$19,000,000 in sales first quarter of 2008!!!!

   Sounds awesome if you are an individual, pretty darn good if you work in a "team" environment, not bad for most offices. But the 19,000,000 I am referring to is the total amount of sales for OUR ENTIRE REALTOR ASSOCIATION in Battle Creek Michigan. We had approx 250 agents over that time frame If you do the math figuring an average sale price of approx 100k (was 121,000 2 years ago and continues to drop like a stone).

  Simple math tells you that 250 agents sold 190 homes, less than 1 home per agent for the first quarter. so take 3/4s of our average sale which would be $75,000 the commission on that is $4,500 on average now split that between two office so each office gets $2,250, now give the agent his take after the broker and fees and if sales were split equally all our agents lived on a whopping $1,125 for the first twelve weeks of this year!!

  Needless to say as a broker with office expenses that run in 5 figures monthly and a small office of only 3 people, you might say things are just a wee bit tight around here. This is actually our third year with declining sales and we have been bleeding money for the last two. Were it not for investments and rental property this boy would be out of the market.

  I can only hope we have gotten close to hitting bottom, 3/4ths of our sales last quarter were REO or foreclosed homes in one way or another, and it is nasty out there. I pride myself on helping people buy a home. The folks buying now are all ruthless sharks who care nothing but about making a buck - you can tell me to toughen up, change or get out, but I want to THROW - UP when these vultures even get close to me.

  My goal and desire is to still help those who want to buy a home not get rich off of other peoples misfortune, people who value, God, family, community and country. (Not just Me, Myself and I). They are still out there but hard to find and I can only hope that I and my office can hang on til things turn around. A major economic boost has been enticing my community for 3 years (a casino) but it has been one delay after another after another, home owners have been sitting on the market 2 and 3 years with promises of an economic boost and every month another front page article explaining another reason for a delay.

  The sun is shining, things are turning green, (while we had a frost last nigt - spring is definately in the air) this is when life should be at its fullest with the most hope and the greatest expectations - but the sellers barely notice. They use to take the sign out of the yard and mow around it to make ithe lawn pretty and neat - now they dont bother a few tufts of grass aren't going to make the difference and it is that kind of emotional let down that permeates the market in our area.  

  18 years in the business and I have never seen anything like this - all we can do is ride it out - keep abreast of the news (good and bad) hold our sellers hand and continue to try to give the honest helpful advice until we have moved through this economic slump. Hope others across the country are feeling less pain than those of us in the real estate profession in Southwest Michigan.

                                               God Bless All - and  pray for better times!

To Be Me Is To Be Free (no more franchise!)

    Lets see in the last month  - Mom died, my book is getting published, I've sold exactly 1 home so far in 2008, I've closed one real estate business in the last two weeks and opened another, and I showed homes for the first time in ages this past weekend (I use to only list homes for the last 2 years) with my previous company. In all this turmoil one very real fact has presented itself to me. I LOVED SHOWING HOMES THIS WEEKEND!! It was so rewarding to talk intelligently with a client about the positives and negatives of the different homes we went through. After seeing six homes he was ready to make an offer.

   This is a man who has been shopping for two years off and on, working with different Realtors. He walked into my office we sat and talked I explained buyer agency to him, expecting to have to shop him for awhile, I was so pleased that he not only made an offer on the first time out but made an offer within 2% of the asking price in a fairly strong buyers market iin our area.

  Of course the home is worth the asking price and then some, but you just gotta get a little off the price in the market we are in. So many strong emotions I have felt from rage, to depression already in 2008 but what I felt this weekend was akin to love. I was confident, comfortable, and a little giddy as we traversed through the different homes. No pressure, no leading questions to get the buyer to make a decision. Just simple information so that the buyer was in a strong position to make a decision if he wanted to - and when we were done that is exactly what he wanted - to make a decision to buy a home, and he did! God, I love this job, and I look forward to the challenges that will come from a tough economic year, from the complexities of technology, and from having to have my little ole independent company compete against all those big franchises. bring it on - I can and will succeed in this crazy profession called Real Estate!

P.S. Yes that means goodbye Help-U-Sell - Hello Stauffer Realty. I have rolled out a program where I offer over thirty different services (and prices) to my clients who need any type of real estate services. One of my more fun services is critiquing for a seller an analysis done by a fellow realtor.  Sounds strange but I can think of at least three reasons why a selelr would ant me to do this and for the low low price of only 75 dollars in office (150) if I have to come to you per analysis it is quite a deal.

Ten Truths Realtors Care not to Share

                             "A man without a goal is like a ship without a rudder."

                                                                       Thomas Carlyle 

   I hope the title of this blog got your attention because it is  the name of my new book ( I wrote it last summer because business was so slow, and I had to do something) - I just signed a contract with Publish America this week and if all goes well hopefully it will be out late this fall.

  I am a goal driven person. When I was 14 years old I compiled a list of 107 things I wanted to do (including dying at the age of 107). I have accomplished 80% of the items on this list at the early age of 50. Some of the highlights were to the first inmy family to earn a Masters Degree (did that in 1987). Run a Marathon when I turn 40 (actually ran 4 before my knees began complaining).  Be a landlord (never had a house growing up parents always rented) - but I now own 6 residential homes. So you get the idea. You can't get where you want to go in life if you haven't set a pathway to get there.

  I have three goals that pertain to writing. One was to get published and I have at least written the book (found out this was the easy part - getting published - much much tougher) signed the contract so this should happen this year and I am ecstatic about this chain of events. The second was to have 2 books on the New York Times best sellers list at the same time, one being fiction and the other non-fiction. (this I realize is a little more lofty goal) - but getting this first book published will open some of the doors that will help make that goal easier to attain.

  Anyway back to the book, please don't be offended by the title. Titles are suppose to be catchy to help sell books. While I do speak of several things that Realtors do to annoy their clients and the public in general, I don't say anything that isn't true (or that at least that I don't believe is true is probably more accurate).

Perception is reality so we will have to see how my colleagues feel once the book is out versus the consumer (buyers and sellers). Unlike many Real Estate books this is aimed to help the seller and buyer save money not necessarily a "how to" book for Realtors. My fellow Realtors could benefit from reading it because they could pick up a dozen or more tips on how to give exceptional services and learn how to treat clients with the respect and courtesy they expect.

 My contract does not allow for me to print excerpts from the book but once it comes out I will give a synopsis of it here in the rain. Many people told me to "self-publish" and maybe I would have made more money that way, but it is extremely satisfying when someone else reads your work and they decide it has enough merit for them to want to spend their money to put a nice cover on it, clean it up and promote it to the general public.  

Anyway as bad as our local market has been it is good to have discovered what "happy" feels like again.

Death - The Great Equalizer!

My Mom died quietly in her sleep over the weekend. I have written her obituary (my father couldn't do it). I've arranged with out of town family that are coming in for the funeral. Made arrangements for the funeral service and reception afterwards, and yes found time in between for a few tears and a little grieving.

   My Mom was a strong, quiet woman, who was fiercely proud of her husband and children. She believed in God and America (ya'll wondered where I got that from didn't you - well the apple doesn't usually fall to far from the tree).  In addition to my Mother's death I have taken on a professional consulting job for 6 months to help pay the bills since real estate has been soooo slow in our area.

   The point I wanted to make in this post was not to have people feel sorry for me because my mother has passed (I know she is much happier where she is now) but to simply relay the fact that 2 months ago active rain was the single most important part of my future in real estate. Death, and the need for income NOW has given me quite a different perspective. I find I don't even think about the rain, unless I have a few moments in the wee hours before I close my eyes to sleep, and with my mind filled with loving memories of my mother not-at-all lately.

   People are kind, helpful, and considerate here in the rain, but life is screaming at me to take care of today - and after the train wreck of my current circumstances is uncluttered than I hope I can find my way back here to commiserate with my fellow Realtors and Friends and  continue my effort to ascertain that the rain is in fact a viable source for future real estate transactions.

  For those of you who are religious and want to say a prayer my Mom's name is Vivian, and her husband of 52 years (my Dad) is Jack. Take Care and I'll be back when the tracks have been cleared of the wreck.

Note: I have also looked to my grand-father as my guardian angel over the last 15 years or so. He will have to make room on my shoulder for an even more tender angel than himself. Ihope when time permits this even will allow me to show a softer side of myself as I extoll the virtues of a loving mother, rather than just droning on about how to conduct yourself properly in a real estate transaction.

Are you willing to do what is required to make ends meet?

     To my friends, associates, and fellow Realtors - I just wanted to apologize for being "off the Rain" for so long.  I had already adjusted my budget drastically for 2008 (tightening the belt) knowing 2008 was not going to be pretty in Michigan, but even so,  early into January,  it was clear it wasn't going to be enough so I explored my options and took a part time consulting job to help save a local community resource in town. 

      The good news is it gives me flexible hours so I can schedule meetings and such around my listing appointments, Real Estate obligations, and closings (yes, I do attend those still occasionally). Quite honestly I would recommend it to any of you out there who are just sitting in the office, frazzled from inactivity, and suffering from analysis paralysis.  Focusing about 1/2 my time on something completely different I find that when I do speak to somebody about Real Estate I have more energy, and deeper conviction in what I am sharing with my customers and clients.

    My ability to separate the tasks and keep my mind active all the time has been very therapeutic, and has restored my interest in making sure I am focused and properly positioned for 2009 (when I expect our local market to start to see dramatic improvements). So my question to those of you out there slowly going out of business - what are you doing to allow yourself to continue to do what you are passionate about?

  Because of this new task in my life I have very little "free time" Every free minute I feel obligated to be working on this additional consulting job (because they are paying me well for my time). Therefore I won't be able to get out here and share much in the next few months. I will take the time to check in on my favorite blogs.

  Wish you all great success in the first quarter of 2008 and I really am interested in what you are willing to do to help secure your future as 2008 unfolds. 

Why Set Fee Commissions and why now!

                    No catchy pictures or blinking lights in this one just making a point and saying "Hi"  

    I was talking with a fellow Realtor who has a "discount real estate firm" in another state over the holiday weekend and I suggested to him that we start a "set fee" or "Discount Brokerage Group" on Active Rain. Then I figured I better check (carefully) to see if one already existed and here I have been on active rain for almost three months now and I found it! Been there all along (at least since I've been active - just didn't get to it right away.)

  When I was grumbling a little because of the lack of comments on what I thought were some pretty informative, solid posts a couple of Rainer's suggested that I find the right group to belong to, and while I have joined several appropriate groups, most of the people on the "Discount brokerage Fee" group will know exactly where I am coming from.

   I am not a slick salesperson who saw a way to take advantage of all the huge dollars floating around in real estate  by coming in and undercutting everyone's commissions. I have worked earnestly in this business for almost 18 years. My families sole source of income has been real estate during that entire 17 plus years. I have served as the local president of my real estate association. served on the board for over 6 years and am currently a local association director again (after taking a five year break from the politics that go on in local associations.) I have been a state director for the association and also served on a couple of national committees. The point? It was because of my knowledge of the changes that have been taking place in our industry over the last 5 years, because I was on the forefront, staying in the know, attending NAR conventions, and picking up 7 designations along the way that it was CLEAR TO ME that the way we have done traditional real estate had to change.

    Technology and specifically the Internet has educated our buyers to the point that they are not in the dark as to the buying and selling process. They have access to the homes, they can get as much or more information than we can give them as Realtors - and they are starting to ask the questions, the questions that make most of us in this industry uncomfortable, like why am I paying you so much for these limited services you are providing me? What have you done during this 4 week process that makes you worthy of a 5 digit check?

  It is difficult in a market that is down to sell homes for a set fee, because you have to do volume to covers the cost of running the business, and when only a certain percentage of homes are selling and you can only get so much of that percentage yourself, well those doing what I am doing know the pain. But they also, probably like me - sleep very well at night know that we are giving a quality service to our clients at a fair price, and surviving through a difficult market will only make us that much stronger when we come out the other end of it. I believe for southwest Michigan that will not be until first quarter of 2009.

  I will keep you all updated on the progress but I look forward to sharing some happy success stories with my fellow "set fee" brokers who understand that the name of the game is change and right now we are in the right place at the right time. Soon set fee will no longer be practical (all too soon) but for now this is a good place to call home for the real state industry, our clients love us and we can live with ourselves.

Note: I look forward to sharing stories and ideas with those of you who get "the set fee" process.

Christmas Tradition (forgiving the father).

No not that Father (You notice I didn't capitalize "father" in the title.) But my real flesh and blood father. We haven't been very close for many years, mainly because he hasn't shown much interest in my children and that is very, very disappointing to me. Now that my children are 20, 18, and 17 it is a little late to develop that grandpa - grandchild relationship but it isn't too late for me to forgive my father for whatever his reasons were for choosing not to get close to my three awesome sons.

  While I am mad at my Dad about his actions (or lack thereof) towards me and my immediate family I am also proud of him, especially this time of year. Every year for the last 8 years he has fed all the police officers or city officials who get called in to work on Christmas day in his town (Lansing Michigan). There is a community room that he is allowed to use for the day and from 5:00 o'clock Christmas eve til about noon on Christmas day he has comfort food that he prepares for any and all officers who have to work on Christmas.

   I talked with him a couple of days ago and he is afraid he is too old to stay up all night this year, and the gentleman who helped him last year is not available. So...... I offered my services, it will take me away from my family on Christmas eve, my dad lives an hour away and I would have to leave him after I help him make breakfast for the officers so I could get home at a reasonable hour (8 or 8:30AM) so I could spend Christmas day with my family.  

Dad served over over 40 officers and city officials last year including a pest control guy who got called out Christmas day, while I am a little uncomfortable not being with my immediate family Christmas eve, I am excited to be a part of what my father has created as a tradition in his town, and be able to help him carry it on.

What are your family Christmas traditions? 

Entertaining or Traveling this Christmas?

   If you are like me (with big  families on both sides) the answer is probably Both! My wife's family Christmas is the Sunday before, My family Christmas is the Sunday after, and actually on Christmas day we plan on a fairly quite Christmas at home with my three sons.

                 Since the answer was both what does this entail in preparation for Christmas?

 For traveling,

      1.) Make sure vehicle is winterized and seats are all put back in Van (since kids are home from college)

     2.) Have "Extras" in the back like salt, sand, small shovel, hand warmers and blankets (for emergencies)

     3.) Make sure to check the list twice of all the family, kids, girlfriends, boyfriends, and significant others are  not left without a gift to open.

    4.) Make the "Famous" Stauffer deserts (usually homemade Pralines, chocolate chip cookies,  Chocolate Sunday Cake)

    5.) Take extra wrapping paper ribbons and bows to take care of any last minute gift wrapping for those family members who just don't remember these things

   6.) Pep talk with the "Boys" to remind them they only have to put the smiles on their face and be nice for a few hours (1 long afternoon and evening) and the pain will soon be over.

   7.)  Pay someone to let the dog out, feed the cat and dog (they are spoiled they like company) and take dog for walk whil ewe are gone

  8.) Make main dish to share at Norma's family Christmas

  9.) Buy a bottle of scotch cause that is what the cook drinks and we all want the main cook happy!

  10.) Remember to take 3 or 4 games to keep everyone focused (and not fighting) after the eating is done.

  11.) Pack Extra batteries because somebody always gets something that needs batteries and the giver of the gift well  intending well didn't remember to put them in with the gift.

Okay got one side of the family out of the way now for a quiet Christmas at home with just me the wife and the three boys - very little prep here maybe make up some chili the night before have some egg nog ready and a little rum, brandy, or bourbon (for the eggnog). Pleasant day watching the adult boys make use of the gifts that we got them.

Entertaining at Home:

   1.) Go buy the turkey and Ham, condiments, potatoes, veggies and such

  2.) Make sure who plans to attend so we will have proper seating available for all

  3.) Make sure everyone has a gift

  4.) clean carpet before everyone comes

  5.) Do general cleaning of house - we usually straightened up regularly but do not really clean and we must be looking good for the Holidays.

  6.) Stock up on the bar and extra fridge full of soft drinks and juices

  7.) Make extra deserts

  8.) Call to confirm that everyone knows when dinner is (Parents didn't show up at all lat time making spouse very unhappy) and other siblings were almost all late - so VERY IMPORTANT to make sure everyone on same     page this year.

  9.) Cook the meal (Yes, I the husband actually do the cooking for the BIG events). - believe it or not I enjoy it!

  10.) Have deserts and snacks ready for the early arriver's

  11.) Make sure pool, fooseball, ping-pong tables are all cleared off in the basement - Oh yes and the air hockey table and dart boards are turned on.

  12.) find the ashtrays - clean and set them out for the few smokers that are left

   13.) Have meal, make small talk, play games, open gifts, more small talk

  14.) Clean up

    No wonder the divorce rate skyrockets in December! However I know many of you would believe that after reading this that it might sound a little like I am complaining because there is so much to do - but I enjoy sharing with my family (and my wife's family) and I actually look forward to doing these activities every year. (Granted some years more than others), but I am one who is happiest when I am busiest, and real estate hasn't exactly taxed my time the last couple of months, so I welcome the distraction and look forward to tackle the new year with vigor after this short interruption of family life.

 Merry Christmas everyone and whether traveling or staying home, I hope your Christmas is filled with  warm happy memories shared with loved ones!

What are your Christmas traditions? what do you look forward to this time of year? what do you dread?

“You Like me You Really like me”........Meme

      Unlike most of you who were probably surprised to be Meme'd - I was not. I read Jeff's blog about Meme's and he said he was looking for volunteers - so I did just that. Having been on AR for just over a month, I have loved the acquaintances I have made, enjoyed sharing my thoughts (posts) but am still settling in, and from reading posts from some of you that have been here a long while, it is obvious there are several different levels to the rain and by being "Meme'd"  I believe it gives me the opportunity to "expose" myself to more of you and hopefully build additional relationships.  So - I was not surprised when Jeff followed up and Meme'd me per my request (thanks Jeff). That being said most of you know the drill so here are the 5 things nobody on the Rain knows about me yet.

•1.)    I love babies(the cute little wrinkled kind). There is nothing that can remove one's stress like holding a new born baby, the miracle of life is something that has never lost it wonder for me. When I finish with real estate in another 3-5 years I will do one of two things, get a nursing degree and try to find work in a neo-natal center or open up my own daycare. The decision probably depends on whether I convince myself to go back to school once again. That leads me to fact #2

•2.)    I Love Education - I have 8 years of advanced education (college) 3 degrees (From New York Regents while I was in the U.S. Army / Michigan State University - degree in marketing / and an MBA from Campbell State University in North Carolina)  I also have earned 7 designations since I have been in real estate. It has always been my philosophy that you are either growing or dying, and standing still to me falls into the "dying" category so I am always pushing myself forward to be the best I can be.

•3.)    My wife makes me a better person - Norma and I have been married for 25 years, she has followed me through several states, the military, college, corporate life and many strenuous years in real estate. She has given me three terrific sons (2 now in college) and while keeping me focused and in line she has single handedly raised our three boys into great young men. I have lost several Realtors who don't understand her, they find her to brash, or direct, but the one thing you can say about my wife is you always, and I do mean always know where you stand with her - and I love her.

•4.)    Service before self - This is the rotary motto, which I have been a member of for several years, and it fits nicely with my personal philosophy about life - if you have checked out my personal site on active rain you will understand where I am coming from. My priorities are God, Family, Country, Work, Community and then self. If I live within these priorities I am in harmony with myself and happy. When I find myself unhappy it is usually because I have done something out of priority list that gives direction and purpose to my life.

•5.)    Floyd Wickman: Most everything I learned in real estate that has been beneficial to me I learned from Floyd through his sweat hogs class back in 1991. I was a new agent in a powerful RE/MAX office and knew nothing about the Real Estate business. I was the first rookie my broker had ever allowed into his office. I didn't want to let him (or myself) down, so I took The Sweathog class after only 3 months in the business. For those who have worked with Floyd over the years you know what he taught me. He taught me "the words" he gave me the words that worked like magic to help me place myself successfully in front of FSBOs and Expireds. - Thanks Floyd!

 There are 20 other things I could share but this is already long, and since I plan on sticking around for awhile, I am sure I will get Meme'd again by someone who didn't check to see that it had already been done to me before, so I am starting that second list just so I'll be ready for the next time! Here are the folks I've tagged - because this is how Memes work

 Sandi Lincoln  - because she was the first one to subscribe to my blog

Laura Everett-Osiadacz  - because she has the right attitude

http://activerain.com/garywhite -Cause he has been kind to me as a new AR and is a fellow Michigander

Experience the season, Calhoun County Michigan

http://www.calhouncountymi.org/default4.htm

  Above is the link to our county website. One of the things that I had wanted to accomplish by blogging is to raise the awareness of our great county and help highlight all the advantages there are in living in our area. Our official county site is well done and is a good resource when one is considering visiting our moving to our area. We truly do have activities for all four seasons. Exceptional golf 7 months of the year. In the fall you have an unbeatable color tour, apple cider, and great football. Winter the golf courses are great for cross country skiing or sledding. An unbelievable amount of lakes for fishing and boating come spring and summer. I know I won't get much traffic to this particular blog because it is so specific to my own area, but what better place to sart if you want to raise the visibility of your county than exposing the county site to Active Rain?