My mother has never looked better. For a woman in her eighties (sorry to spill the beans, mom) it's amazing how tall and beautifully she stands, as opposed to my dad, who's gotten smaller - and shorter - with age (sorry Harry).  Looking at them side by side, I'm filled with hope that I've inherited my mother's excellent genes and I can look forward to my golden years with as much poise and elegance as she possesses. (Her mother stood tall as well.)  

"Mom, you look fantastic," I commented a few weeks ago while we were out to lunch.

"Thank you," she replied.  "My mother always said you needn't be the best looking person in the room, but you should enter the world with 'presence'."  (I'm sure grandma meant that as a compliment.)

In other words, "stand up straight!"

She's right of course.  How we present ourselves is everything as first impressions are made in the blink of an eye.

That's true of homes as well as more and more Buyers begin their search on the Internet.  In fact, more than 93% of new home buyers comb the Internet with regularity and who can blame them?  Sites like Trulia, Realtor.com, Zillow, Redfin and our own beautiful Grubbco.com have never made the search easier.  In essence, you want your home to stand up straight and tall, especially when compared to others. 

In addition to the typical 'still' photos we typically view online, the newest cameras can capture our listings in 360 degrees formats that virtually allow interested Buyers to walk through the floor plan from attic to basement; a recent and astonishing technology that is going to have a HUGE impact on the way we market homes moving forward. It's a game changer for sure, so from where I sit, getting ready to sell can't begin too soon. 

Recently, I've been asked to weigh in with several potential Sellers as to the improvements that should be undertaken in the next year or two before they bring their homes to market. It speaks volumes about the sophistication of Bay Area homeowners that they are thinking and planning months and sometimes, years ahead - and so they should. (BTW - I love these calls so don't be afraid to ask.) With medium price home in San Francisco now hovering around $1,000,000, buying or selling a home is a high stakes game! And no one wants to be on the losing end of that equation.

If we assume that the market isn't always going to fall in favor of the Seller (a safe assumption as ALL markets correct over time) then it behooves us to think proactively about how to present our homes in their best light, regardless of the economic climate.

Or put another way, if a move is in your future (even if it's several years away) it's highly beneficial to start thinking about what changes you should be planning for in today's world, in order to get top dollar in tomorrow's.  As an added bonus, if you are likely to do the work when it comes time to sell, why not do it now and enjoy some of the benefits while you still live in the home?

On the top of my hit list:

• Kitchens remain the heart of the home.  DO give some serious attention to this gathering spot.  Dollars you spend here are highly likely to be returned (and than some). The most surprising sales results, last year, typically came to homes with stellar kitchens.  If they opened out to a big back yard, so much the better.
• Old, leaky bathrooms spell trouble - in more ways than one. It's not just that they're unsightly; leaking tubs, showers and toilets cause all kinds of costly damage beneath the floors and behind the walls.  DO give these rooms some serious love and you should be well rewarded in turn.
• Aluminum sliding windows and doors? Yeah, they're not great and they feel incredibly dated (because they are). Yes, new windows are an investment to be sure, but they substantially improve a home's energy efficiency, aesthetics, and curb appeal.
• Speaking of curb appeal - your garden is the first thing  Buyers see when they drive up to the Sunday Open. Ditch the lawn and consult with a professional landscaper for some eye-catching drought-tolerant beds and statement pathways (preferably plants the deer won't eat). Water is going to continue to be a limited resource moving forward for our state so DO plan for it now.
• New lighting, fixtures, and hardware bring a LOT of bang for the buck and immediately modernize a room, AND there have never been more affordable resources for these fairly inexpensive pieces. Treat yourself to a hip pendant chandelier (or two).  If need be, consider recessed lighting where appropriate.  Dark homes are a BIG hurdle for many Buyers.  Good lighting will update your rooms by decades.
• Eggplant walls? They may have worked well with your interior design, but will likely turn potential Buyers off.  Paint is the cheapest and easiest "fix" one can make.  Even if your colors are spot on, rooms (especially hallways) need to be repainted every few years to keep them "fresh."  And while you may be partial to a bright orange or pink house, such bold statements struggle to sell.  For a quick lift, give some thought to a punch of color at the front door.  It makes for a "wow" entrance without all the drama on the walls.
• Funky carpet is . . .  well, funky.  Better yet, if there are wood floors underneath that carpet, you've just hit solid gold. Pull the carpet and refinish the floors. Area rugs are a better investment and can go with you when you leave. 
• Patch a leaking roof and address any active pest issues. In both these cases, a little prevention, is worth a pound of cure.
• Plant a tree out front. Nothing is friendlier and, on average, homes with trees sell for more money than their bare counterparts. (Really.)  Isn't it nice to know that this simple gift to Mother Earth actually returns the favor by as much as $10,000?  Maybe you'll start a movement on your block. 
• Retrofit for earthquakes. No, you're not likely to see this investment returned come time to sell, BUT you'll sleep better at night knowing that when and if the "BIG ONE" comes, your house is better equipped to withstand such a seismic event. Because no matter how beautiful we make our homes, what good are the improvements if the house is no longer still standing on its foundation? 
  

 
That's enough for today.  I've got two homes coming to market this weekend and my assistant, Jill, and I are busy planting pots for the entry way.  Why?  These little details make a BIG difference when presenting your home to the world - especially in photographs.  If I've only got a few seconds to catch a Buyer's attention on the Internet or at a drive by, I better leave no stone unturned.  As I've learned from watching my mother, "presence" counts!   

How can I help you?  

(P.S. -You can  follow my ongoing renovation on my new Blog: Renovation Riptide. I invite your comments and stories. )

On Wednesday evening, I was invited to a book launch and a seminar on finding the "sweet spot," given by local author Christine Carter, PH.D., sociologist and happiness expert. 

Now there's a woman with an admirable gift; counseling others on achieving a "happy" life.  Truly, I can't imagine a better gig.  And the best part is that "happiness" is best achieved by being outwardly directed and of service to others. 

How great is that? (Just like our mothers taught us.)

In other words, when we strive for meaning and purpose, instead of happiness, we're more likely to achieve real  joy.  (New shoes or a great hand bag can make you happy momentarily, but it's not going to last.)  In the end, our value lies in what we contribute to others. (Of course it does.)

Isn't it appropriate then that I not only love my job, but that I truly believe my work helps others move closer to their dreams?  When it comes to the world of Real Estate, I'm combining both my passion and my strengths, which means (according to Christine) that I am not only working within my "sweet spot," but actually EXPANDING it.  (SWEET!)

Not surprisingly, finding "happiness" is much easier said than done. Not only is "happiness" a subjective objective, but it's a moving target as well.  Moreover, in a run-away marketplace, there's bound to be expectations that aren't easily met.  And in my experience it's those pesky "expectations" that often lead us into deep and troubling waters where we can be anything BUT happy. 

So let's talk about expectations that are, in fact, realistic - and those that are not . . .

It's fair to expect your agent to be knowledgeable, diligent, understanding, prepared, willing, and engaged.

It's fair to expect that your house will be "market-ready" and fully exposed to the marketplace via the MLS, mailings, newspapers, and Internet advertising.

It's fair to expect your agent will refer you to carpenters, inspectors, gardeners, window washers, handymen, title officers, etc., etc., etc. and to coordinate these vendors. "Full" service is just that.

It's fair to expect your agent to consult with you on your home (within reason).  I'm NOT trained to give anyone an opinion on the health of a home's foundation (nor would you want me to) but I am happy to talk to you about the color on your walls, the plantings in your garden, and the curb appeal out front (or lack thereof).  

It's fair to expect your agent to educate you as to the current marketplace, apprising you of any changes as they occur. Keep in mind, this may include telling you that your house isn't worth as much as you may have thought, OR that you'll need to be more aggressive with your offers in order to get a house. Having the difficult conversations is part of our job description as well.

It's fair to expect your agent to keep open and ongoing communication with you throughout the transaction and to work with a fair amount of transparency. (I always create a calendar and a road map for my clients.) You don't need to know every little detail obviously, but selling a house isn't a covert operation. You shouldn't feel "lost in translation." 

It's fair to expect returned phone calls and prompt replies, but not to expect that Realtors are on call 24/7.  "Balance" at both work and home make us more productive in our professions, not less.

It's fair to ask for an explanation of the contract and associated documents/disclosures.  (You really should know what you are signing before you sign it.) Granted. there's a TON of paperwork to get through and much of it is boiler-plated, but do take the time you need to feel comfortable with what you are signing.

It's fair to tell your agent the truth about what you need and what you want in the moment. Under the BEST of circumstances, selling a home is a highly stressful situation.  Add divorce, death, job transfer, marriage, child birth, and the unknown, and the stress is exponentially greater.  Speak up; we invite your contributions and we WANT to help.

It's fair to expect your agent to advocate on your behalf.   Let's be blunt; the Internet has transferred the responsibility of the search from our hands to yours, but negotiating, advocating, and  guiding you through the escrow process remains the function of your  REALTOR. Frankly, it's where the rubber meets the road.  Good agents earn their keep and bring much needed clarity to the process.

On the flip side . . .

It's not fair to expect your agent to read your mind.  Although we are known to prognosticate, we really aren't fortune tellers, nor can we see the future. In many instances, we're often working on gut instinct and past experience.

It's not fair to expect an unrealistic outcome on either the buy or sell side.  Clearly, agents don't control the "market value" of a home; no matter the economic conditions, a willing and able Buyer sets the selling price. We neither command what a house will ultimately fetch, nor how many offers will be in play (although we'd love that kind of power).

It's not fair to expect your agent to act as your housekeeper, gardener, stager, window washer, dog walker, moving man, handyman or maintenance woman. Although admittedly, I DO pack a broom and a dustpan and have been known to vacuum at my listings.  (That's not the norm BTW, but good agents, like good Boy Scouts, are always 'prepared.')

It's not fair to blame your agent for bad weather. We don't control the rain (although I wish we did).  Rain is unfortunate but once the advertisement is in place, it's tough to change course. That's what booties are for.

It's not fair to blame your Agent for the failings or defects of a house.  ALL homes (new or old) require ongoing maintenance and updating and some of these repairs are downright expensive. There is definitely a cost to home ownership beyond the purchase AND every house is bound to hold some unwelcome surprises, no matter how diligently we inspect. If the risk isn't for you, rent.

It's not fair to expect your agent to act as your lawyer, contractor, roofer, engineer or home inspector.  Yes, I can tell you that I feel settlement in the floors, but beyond that, my license limits me to advising you about the transfer of  REAL ESTATE alone. In fact, we could both run into real trouble if I took on those roles and overstepped my boundaries, or my knowledge.

It's not fair to expect your agent to dictate the behavior of other parties involved in the transaction. We can lead by example and negotiate with integrity, but we don't control the poor behavior of other folk. The best course of action in such cases is to always take the high road.  (Sorry, but it is.  Don't get down in the mud with those who don't play fair.)

In the end, if we are well prepared and set realistic expectations, there will be little to be upset about once the unexpected begins to appear (and it always does).  While we can't necessarily plan for everything, we certainly can control our intentions and our corresponding actions so that they better align with the intended goals.

Remember, you're not doing this alone; I'm here to help and that's bound to make us both much "happier." Let's find the "sweet spot" together!

How can I help you?  

(P.S. -You can  follow my ongoing renovation on my new Blog: Renovation Riptide. I invite your comments and stories. )

I wandered the aisles at the supermarket last evening trying to come up with a last- minute dinner plan and finally stopped at the meat counter looking for inspiration. (Admittedly, "last-minute plans" typically aren't the best way to proceed.)

"Can I  help you?" the butcher politely asked.

"Yes," I smartly replied. "You can come home with me and cook dinner!"

Left to my own devices, I would rather have popcorn, so I'm  truly in awe of my friends who cannot only cook with ease, but can whip up a sauce and literally throw dinner together with little more than a chicken breast and whatever is available in their well-stocked pantries. (As if!)  For me,"DINNER" is a four-letter word.

Still, I can't exactly argue with any meal that provides my family the opportunity to reconnect,if only for a few moments each day.  Every parent can attest to the fact that as our children age, they are home less often, lured away by friends, sports, practices, part-time jobs, and school activities (usually in that order).

So while I don't entirely disagree with the concept of "dinner" per se, I'll be the first to confess that I'd rather do without. In fact, when it comes to dinners, I find the whole process nearly overwhelming. (What's so wrong with waffles for dinner?)

Unfortunately "overwhelmed" is the word most often used by many home Buyers facing the gauntlet of purchasing in today's current climate. Not only will Buyers be competing in what is certainly the most aggressive marketplace in more than a decade, they'll very likely need to establish credit as well. (And you thought finding the house was challenging.)

While lending institutions have certainly rebounded from the startling 2008 meltdown, the lending requirements post 2008 have remained incredibly restrictive at best, leaving many to wonder, "where do I begin?" (At the beginning, of course!)

So here's the skinny . . .  

There's money to be had and at historically low-interest rates to be sure, but unless your credit history is well established, your FICO scores are above reproach, you have ample assets for the down payment, AND you can trace your income to the penny, you may find that borrowing the necessary funds is a bit of an uphill battle - especially if it's JUMBO dollars you seek. ("Jumbo loans" are defined as loans greater than $625,500.) And by "an uphill battle," what I really mean is: "a pain in the you know what!"

That isn't to say that banks don't want your business (they do) and to be fair, most loan officers are exceptionally good at their trade, but when seeking a loan, DO be prepared to turn over your entire financial history - and your first born as well. (You've probably got one you wouldn't mind trading anyway.)  All kidding aside, with the exception of a root canal, there may be nothing quite as probing as applying for a loan - OR more painful. 

"Julie, we'll need your and Cliff's last two year's tax returns," my loan officer requested.  "A W-2 from your employers, a Profit & Loss Statement from each of you, your retirement accounts, your financial portfolio, signed affidavits, these 15 forms filled out right away, and oh, can you please explain that $30 mystery deposit from six months ago? (Uh, no I can't.)

Holy smokes, Batman!

My best advice?  Select your lender as carefully as you choose your Realtor (I have some excellent recommendations) and then follow their orders and supply the documents they require in order to supply the necessary funds. (Remember, they are actually on your side.)  Nobody wants to make your life miserable, but make no mistake, you'll EARN every dollar you request. Once more, without a pre-approval letter you won't even be in the game should you find the dream home you seek.  In this market, you absolutely need a reliable lender, so don't put this off.

But why make it so tough? 

That's an excellent question. The reality is that lenders have strict guidelines they must adhere to - especially in the wake of 2008 - and to be fair, all this paperwork and inconvenience IS having the intended effect of protecting the final investment . . .  the equity in your home.  Thus, those who DO qualify are far more likely to actually pay back their loans, and that (coupled with plethora of "ALL CASH" purchases) means we are far less likely to see the flood of foreclosures and dramatic value drops the market experienced not so very long ago. (Oh, that makes sense and 'cents.'.)

Moreover, because jumbo loans aren't government backed (as are conventional loans) each lender may have a different set of criteria to be met before final approval is granted.  In other words, acquiring a jumbo loan can be bit of a moving target.  

To further complicate the equation, where one institution will easily grant an exception, another will turn you down flat. (Ouch.) Finally, because underwriters are actual human beings (at least that's what they tell us) the underwriters themselves will ultimately judge the credit worthiness of an applicant, meaning that even within the same institution, each individual underwriter may have their own unique set of rules. 

Oh brother! (I couldn't agree more.)

Like all things, the list of requests are best met by putting one foot in front of the other. (Not by exasperation; I tried that and it doesn't work, believe me.)  With rates hovering between 3.625 and 4.250, it's well worth your time and energy to dig through your files. With pre-approval in hand, you'll be ready to attack the market with vigor AND you'll be in a position to win.

As a bonus, you may be so busy rifling through last year's bank statements, you'll have to order in pizza.  (Finally, the silver lining!)

How can I help you?  

(P.S. -You can  follow my ongoing renovation on my new Blog: Renovation Riptide. I invite your comments and stories. )

"Happy new Year," I said to Liz.  Liz and her crew have been cleaning our homes for several years and she's like family to us.  I can't begin to express my gratitude for the work she provides and the dollars she saves us in marriage counseling. 

"What will you be doing tonight to celebrate?" I asked as we stripped the sheets.

"My entire familia comes together to cook tamales," Liz replied. "We make an entire production out of it.  This evening we'll prepare three kinds of fillings (yum) and tomorrow, soak the husks, create the masa dough, and roll them.  It takes an assembly line to do it, but we all go home with LOTS of tamales!"

I should preface this story by admitting that years ago, upon reading a Sunset Magazine article about a family in Santa Fe that spent their holidays in exactly the same fashion - cooking tamales and THEN delivering them to their friends - I felt truly inspired and ran off to the specialty store in The Mission to buy the ingredients and whip up a batch. Not that I'm a great cook mind you, but I can comfortably find my way through a recipe when inspired . . .

Cut to two days later, a BIG mess in the kitchen, and a sad bunch of anemic tamales and that illusion went right into the garbage can - along with my inedible creations. (I'll stick to chocolate chip cookies from here on out.)

Maybe it's a genetic thing; maybe it's a Latin thing; maybe it's a family thing; whatever the missing component, my foray into tamales was short-lived.  Given the tremendous work involved, I've decided it's much easier (and smarter) to buy tamales from those that know what they are doing, then to blunder through at great time and expense, only to end up with less than stellar results.

So you probably know where I'm going with this . . . 

There's a BIG divide between what we think we know and what we actually know, OR put another way, between experience and inexperience.  Perhaps because real estate is so often a topic of conversation, it's become one of those jobs that seems easily accomplished. (It isn't.) Just plant a sign our front and wait for the offers to role in - right?  Not exactly.

 

Several weeks ago I wrote about a FSBO (For Sale by Owner) that had essentially made a "mess in the kitchen."  The owner had a Broker's license but clearly didn't know the local protocol with respect to point of sale ordinances, hadn't prepped the house properly, didn't know the correct day for the Brokers' Tour, wasn't connected to a Realtor network, hadn't addressed the "red flags" within the pest report, and most fatally, had overpriced the property.  In a nutshell (or a corn husk, just to keep the story consistent), he'd done absolutely everything wrong. 

As a result, in what has been the MOST dynamic marketplace we have seen in nearly a decade, his house languished on the market for many weeks before going into contract, but not until he had reduced the price and addressed some of the outstanding issues first. I'm certain, that's not the result Mr. Seller has anticipated. In this instance, the money the FSBO Seller saved by overseeing the sale himself, was absolutely lost in translation.

In practice, a good Realtor is: part salesman, part therapist, part cheerleader, part juggler, part magician, part problem-solver, part negotiator, part advocate, part director, part producer, and part detective. (Realtors are NOT tax advisors or legal consultants as our license precludes us from giving advise in those areas, so please speak to your CPA or attorney as needed.) Realtors not only know the market in which you live, they often shape it.

So if a move is in your near future, or sits much further out, please reach out to a professional and include him or her in the planning as part of the process. (I'm just a phone call away.)  I'm available to oversee whatever transition you seek and most importantly, to help you achieve your goals. If you plan to move after the school year ends in June, it's really NOT to soon to speak to a Realtor now.  In fact, you should already be getting on their schedule and moving into action. 

Finally, a word about the concept of an "assembly line," which Liz offered as a key to her success.  Here at The GRUBB Co. we also have a group of highly-skilled and dedicated professionals that work diligently behind the scenes.  From photographers, to escrow coordinators, to assistants, to marketing specialists, to on-site Brokers and decision makers, the creative team is part and parcel of your success. When you work with one of us, you gain the collective wisdom and experience of us all.   Hey, it's a new year and I'm ready to get back into the kitchen and start cooking (metaphorically speaking that is; tamales will definitely NOT be on the menu.).  In short, I'll work with my strengths and focus on what I know, AND "what I know" today is that the market is incredibly exuberant, buyer demand is high, supply is underserved, interest rates are historically low, job growth is on the rise, consumer confidence is UP, gas prices are down, and we have every reason to believe that 2015 will deliver as well as or better than 2014. For Sellers, it doesn't get much better than that so don't miss this golden opportunity.

How can I help you?  

  

(P.S. - That wasn't rain a few weeks back, those were my tears.  An engineering snafu and a holiday break added up to a bit of a setback.  (What else is new?)  You can  follow my ongoing renovation on my new Blog: Renovation Riptide. I invite your comments and stories. )