Category Archives: Selling a Home

Tips on Selling a Home

The Buyer’s Agent

“A buyer can engage the services of a real estate agent to purchase property and the real estate agent is then the agent for the buyer, who becomes the agent’s client. This means that the real estate agent represents the buyer. The agent owes the buyer undivided loyalty, reasonable care, disclosure, obedience to lawful instruction, Confidentiality, and accountability, provided however that the agent must disclose known material defects in the real estate. The agent must put the buyer’s interests first and negotiate for the best price and terms for their client the buyer.” This is buyer’s agency according to the Massachusetts Academy of Real Estate.

Just like the seller’s agent, the buyer’s agent owes the buyer, their client, fiduciary responsibilities. That means the agent’s responsibilities are legally binding. When buying or selling homes in anywhere in Massachusetts, South Shore real estate agents owe their contracted clients the duty of undivided loyalty, reasonable care(I still won’t paint your house. , disclosure, obedience to lawful orders, confidentiality and accountability of funds are the standard.

Just the same as the seller’s agent, right? Not quite. Here’s the weird part. The buyer’s agent job is to decrease his own commission. Seriously, get the best deal…at the best value…for the client. The overriding concern of the agent must be the best interests of his client. No compromise, no retreat, no surrender. Since we’re all paid on commission, lower sales mean lower commission. Kinda weird, huh? Not so much as you think. More than most businesses, succesful real estate business rely on referrals. People always talk. If you do you’re job right, a successful house hunt can lead to a couple of active referrals, so you’re business feeds itself. People who buy talk more than people who sell, so personal monies lost by doing a specific job right can be recouped by volume of transactions.

A good buyer’s agent works like a detective. He thoroughly interviews his client to find out their hopes, dreams and expectations in a property. Then after a careful market research, compiles and maintains a list of properties for the client to view on a drive-by. Once the client, narrows the list a wee bit, The agent and client set up viewings. This is the fun part. Before viewing the house, the agent reviews public records, previous sales and gathers as much information as possible to prep questions for the sellers or their agent at the viewing. These questions all revolve around the properties suitability for the client and garnering better terms,conditions and/or price. I prefer accompanied viewings just for the purpose of airing some of these ideas and gathering more info. As the client views the house, the agent examines the house with a careful eye, gathering more info to build a better bargaining position.

OK, just to make this easier, we’ll skip the tennis match-like back and forth exchanges as the client reviews all the information gathered by the agent and decides which one of the properties fit them the best. The agent then explains offer strategy and if the client approves, writes up an offer. This is where the bargaining for the price, terms and conditions largely takes place. After this, it’s mostly paperwork and process.

Again, to save time, we’ll say the offer is accepted with minimal back and forth wrangling from both parties. Yeah! Now it’s time for the buyer to select a Home inspection team(Buyer’s Agent can’t help here. Conflict of interest. We can give you a list containing nearly every home inspector in Massachusetts, but that’s it.)and get them in the house within ten days. For that ten days, the buyer can cancel for any reason. The agent is back in the loop again if the inspection is OK or if it uncovers a deal-killing problem.

Ok, the inspection is golden and we’re moving forward. Now the agent will help the buyer prep for the closing, by making sure they hire a lawyer to represent their interests(THE MOST IMPORTANT THING THE BUYER DOES, except hire me.), and make some recommendations, like get the property surveyed and a plot plan made or get a title search done to intentify any possible problems with the property or claims against it or make sure the new mortgage is squared away. The buyer’s agent is also frequently on the phone with the seller’s agent to make sure they’re ready to go too.

So everything’s prepped, everything’s ready, the process is in the capable hands of the lawyers. Now the agent sits back and contemplates just where, when and how bad Mr. Murphy’s(of Murphy’s Law Fame) visit is going to be and just how to fix whatever he does. Mr. Murphy can poke his head in right up until the closing is completed, so the old saying, “You can never be surprised by something you’re waiting for.” is always the rule of the day. For the successful agent, that rule is immediately followed by an old Marine Corps adage: Improvise, Adapt & Overcome.

Have Fun!

Lew McConkey
Focused on Home Buyers and Sellers in Brockton, Abington, Whitman, Hanson, Halifax and East Bridgewater

Rosen Realty
(781)252-9789
Lewmcconkey@rosenrealty.com

The Home Seller’s Agent

Someone planning on selling a home has a couple of options.

The can hire a real estate agent to be their point man(or listing agent) in the process. Normally the agent is called by the seller to come to their home to do a comparative market analysis(CMA) of the home. This details the real estate agents opinion of the home’s value, compared with others in the market of similar value. It also explains the reasons the agent feels the value is right by comparing the other properties used to make the baseline. Lastly, it gives a rough projection of the proceeds for the home itself. Here’s where to be careful. It just includes the home sale itself, not any outstanding debt. This where people who are upside down(owe more than the home is worth) on their mortgages can get caught up. There are options available, like a short sale or adding improvements to increase the value. Talk to your prospective agents about the risks, as well as the benefits, of a particular approach. That’s a great way to get a feel for the agent and if he cares about you and your particular situation or does he just want the listing. When the CMA is delivered, this is the time the agent makes his pitch to become the seller’s agent, so be ready for the shmooz,(Hey, I do it too.) but ask questions too. This could be your partner in one of the biggest transactions of your life.

Normally, the seller interviews a few agents just like this. They compare the CMA’s(Which one values my home highest?). They compare the agency(Does it have a good record? Been around awhile? Any complaints? What’s the commission? Remember the strength of the agent’s affiliates comes with him into the agreement.) and lastly they compare the agents. (Do I like him? What’s he going to do to market my house? Does he have a plan?) Part of my CMA delivery is my marketing plan for the home in question. You, the seller, are shopping. If you don’t like the agent, don’t like the plan, disagree on the value…You have a lot to think about.

“The agent represents the seller and his property and owes the seller undivided loyalty, reasonable care, disclosure, obedience to lawful instruction, confidentiality, and accountability, provided that the agent must disclose known material defects in the real estate. The agent must put the seller’s interests first and negotiate for the best price and terms for the client, the seller.” Straight from the Massachusetts Academy of Real Estate and quite a mouthful.

Aside from the legal and moral requirement to disclose all known material defects in a property, The agent you choose will OWE you his undivided loyalty and reasonable care. As your agent, he’s got to put his interest aside and focus on your situation and desires, within reasonable expectations. He’s not going to shingle your roof, but he’ll put some evenings aside to show the house, some weekend open houses etc. He’ll be a source of advice on how to stage your home for showing(That’s a lot of work; see past posting: Hardest Part of Staging a House 04/10/10) He’ll set up with you your requirements for showing the home. (Pre-qualified Buyer’s only, Specific Showing Times, etc). He’ll also guide you in what you can do and what you can’t, legally, in selling and advertising your home. There are tons and tons of laws regarding how you advertise, how you handle hazardous waste issues like lead paint, radon and asbestos, the condition of septic systems and so on. The penalties for violating any of the various Federal…State…County…and City/Town laws are pretty severe. His job is to guide you through those minefields. Did you know that through vicarious liability, You, the seller, can be held responsible for the actions of the agent. That’s enough to scare anybody, so pick carefully.

Also, he’s your screener and your “Special Agent”. I know what you’re thinking…Guys in black suits, sunglasses, driving Crown Vic’s, applying the third degree to innocent passerby on your behalf. Actually, That’s not far from the truth. Their your point person in finding the right buyer for you. You want him to screen out the tire-kicker’s that just want to see what the inside of your home looks like? Nobody gets in unless they have a pre-approval letter, unless they come to an open house. Done! All viewing’s require 24 hour notice! He’s your gatekeeper. You’re pet bear roams basement during the day. He’ll guide the buyers around. He’ll also be handling the earnest money a prospective buyer or his agent will have to fork over. That’s a headache and a half.

That brings up another good point. The buyer’s have agents too you know. Your agent will help prepare you for the questions they’ll be asking for their clients…and they’ll be asking plenty. They might try to browbeat you on the condition of the house, ask questions about why you’re selling and more. All in a softening up attempt to get you to eventually lower your price. Your agent can prepare you to defend yourself and can run interference during showings, if he’s there. You see, Your agent has to keep your secrets too, like How low will you really go(on your home price)? What will the seller kick in as an incentive to buy? You’re agent should know that and keep it just you’re little secret. There’s quite a few opportunities for a seller’s agent to get in a few pointed question of YOUR own.

Once the buyer is found, the offer accepted, the initial paperwork handled, he’ll help prepare you for closing with the advice and guidance of your closing attorney. Title V, Lead Paint, etc.

…Or you have the option of doing all that yourself. Good Luck if you take that road. You know how long I studied to get my license, how much I have to study to keep it year after year? (Well, I’m not telling you, so nyeh!)

Ok, hopefully, you like the idea of hiring an agent to sell your home. If not, I guess I could flip burgers at McDonalds or something. Anyway, once you pick an agent, you’re facing a small pile of paperwork that looks a whole lot scarier than it is.

First is a Agency Disclosure. It’s the law, we have to tell you who we are to you, since real estate agents can represent buyer’s, seller’s and sometimes both(That’s a later post.) and sometimes neither(That’s another later post.) The disclosure just says how the agent represents you. You can either sign it or check the box for refused to sign. See? No big deal. The next one is some type of Right to Sell Contract. This one binds you together in a partnership for a specified period of time. This can be a little complicated, so ask what the terms are, what the commission structure is(Yep, That’s in there too.) and the expiration date. Another might be a seller’s disclosure statement. You really want an agent’s help with that one. It’s a disclosure of known material defects, encumbrances on the deed, past damages, etc. Basically, It’s items you might know…that the buyer has a right to know… even if you really don’t want to tell him.

You’re seller’s agent is a resource, a tool(I mean that in a good way) and your partner. Use him. Ask questions, talk frequently. This is a scary time, but it’s also full of promise. Enjoy yourself and let the agent carry some of the burdens.

Have fun!

Lew McConkey
Focused on Home Buyers and Sellers in Brockton, Abington, Whitman, Hanson, Halifax and East Bridgewater

Rosen Realty
(781)252-9789
Lewmcconkey@rosenrealty.com

Massachusetts Real Estate Agents: Who represents who?

While perusing the internet blogs last weekend, I came across a few questions that surprised me. “Why are there two agents at my closing, one for me (Buyer) and one for the seller?” Another lady, selling a house, wondered why a buyers’s agent continues to tour her house repeatedly, but only when her agent wasn’t available. It got me thinking that the various roles of a real estate agent can be complex and confusing. Common perception seems to be that any real estate agency represents me, whoever that agent might be. All agents are required to be fair and equitable to all people, client or not, but the agents representing your interests has to protect you as well. See what I mean? For instance, If an seller’s agent knows that the roof leaks every rainstorm, they’re required to disclose that information to prospective buyers, even though it hurts the seller’s(and the agent’s) position. A buyer’s agent’s job description is a selfless act alone. The buyer’s agent is tasked with getting the best(lowest) price and terms possible for their client. Lowest price means lowest commission. Basically, their job is to make sure they don’t make the most commission they can in a transaction. How’s that for fair and equitable?

That complexity could leave a client wide open to problems within their real estate transaction. With so much going on, I can see where a client’s eyes might glaze over a little when their agent explains their roles and responsibilities at the first face to face meeting.

I help people buy or sell homes in the South Shore of Massachusetts, particularly properties in Whitman, Hanson, Abington, Rockland and East Bridgewater. The rules set forth by the Commonwealth of Massachusetts settle on all Real Estate agents, active or inactive, in the State. At the first face to face meeting with a client, all agents in Massachusetts are required to explain who they represent, what their responsibilities are, and most importantly, where their loyalties lie. Then the client is asked to sign a form stating that the agent disclosed that info. The client can either sign and date it or check off the “Refused” box. This is important, because a real estate agent has a fiduciary (legal) responsibility to his client and the client needs to know where their agent stands and what their duties are. The loophole here is open houses. An open house agent doesn’t need to do that. They just need a sign stating their relationship posted someplace conspicuous at the open house.

Basically, There’s a host of people your real estate agent could be. Each one has a set of duties and responsibilities that may or may not represent your best interests. I try very hard to look at things from the clients perspective. It helps me represent them more effectively. If I can envision their particular situation and goals, I can figure out a realistic and effective path to advise them towards getting there. Massachusetts has evolved a set of roles with specific responsibilities for each of the roles. A real estate agent might change roles as a relationship with a particular client evolves or needs change. Basically, they break down to:

1. Buyer’s Agent(simple – represent the buyer’s interests)
2. Seller’s Agent(simple – represent the seller’s interests)
3. Dual Agent(Scary complex – Remain Neutral to both parties of a transaction)
4. Facilitator(Slightly less complex weave of neutrality and responsibility to assist and advise a single client with the transaction)

In classes and refreshers, we always talk at least a little about how an agent’s role can start off in one place and evolve into something else. My preferred teacher likes to keep things interesting and assigns us the task of making the most convoluted agency relationship timelines, then asks us to sort them out. Some of these are as intriguing as a Rubik’s cube, and just as convoluted. I won’t go that far, but over the next few posts, we’ll discuss, the various roles and what each owes it’s client.

Admit it….your eyes are already glazing over, aren’t they?

Lew McConkey
Focused on Home Buyers and Sellers in Brockton, Abington, Whitman, Hanson, Halifax and East Bridgewater

Rosen Realty
(781)252-9789
Lewmcconkey@rosenrealty.com

Managing a Short Sale to avoid foreclosure

Foreclosures don’t happen overnight with a quick process and a sudden closure. They are a long, painful and draining experience for all involved. An owner of a distressed property can request a short sale, even when the proceedings are ongoing. Here are a few benefits for pursuing a short sale over just surrendering to the foreclosure juggernaut.

You are mostly in control of the sale, not the bank. The bank does get to approve of the short sale, the amount and the transaction. That can be a couple of weeks and sometimes holds up the closing, so be ready.
You will spare yourself and your credit the label of “Forclosure”. Big Bonus There!
You don’t have to be in trouble to do a short sale. You might be current on your payments and still get one done.
Your home sale will be handled like any other home sale. In fact most credit agencies look at a short sale as just another transaction. A short sale may not detract from your credit score, because most credit bureaus do not show the word “short sale” on your credit report. Some clients have reported negative FICO score drops from 50 points to 130 points, usualy when the loan is in default. In a foreclosure you can see a point drop between 200 and 400. That’s a huge, continuing hit. It stays on your record up to ten years.

Will buying again be affected by a short sale? A little, depending on how your current mortgage stands. If you’ve never fallen behind 30 days late and your lender doesn’t require that you pay back the loan, Fannie Mae guidelines may allow you to buy another home immediately. Normally, The wait for an FHA loan is 3 years. If you are behind and a short sale is granted by your lender, you may qualify to buy another home with a Fannie-Mae backed mortgage within two years.
After a foreclosure, there’s a boatload of restrictions. With certain restrictions, you may be eligible to buy another home in 5 years if the home was your primary residence. Without restrictions, the wait is 7 years. If you are an investor and do not occupy the home, the wait to buy with a Fannie Mae insured loan is 7 years.

This is pain-filled, aggravating time for the homeowner. By this point, they’re worn down and demoralized. More than a house, they’re loosing their home, a place filled with memories, comforts and history. Years later, just driving down the street, will create a stifling barrage of “what if’s”. All that heavy responsibility is being funneled down on their shoulders and it gets heavier and heavier as the foreclosure looms closer. The thought of trying something…anything to avoid foreclosure is more than many can bear to even contemplate. It’s so much easier to just go with the flow and surrender. Self pity can be a serious comfort, if you feel there’s no where else to turn. The long-lasting pains and penalties of foreclosure are worth avoiding, if possible. If you’ve received a foreclosure notice, make sure your represented by a real estate law professional. That’s the best money you’ll ever spend.

Good Luck and try to have fun every day!

Lew McConkey
Focused on Home Buyers and Sellers in Brockton, Abington, Whitman, Hanson, Halifax and East Bridgewater

Rosen Realty
(781)252-9789
Lewmcconkey@rosenrealty.com

Refinancing to avoid foreclosure

The type of mortgage you have and the status of that mortgage will be big factors in what products and services are available to you. There’s a host of other factors too, employment history, marital status, down payment, etc.

There’s quite a few options available to help you change your current situation.

1.) You can get a repayment Plan: Working together with you current lender, make a schedule of a full regular monthly payment plus a little extra each month, to repay the delinquent amount over a specified period of time.

2.) You can try Refinancing: Use the equity you have in your home to pay the delinquent amount. Current low interest rates might reduce your monthly payments. Check your current lender and other ones too. Make them compete and really get yourself a bargain.

3.) See about a HUD Partial Claim: If your loan is an FHA insured loan, your lender can ask for a one time payment from the FHA-Insurance Fund to cover the delinquent portion.

4.) Or Back to your lender for a Special Forbearance Plan. This gives you a temporary reduction or suspension of payments. Later the payments are increased to repay the delinquent amount over a specified period of time.

5.) Lastly, Mortgage Modification might allow you to refinance the debt and/or extend the term of your existing mortgage loan.

Seriously, interview a wide array of mortgage brokers to make sure you have all options presented to you. Let them know what you’re doing so you get the best prices and terms. Before committing to anything, check with a real estate lawyer. For a nominal fee, be sure you’re getting the best option.

Lew McConkey
Focused on Home Buyers and Sellers in Brockton, Abington, Whitman, Hanson, Halifax and East Bridgewater

Rosen Realty
(781)252-9789
Lewmcconkey@rosenrealty.com

Downsizing your Home to avoid foreclosure

The corporate world has relied heavily on the tactic of downsizing to help them survive the economic downturn. The heart of the tactic is how can I get the most utility out of the least expense. Selling under-performing assets, dropping lines of business with shaky track records, re-sourcing supply chains with lower cost options and, most painfully, cutting the greatest “controllable” expense, personnel. Leaner companies are poised to use the resources they saved to grow again, once new opportunities rise from the ashes of the downturn.

The kids have grown up and moved out? Just Retired? These people have the option most obviously before them and it’s nearly always made sense. In the evolving economic environment we live in, a few years ago, Savvy homeowners of all ages started
looking at ways to save monthly expenses. Our Family Motto is “Buy Once, Buy Right.” Ask yourself the right questions and envision what you truly need and want. How much can I save on my mortgage if we had a house with less acreage? How many bedrooms do I really need?
Do I really need an in-law apt when my kids are young and my parents aren’t even retired? See a qualified real estate agent who can guide you with a few more questions. You see, the downsizer is hunting for a more precise fit for their current/future lives and lower monthly expenses. As the economy further evolved to it’s current painfully slow recovery, Downsizing’s become a way to stave off the pain and the long lasting stigma of foreclosure.

Constantly soaring food and energy prices, high gasoline costs, huge maintenance service costs(Landscape, home improvement, etc) not to mention taxes, all add to the cost of living. First step…Just taking a peek at these expenses can save you money each month. There are simple common sense activities that you can do affect those costs. Take it to the next level, now. Differing markets have differing costs. Check out surrounding towns for costing info on everything from food to electricity to heating oil. Cutting down from a 3000 sq ft home to a 2000 sq ft can cut tax expense by a third in some jurisdictions. These savings can add up to hundreds monthly.

For most of us, the biggest scariest expense in our lives is our mortgage. Lending guidelines years ago referred to the 30% rule: If your mortgage was more than 30% of monthly income….You can’t afford it. Less than a 25% down payment, You’d get smiles and laughter just for asking. With current products available now, the ratios are way lower…and riskier. Banks under-managing those risks got us into the current crisis. Banks over-managing them are prolonging it. Put the tactic to use on your side. Figure out what you can really afford in the current over-managed marketplace. Contact a bunch of mortgage brokers and see what they offer. If you can qualify for a mortgage now, most likely, you’re getting a mortgage you can afford. Then hunting for the right deal might have you switching from your over-sized, over-expensed house to a cozy new home, fit precisely to your actual needs, if not wants, with quite a few bucks profit in your pocket from the downsizing. Market prices differ town to town. Similar properties can be thousands less just across town lines. Remember cost of living earlier? Same thing. Use your research to combine the savings.

Think about it. Smaller house = smaller routine expenses. Less space to paint. Don’t need the landscaper anymore. Less space to heat/cool. Routine Chores and maintenance take less time too. Buy Once, Buy Right. Plan out what you can afford. Plan out what you need. Compare costs regionally, instead of a specific town. Lastly pick a property and research that. A designated real estate agent representing you is a serious asset for guidance and info throughout the process.

Even if you’re search is just informational, It can still be a blast to see new houses, new decorating tips, meet new people…Have Fun!

Lew McConkey
Focused on Home Buyers and Sellers in Brockton, Abington, Whitman, Hanson, Halifax and East Bridgewater

Rosen Realty
(781)252-9789
Lewmcconkey@rosenrealty.com

Hardest Part of Staging a New Listing

A buddy and I get together every couple of weeks and chat about life, real estate, the universe and everything. We both started Real Estate at the same time and every day since has been an education. Last week, our lunch meeting proved to be no different. He’s selling the house of a friend. Doesn’t sound so hard, right? I mean, it’s the right thing to do helping out a friend in need. The homeowner has lived in the house for years with his wife and 3 kids. The idea of moving came fairly recently for them and they planned on just inviting prosepctive buyers over and show the house with a lived in look, his private, precious family’s personal lived in look. The lived in look includes peeled wallpaper, mildly dinged walls and mouldings, the various knicknacks and personal treasures, crowding every shelf and and mantle, old faded window treatments, and more.

My buddy is in a quandry. He has to tell his friend to clean-up his most prized posession, his Home. That his sanctuary, his castle, is no condition to show. I know what you’re thinking: People in Glass Houses, Right? Well, I’m not moving, so it doesn’t count.

Aaanyway, After much hand wringing and strategizing, we prepped what we’ll say if either of us wind up in the same situation again. First, set a realistic selling price, if you want to be you’re friend’s first and last agent, not just the first. (O wait, that’s another post. Sorry!)

First(for real this time), No delays. The friend/seller doesn’t benefit in any way from coddling or delay. Not being compassionately upfront and honest is actually crueler and it causes all kinds of complicated questions in the seller/friend’s world. It’s enough of a disruption in life to sell the home you’ve lived in for years and to relegate all the nostalgia and feeling to history. He doesn’t need to question if they’re getting the whole story from you. The seller, friend or not, needs to understand. His cherished home is now a commodity. It’s an item that will be seen, critically analyzed by many eyes, commented on and hopefully bought by another with similar dreams for it.

That transition alone is a big, huge, honkin’ leap for many. Possibly, in a single meeting, a cozy comfortable den transforms into a selling feature. A kitchen that enjoyed close family suppers, intimate meals and special events becomes a lovely sit in kitchen, granite countertops, Oak cabinets. Comes with stove Microwave an diswasher, etc.

De-Personalizing the home thoroughly in the mind of the prospective seller is painful and brutally necessary. It’s the first step in a long process, the successful transition between seller and buyer. Once you get that buy in, the real work begins.

Now that depersonalizing in the seller’s mind is accomplished, you have to translate that to the home. The myriad treasures accumulated through years of trips, events and vacations, has to come off shelves, side tables, cabinets and mantlepieces. But Aunt Bunny’s foam finger from the last Red Sox World series win, I can’t take it down.( Ya Gotta, believe me you just gotta.) I usually phrase it like this. If you’re really intersted in selling this house, you’re going to have to move out of it eventually. Consider this packing in stages. You’re not putting all experiences you’ve had together in a box. You’re preparing to take them to the next step and add more.

This process gets even deeper, as it extends to the closets, attics, eaves or basement storage spaces. Prospective buyers want and need to actually see those places. I’d recommend a storage unit, but neat and orderly is usually enough.

The yard can’t be ignored either. What are we going to do with the Man Cave/Shed out back? Same thing! Once you’re down to bare furniture, comes a deep cleaning. Dust off and shine it all. That’s not so easy on weathered furniture and floors, but it’s a must. Make the place shine. Clean floors, windows, walls and ceilings. Organize cabinets and closets. Proseptive home buyers love to snoop. You can hire a maid service, if monotonous, deep cleaning isn’t your thing.

Now comes the best part for the seller. The totes full of nostalgia that you just packed up? Pick a couple of pieces that mean the most to you, just a few, and sparcely display them on the clean, gleaming furniture. Tell the story of your life here in little swallow-able chunks. Let the prospective buyers see just how wonderful life in this house can be.

Now gift your seller/friend with a pair of “Buyer’s Goggles”. Ask them to view the presenation, room to room. What do they think, get their buy in. Now, take a look outside. I’m talking curb appeal. Actually get the seller/friend in their car, drive away and come back. Focus them on looking critically at their house. Have them wear their brand spankin’ new “Buyer’s Goggles”. Ask them, what they’;d update or change to make the property welcoming and bright. Add a flower bucket by the porch, a hanging basket or fresh mulch perhaps.

The heavy works done. Now to refine the experience. Walk them through the house as if you were showing it to a prospective buyer. Get them used to the walkthrough process and most definitely prepare them for the brutal and direct questions they’re likely to face. “How long has this wallpaper been up?” “This house is nice, but it’s overpriced.” “I’ll offer you $50K less than asking.” It can go downhill from there fast, so make sure they’re ready. Set up their preferences, like No unaccompanied showings, 24 hour notice, Beware the dog etc.

Now the house is ready, the yard’s ready, they’re ready. Sounds easy here, but it’s a lot of personal work for everyone involved, dealing with friends, huh? Not at all different with clients you’ve never met. Yep, the life of a real estate agent is no joke. Everyone talks about a bartender’s empathy. Sorry, They ain’t got nothin’ on a Real Estate Agent.

Lew McConkey
Focused on Home Buyers and Sellers in Brockton, Abington, Whitman, Hanson, Halifax and East Bridgewater

Rosen Realty
(781)252-9789
Lewmcconkey@rosenrealty.com