I walked into Target thinking I needed laundry detergent and dog food (yeah, right.).  Three-hundred and eighty-eight dollars later, I came out with not only the two items I had intended to buy, but granola bars, paper towels, new shoes, white kitchenware, shorts and shirts for the boys, and a list of other items I hadn't really intended to purchase, but couldn't pass up.  

AS it turns out, there's a big divide between what I need and what I want (and a price difference as well).  I'm fairly certain that's what retailers are counting on from their customers. In fact, there's an entire science behind it. What we think we want and what we really want are often two very different stories altogether. 

In some respect, Buyers operate the same way. We'll begin with a long list of what they DO and DO NOT want in their next home, but until they step inside, they often don't really know.
"We want a big back yard with easy 'walk-to' accessibility and a gigantic garage."

Check.

"I really need all-level living and room for an in-law or au pair."

Check.

"Don't show me anything that isn't 'turnkey' with a luxurious master bathroom and kitchen."

Check, Check!

Cut to: an excited phone call from your buyer at a house waaay up the hill with decks and NO backyard to speak of, OR inside a very vertical modern on four levels, OR on their way to a fixer in need of major overhauling . . .  and you have an inkling as to what the average day of a Realtor looks like. (It happens more often than you think.)  It's not that "all Buyers are liars" as the saying goes, it's that most Buyers really don't know what they want and with so many choices a simple click away, it may be harder to narrow the field, not easier.
 
As helpful as the Internet is, it can also be overwhelming. Until we physically get into a home, we can't really understand its strengths and weaknesses - or have that "ah-ha" moment.  After refusing to even look at my last house because the street did little for me, I finally wound my way down the steep driveway (out of sheer frustration at the lack of available inventory) only to fall truly, madly, deeply in love with the gazebo and the setting. The 1950's house itself, I was less than ecstatic about, but was certain I could fix - and so I did.  (Cliff had some input too, of course.) Such is the nature of the home search.  In many respects, it defies sensible explanation.  Largely, because it's more emotional than pragmatic.  

Add to that a market that doesn't offer up as many listings as one would hope for, and panic can set in. Thus it's imperative that you keep an open mind and see as many opportunities as possible while in the hunt. This is where the Sunday Opens come in, allowing one to see a lot of houses in a short amount of time. In practice, finding a new home is almost a full-time job.

Check.

Once inside, remember that you're essentially auditioning for the role of future owner so any criticisms you have about the house are best kept between you and your REALTOR.  When you have the disclosures in hand, you can drill down on any perceived shortcomings and the potential repairs that lie ahead.  Remember, when you are competing against others, the listing agent wants to hear how committed you are - not how critical you can be.  So mental note - when in front of other agents, give a property nothing but praise.
"
But we are spending a lot of money on the house and we want it to be perfect!"

Of course you do.  Would it help to know that no house is perfect and I truly mean NONE of them, regardless of how high the price point? (It's true.)  Every property has flaws, whether it's a starter home or the GRAND estate.  I've yet to sell a house to anyone (even to those for whom price has little baring) who didn't raise an objection or two. 
 
In fact, it's part of the natural process.  Every Buyer has to overcome objections in order to buy.  The tolerance for these inconveniences is really as individual as the properties themselves and your willingness to take them on - or live with them as is. (That's actually an option too.)  As with your mate, once you actually fall in love, you'll very likely overlook many of these insignificant hurdles. 
 
Some defects are inherent, meaning they will remain ever thus, such as the BART station outside the front door or winding streets, and require careful consideration, while others, such as old kitchens and bathrooms, are easily resolved by cosmetic improvements. (Okay, maybe not exactly "easily," but you get my point.)  Putting in a closet is a whole lot easier than changing traffic patterns.

Serial renovators such as myself, love these kinds of challenges, but I'm in the minority and for very good reason.  Renovations are costly and messy affairs at the very least, and they very often DON'T pencil out.  In short, you gotta love not only the concept of renovation, but the actual day-to-day inconvenience to take one on, but that's another column for another day. (Check out my Blog renovationriptide.com)  

Whatever home you ultimately decide on, the journey is much the same: select an agent, define the perimeters, narrow the hunt, hone in on a community and architectural style, lock a loan, thoroughly read and sign off on the disclosures, conduct inspections and research, write an aggressive offer, get into escrow, transfer the good-faith deposit, order inspections, put homeowners insurance into place, order title insurance, remove contingencies, sign closing papers, transfer the funds, transfer title, record the transfer of sale, close escrow, pick up the keys, and pack and move! Congratulations, you're a new homeowner. 

If only it were that easy!
  
Because it isn't, let's make sure you truly, madly, deeply fall in love and then you'll be ready to battle.  In a market that's quickly escalating and offers too little inventory for far too many Buyers, the victory goes to the fearless and to those who are emotionally committed to the process. If you aren't, it's not your house. (Trust me on this one.) 

Next!

Don't worry, we'll find it. It just takes a little faith and a LOT of ground work (but it also expedites the process if you can reconcile what you want and what you need.)  If price allows, you can have both!

How can I help you?

The game stood at 5-8 going into the final inning with Head Royce in the lead and their relief pitcher on the mound.  Piedmont sat in the middle of its batting order and we needed three runs to tie (four to win) against what was clearly a very talented team. 
"Let's go Piedmont!" the hometown fans screamed.  
"Defense!" the Head Royce parents responded.
This was the moment . . .
Our four and five batters were walked, followed by a rare fielding error by their second baseman that resulted in a run for Piedmont and left runners at second and third base.  Suddenly, things had changed in our favor (that's the beauty of baseball) and the tying runs were on base with the winning run up at bat.
"Strike one, Strike two, Strike three!"
That's okay, we only had one out with bases load. Our boys were fully capable of pulling out the win. We'd seen them do it before. In fact, we'd just come off a weekend of resounding victories over Stevenson in Monterey so momentum was on our side.  The next player approached and was intentionally walked to set up the double play. Now we had a game. We whistled, we stomped, we cheered.
This is baseball at its most nail-biting glory.  A G O N Y!
"Strike one, strike two, ball one, strike three . . ." two down, one chance remaining.
Now at the top of its batting order, Piedmont had one last opportunity to keep the game alive. The parents collectively held their breaths on both teams as the next batter walked to the plate to take his turn at bat (no pressure). This was do or die.
With two strikes and two balls, the batter swung and popped the ball short to right field.  Out number three and the game was suddenly over leaving three men on base (sigh).  The boys had put up a good fight, but had been beaten. It's a crushing blow to come so close only to lose, but they'll undoubtedly live to fight another day.
Listening to Coach Olsen after the game, he praised the boys for playing all 21 outs to the end, giving it their all, and working diligently on the field, but reminded them to tighten up their play and avoid costly errors. "If we can do that, next time the game will break our way, instead of theirs." (I love that kind of cool, collected response in a coach.) It's undeniable that losing hurts, but when it becomes a teaching moment, there's at least a silver lining. (The boys won't "get" that until they have kids of their own, I suspect.)
In many respects Coach Olsen's words are not dissimilar to the pep talk I give my own clients when they are struggling with a home purchase.  For many Buyers, there's a learning curve that's unavoidable as they get up to bat and strike out - often more times than once, and in a few rare cases, with some regularity.  Ouch, that's no fun. (I hear you.)
Sometimes a loss is unavoidable - a stronger buyer beats you out in an ALL CASH play and comes in MUCH higher. (Let's wish them well and move on.)
Sometimes it's indecision.  You didn't want the house enough to compete at the highest level for it.  That's okay; let's find you the home that makes you swing for the fences.  This market doesn't allow for the short pop-up or lukewarm response.  Truly, the victory will go to the player who buys emotionally and not pragmatically.  You gotta really WANT it. 
Sometimes, it's a lack of preparation.  In a competitive marketplace such as this one, we're going to need ALL of our ducks lined up in a row in order to beat out the other players who come up to bat. This means, a letter from your lender qualifying you for the loan and verifying your closing assets, pre-inspections on the property when allowed, and the removal of nearly every contingency in the contract when possible. (DON'T do this if you haven't gathered the appropriate information beforehand and aren't comfortable with the risks involved.)
Sometimes it's an error on the Agent's part.  Given two strong offers, I am going to encourage the Seller to select the one that's left no stone unturned.  The agent with the cleanest presentation signals (to me at least) that the transaction to follow is likely to run more smoothly. 
Hey, batter, batter . . . it's not just about getting on first, but getting to home base that matters.  If the deal start out rocky, it's probably not going to improve as we progress, and if there's a hitch in the escrow or lending process, it may be game over.  That's definitely a scenario we want to avoid.  Homes that fall out of escrow can become quickly tainted, thus agents with good batting records are worth their weight in gold.
Finally, I love what my husband often reminds me about the game of baseball: "the ball is round, the bat is round, but you've got to hit it square." (I don't think he said it first, but it certainly applies.)
That sentiment applies to the world of Real Estate as well. Whether in a Buyers' or a Sellers' market, it's critical to prepare, to make adjustments as you go, to learn the game, to play hard, to avoid mistakes, and to give it your heart. 
Hey folks, that's not only baseball or Real Estate in a nutshell; it's life.  I find that when we set our intentions and do our best, we will win more often than not, BUT even when we are really great at the game, we still won't win the battle every time.  That's okay, we'll tighten up, learn from our mistakes, and live to play another day.  "Batter up!"
How can I help you?  

It's official, baseball season is here at last and I couldn't be more excited . . . or more heartsick. It's Tristan's last year at Piedmont High School and if he doesn't elect to play at the college level, this may be the twilight of his baseball career (sigh).

As a baseball mom, I've loved watching both my boys run the bases and swing the bat; although admittedly, it's been an easier journey for Tristan than it ever was for Case. (Many big league dreams have ended on the curve pitch alone. Ask every adult male in America and they'll tell you the minute that came true for them.)

In fact, short of muddy uniforms, I've loved everything about the game; loved the wins and losses, loved the camaraderie, loved the coaches (most of them), loved the parents and grandparents on the bleachers (my homies) and loved the tough lessons learned. Baseball is a microcosm of life. . .

Last year, in an attempt to keep me focused on the action on the field (instead of my phone) my husband taught me to keep the official box score and an amazing thing happened along the way. I not only got pretty good at following the runs, hits, and errors of the players on both benches, but I began to see the nuances of the game. (Ah yes grasshopper, she can be taught!)

"You know baseball so much better than you used to," Tristan said the other night at dinner. (Um, I think that was meant as a compliment.)

He's right, I do. Sadly, it only took me 20 years to get there and as much as I hate to admit that my husband might have been onto something, the simple truth is that I do now know the ins and outs of the game far better than I ever did before. As it turns out, baseball involves more than just keeping your eye on the ball. (Who'd a thunk?)

So as your Realtor, let me share a few nuances of the game . . .

• When you visit an open house, you're essentially auditioning for the role (and so is your agent). Perish the Buyer or the Realtor who arrives and criticizes the property out loud. The showing agent is noting every word. (Next!)

• Every home isn't selling in an ALL-CASH exchange (it just feels that way). In fact the majority of properties are still selling with financing attached, BUT the lender does indeed make a difference. As with Realtors, work locally!
  

• Yes, that's a repeating theme for me: work locally! This is never more true than when it comes to your Realtor. An out-of-area agent may be "all that," in his or her own territory, but you are shooting yourself in the foot to expect him/her to follow the inventory outside his/her own neighborhood. There's really not enough time in the day to keep track of all sides of the bay. (Trust me on this one.)
  

• With offer dates set in stone, the race may not go to the swiftest, but it does often go to the most persistent. I don't mean you should pester the Seller's agent, but you certainly want to stay on top of the competition at the gate. You also need to know exactly what the Seller is looking for (besides large stock piles of cash). Some Sellers need to stay in their home until the school year ends, while others are ready to close tomorrow. Customizing your offer to meet the Sellers needs can make a BIG difference in the outcome.
  

• The race also goes to the most decisive. I know it's agony, but waffling should be saved for Sunday morning brunches (with real maple syrup please). While you equivocate over whether to step in now or wait for the market to shift, someone else not only bought the property you should have, but the market steadily rose as more buyers entered the race. This isn't a market that allows you to sit in indecision. In fact, you'll be heavily penalized for it. Work the market you are in, or sit it out, but don't waste time sitting on the fence. That being said, don't "force the fit" either - buyers who reluctantly bid, tend to fall out of escrow rather quickly.
  

• Yes, I know you don't want to "overpay" for the house, but NO ONE ever nudges out the competition in the first round by a few dollars. Buying a home isn't like a horse race; you don't win by a nose except in the second round of counter offers and honestly, I wouldn't bet on it.  Swing for the fences and definitively claim the house. Otherwise, you'll find yourself in a multiple counter situation that becomes little more than a popularity contest and will ultimately cost you MORE in the long run. Don't think about what the next party offered or whether or not you could have gotten the property for less. That way lies madness (truly). If the objective it to get the house, GET THE HOUSE!
  

• Not all homes are the same. Location, condition and style of a property are hugely important to value, but especially when a market turns south. (Remember ALL markets are cyclical). Good houses sell in any market, irrespective of the economic conditions, while problematic properties are well, problematic, and take the biggest hit in a down market. Correct what's correctable and avoid those inherent defects that are not (busy street, lots of stairs to the front door, poor construction). Skip these challenges altogether if possible, and you should be well rewarded, or at least well buffered should the market flip.
  

• It's almost impossible to under price a home, but very easy to overprice it. As special as your house may be, the sale down the street has set your value so pay close attention, avoid letting your emotions carry you away, AND ignore the anomalies (they're the exception, not the rule!). Misstep on list price and it could cost you BIG bucks in the end.
  

• Yes, home are investments, but . . . they're not really. If that were true, we'd all buy our houses pragmatically instead of emotionally and they'd always pencil out. (Say what?)  In simple math, homes are long-term investments that if cared for properly and paid down over time, can be an excellent nest egg when it comes time to sell. Avoid using the equity in your home like an ATM or a piggy bank and you'll have a good shot at creating some REAL dollars over time. Oh and btw - it's not so much about the price you paid, as the price to own.  Focus on the affordability and the opportunity as opposed to the cost.
  

• Markets go UP and markets go down, the only time you need to worry about the equity in your home is when you decide to sell it. So focus less on the dollars and enjoy and care for the home you have.  For the majority of us, our homes are our single largest asset, so they are worth a little TLC.
  

Oops, I see I've gone into extra innings, but the long and short of it is that homes are bought and sold by those that get in the game. If you never get up to bat, there's no way to hit the ball, let alone deliver a home run. So grab your bat, walk to the plate, do a few stretches and then swing away. Let your best efforts speak for themselves. That's all that any of us can ask or expect. "Swing, batter, batter, swing!"

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. )

It's beginning to look a lot like Christmas . . .

After an incredibly busy year, I've finally got time to take a breath, work on marketing for next year, see to some long overdue bookkeeping, bake cookies, deliver some holiday goodies and even do a little shopping. (Not today mind you, it's waaay too wet and windy!)  Today, it's best just to bundle up and stay inside. (Baby it's cold outside.) 

What's that mean for the market as a whole? It too, will take a brief respite, but unlike previous years when the typical selling pattern usually presents a measurable drop-off in value come October, November, December, the Bay Area market continued to deliver well into the fall and what's more, with real strength to boot. (Joy to the world!)   

Good homes continued to see multiple offers even as the holidays became the priority for many people, taking them out of "active" status.  Not to worry, Buyers who had been pushed out of the highly competitive spring market, saw this opening as an opportunity and responded in kind.  In other words, supply and demand were comfortably at work, in spite of the holidays. ('Tis the season to be jolly.)

So what constitutes a "good home" you ask; "GOOD" being a highly relative term . . .  (Deck the halls with boughs of holly.) 

Homes, like people, range in style and shape dramatically, but the sweet spot for most Buyers seems to be the 3+bdrm/2+bth home with a welcoming yard.  This is, and continues to be, the staple for the "nuclear" family with two kids, a dog, and two cars. Bonus spaces are always a plus as they provide flexibility for guests and home office.  Moreover, many young families are moving towards an open floor plan (as compared to formal rooms) again for the flexibility and communal lifestyle they encompass. (Hail the new ye lads and lasses.) 

Natural light, tree-lined streets, public parks, community centers and high-ranking schools all factor into "good" homes and highly-coveted neighborhoods, supporting the old adage: "location, location, location!"  Thus, if you can stretch for a good neighborhood come time to buy, chances are you will be well rewarded come time to sell. (And heaven and nature sing, and heaven and nature sing.) 

As families expand, so too do their needs and wants, and starter homes (2bdrms/1bth) quickly give way to bigger homes, bigger grounds, and BIGGER mortgages.  These years center around school and camp activities, sport teams, swim/tennis clubs and family trips.  STORAGE is key for this time of life, what with skis, bikes, cars, cleats, computers, tools, tents, holiday decorations and every manner of  "must have" imaginable.  Our garages rarely hold our cars any more, supplanted by the things we now own. (Oh, Holy Night!)

For "empty nesters," the bedroom/bathroom count doesn't change dramatically (returning kids after all) but the location often does. Gone is the need for a highly-prized school system, often replaced by proximity that favors an easy stroll to coffee, the movies, and friendly neighborhood dining.  Storage remains at a premium (although I encourage my downsizing Sellers to divest from many of their belongings once the kids have gone off to college).  Keep only what you use and love. Memories take up NO closet space and are highly mobile. (Our finest gifts we bring, pa-rump. pum-pum-pum.)

Condo living (a jumping off point for many first-time Buyers) returns to the forefront for those well-healed and wishing to travel instead of remaining root bound.  Condos have the distinct advantage of ease of living (tending the garden is a thing of the past) and feature a comfortable, compact lifestyle.  Just lock the door and go, secure in the knowledge that your neighbors are close by in your absence.  Unlike the starter condo, these units tend to be far more luxurious, offering high-end finishes and often, breathtaking views.  (Hark, the herald angels sing.)  

Speaking of views: bay views, city views, water views and canyon views are always highly desired, but depending on how high UP the hill one has to travel to gain the view, they aren't currently as popular as they once were here in the Oakland Hills. (in San Francisco, VIEWS will forever remain king.)  While these ridge homes offer dramatic sight lines, they often isolate the homeowner as well, sending hill dwellers down to Starbucks and Peet's with their laptops in tow. In the end, maybe it's not coffee we crave, but a sense of community that matters more. (We three Kings of Orient are.) 

Whatever the physical package, be it a Tudor, Traditional, or Contemporary; a cabin, an igloo or a yurt, "good" homes should be well maintained and inviting.  For those past their prime (and there are too many in my opinion) they should offer great bones and character, not to mention an ideal location.  A run-down home next to the freeway is going to be an incredibly tough sell - no matter the timing or price.  Given that a home is typically your single largest investment, it pays to keep it in good standing. Don't you agree? 

Looking back over my own sales record this year, the homes that most often delivered MAJOR punch were all emotionally engaging and usually had wonderful yards that provided that desirable, quintessential, indoor/outdoor living for which California is so famously known.  Fabulous gardens, patios and decks add space and options to a home that the majority of families really DO want and will clearly compete for.  In short, the outside spaces, while often overlooked, are well worth the investment.

Turn offs?  (I'm glad you asked.)   

Dark, dank, musty, small rooms, poor light, confusing design, cheap finishes, no curb appeal, bad location, choppy floor plan, old wallpaper, dirty carpet, pet odors (!), cracked foundations, BIG unknowns, and poor presentation. (Away in a manger, no crib for a bed.) 

Remember, you have one chance to make a good first impression and this is never more important than when you go to sell your home, so please, hire a professional. It's truly penny wise and pound foolish to do otherwise.    

BTW - if a sale is on your radar for 2015, now is an excellent time to begin getting it into shape for next Spring.  With interest rates still at historically low levels and barring any unforeseen circumstances, the Real Estate industry believes we will see a repeat of 2014. (Fa, la, la, la la!)  In other words, we expect a highly exuberant marketplace in 2015.  And that's all "good. "     

How can I help you?  

P.S. - I not only "talk the talk," I "walk the walk."  You can  follow my own renovation on my new blog: Renovation Riptide. I invite your comments and stories.  (Dreidel, dreidel, dreidel, I made it out of clay.)

Thanksgiving is perhaps my favorite holiday, if for no other reason than it's still relatively unspoiled by commercialism, religion or politics. Irrespective of one's faith or beliefs, families young and old, will gather around a table to carve a turkey, hold hands, and EAT!  For one day, we will put aside our skepticism, collectively give thanks, and share a common objective on a national level, which in and of itself is nothing short of miraculous. Gobble, gobble, gobble!

Save for a fantastic meal and a lavish table, there's little else that's required to come together and entice one's kids to return home. (A BIG flat screen TV probably doesn't hurt either.) "Gather ye rosebuds while ye may." The years really do speed by all too swiftly.  So while there's a good deal of cooking and cleaning that goes along with the holiday, there's no frantic gift buying. (A fact I'm truly grateful for.)

Since this is the first time Cliff and I will be seeing our son, Case, since he graduated from the University of Arizona last June and moved to Austin, Texas, I couldn't be more excited for the break.  As his mom, I applaud his hard-won independence, but what's wrong with a little apartment in Oakland and a job in the Bay Area, I ask?   

To which Case replies, "Mom, I need to strike out on my own, but can you pay for my airplane ticket?" (Gladly, as long as you come home once in awhile.)

As the new house (and by "new," I mean very old and decrepit house) is decidedly under construction, I won't be tending to the bird this year and cooking for 30 guests, as is my usual fare. In fact, I have booked a lovely VRBO in Santa Cruz for a little R & R and some football on the beach, so the day will be a much more intimate affair and dinner will take place at the Shadowbrook Restaurant along the creek. (I'm really taking this mini vacation to heart.)  I'm only too happy to have someone else oversee the cooking and the cleaning for a change.

I'll also be taking next week off from writing The Perspective, so it seems appropriate to give thanks now. (Thank you.) It's been a year of change for my family on nearly every level, from the sale of our own Piedmont home, to the purchase of the Calmar "fixer," to our son's college graduation, to an impromptu relocation, to my mother-in-law's move into assisted living, just to name a few . . . and you have been there every step of the way with your words of encouragement, your kindness, your support and your presence.

How do I thank you enough?  Your friendship and faith are so deeply appreciated. 

And while juggling life on "life's terms," I was also riding the crest of my industry's biggest year in nearly a decade. To no one's surprise, The GRUBB Co. enjoyed more than its share of success and I gratefully, went along for the ride. Personally, it was a banner year (again, thank you) as the economic recovery coincided perfectly with a decade of diligence and experience on my part.

In short, 2014 has been an exuberant year for Real Estate and I suspect 2015 will prove equally as fruitful for those of you buying, selling - or buying AND selling - in the coming months as well. This projection is positive news and comes by way of the National Association of Realtors and every other economic guru with a horse in the race.  As things currently sit, there's no reason to expect anything but continued growth. Give thanks.

However, with buyer demand still outflanking good, available inventory, Sellers retain a distinct advantage for the foreseeable future, which is great to hear if you are a Seller, but tougher news if you're on the buy side of this equation.  

What can I say?  Let's talk turkey and (at the risk of mixing fowl metaphors) get your ducks in a row so that you are in a position to compete in a very meaningful way come the spring.  You will need to.

BTW - if a move is in your future, it's NOT too early to reach out to your Realtor NOW to set a calendar and begin preparations. Sellers can begin to inspect, purge, pack, clean and paint their homes while Buyers should be getting their financial house in order and meeting with a local lender.  As an aside, if you have a college-age child returning home for the holidays, this is an opportune time to have him/her go through their rooms and discard, donate and deconstruct.  Good-bye Boy Band posters, soccer trophies and the like . . .

For the sake of parity, there's a good deal of work to be done on both sides of the transaction so that come next spring, you are poised to be "in the right place at the right time," and that's where I come in. (Please feel free to refer me to your friends and family.)  I have years of experience guiding both Buyers and Sellers through the process.  Moreover, there are few things as professionally gratifying as seeing a family happily ensconced in their new home. What can I say? I'm a girl who believes in the dream.

But let's all take next week off to enjoy family time with one another, to gather in circles large and small, to watch marathon football matches, to take a walk with our dogs, to eat more than we should, and to experience grace in all of its fine forms.  Ain't life grand?

Happy Thanksgiving.   

(P.S. - You can follow my renovation escapades, missteps and misfortunes at www.renovationriptide.com.  It's full of "oh wow" photos and "OMG" moments.  Or put another way: What can you do when you live in a zoo?  It's going to be great when it's completed.  At least that's what I keep telling myself!)

"What the hell is a car doing there!?!    Was my last thought before violently slamming head on into the grey SUV driving on the wrong side of the street! 
At which point both cars buckled, the air bags deployed, and we abruptly came to a dead stop (Ow, ow, ow - yeah that hurts).  Let me tell you, that's not a great way to start a Friday evening.  To quote Emrile Lagasse: "Bam!"  (For the record, no alcohol or cell phones were involved.)    Because this is Piedmont, two firetrucks, two police cruisers and an ambulance arrived on the scene in mere minutes, not to mention the many caring neighbors who quickly came with
ice bags and water in tow. Thank you.  (I don't recommend it as a neighborhood meet and greet, but they were really wonderful.)

"I'm so sorry," the driver profusely apologized, "that was totally my fault. (Yes it was.) "Boy, I sure didn't need this . . ." she continued.

I'm sure she didn't. Who does? (Nobody.) Especially, as I'd just spent $1600 on a new fuel pump on Tuesday.  Still, it could have been sooo much worse.  I suspect my wagon is totaled (her ride as well) but better the cars, than the passengers inside them.

Ironically, I'd lived on Littlewood for ten years without so much as a fender bender, and now on my way to retrieving friends for a festive evening out, Jill and I had nearly met up with disaster.  To be fair, it's a tough hill and completely blind, but gratefully, the air bags did what they were designed to do and my sister and I walked away a little worse for wear, but on our own two (four) shaky feet.

Darn, we'd just have to take Mike's Tesla to the art opening instead. (Now that's truly traveling in style.)

I'm not really a BIG fan of surprises (unless they involve diamonds) and I'd venture to say that if you are anything like me, you're not either.  In the world of Real Estate, there's nothing that unravels a deal faster than an unwelcome surprise OR new discovery. "BAM!"

It's why I not only suggest full disclosure, I SCREAM it!

Unfortunately, not every surprise is as easy to put forth as what we know to be true about our homes: "My front burner doesn't always light." (Is that all? )  "Okay, my neighbors' dog barks when the mail arrives." (Dig deeper.)

More often than not, we have no idea what's really happening behind the walls and under the roof.  AS it turn out, quite a lot. From wood-boring beetles, to active termite infestations, to inadequate framing, our beautiful older homes aren't always as "pristine" as we believe them to be.

Unless we are proactively having our properties professionally inspected every few years and correcting any negative findings, our homes probably aren't as "turn-key" as we might expect. (BTW, this isn't a terrible idea.) Even the most meticulous of owners can end up with a long list of unexpected items once we begin to look under the hood.

But, let's just assume you've done everything on your side to correct inherent flaws and to prepare your homes for sale as suggested; "SURPRISES" can still show up in the most unlikely and unexpected of circumstances, as happened to my lovely clients earlier this week on the buy side of a transaction.

We'd put together an almost unbeatable package which included an architectural consultation and a non-contingent ALL CASH offer WELL above asking, only to discover (post presentation) that the Sellers had "friends" they'd intended their parents' house to go to all along.  Like the SUV I didn't see coming, I sure didn't see that unexpected 'brick wall' coming - and I wasn't too pleased either.  BAM!

To the contrary, I thought my Buyers' offer was a sure winner by a clear margin.  It wasn't - and as it turns out, no matter WHAT our offer had been, these 'favored' Buyers were ultimately going to get a second bite at the apple. (Nice for them, not so nice for us.)  Now that's a surprise we didn't want, nor "need."

It's a stark reminder that no matter how well intentioned, in the end, we can only control our half of the equation. What Sellers or Buyers do on their end isn't up to us, AND as importantly (for me to remember anyway), "it ain't over 'til it's over."

That doesn't seem fair?

It isn't. (Supply and demand isn't about '"fair.")

The fact is, selling a home to whomever they choose, remains the prerogative of the Sellers - unless race, sexual orientation, or religion come into play.  (Discrimination is never acceptable under ANY circumstances.)  Thus a Seller can take the best offer and ask another party to meet it, beat it, OR court a lesser offer IF they so choose. While tough to accept when you come up on the short end of that particular stick, here in California, we don't have a closed bidding system for the sale of a home - nor do we have an open one. 

Instead we have a hybrid bidding system of sorts, where the Sellers and their agent are the only ones to see ALL the offers on the table and then, are well within their rights to leverage one off of the other.  Moreover, it's a listing agent's fiduciary duty to get as much money for the home as they can.  If this means "tipping their hand" (or someone else'), subtly suggesting that one might be better served to come back with MORE money and stronger terms, OR outright shopping an offer altogether, it's not only legal, it's par for the course!  SURPRISE!

(Didn't I tell you I hate surprises?)

No matter, we'll regroup and soldier on.  The next ride is bound to be less bumpy if we just keep our eyes on the road and stay alert for any surprises around the bend.  Bam!

How can I help you?

"Hi, I'm Julie Gardner," I said to the white-haired and slightly disheveled gentleman as he opened his door and I handed him my calling card. "I work for The GRUBB Co." 

I had spotted an unexpected "Home Open" sign while driving down Grand Avenue last Sunday afternoon so promptly made a U-turn and parked.  (Knowing the available inventory is critical to my success - as well as yours.)

"I'm keeping the door closed so my cat won't get out," the owner informed me as he hurried me in.

"I'll be quick," I said apologetically.

"Are you selling the home yourself?" I asked, confused by the generic sign, his casual appearance, and a totally empty open, except for a curious neighbor that I mistook for his wife. 

"I'm not related!" she quickly corrected me. (She knows dysfunction when she see it.) 

"Yes I am," he replied, "I'm not just the Seller and owner of the house, I also have my Broker's license!" (Really?) 

The picture was starting to come into focus . . .
 While it's not my call, this FSBO (For Sale By Owner) had made ALL of the classic mistakes . . .

"Danger Will Robinson!"  
To begin with, the photo above was taken by me, so yes, there were

actually piles of trash outside, next to the store-bought sign. 

Once inside, not much improved . . .  although the rooms had been emptied, the Seller was clearly still living in one bedroom - with the cat - bright red wall-to-wall carpeted the hallway, and the backyard patio was overflowing with the cast-off junk from the house, which had yet to make its way out front, or better yet, to the county dump. Oh dear; where do I begin to count the ways? "I'll have it on Brokers' Tour next Thursday," the Seller instructed me. "Tell your gang to come by."

"Except that our tour day here in Piedmont, is on Monday," I kindly suggested. "You may want to change the preview if you hope to get a better turn out."

"I don't really care," he responded defensively, "the house won't be ready tomorrow and people will want it anyway." (So much for first impressions.)

He may be right, given the lack of available inventory, but I suspect, it will cost him dearly. Please note, not ALL listings are receiving the same enthusiastic response or results. It only seems that way in the wake of stories of record-setting offers.  In this - or any market - PRESENTATION MATTERS! 

Contrast this lackluster showing to the next home I saw in Wildwood Gardens where the agent exclaimed that she must have had more than 250 people come through on what was probably the hottest day of the year.  Beautifully staged,  strategically priced, and appropriately advertised, this sort of "packaging" is the difference between multiple offers - and none at all.

Back at the FSBO, I hadn't even broached the subject of disclosures or point of sale ordinances and beat a hasty retreat with nary a flyer or an MLS sheet to reference later on. (There weren't any.)

 

On a scale of 1-10, we were looking at a zero. This was clearly a case where the Seller had no clue as to standard protocol, nor any sense of how his home really looked to the casual observer, let alone another REALTOR. (It wasn't good.)  Frankly, I couldn't believe he qualified for a license.

I was reminded of an old joke:

"Miss I'll need to see your real estate license," the officer said upon stopping the young woman for a traffic violation.  

"Don't you mean my driver's license?" she innocently asked, correcting the highway patrolman.

"Well," he said . . . " not everyone has one of those!"

(Ba-dum . . . thank you folks, I'll be here all week.)

Regrettably; getting a real estate license is as simple as a multi-week online course and passing the requisite test with an acceptable score.  Answer the questions right, and you too, can sell homes for a living.  Sounds easy, right?

It isn't. (See the narrative above.)  

Even with a Broker's license, it's a HUGE mistake to believe that we can be objective about our own homes. (We can't.)  All Sellers (licensed or not) benefit from a fresh set of eyes, third-party negotiations, and another, qualified agent at the helm.

While I am willing to concede that the Internet makes posting and finding new inventory almost a no-brainer for anyone with a computer in today's world, that's not really where an experienced Realtor's skills come into play, nor how we ultimately earn our keep.

Preparation, presentation, timing, investigation, packaging, disclosure, pricing, negotiation, and escorting a Seller through the escrow process are all part of the process that go along with bringing a home to market and then selling it for TOP dollar.

On the buy side, we educate, recommend lenders, meet and show properties, keep Buyers current as to comparable sales, follow the competing interest, inform, write offers, thoroughly investigate, negotiate back on new discovery, and once again, guide you through the escrow process once in contract.

Whether buying OR selling, it's an incredibly complicated gig - AND no, not all REALTORS are created equal. What you experience as a Buyer or a Seller, is truly, just the tip of the iceberg.

 

After more than a decade of helping my clients achieve their goals, I'd venture to say that a real estate education doesn't come in the classroom - and it certainly isn't earned online.

The necessary skills are actually eared through years on the battlefield, in hard-won victories, in understanding the needs of your clients, in listening, adjusting, and advocating.  They are built by establishing rapport, sustaining important relationships, staying abreast of the interest rates, building a dependable vendor list, being an ongoing resource, and in thoroughly understanding the marketplace - both on the micro and macro level.  Given the unrelenting hours, it helps if you are also incredibly passionate about what you do!

Granted real estate isn't rocket science, but buying or selling a home is extremely serious business and it's also typically, one's single largest investment. Good Realtors take this responsibility very seriously (even if they happen to write humorous, cheeky, informative essays from time to time) and that's no joke!

How can I help you?

"Volleyball at Dracena Park is on!" the email said.

I'd been receiving these postings for several weeks but was hesitant to join in and play.  Truth be told, I'd actually met my husband, Cliff, during a "wallyball" clinic at a health club on Telegraph Hill more than 25 years ago and we played both wallyball and volleyball almost nightly, so I don't just love the game of volleyball, I'm nostalgic about it. 

Moreover, our gang were regulars at Crissy field on the weekends and along with my sister, Jill, I had even started a weekly, outdoor volleyball league for architects and designers in San Francisco culminating with a BIG annual tournament each year in Golden Gate Park. Still two (plus) decades later . . . I wasn't sure that any of the skills I had acquired long ago would still be readily (or physically) accessible.

As sports go, I truly believe that volleyball is the most collaborative of all team challenges. With 2-6 players on a side, there's a tremendous amount of choreography and communication that has to happen in order to win the point. Without clear communication, you're sunk. I gathered my courage and convinced Cliff to come with me and within a few moments we had essentially taken over our teams. (Neither of us are exactly shrinking violets.)

"The second ball is always the setter's," Cliff instructed. "If you can't get to it, yell 'HELP!'"

"Flatten out your forearms," I suggested to another player" or your knuckles will send the ball flying in all directions. (That would never do.) "You'll get used to the pain."

"You go."

"Mine!"

"Get there."

"Up, up UP!"

And so it went until darkness and mosquitoes chased us off the lawn.

"That was so much fun," Cliff and I said to each other as we walked back to the car. "I've missed that."

"Do you suppose," I asked upon reflection, "that the other players are wondering who the hell invited those 'bossy' Gardeners?" (You can thank - or blame - Dhira.) 

"I'd be surprised if they didn't," Cliff responded. "They're probably going to sit down to dinner tonight and and say that 'they just came out to have fun'."

"Who plays games just to have fun?" we both said in unison before breaking into laughter. (It's a very good thing we found one another.)  

With a nod to just having a good time, it's no fun playing without the proper technique. In fact, I'll argue that the fun in volleyball relies completely on the technique; the dig, the set, the spike and the rhythm of the back and forth; where everyone is moving, talking and responding in kind; the high-fives, the "great set," "good save," and "way to be there" kind of moments. It's a GREAT feeling to block at the net, to dive for the ball, and to ultimately win the point! But win or lose, it's how you play the game.

I should preface this by saying that Tuesday night wasn't the first time Cliff and I have crossed the line from taking a friendly game into the realm of competition. We are merciless at cards, Pictionary, and word games (don't even get me started with spelling games - I've almost lost friends over it). 

 I guess you could say that we both like to compete, whether it's on the field, at the game table, or at a friendly volleyball match. It's not about winning, per se (although that's a bonus), it's about acquiring skills and using them to your advantage.(If only I could turn laundry or making the bed into a competitive event!)

Not surprisingly, in the world of Real Estate, I'm often asked to compete, not only for the listing where it's almost a given, but often for the sale as well.  With too little available inventory to meet popular demand, most well-priced properties are receiving multiple offers in mere days, so like it not, if you are house hunting, you and I ARE going to find ourselves in heavy competition.

Like any competition, there's a technique involved in "crafting the deal" that requires conscious forethought, hard-won skills, and a plan of action. (A bit of luck never hurts either.) Without a preconceived game plan, we will be scrambling to catch up - and as an aside, chasing the ball instead of being in front of it, is never where you want to be in any sport, but especially not in the game of Real Estate.

Thus, the first critical step when house hunting is to meet with a local lender. Before you fall in love with a home, please, please, PLEASE (!) establish your credit worthiness and GET PREAPPROVED for a loan. (I can't stress this enough.) With tougher lending restrictions firmly in place, what you think you may borrow and what you actually can borrow, may be the difference between what you want, and what you can actually afford.  Better to know the boundaries upfront than be disappointed in the moment.

And while we're gearing up to compete, here are a few more successful strategies to put into action:

DO get familiar with the marketplace. With the advent of the Internet, your Realtor is no longer the gatekeeper. Stay on top of what's for sale, what's pending and what's sold so that when it comes time to enter the game, you have context.  Without it, you'll be lost.

Write to win - or don't write at all.  While "winning isn't everything," losing the house of your dreams sure feels crummy.  A lukewarm offer merely pushes everyone else's offer higher and in turn, sets the winning bid as the bar for the next go round.  If the numbers seem too high to compete, wait for the next opportunity or opening.  It's sure to come. 

Understand the difference between a negotiation and a battle: one serves the deal, while the other undermines it.  Being adversarial for no good reason never works to your advantage.

Communicate, communicate, communicate! The best interactions come about with strong communication - even those in which I've been called to the mat by an unhappy Buyer or Seller.  If I don't know what you need, I can't deliver it, address your concerns, or correct what needs correcting, so speak up. We're here to teach each other.  Yes? (Yes.)

Finally, if I come off as "bossy," I'm shamelessly unapologetic about it. Without the 'win,' I'm not much help to you, nor will you want me on your team for very long. While my volleyball skills are exceedingly average (at best) I believe that with respect to Real Estate, you are counting on me to bring my considerable experience and skills to the forefront and I'm intent on doing so. Otherwise, why align with an agent at all, especially one like me who, admittedly, is aggressive by nature. (Okay, it's true.)

In other words, who plays the game just to have "fun?"  Isn't that what jigsaw puzzles are for? I want to win.

Serve it up.  I came to play!

Sing it with me: "It's a hard knock life for us, it's a hard knock life for us . . . "    Say what?  The moving truck arrived (once more?!?) last Friday and we loaded the basics and headed to our temporary quarters on Echo, off Piedmont Avenue (the broken sewer pipe in the basement was the last straw).    

Cliff, Tristan and I will probably camp out here for the next several months while construction gets underway on Calmar Avenue.  The rest of our items have gone into storage and probably should be donated altogether, but that's another story for another column, and a job for another day (I'm beat).   

Although our current space is much smaller than our last home, I couldn't be more thrilled to have a working shower once again and to be able to walk to restaurants and the theatre. I'm discovering that it's an incredibly convenient trade off, as is the ease of compact living. 
It's also a sweet respite from the funk we've been living in the past several months and the unnecessary stress that has been endured by the entire family.  After half a dozen remodels, you would think I would have known better. 

You would think . . .
  
In hindsight, this should have been our move from the start; as it turns out, the renovation is just too ambitious a project and there's virtually NO room that will be left untouched once we begin.  Between you and me, I'm too (a) neurotic (b) OCDC (c) impatient (take your pick - they all apply) to live in chaos (been there, done that).  Sooo I guess the big take away is to look ahead and then plan appropriately.   

Given that Sellers have one last opportunity in the Fall Market to sell before the holidays set in and the market softens, as is typical this time of year (no one likes to move between Thanksgiving and Christmas), I'm speculating that unless your home is already headed to the marketplace, you may be looking at NEXT spring to sell and that's exactly what you should be doing as you plan ahead.    

Moreover, you should be interviewing Realtors now to help you achieve this all important goal.  While there's always a good deal of blood, sweat and tears involved with any move - no matter the circumstances - the best advice I can give you is to roll up your sleeves and get to work well ahead of your projected sales date.

Having just been a Seller myself, I can speak on this topic with some authority.  In fact, the smartest thing I may have done last year (besides hiring a GRUBB agent to co-list our house) was to prepare our home early so that the property was completely ready when the Spring Market bloomed. (No, Christmas vacation is NOT too soon and it has the added benefit of allowing your college-age kids to sort out their belongings while they are on break.)

Because of the unseasonably sunny weather last January and February (aka: the "drought") the spring market arrived earlier than expected and with a few final touch ups, we were set to go.  As a result, our sale on Littlewood Drive had a nearly unprecedented result.  In short, we weren't chasing the market - the market was chasing us (!)  and how sweet is that?  (Very.)
  
Unfortunately, far too many Sellers wait to see what the marketplace is doing before jumping in (along with the rest of the crowd).  This not only makes for a very stressful couple of weeks of scrambling, but it also changes the dynamics substantially when you are competing with many other 'like-kind' homes in the neighborhood. 
  
"Opportunity is missed by most people because it is dressed in overalls and looks like work."
-  Thomas Edison

Or put another way, "What are you waiting for?"  Anticipation and preparation are everything when it comes to attaining top dollar for your home.  So once again: here's my Top 10 To Do List for those of you with a move in your future (whether it's sooner OR later)  . . .

1. Define your timeline, goals and expectations.
2. Gather all pertinent information as to repairs, disclosures, permits etc., and compose a list of home improvements.
3. Purge your home, garage and closets, and clean as you go.
4. Professionally inspect your home for defects and red flags, and repair as appropriate.
5. Order permits and certifications if they are a requirement in your community and close any open permits.
6. Install smoke and CO Detectors as required by law.
7. Paint and professionally stage your home (93% of Buyers begin their search online. Eye-catching photos have never been more important.)
8. Power wash the exterior, pathways, stairs and decks, wash windows inside and out, and clean gutters.
9. Freshen flower pots, update garden and mulch beds.
10. Most importantly, hire a LOCAL REALTOR you trust to help guide your through the preparation and sale of your home. 
    

BTW - you needn't wait for a move to attack these items. Consider many of these chores as ongoing annual maintenance on your home and you will find that when - and if - you do decide to sell, the work load will be much more manageable.  Plus you'll have the added benefit of actually enjoying the improvements you make instead of wondering why you never treated yourself to a new master bathroom or a dishwasher that actually works years ago???   

Oh, and you needn't navigate this list alone - assisting you is part and parcel of my services.  In other words, that's what I'm here for!
  
How can I help you?  (I'm setting my Spring calendar now.)

Trivia Time: From what musical is the first line of this essay?  Lattes at Mulberry's for those who respond.