch after closing, you might have after closing needs. Don't assume your agent will disappear.

Simple enough? Agents and clients, feel free to add your thoughts. As a professional, I'm open to new ideas.

Have a great week!

Marvin