KISS: Keep It Simple Salesperson

K.I.S.S.: Keep it Simple Salesperson

Pretend you are about to sell your vehicle. You check the internet to learn the value of your Ford or Honda, then you place an ad in the newspaper. The first caller wants to take a look, then makes an offer of 10% less than you are asking.

He wants you to finance the full price at 2% for 10 years, and expects you to replace the tires, purchase a 5-year extended warranty, install a CD player, and pay his insurance for the first year. Oh yes, and he also wants you to include your first-born child in the deal. Can you see what's happening? The buyer has made the entire transaction so confusing, it's highly unlikely that an agreement could ever be reached.

Remember this story when buying your next home. Although you can make a purchase offer that includes whatever terms and conditions you choose, the seller is likely to be blown away by a confusing, unrealistic offer. Confuse them and you lose them. Here's some simple advice when writing a home purchase offer.

First, include a substantial earnest money deposit so the seller knows you're serious, at least 3%. Next offer a price that is at or near full price (provided the asking price is backed up with an appraisal). Last, don't get into the furniture business. Leave out all the special conditions about drapes, swing sets, microwaves, and first-born children. Give the seller a reason to accept your offer--keep it simple!

Stephen R De Sena

National Sales Trainer and Broker/Agent

Serving Nevada County since 1967

The De Sena Group

(530)265-3369

http://www.stephendesena.com/

http://www.desenagroup.com/

New Economy Confusion? Try Proven Experienced Agents

New Economy Confusion?

Try proven experienced agents

There's been a lot of hype in the media in recent months about the "new" vs. the "old" economy. If you plan to purchase a home this year, you'll experience both new and old. First, take a peek at the new-- via the internet. You'll find 1,000,000+ homes with photos, "virtual" tours, financing options, and mortgage calculators on the World Wide Web. You can take a "tour" right from your family room. The internet is like an open door to all the homes in the world.

But, wait! What's missing from those websites? Of course--there's no secure site to place your credit card order for the home of your choice. Such foolishness--you wouldn't order a home sight-unseen. Although browsing the internet can be interesting, it's really just advance preparation. It gets you in the mood and provides some initial education. You can't smell the pine trees, hear the birds, see the real beauty on the internet and you can't feel the energy of the area in which you plan to buy.

Welcome back to the "old" real estate economy--the one where you meet real people who can help. Begin your home search by choosing an agent with the human touch--the ability to personalize your search. Once chosen, the agent can translate your home search dreams and objectives into reality. In today's market the more years of experience an agent has the better you will be advised.

Enjoy the internet, but understand that it takes real people to help make your home purchase happen. Choose an agent who understands the "new" economy and get the best of both worlds.

Stephen R De Sena

National Sales Trainer and Broker/Agent

Serving Nevada County since 1967

The De Sena Group

(530)265-3369
http://www.stephendesena.com/

http://www.desenagroup.com/

Know Your Potential! Be Prepared--

Nevada County--
Real Estate Update by the De Sena Group....serving Nevada County area including Grass Valley, Nevada City, Alta Sierra, Lake of the Pines, Lake Wildwood, Peardale, Chicago Park, Penn Valley and outlying areas....

You've put aside an extra $300 to buy a new jacket you've seen advertised. You know how much you have to spend and it's in your pocket. Surprise! When you get to the store, you find that the jacket you expected to buy is priced at $400. Disappointment sets in, and you leave discouraged. You decide not to make a purchase after all.

Home buyers sometimes have the same experience--in reverse. They may know the price of homes which meet their requirements, but aren't sure how much they have to spend. That is to say, they aren't certain about the mortgage amount for which they qualify.

There's an easy solution which helps avoid discouragement and frustration. Most mortgage lenders will pre-qualify home buyers, even make a firm loan commitment, BEFORE their home search ever begins.

The lender simply takes an application, then verifies employment, credit information, and income. Using lending formulas, the mortgage company will issue a loan commitment up to the maximum mortgage amount for which the buyer qualifies.

With loan commitment in hand, buyers become a valuable commodity to sellers. What seller wouldn't want to know a prospective buyer had the funds to make a purchase? Being in a strong buying position, buyers gain greater strength in any negotiations which take place over price, terms, or other considerations. The result can be win-win for everyone.

Stephen R De Sena
National Sales Trainer and Broker/Agent
Serving Nevada County since 1967
The De Sena Group
(530)265-3369
www.stephendesena.com
www.desenagroup.com

Don't Push It!

Nevada County CA Real Estate Update by The De Sena Group serves Nevada County area including Nevada City, Grass Valley, Alta Sierra, Lake of the Pines, Lake Wildwood, Peardale, Chicago Park, Cedar Ridge, Rough and Ready, Penn Valley and outlying areas....

When you are considering buying a home in these areas or any part of Nevada County remember: DON'T PUSH IT!

Many purchase offers contain what are called "Contingency Clauses", but just how many contingencies are too many? While an unsatisfied contingency allows a buyer to back out of the offer if certain requirements are not met by the sellers, it can also raise eyebrows when too many demands are included.

Of course, you want to protect yourself when you are buying a home, but you also want your offer to be considered seriously. Buyers who include too many contingency clauses in their Offer to Purchase may find themselves immediately rejected.

As far as title, most purchase offers already specify that the seller must deliver a marketable title. But what about a professional home inspector's report, a termite inspection report, building code compliance, and (in some areas) a radon inspection? Your Offer to Purchase should be contingent upon receiving satisfactory reports in all of these areas. There may even be some other local requirements, so you should definitely do your research before formulating your offer. Some local requirements in the Grass Valley, Nevada City and surrounding areas would be a Natural Disaster Disclosure, Right to Farm Disclosure, Mining Issues, etc.

As you can see, there are more considerations to making an offer than just price and closing date. You certainly don't want any nasty surprises, but you also want to protect yourself.

A qualified real estate professional can help guide you through the ins and outs of the purchase offer process, guaranteeing that your offer will receive serious consideration. Happy home hunting!

For a great buying experience, contact
the De Sena Group @ ERA Cornerstone Realty
stephen@desenagroup.com or call the office at (530)265-3369.

Compare Price Tags!

Nevada County--

Real Estate Update by the De Sena Group....serving Nevada County area including Grass Valley, Nevada City, Alta Sierra, Lake of the Pines, Lake Wildwood, Peardale, Chicago Park, Penn Valley and outlying areas....

When you are considering buying a home in these areas of any part of Nevada County, remember: Compare Price Tags!

Afraid you'll pay too much for your next home? Is there a way you can be sure you aren't overpaying for the homes of your dreams? There are three simple ways to gain assurance that the price you're paying is a fair one.

Always carry a pad and pencil or a computer with you. First, compare homes. See a selection of homes that meet your requirements. As you do, you'll begin measuring the value offered by each compared to the price asked. It shouldn't take long to eliminate those that are grossly overpriced. They tend to stand out from the rest. Many sellers confuse what they need with what the house is worth in today's market.

Next, ask a simple question when you see a home which appears to be a good choice. "Has this home been appraised?" If not, ask the real estate agent to provide details about other homes sold in the area. Compare them with the asking price of the home you are considering. Make all sales subject to an appraisal even if you are paying cash and not securing a loan.

Finally, if you are securing a mortgage, the lender will have the home appraised. IF it fails to appraise for the asking price, you should be able to renegotiate the price or have the option of withdrawing from the transaction. Ask the agent about your options if the appraisal comes back low. An experienced agent can best advise you of your options.

Although sellers want to receive the highest price possible for their home, overpriced homes tend to linger unsold on the market. A fair asking price is most likely to attract a full-price offer.

Stephen R De Sena

National Sales Trainer

Broker Agent

serving Nevada County since 1967

The De Sena Group

www.stephendesena.com

www.desenagroup.com

(530)265-3369

3 Deadly Phrases that Can Keep Your Home from Selling

There are three deadly phrases that can guarantee less showings of your home, less offers and therefore, a lower offering price for when you do finally get an offer.

The object in marketing your home is to expose it for sale to as many people as is humanly possible and then make it as easy as possible for other agents other than the listing agent to show the home. In Nevada County, California, over 90% of all homes sold are sold by agents other than the listing agent. So why do listing agents put up road blocks to the other agents, especially in these times when we have a great number of listings and not that many buyers? A buyer's agent will show homes that are the easiest, most convenient to show. The buyer's agent may show only 5 homes out of the 10-15 that meet the buyer's criteria in any one day. Any more than that and the buyer can become confused. So make sure your home is one that is shown!

Avoid these deadly phrases in your listing:
Number One:"Call listing agent for appointment to show" Why?
Have you ever tried to contact a listing agent on the weekend? Or their assistant? Buyer's agents avoid these listings like the plague. There are too many easy accessible listings to show. If you have anything in your listing that resembles "Call Listing Agent" your house goes to the bottom of the list to be shown. You'll get less showings, less offers and lower offers. Remember good buyer's agents are pre-qualifying their clients before they show homes. Don't discourage the buyer agent from seeing your home and possibly selling it for you by having a "Call Listing Agent" in your listing.

The second deadly phrase is "By Appointment Only." Many buyers come from the Bay area and other areas unannounced. They may be here for only two days. We know of buyers who walked in on a Saturday and had a signed contract on a Sunday. "By Appointment Only" in most cases would have prevented the home from being shown. A seller should realize that at best a buyer's agent usually can give a seller 1-2 hours notice if the seller is home to answer the phone or the seller has an answering machine on which to leave a message. With today's buyers having wide choices, these homes with hurdles to showing will probably be next to last to be shown.

The last phrase that is also a killer is "No Lock Box, Seller Always Home." As a seller, unless you are restricted to a hospital bed you will not always be home. You know it and the buyer's agent knows it. The buyer's agent will probably skip this listing all together.

The Secret to selling your home is to have it readily available and accessible for the buyer and their agents. Don't put impediment hurdles for them to jump over in order to show and sell your home. Don't have the 3 deadly phrases KILL your listing!

"It is Always a Buyers Market"

It is always a Buyers Market”


All around Nevada County: Grass Valley, Nevada City, Cedar Ridge, Chicago Park, Peardale, North San Juan, Penn Valley, Lake Wildwood, Alta Sierra, and Lake of the Pines, you will hear property owners say at different times that the real estate market is a Buyers Market or at other times a Sellers Market, when in truth it is ALWAYS, yes always a Buyers Market!

Real Estate sales people with less than 10 – 12 years experience will utter the same phrases.

In truth regardless at what price the Seller and their Agent offers a home, the price it will sell for depends on the Buyer and what they are willing to pay. The Buyer and their Agent shop the inventory; they compare values in the market place. The Buyer and their Agent feels the pulse of the market, the activity of the market, and they make an offer based on their perceived values.

From 2002 to about June 2005 the Buyers perception of values were in many instances way above the Seller’s and their Agents perception, there were multiple offers and homes sold for thousands of dollars more than the Seller and their Agent had originally asked for. Things were good as the Buyers exerted their Buying power and bid prices upward and onward. A Seller’s market? No a Buyer’s market with the Buyers dictating prices they were willing to pay.

Then came the after math of uncontrolled Buyer's frenzy and there was and is sadness amongst Sellers. The Buyers and their Agents are now offering prices below the Sellers and their Agents expectations. In fact Buyers are offering Sellers in some cases less than is now owed on the properties. So again if a person truly wants to sell, the Buyers and their Agents ultimately will set the final sales price.

The Seller and their Agent must set a price that will receive an offer. If they are fishing for Buyers they have to have the hook, the lure in the water to get a hit. The Buyer will not pay $20,000 or $40,000 more for a home that the seller and their Agent feels that he must have, that wants dearly, that would like, etc. The Buyer will pick and choose on comparable amenities, price and terms as the Buyer perceives them. Remember it is always a Buyers market and when you go to sell choose the Agent who can realistically coordinate your wants and needs to what the Buyers are looking for. See your property through the eyes of the Buyer. Remember after you sell your home, collect your money you will usually become the Buyer in a Buyers market.


Submitted by:
Stephen R. De Sena
50 year licensed Real Estate Broker,
National Sales Trainer and Recruiter