Brian R Kelly

Category: For Sellers

  • How To Sell Your House Yourself

    How To Save Money and DIY
    How To Save Money and DIY
    How do you sell your house on your own?

    Confession (1) I can only guess, because I have never done it. I am a real estate agent, a Realtor. I have owned 4 homes. I hired someone else to sell 3 of them.

    Confession (2) I have not slept in a Holiday Inn Express lately.

    Confession (3) I have been in the real estate industry full time over 22 years helping sellers and their agents get properties sold. (So I do have a few thoughts on the subject).

    So… why would I help someone who is bent on not hiring me?

    (1) I respect the effort. I like saving money like anyone. I recently purchased a bunch of parts for my toilet at Home Depot. Perhaps there is a little bit of pride involved. I can show my wife that I am man enough to fix a small plumbing repair and save a house call. But based on the time and money I spent on this simple project, I am not throwing away my plumbers business card yet.

    (2) I believe in giving value. When you give and give, the universe retaliates. I believe you receive more in return.

    (3) I hope that you will respect the true professionals in the real estate industry after your effort. We tend to paint an industry with a broad brush when someone has a negative experience. I have met many property owners who choose to stay away from real estate agents because “all” of “them” must be not trustworthy based on a past experience.

    (4) Home Depot and Lowe’s have not put builders out of business. For Sale By Owners (FSBOs) and smart phone apps will not do away with professional real estate agents. (They will affect our business, but that is another story)

    Let’s get started. Take some notes. I like bullet points.

    The most impressive For Sale By Owner I met lately did many of the following:

    1.) Study the market to understand value. Ask Realtors and perhaps pay for an appraisal. Take a look at houses you are competing against. Find out how many homes like yours sell each month and how many are on the market. Months of inventory is important.
    2.) Pay for a home inspection. Your buyer will get one anyway. Know your issues up front. I made $10,000 as an investor from a botched for sale by owner transaction over an inspection issue that blew up a sale.
    3.) Fill out a disclosure about all that is wrong with the property. (In Tennessee it is a state law)
    4.) Place good simple signage on property with clear numbers. (You would be surprised at what is really out there),
    5.) Advertise. Zillow “make me move” is the most effective at the moment. Zillow is the most downloaded app for buyers driving around. Craigslist. Next best thing: put flyers in a box outside and keep it stocked daily.
    6.) Set a deadline to break down and pay for a Flat Fee Listing Service. This accomplishes a contractual agreement with other agents that you will agree to pay them if they bring a buyer, and grants you more internet exposure through Multiple Listing Service and Realtor.com.
    7.) Hold Open Houses. Wait for real estate agents who are holding an Open House down the road and put out signs that direct traffic to your house with helium balloons. The people who come to your Open House may not purchase but someone who looked at the house last week may take action because of your activity and “fear of loss”.
    8.) Put a combination lockbox on your house. They are about $35.00 at Lowes. Allow “known” real estate agents to show your house without you being there. Turn on all the lights inside before you leave.
    9.) Stage well. Clean, clean, clean some more. Remove clutter and take away personal pictures. (Huge Tip: Buyers need to be able to “imagine” themselves living there. Not being reminded that you are there….) which leads me to
    10.) Be quiet… listen. If you must be present for a showing realize the goal is for the buyer to emotionally see themselves living there. Their reasons for choosing this house may be very different from yours. Explaining “why” you painted the spare bedroom pink will not help the buyer. Real estate agents ask the sellers to leave during showings. Do not leave your home if you do not know the buyer. Security is a real issue when dealing with the public. Oh, almost forgot… buyers may tell you one thing and do another… “they do not want to hurt your feelings” (especially in the South)
    11.) Find out your local closing practice by talking with a title attorney. Some states require an attorney be present. Your best protection is to have the buyer place earnest money with the title agency’s escrow account. Have the closing agent or attorney draft a proposed HUD-1 closing statement. This way you will know your fees to close.
    12.) Have an attorney review any agreement you make.

    You can sell your house yourself. These 12 tips are a decent start on how to do that. Let me know of your successes and things I should add to the list. Godspeed!

  • Hixson TN 37343 Homes are Selling So Commercial Will Follow

    Hixson TN 37343 Homes are Selling so Commercial Will Follow
    Reception Waiting Area

    New Homes are Selling in Hixson, TN 37343

    Hixson TN 37343 Homes are selling.  78 Homes sold with a price greater than $200,000 (so far in 2013). The same time period in 2012 had only 54 homes sales that were greater than $200,000. 44% increase is double the area Hamilton County average. The average home in this price range in Hixson sales for $97 a square foot.  The average year built is 1994.

    The challenge for Hixson is available land for new growth. New construction is always a great indicator of the economic strength of an area.  Since January 0f 2012, Hixson home shoppers bought over 2 new homes a month over $200,000. There are 11 newer homes for sale. (late August 2013).  There are only 5+ months of inventory of New Homes.  Popular new home neighborhoods are as follows:

    Amber Brook,
    Creeks Bend Village,
    Bent Creek,
    DreamCatcher,
    Eagles Landing.

    The only neighborhoods with any new homes for sale are Amber Brook and Dreamcatcher.

    Amber Brook is a town home community that features one level homes. The “Walden” floor plan features 3 bedrooms, 2 baths, a front loading 2 car garage with 2,063 square feet for $247,900. James Pratt is the home builder. Amber Brook is located near the intersection of Hixson Pike and Cassandra Smith Road.

    Dream Catcher is a more “traditional” single family neighborhood. GT Isaa is building a 2,650 square foot home with 4 bedrooms and 2.5 bathrooms for $289,900. GT Issa’s home is represented by Remax and features a master suite on main level with 2 bedrooms, bonus and bathroom upstairs.

    Hixson, TN is located in the city limits of Chattanooga. It is located just North of Chattanooga. Commuters from downtown come into Hixson by Hixson Pike, Dupont Parkway and Access Road, Highway 127 and Highway 153. Retail anchors include Northgate Mall, Wal-Mart at Oak Park Town Center, Target on 153, Highland Plaza on Hixson Pike and Ashland Terrace.

     

    New Home Sales Drive Commercial and Retail Growth

    Office space for businesses is being created just off Hamill Road at Oasis Park, and behind Northgate Mall. Established office space is available in Hixson Commons. I am representing a seller in a professional office complex named Hixson Commons. The space for sale was a former Beltone hearing aid center and an Acupuncture clinic. It features 2 large exam rooms or offices, a third office in rear adjacent to a full bath and rear entrance. The space also features a kitchen area, soundproof test room and receptionist area with waiting room and another patient half bath. That space is listed at $149,000. Hixson Commons is located at 4513 Hixson Pike, Hixson, TN 37343. Other tenants in the this brick office complex include medical, law and financial services.

    CBL purchased Northgate Mall in the fall of 2011 for $11.5 Million Dollars. Northgate was built in 1972 and is just over 800,000 square feet. CBL owns Hamilton Place and it marks a sound investment as a company that has stewarded retail establishments across the country.

    Liberty Commercial Real Estate is representing a one acre parcel of level ground on Access Road. Currently the use is Ramsey’s Produce, a plant, fruit and vegetable market. The ground and building are for sale for $304,000. The former Smokin Ed’s BBQ building located at 3874 Hixson Pike. The building is priced to sell at $168,000.

    Hixson property is being sold and re-purposed as the needs of the home owners change. Hixson is between a growing Soddy Daisy in North Hamilton County and downtown Chattanooga. As builders find land and take the risk to build the homes sell. The area has solid retail hubs and is growing up more professional spaces for offices and medical use. Hixson Tennessee homes are selling so commercial will be right behind that growth.

  • 2013 Top Home Selling Neighborhoods on Signal Mountain TN 37377

    The 2013 top home selling neighborhoods on Signal Mountain TN 37377 so far in mid August are as follows:

    37377 TN
    Welcome to Signal Mountain, Tennessee 37377

    1.) Hidden Brook (13)
    2.) Birnam Woods (9)
    3.) Old Town (7)
    4.) Boulder Point (5)
    5. Fox Run (5)
    6.) Carriage Hill (3)
    7.) Holly Meadows (3)
    8.) Holly Springs (3)
    9.) Westfield (3)

    **Note: these are the ones with at least 3 sales.

    So far 165 homes have sold on Signal Mountain, TN. That is up from 135 same period in 2012. The low price so far this year is $38,699 on Oak Street. The high was $943,500 on East Brow Road. The average $/sqft overall is $108. The days on market is 122 for the ones that sold. Something that is fairly meaningless but interesting is the average age home was built in 1978 and is 2,800 sqft. That is interesting to me because I was built in 1963 and spent most of my childhood on Signal Mountain, and almost another decade in the 90s there. The dynamic of development on Signal Mountain has been interesting to observe.

    Signal Mountain is a wonderful community. Check out the basic facts at this wikipedia site. There are about 3,000 households and 7,600 people living there.

    I grew up at 1615 James Blvd. It was close enough to walk or bike to Thrasher Elementary school. I remember always wanting to get a head start before Mrs. Keith (second grade teacher) left the parking lot in her Dodge Charger. She was fairly small in stature and I could just she the top of her head behind the steering wheel.

    I grew up on the corner of James Blvd and Skyline Drive. We enjoyed a few great sled runs down two hills at Skyline Drive subdivision. Especially when conditions got icy on top of snow.

    When I was 6 years old we had a large snow on Christmas day. This is a video (on location) about the day.

    Signal Mountain, TN 37377 Home Sales
    37377 TN – Neighborhood Home Sales

  • Cummings Cove Fountain becomes Black Creek Mountain

    Former Cummings Cove fountain now Black Creek Mountain
    Former Cummings Cove fountain now Black Creek Mountain
    Cummings Cove fountain becomes Black Creek Mountain. Black Creek Mountain is the name chosen for the entire development that includes the former Cummings Cove neighborhood and Black Creek Golf Club. The new developers purchased a majority interest in the project which includes brow property on Mount Aetna overlooking Chattanooga, TN. Downtown Chattanooga is less than 10 minutes away around the Moccasin Bend of the Tennessee River. Cummings Cove is the original neighborhood marketed along side Black Creek Golf Club. Cummings Cove is not the only name change in the immediate area. Ask a local what the name of 37419 really is, you will get three answers 1.) Tiftonia, 2.) Wauhatchie, 3.) Lookout Valley. A decent history of the area name changes is at this website.

    The name change for Black Creek Mountain is very smart for marketing purposes. The only confusing part is explaining to someone I live in the valley of a neighborhood called Black Creek Mountain. The glorious part is that Mount Aetna stands tall and apparent waiting to be scaled. (That is another story or two that is still being written). Back to my story.

    In 1999, Sue Shaw and Greg Shaw introduced my parents to Cummings Cove. Jim Chapin, the developer, was looking for marketing and sales support. Support in the way of commitment. My parents, Ben and Karen Kelly, asked me to go to a meeting off Cummings Road to meet with Jim Chapin. Jim explained his vision and I saw the potential success of the project immediately because of the the age old axiom of real estate, Location, Location, Location. Development in Hamilton County, TN was primarily North towards Soddy Daisy, and East, towards East Brainerd and Ooltewah. Commute times to these corners of Hamilton County, TN were approaching 30-55 minutes in rush hour. This neighborhood was less than 10 minutes from downtown and had an interstate (I-24) and U.S. Highway 41 to get you there. The challenge was to educate folks about the driving time and that Lookout Valley was not only a fun place to play, but a wonderful place to call home.

    Jim Chapin, Cummings Cove developer, is a gifted man. He has a great vision for what a neighborhood space will become, a razor sharp numbers brain and he wisely listened to other developers who had pulled off other successful projects. I had cut my teeth on retail home sales, but had to quickly learn how to focus only on new construction. I traveled to Raleigh, NC, and Orlando, FL, with others to meet with New Home Marketing and Sales organizations. I joined the Builder Marketing Society and read the bible for new home sales “New Home Marketing” by Dave Stone. Building a team that could market and sell this golf course community was truly intense and fun.

    I truly think that one aspect of the neighborhood’s success was Jim Chapin’s core understanding of marketing. He grew up in the family that built and stewarded Rock City Gardens. Rock City is an icon of the community that had a history along side Judge Will Cummings and the building of Highway 41 (If you are a child of the 70s and know Rambling Man lyrics) or Cumming’s Highway (as locals know it). Judge Will Cummings was a colorful man that literally helped pave the way for traveller’s to visit Famous Rock City. I met Jim on the porch where (it is speculated that the concept of TVA was born on the same porch) Franklin Roosevelt visited with Will Cummings.

    This was the start of my journey selling Cummings Cove, “Chattanooga’s Premier Golf Course Community”. The first sales office was the old Will Cummings home place. My family got involved as Mary Dee, my wife, helped decorate the Cummings home place for Christmas, and cooked for the builder team.

    1999, the year of Y2K and the dawn of a new century. A dawn of a new neighborhood that did change Lookout Valley and provided a home for my family for the last 12 years.

    Cummings Cove fountain becomes Black Creek Mountain, and for the story to continue, I am glad it did. For a brief view of what the neighborhood is like, check out this short 2 minute video.

  • How is the Home Sales Market in Chattanooga TN for 2013?

    Home For SaleHow is the Home Sales Market in Chattanooga TN for 2013? How is the Chattanooga, TN housing market? Are homes selling? These are questions that a Realtor gets frequently. The answer is homes are selling in Hamilton County, TN. Especially homes selling for more than $200,000. The number of homes selling above $200,000 is up 24% over the 2012. The number of homes under $100,000 are selling less. This reflects a national trend. Another trend is that the re-finance market for home mortgages is slowing.

    It appears this is simply the wash of all the foreclosure activity of the last several years. The unwounded that have good credit have re-financed and/or making purchases. The wounded are renting and sitting on the sidelines.

    Let’s look at home sales above $200,000. The two areas that experienced the greatest increases (and that have decent numbers) are (Area 2 – Downtown, St. Elmo), and (Area 18 – Colledgedale). They combined brought 62 additional home sales (when comparing year to date January 1 – August 15, 2012 versus 2013). Popular neighborhoods in Area 2 include Missionary Ridge (8), Museum Bluffs (7), Jefferson Heights (6), and Waterhaven (7). The more popular spots in Colledgedale are a new subdivision Prairie Pass (14) and established Bentwood Cove (11).

    Soddy Daisy has been a popular area for years. Neighborhoods like Stonewall Farms have newer inventory and year to date has 21 sales in the neighborhood. Soddy Daisy is experiencing the overall market 22% increase. Other popular neighborhoods include Sedman Hills had 10 sales, Hidden Harbor had 7, The Canyons had 5.

    Ooltewah/Snow Hill area or MLS Area 17 reflected a stout 31% increase with the most popular subdivisions being McKenzie Farms (15 sales), Belleau Ridge (12), Meadow Stream (12), Seven Lakes (11), Hamilton on Hunter North (10), Hampton Cove (8), Hampton Creek (7).

    North Chattanooga and Mountain Creek (MLS area 6) continues to be strong but lags the average with 15% growth. The flagship of this area was One North Shore selling 22 homes above $200,000 so far this year. Other popular spots include Heritage Landing (10), The Enclave (9), Horse Creek Farms (9).

    Signal Mountain, North Chattanooga, Hixson, Catoosa County, Walker County, Bradley County, Brainerd, experienced decent growth in home sales above $200,000 in 2013. Lookout Valley, or (Tiftonia to many older locals) saw a dramatic percentage growth of 65% which reflects the marketing and new home construction of Black Creek Mountain. Black Creek Mountain, (plus former Cummings Cove) saw 20 home sales greater than $200,000.

    An area with large numbers of sales but no increase is East Brainerd County or MLS Area 16. There were 134 sales which is off pace from last year. The popular neighborhoods in this area include: Mountain Shadows (17 sales), Windstone Whisper Creek (10), Greenbriar Cove (9), Hidden Lakes (9), The Lakes At Standifer (7).

    The other variables such as time on the market varies from 127 days on Signal Mountain to 330 days Downtown. The average price per foot of the sales above $200,000 was $91 in Catoosa County, GA and $158 in North Chattanooga (Mostly condo sales).

    New construction seems to be selling from $100 to $155 per foot depending on amenities and price range.

    Overall, the home market above $200,000 in the region seems to favor three things. The 3 are younger age homes (rebirth of new construction), close to downtown Chattanooga, and close to job growth. The job growth is Volkswagen, and Amazon affecting Ooltewah and Colledgedale and Wacker in Bradley county.

    How is the Chattanooga, TN real estate market? Are homes selling? Yes, they are. Especially if you want to buy or sell a home valued above $200,000!

  • Who will bust the fat greedy real estate brokers 6% Commission

    Real Estate Agent Worth 6%?
    Real Estate Agent Worth 6%?
    Who will bust the fat greedy real estate brokers 6% commission? The commission is not set by law. All commission is negotiable. Individual real estate firms set their rate and establish the rate they will share with a co-operating brokerage. Real estate agents compete daily with DIY or For-Sale-By-Owners (FSBOs). So, it does amuse me to read articles from people outside the “industry” who see unfairness in the charges. Tech savvy authors like Frederic Lardinois, who wrote a thoughtful article pondering who will “disrupt” the real estate industry? He points to the travel industry, and taxi cabs as changed models. Cindy Zetts, wrote an article in 2008 titled: The 6% commission: Is it the best way to pay agents? Both articles make great points and ask good questions. Here are a few observations from a second generation middle America Realtor.

    1. Sellers who are successful at selling pay for the other half of sellers who abuse the “industry”. Roughly half of all listings ever sell. The sellers who never sell costs agents and brokers time and money. Cindy Zetts correctly identifies the seller as a greedy culprit. Of course the culprit could also be a mis-informed victim of a green and unknowledgeable agent. Bottom line: … The “industry” does not require an upfront contribution from a seller who is only “testing” the market.

    2. Current tax law allows real estate brokers to pay licensees via contract or 1099. Essentially, it costs brokers very little to “hire” real estate agents because they guarantee them no pay until closing. (cue: coffee is for closers , Glengarry Glen Ross movie scene). Companies like Redfin and Zip are challenging this model.

    3. Regardless of how you get paid, being successful in real estate is demanding because “time is of the essence”, and you are serving people evenings and weekends and then working during the day to get ready to work in the evenings and weekends. Even if the model is W2, this is called overtime or time and a half.

    4. Large cities, coastal areas with higher dollar housing do attract franchises (buying brokerage firms), and agents seeking greater commission dollars because of the percentage of sales price brings more dollars.

    5. Buyers and sellers will always be at a disadvantage because they have limited transaction experience. Agents simply “see” more homes, and negotiate many “deals” over time.

    6. Real estate is a personal referral, relationship business. We are in the business of trust. That is why eBay, and Airbnb are successful. They have established a model with “acceptable risks exposure” (Airbnb has insurance in case rock band goes ape on your home bedroom).

    7. Deferred maintenance, subjective cosmetic features, fixture updates (lighting, plumbing, trim), functional floor plan differences, landscaping…. the lists goes on and on of variables that affect value. Your latest guess of value from an app will never be able to monitor the “feeling” you get when you smell your mom’s apple pie in the kitchen of your dreams. Perhaps a mood ring app will be able to transfer feelings to an emotional response database. (hey,,,not a bad idea!)

    8. Making the real estate industry a more efficient lean machine is a wonderful challenge. Finding ways to serve people’s real estate problems has provided well for my family for the last 23 years.

    9. My observation is that landlords, and lenders have more power to “abuse” the consumer (buyer, seller, renter) than the broker in a real estate transaction. Banks own larger buildings, and have more attorneys. Real estate agents drive Lincoln Town Cars, bankers drive armored trucks!

  • You have a 62% chance of selling your home in Hamilton County, TN When You List With A Realtor

    Marketing Home for Sale
    Marketing Home for Sale
    You have a 62% chance of selling your home in Hamilton County, TN when you list it for sale with a Realtor. Real estate agents who belong to the National Association of Realtors (NAR) use a system called the Multiple Listing System (MLS) to help each other market and sell homes. As of middle August of 2013, 62% of all the listings taken (Hamilton County, TN only) in 2012 have sold. The number as of April 1, 2013 was 54%. Perhaps we should look later down the road? Not necessary, the number of listings that were taken in 2011 was 6,278 and the number sold as of August, 2013 is 3,512 (or 56%). Why is this important? A few reasons are as follows:

    1. You need to know that you have a 38% chance or better of failing. Your baby is … well your baby! Home is home and it stings a bit when you see others getting Sold signs when yours is not. I remember the feeling of getting chosen last for kickball, or getting red marks on English papers. The market can be a harsh judge.

    2. If you want or need a 95%-100% chance of selling then you need to make sure you are working closely with your Realtor. There are characteristics of a winning campaign. Bottom line is A. Getting willing and able buyers into your house, B. Staging and pricing to attract an offer, C. Building and nurturing an agreement to closing.

    3. If your real estate agent is getting people into the home with showings from other agents but there are no offers then A. price is too high, or B. condition is lacking. Period. It is that simple. I was cutting the grass the other day and a neighbor stopped to talk. She said she would be placing her home on the market soon. I asked her where she was moving. She replied that she received an email from an agent regarding a price reduction for a nearby town home and decided to buy it. She had been thinking of moving out of town because prices were so high locally. She is a former real estate agent. She would not “offend” the seller by offering what she was willing to pay for a home she wanted. The discount for the asking price compared to the sales price is 4.5% ! So a $300,000 will sell for $287,100 on average. If that house is listed for $325,000, then many buyers may simply make an offer on a more “affordable” house. If you are a house seller, please consider.

    4. Feedback, Feedback, Feedback – breakfast of champions. What are buyers and agents telling you?

    5. If you are getting offers but no agreements (contracts) then A. Price still may be too high for market, B. You and or your agent may need good coaching/mentoring, C. Property condition may need changing.

    6. Many sellers do not “have to” sell and use the “free” services of a listing agent to “try” the market. Why not? Many agents are eager to “take” listings”. Many others have borrowed to much against their real estate and simply cannot sell for what they owe.

    7. Staging and stories matter. Fresh paint, vignettes that spark imagination and the “ability” to “see” yourself living there… are critical emotional hooks.

    Choosing the correct real estate agent for your property and situation does make a difference. Hunters and fisherman pay guides well to achieve success in their endeavors. Whether a seller or buyer (with or without anPrice reduced sign agent), decide on what chance of success you want and make it happen!

  • How to Do an Open House as a Realtor or Seller

    Open House SignHow do you hold an Open House? If you are the owner or if you are a Realtor, some similar steps apply.

    1. Marketing and advertising: Gone are the days of calling the newspaper and placing one ad. The newspaper directory of Open Houses is still a decent value in Chattanooga, TN. If you are an owner then use Craigslist, Zillow and Trulia to your list. Realtor’s add http://www.Realtor.com to your list. All the online venues are no charge and can be very effective.

    2. Directional signs and balloons: Get people off the main roads to your open house. You may think that home purchasing is not an impulse buy, but it is emotional and I have had folks trade homes over open house visits. Make sure you are not blocking the view of traffic getting out on main roads. You do not want to be the sign that causes people to curse while turning into traffic.

    3. Preparing the property: Don’t forget to spruce up the place and make the walk from the drive to the front door as welcoming as possible.

    4. Involve the senses: This is retail. So best you can, involve good smells (cinnamon sticks in water on stove), or take a sheet of cookies to bake in the oven. Music, appropriate to the space and target audience. Make sure all the lights and accent lamps are on.

    5. Register: Tell your guests that the owner prefers that visitors sign in. You want to follow up with these folks in an appropriate way. Paper registers work fine and there are some iPad apps (one is Open Home Pro $14.99) out for real estate agents that even engage shoppers after the fact. A key question should be “how did you find out about the Open House event?”

    6. Security: Real estate agents must be aware of risks both personally and for the seller. Owners of property, please know that some predators and thieves are looking for jewelry, and medications in bathroom cabinets. A ploy may have you distracted with one member of the party while another goes to another un-watched room. Real estate agents may want to partner up for safety, and remember your local mortgage originator may want to help for their business as well. Your cell phone can be your friend. Apps such as Real Alert and Moby offer 911, recording features, alarm, location notification, and creeper recording info to help you.

    7. Brochures: Buyers like to have something in hand to help them remember what they have seen. Having a page with pictures help them to remember the property as well as you.

    8. Attitude: Open house events are for the convenience of home shoppers, not yours. So I prepare to work and bring my laptop and notecards prepared to get things done between visitors. When a guest comes in, time to bring your smile and charm. Think about your favorite restaurants and hotels and the greeting you receive. Time to dish out copious measures of warmth to these folks that have taken time out of their busy lives to see this home.

    9. Time: Open houses are for the seller and convenience of home buyers. Many open house shoppers will buy a house within 6 months of their visit. Follow up is a key. Jim Weichert has built a large real estate company in the New England area on measured activity. One huge activity is 4 hour open houses on Saturday and Sunday. One and two hour open houses allow some marketing punch, but to me are more for the real estate agent or seller who is interested more in their own free time. Why not schedule open houses during the week or evening?

    Open houses are a great way to engage with people and help to create an environment promoting “fear of loss” and activity, and helps the seller keep a spirit of welcome hospitality. A genuine welcoming spirit doing the discussed above activities is how to do an open house as a Realtor or a seller/owner.

  • Sell your home with video

    Video Helps Sell Homes
    Video Helps Sell Homes
    Sell your home with video.  Video tells a story.  The story can take you on a journey.  The trip should engage your senses and curiosity to cause you to explore the question “Can I see myself living here?”

    The purpose of the video below is to help the viewer understand the neighborhood and then tell the story about the home itself.   My thought in this first effort was to focus on creating a desire to visit.

    The video is professionally shot and produced. This makes a huge difference!

    As I am writing this August 17, 2013 there are over 7,100 views in two months of the video. I am paying for Google adwords to get the video seen by people in the area or relevant viewers like regional golfers.

    The home as of the writing is still for sale but we did have three interested parties come take a look today at an Open House.

    There are several points to highlight regarding video:

    1. 7,200 views on limited budget (less than $300 in 2.5 months) to mostly local traffic is worthwhile viewership. Exposing local Realtors to video is also good because they have 80% chance of bringing our buyer.

    2. Seller is well served because we are getting more targeted exposure to property. (In this case, males make up 55% of viewers and ages 35-54 makes up over 50% of viewers)

    3. The cost of views for Facebook advertising is more expensive but far higher engagement! On my business page http://www.facebook.com/brianrhodeskelly I experienced a great number of comments and feedback on the video.

    4. Mobile devices like iPads, and smartphones are driving video consumption. Over 138 million in the US alone. I hope they are not watching the video while driving to work.

    5. Realtors get to project their personality to others and establish some rapport. This is a professional agent’s selfish perception, but if that agent has credibility to buyers and other agents then the seller is well served as well.

    6. Some agents are asking their sellers to get involved and tell the story of “why” they purchased the home and hidden aspects and features some folks never realize until they live there a while.

    Video to sell your home will be with us until hologram marketing comes out. Time to engage and do it!

  • Why pay a real estate agent versus flat fee listing?

    Flat Fee ServiceA “For Sale By Owner” recently asked me “Why should I pay you a percentage of the sales price to put the house in the MLS when I can pay a few hundred dollars for a flat fee listing?”  Isn’t the Multiple Listing System or MLS the way you sell your property?  The MLS does provide a valuable platform in which to market, but it is just the start of a journey to the closing table.  Here are seven reasons you may want “full” listing service.

    1.  Security:  I recently previewed a For Sale By Owner or (FSBO, pronounced Fisbo) as Realtors call them.  The owner left work on lunch break and she was meeting me.  Her husband was going to meet with me as well, but he could not leave a work meeting.  So she left him connected on a cell phone call while I looked at the house.  It is a very limiting factor to be present at each showing.  You may even put a lockbox on your door.  But which potential buyers do you give the code to?

    2. Showing:  A buyer needs to see the “house” as their “home”.  They need to be able to say “I can see myself living here.”  When the owner is present there is a shift of mind that goes into hospitality and an underlying respect of “oh, you really like that Barney purple wallpaper and chose it for your living room, ….how lovely…”  If an owner is present it adds an additional emotional layer to the walk through.

    3. Time:  There is work involved getting people to visit spaces to make the buying decision.  Gas is burned, meetings are missed, Open Houses need hosting, etc. Your time is valuable.  How many ballgames are you willing to miss to save some money?

    4. Marketing:  The MLS is a great start and is a gateway to many sites like Realtor.com, but it is just the start.  Relationships and trust are the value that your listing agent brings to your table.  Reaching out to other real estate agents is vital to your sale.  Your credibility is unknown to the the other agents.  The agents bringing a buyer assume that they will have to do ALL your work that a “typical” listing agent would do to handle all paperwork, closing arrangements, and scheduled inspections, moving, etc.

    5. Staging:  How many houses have you been in lately?  Your winning the next buyer means that your pad trumped all the others.  This is competitive.  The buyer has choices.  A good listing agent has seen lots of houses and knows how to make yours stand out.

    6. Pricing:  Are you leaving money on the table? or are you pricing so high that few people bother to schedule a showing?  Constant monitoring of the market and seeing many places is knowledge.  Knowledge is power when pricing to sell.

    7. Success:  4,120 homes sold in Hamilton County that were listed in 2012.  37 of them were marked as MLS Entry Only listings.

    I met recently a retired couple at their home in East Brainerd.  They had recently experienced success with a MLS Entry service.  He told me that on average they spent $78 monthly in newspaper advertising for the better part of three years and really had not added up the cost of time for Open Houses and showings, etc. The couple said they were surprised at how people “lied” to them about following up, etc.  He looked a little surprised when I asked him if he had considered getting his license and using his new skills to help others.  Selling your own home is not rocket science (thank goodness, I would not have a job), but it does take work, patience dealing with the public, and some experience is a good thing as well.