Regina P. Brown, e-Pro Realtor®

So you want to sell your house. You feel confident in your sales abilities. You have an attorney friend to help you with the contracts and disclosures. How hard can it be to stick a "For Sale" sign in the ground, put an ad on Craig's List, and hold a few open houses? After all, that's what your real estate agent does for you, right?

Hold it right there. Because you forgot the main thing you need. You are a seller. The ONLY thing you need is BUYERS.

What about your open house and internet ads? Won't that you get you BUYERS? Statistics prove that only about 2% of buyers come from an open house. So what about Craig's List? Well, how are you going to ensure that the buyers are prequalified?

So then -- how to get BUYERS?

Don't worry, as a FSBO, you'll probably get plenty of buyers. They'll most likely fit into one of these categories:

1. Looky-loos (not serious buyers but will waste a lot of your time)
2. Unqualified buyers (you won't know that they're unqualified until too late)
3. Bargain hunters (investors who offer you low-ball prices)
4. Wheeler-dealers (people who want YOU to carry their loan or other creative techniques)

So how do you avoid these types of buyers? How do you find BUYERS who are QUALIFIED, SERIOUS, AND MOTIVATED?

Did you know that up to 99% of the qualified, serious, and motivated buyers are shopping for a home with their real estate agent? And they are NOT looking at FSBO's.

So that's what happened to the good buyers! Now, how do you get them to come and view your home? The best way to get a real estate agent to show your home to buyers is to LIST YOUR HOUSE FOR SALE WITH A REAL ESTATE AGENT.

Yes, it's really that simple.

Afraid you'll spend too much money on Realtor® commissions? The National Association of Realtors® recently conducted a study that showed agent-sold homes sold for 5 to 8% MORE than a FSBO home. So that blows the "saving money" theory, doesn't it.

The formula is:

1. Hire a Realtor® to help you sell your house.
2. Attract the RIGHT type of buyers.
3. Attract a LOT of buyers!

After all, that's the only thing you need, right -- BUYERS!

Regina P. Brown
Broker, Realtor®, e-Pro
Author of eBook "Stop Foreclosure Fast: Solutions to Save your House"
Author of forthcoming book, "Virtual Office Guide for Business Professionals: Work & Profit from Home"
Join & post to my NEW ActiveRain group at http://activerain.com/groups/virtualoffice

	Enjoy my NEW Books:

Text copyright © 2009 R.P. Brown, All Rights Reserved

Any real estate agent who has been in residential sales for several years has probably seen all types of offers: wonderfully written, terribly written, and just plain weird. And I'm not talking about the purchase price or terms. I'm talking about the contracts and other documents.

How do you know if your Buyer's purchase offer will be accepted? You do NOT know. But there are some things you can do to ensure that you have given your Buyer the BEST possible shot to obtain their dream property. And it all starts with the purchase offer.

Here's a few tips, based on my too-much-experience with poorly written contracts:

1. Complete all the blanks and boxes! I know it seems basic, but I've seen way too many incomplete contracts. If I'm the Seller's agent, and I receive a contract with info missing (who's going to pay for the pest control report?), well guess what. That will not be in your favor. I will interpret the missing field in the SELLER'S favor, and you will see that reflected on the counter offer. Your buyers may not be too happy about that...

2. Complete all the fields available even if you have to research the info (reiteration of #1). For instance, your name, phone, address, email, and real estate license number. The information that you do NOT have you should LOOK UP. For example: the other agent's info; the seller's legal names (you can get that from the tax records). Do not leave the seller's names blank on a purchase offer!

3. Call the listing agent before writing the offer. Nothing will blow an offer like putting in a service provider that the seller doesn't want to use, and creating a needless counter offer. Communication is the key! The listing agent is going to be your best buddy, if the seller accepts your offer, because you'll be working closing with the listing agent for at least a month. So take a few minutes, make that phone call, ask questions to find out what's important to the seller, and start building that critical business relationship. Besides, if you know how to ask the right questions, you just may find out some great tips that can make your offer more competitive than other offers.

4. Read the listing description. Find out what the seller is offering. Have they specified an escrow company? Is there a septic tank? Which appliances are included? Don't write an offer including the washer & dryer when the seller has clearly stated that they are not included. Follow the instructions given in the listing and don't frustrate the seller needlesslly, by making them write a counter-offer for things you should have observed.

5. Date all the pages. In California, our C.A.R. contracts have the date on the SECOND page of each contract, so it's often overlooked. But double-check to ensure that you've included the date on each page of each document.

6. Do NOT include more documents than necessary. For example, in California, our Purchase Offer is 8 pages long, plus a Buyer's Inspection Advisory adds 2 more pages. Then if you include a WPE (pest control form), that's another page; if it's a short sale the SSA (short sale addendum) adds another page. Already you're at 12 pages minimum. So if you want to include a 10-page SBSA disclosure, that is fine; but it doesn't have to be part of the purchase offer. If you include it as an addendum to the purchase offer, it just means more paperwork that the sellers (& the buyer's lender, & the seller's bank, if it's a short sale) have to analyze and process as part of the offer. So unless it's needed, stick to the basic contracts & addendums as recommended by your broker. Why give lenders more opportunities to analyze excessive documents and perhaps deny your sale?

7. Include the Buyer's deposit check (or copy of it) and their pre-qualification letter. That goes without saying. If there's a reason you can't include them, write a brief explanation.

8. Balance price with terms. If you're going to ask for Seller concessions, such as asking them to pay your closing costs, advise your buyers NOT to submit a low-ball price. Don't insult the Seller, who probably won't consider any offers from you after that. Remember: price OR terms. Not both.

9. Make sure the Buyers initial and sign each and every page needed. Then double-check. It's easier to verify it while they're still there in the room; after they go home, it's much more difficult to chase them down to get signatures.

BONUS TIP: Write an emotional letter about your Buyers. Or better yet, let the Buyers write the letter! You may be surprised to learn that many offers are accepted on the basis of emotional decisions. Yes, every seller wants top dollar and great terms. But many sellers love their house and want to help a deserving family who will take care of their new home, just like the sellers did. Here's an example:

Dear Mr. & Mrs. Seller: We are a young family with 3 children in school and this will be our first home purchase. We have saved our money for 5 years to buy this wonderful home! Our children will be able to remain in their schools because we already live in this neighborhood. Our 7-year-old is excited to have a back yard so he can get a puppy. We love the brick fireplace and the charming breakfast nook, and we promise to take good care of this lovely home for many years to come.

Buyer's Agent: Help me to help you! Take the time to review, re-review, and have another agent review your offer AGAIN, line-by-line, before submitting. It's worth an extra 30 minutes to do it right the first time -- and to ensure that your offer won't be rejected due to negligence. I can't guarantee that ALL your offers will be accepted, but if you follow the steps above, you have increased the chances ten-fold! And you are doing a big favor for your Buyers.

Agents, home buyers, and house sellers: feel free to contact me at any time. I welcome any and all inquiries. Email: RPBrown @ Realtor.com

Regina P. Brown
Broker, Realtor®, e-Pro
Author of eBook "Stop Foreclosure Fast: Solutions to Save your House"
Author of forthcoming book, "Virtual Office Guide for Business Professionals: Work & Profit from Home"
Join & post to my NEW ActiveRain group at http://activerain.com/groups/virtualoffice

	Enjoy my NEW Books:

Text copyright © 2009 R.P. Brown, All Rights Reserved

Who needs an estate planning attorney, anyway?

You do.

Me? Why?

Well, you own property don't you? And a business?

Yes.

And you have children, don't you?

Yes.

And you certainly don't want everything you've work so hard for, to end up with the courts or attorneys do you? After all, you've worked hard so your children, grandchildren, and favorite charities can have something nice to inherit, right?

That's true.

So you need an Estate Planning Attorney then. Not just any attorney. But one that does estate planning exclusively and can help you create a custom plan for you and your family.

So how do I find a great attorney to help me?

Once you have selected a prospective attorney, here's some interview questions:

1. How long have you been licensed as an attorney? Are you in good standing or have you been the subject of any disciplinary proceedings? (You can verify on your state bar licensing web site. In California, it's www.calbar.org.)
2. Do you have a web site? (Ask this before you meet the attorney & review their site.)
3. Have you written a book or professional reference papers? Have you written anything that has been accepted for publication?
4. Do you speak publicly to any community groups? Do you present education to other financial professionals?
5. What law school did you attend? (Some law schools are more highly regarded than others.)
6. Are you a member of any professional associations? (WealthCounsel is a credible association for Estate Planning attorneys.)
7. Do you have legal malpractice insurance? (This is a sign of accountability.)
8. Are you incorporated? (Often signified by the letters P.C. or A.P.C. after their firm name.)
9. What common mistakes have you seen in estate planning? (Demonstrates experience with all types of situations.)
10. What is your fee range for your services? (Great attorneys probably won't quote an exact fee, but should be willing to give you a fee range. If they won't give you any fees up front, beware!)
11. Why are you passionate about estate planning?

And if you're a business professional, two more interview questions:

1. If I do business with you, are you willing to consider doing business with me?
2. I'd like to refer people to you. Do you have anyone you can refer to me?

Okay, you say, I got it. These are the types of questions I'm going to ask. But how do I go about LOCATING a top quality attorney who is highly respected in his/her field?

Be cautious when using the following methods to find a great attorney:

• Yellow pages
• Billboard signs
• Internet directories
• Referral service (attorneys that pay to be listed)
• Fancy / expensive ads, graphics, or slogans

Some recommended attorney resources are:

• Brenda Geiger, Esq., Geiger Law Office, P.C. (California)
• Myrna Arroyo, Esq., Myrna E. Arroyo, LLC (Louisiana & Connecticut)
• Ask your CPA or financial advisor for a referral
• Pre-Paid Legal Services, Inc. (througout U.S. and Canada)

Don't believe that your entire estate can be ruined by using the wrong forms, wrong trust methods, or wrong attorney? Read Geiger's book, "What You Must Know to Protect Your Family and Your Estate: The Ultimate Guide to Estate Planning for California Families" and you'll find some tragic stories -- of what you DON'T want to do!

Questions? Please contact me and I'll be happy to help you!

Regina P. Brown
Broker, Realtor®, e-Pro
Author of eBook "Stop Foreclosure Fast: Solutions to Save your House"
Author of forthcoming book, "Virtual Office Guide for Business Professionals: Work & Profit from Home"
Join & post to my NEW ActiveRain group at http://activerain.com/groups/virtualoffice

	Enjoy my NEW Books:

Text copyright © 2009 R.P. Brown, All Rights Reserved

Surviving and Prospering In A Shifting Market

Exclusive "FREE" Success Seminar

As Others Quit, Those That Stay Can Become Millionaire Real Estate Agents

Brett Noel - World Class Motivational Speaker & Author

California's Success Coach - This Event Always Sells Out

ONE DAY ONLY - REGISTER EARLY - LIMITED SEATING

FOR REAL ESTATE AGENTS ONLY - A complete system to reach Financial Independence & Wealth.

You heard that right, I don't know how he does it for FREE, but I've already reserved my seat! Top trainer Brett Noel from www.BrettNoel.com is hosting a workshop for real estate agents in Vista, California and in San Diego, CA.

Covers:

• Why 93% of agents fail financially and what you need to do to succeed

• How to Master the Listing Presentation. Win 95% of the time

• How to Get 7% and 8% Listings Every time

• How I earned $500k a year in commissions "I teach you to do the same"

• Why FSBO's will want to list with you and pay a full commission

• The one mistake agents do to destroy the listing and how to avoid it

Mastering the Listing Presentation:

• Create a system designed for you to WIN at the table. No hard closes, No sharp angle closes, No games. This system helped me earn over one million dollars in commission income.
• The One word the seller must say before you start your presentation
• How to eliminate your competitors during your presentation
• How to get the seller to tell you exactly what you have to say to get the listing
• How to get the Seller to list with you at a full 6 % or 7% COMMISSION
• Why Every Listing is worth Three Transactions
• The one mistake agents do to destroy the listing and how to avoid it
• The complete system to handle every objection and much, much more......

Did You Choose Real Estate To Play Or Get Rich?

Register for the VISTA workshop on THR June 4th here: http://brettnoel.eventbrite.com

• ^{NSDCAR Office}
• ^{906 Sycamore Avenue}
• ^{Vista CA 92081}
• ^{9am - 4pm}
• ^THURSDAY
• ^{June 4, 2009}

Register for the San Diego workshop on WED June 3rd here: http://brettnoelsd.eventbrite.com

• National University Spectrum Center
• 9388 Lightwave Avenue
• San Diego CA 92123
• 9am - 4pm
• WEDNESDAY
• June 3, 2009

Tools and Systems you will Need to Prosper in 2009 -- will you still be in business NEXT YEAR? And if so, will be THRIVING and PROSPERING?

Regina P. Brown
Broker, Realtor®, e-Pro
Author of eBook "Stop Foreclosure Fast: Solutions to Save your House"
Author of forthcoming book, "Virtual Office Guide for Business Professionals: Work & Profit from Home"
Join my NEW group for professionals who work from their home office at http://activerain.com/groups/virtualoffice

	Enjoy my NEW Books:

Text copyright © 2009 R.P. Brown, All Rights Reserved

That sounds weird, doesn't it? Usually TV is for entertainment... or for filling our minds with crud. But you can weed through all the junk and find something educational -- and NO, we're not talking about Sesame Street.

I'm talking about Home & Garden TV, known as the HGTV channel. Contrary to popular belief, it's NOT just a fru-fru decorating channel for girls. Come on, GUYS, you need to know the difference a staged home makes for your sellers, even if you never learn HOW to stage a home.

If you're a real estate NEWBIE, I suggest watching 2 hours per day of HGTV and focusing on these topics:

• Curb appeal
• Remodeling houses - both do-it-yourself (DIY) and professional
• Home building inspections
• Landscaping
• Buying houses - shopping & comparing features
• Selling houses - open houses, negotiating purchase contracts, dealing with sellers
• Floor plans & design
• Staging & interior decorating

These are all things that are CRITICAL to know about real estate sales. Having this education really makes the difference between a "newbie" and a "pro" -- and your clients will realize whether you are knowledgable or not.

The DIY channel (paid channel) and A&E channel (free channel) also have programs on house remodeling and decorating.

Watch as many of these as you can -- you will be shocked how much you absorb. And when you start giving your buyer clients advice about "how to tell the difference between the DIY and the pro remodeling job" -- your buyers will thank you!

Regina P. Brown
Broker, Realtor®, e-Pro
Author of eBook "Stop Foreclosure Fast: Solutions to Save your House"
Author of forthcoming book, "Virtual Office Guide for Business Professionals: Work & Profit from Home"
Join & post to my NEW ActiveRain group at http://activerain.com/groups/virtualoffice

	Enjoy my NEW Books:

Text copyright © 2009 R.P. Brown, All Rights Reserved