jonathan's Blog

Real Estate is Sales, Sell it!

2008-01-13T14:36:50Z

I love sales! No not the Sleazy Used Car type. Sales, helping clients find what they are looking for. That is what a real estate salesman does. What are your needs and how can my experience and training help you? I read and attend tons of Sales Training, some good some not.

I just came across this great post from Gavin Ingham. He is a Sales Trainer whose blog I just found about a week ago. While his article is about Selling in a Recession, he gives a great example of what many real estate agents are doing in this slower market.

One of my friends went down to our local real estate agent this week to put his house on the market. He was told that maybe he should wait as he might not get the price he wants right now. They told him the market was quiet and that might not be able to sell the house at all. Better to wait for the market to pick up. I walked past their offices later on that day. They were all sitting, chatting and drinking coffee. They were probably moaning about what a bad year it's going to be. If I's have been in that office, I'd have taken my mates house on and I'd have been on the phone drumming up some viewings. 50 calls, 100, calls, 500 calls... Whatever it takes. I'd have found someone.

That is the truth if I ever heard it. What is your real estate agent willing to do for you? While yes we all like to build our business on referrals, do we sell homes through referrals? NO! Homes are sold through effective marketing and great follow-up on leads and responses to that marketing. Calling back everyone who calls on the sign or the 20+ web markets the home is advertised on. With a little effort we can collect the leads that are interested in a home.

Yes we can network with other agents, but that is just part of the game. We have to make the calls, follow-up, beat the pavement, find the buyers. It's our Job! If someone wants to Sell their home, Sell it. Now I am not saying that as agents we can sell any listing. The home must be priced right and in the right condition. If a home meets these conditions it will sell in ANY market, with great follow-up and diligence of the agent.

Even an under-priced steal of a deal won't sell if the agent spends all their time talking with other agents in the break room at the office. I have never sold a home to another agent and doubt I ever will. That's why I try to spend my time away from the office. Whether I am holding Mid-Week Opens or Previewing or in my home office Smiling and Dialing, I am working for my clients.

What are you willing to do for your clients? If your not an agent, What do you expect your agent to do for you?

Stay Tuned for More.

The Guide To Seattle Real Estate.

Are Real Estate Negotiations Zero Sum

2008-01-11T16:32:07Z

After reading a great post by Charles over at Portland Real Estate Blog, a little could be added to our discussion about real estate negotiations. Is it always a Zero Sum Game?

One of the first principles learned when studying negotiation tactics, is to make sure to leave your opponent feeling like they got a good deal. This can be tough especially when using terms like opponent and zero sum. Homeowners hire agents to play this game tough and get the best possible price for their home. This is zero sum, what one side wins the other loses.

But while our goal as agents is to get the best possible deal for our clients, we must remember that there are people on the other side of the transaction. Now we're not talking about being easy on the other side. But, I have come very close to losing transactions because the agent on the other side of the deal was demanding the world, rudely. My clients felt insulted by the underlying tone that was coming across during the negotiations process. Their first reaction was to just walk away.

We had a difficult conversation about what their true goals were and how, once they owned the home they would never have to "deal" with the other agent or seller again. Their response was to continue with the process, but fight tooth an nail for everything they could, even at risk of throwing the deal. Game On! We got what they wanted, but came close to losing the deal.

Risk vs Reward, this is a personal level that we all have to choose. I have found that by personally presenting offers or adding personalized letters; this paints a human face on the offer. It can reduce the "cut-throat" edge on the other side. Always give the impression that the other side "got the best" of the deal. This way they feel satisfied and are less likely to come back for more.

Reasons for being a Real Estate Agent.

2008-01-02T20:17:29Z

While I was in college, being a real estate agent was the last career on my mind. I knew that I was headed into business, preferably one that I could own myself. I have always had the entrepreneurial spirit. I wanted to be of service to others. In fact I have a well defined life purpose: To be of maximum service to God and the people around me.

I love fitness! Being an avid rock climber and mountaineer, physical exercise is a large part of my life. So, when I was in school I thought that I should become a Physical Therapist. I could own my own practice, be of service to others, and teach others how to use exercise to heal from injury. Sounds perfect doesn't it?

Nope, not for me. I loved the Biology, Chemistry, Anatomy, in addition to my regular Business degree classes. But part of the path was to volunteer or work for other PTs. I acquired about 800 hours of paid/volunteer time. They have this requirement for a reason. If you are going to get your Doctor in PT then you had better be sure you want to do it.

The PTs in private practice that I worked with were total slaves to their business. Neither had happy or existent home lives. No, I wanted a career where I could help, provide, AND be present for my family.

My wife was working as the office manager for a small boutique real estate company and gave me a little push towards the industry. I did a little research and found that Real Estate had pretty much all the qualities that I was looking for in a career. Being of service to others, the ability to provide, and with effective time management skills the potential to be present for my family.

Once I got into real estate I learned that the reasons I choose the industry weren't the same reasons everyone else did. While many agents have a good sense of right and wrong and work from ethical principles; some don't. I soon found that the way I look at my business is quite different than the way others look at theirs.

While Sales is the name of the game, I work with people, not houses. There is a big difference. Client centered is how some describe it. Over at Inman they just posted this great article on how, by serving your clients well even if not earning a commission every time, can lead to a successful business. This is the model that I aspire to create.

It is a learning process. Not a get rich quick path, but a very rewarding one. Stay tuned for more as we travel this road together.

How to get furniture into your new town home!

2007-12-31T12:30:19Z

Moving into a town home in Seattle can be challenging. Tight corners and stairwells coupled with a three or four story layout. As the density of our city increases, the number of town homes will inevitably increase, for several reasons to be discussed later. My wife and I live in a 1200sqft town home in the Alaska Junction neighborhood in West Seattle. It is by far one of the coolest areas in Seattle. We walk to everything. Some of the cities best restaurants and cafe's are within just a couple of blocks.

However getting furniture into our home was a challenge and is for most town home owners. We bought a 9ft long sofa, it is soft and fuffy, but it wont fit through our stair well. For about a year we converted our first floor bedroom into a "TV" room and avoided moving it into our "living" room on the second floor. Recently we are expecting our first child and need to move our "office" from a third floor bedroom down to the first floor. How to get the huge sofa up stairs to make room for the office?

Being an avid rock climber and mountaineer, ropes and rigging are my thing. Check out this great system to get a couch to the middle floor in a typical West Seattle town home. A little hoist and pull using a three to one pulley system and after removing the second story balcony.

We even have a little video of the final stages.

You Flinch when someone drops a brick on your foot!

2007-12-19T11:00:50Z

Figuratively, of course. When receiving an offer that is too low, and they all are these days, it is important to use everything you can to get an edge on your competition. Negotiation tactics are an edge that all top producing agents have. This post is the second in a series on Negotiation tactics and real estate.

When an initial offer comes in the correct reaction is to "flinch." You want the bearer of the offer to feel like they just dropped a brick on your foot. "Ouch!" Then wait. Don't say anything. Nothing. Silence, is the next move. Almost like you are waiting for an apology from the brick dropper. Wait until they talk next, no matter how long it takes. I have waited so long that people have asked if I was still on the phone, like it was a dropped call.

When I am shopping in the grocery store and I accidentally bump someone with my cart, my first reaction is to apologize. I have actually had agents, after dropping a brick on my foot, apologize for their offer. What?! Who is selling who? While agents often "feel" each other out over the phone to gauge where and how far they can push a situation, they should never apologize. Making an offer is not like bumping into someone in a grocery store. Apologizing is admitting that the offer is too low or high as it may be.

Negotiating real estate contracts are often a "quid pro quo " game. I'll give you this if you give me that. The flinch offers an opportunity to get a little for nothing. I have even heard of agents offering to increase their asking price right over the phone when faced with the flinch and a nice long pause. This is not the norm and many good agents know and understand these tactics. Does yours? Ask your agent what their response is going to be to this situation, before you hire them.

When entering into negotiations you had better know your Set Point. Without knowing your Set Point your just shooting in the dark aimlessly with no real stragety. A good agent can smell this a mile away and counter effectively. I will talk more about what and how to determine your Set Point tomorrow, stay tuned.

Has the bottom dropped out of your real estate agent?

2007-12-18T09:28:36Z

The market is changing, but I mean that the confidence bottom has dropped out of some real estate agents. I have always been a student of the human condition. How people react when their ego is hurt, what they do when they are in a position of power, or do they go on the defensive when threatened.

A real estate agent is supposed to be your protection from these absolutely normal reactions to situations, especially when the bottom drops out of the real estate market. Barrier to emotion, is one of the benefits to using a real estate agent to negotiate. Any agent really, whether it is a sports agent or an actors agent, is a negotiating tool. When the seller, or buyer as it may be, comes back with an outlandish response, your agent is there to respond using wise tactics.

All too often agents either just say, "Thank you for the offer I'll see what I can do" or they over react giving away their clients real position. Either way hurts their client, not good business skills. If a client is going to pay for full commission service, they should get what they pay for. A great real estate salesperson, who understands the selling process.

I am going to talk more about the negotiation process in the next few days so stay tuned for more.

West Seattle Alaska Junction Plaza Park

2007-12-10T18:14:53Z

Located in West Seattle on SW Alaska just west of 42nd next to the Alaska House, this park was planned for development in 2005. With 200,000 for acquisition costs with a projected construction start of Summer 2007, we are a little behind schedule in the Alaska Junction. Up until just recently this has just been a fenced off area, near the Alaska Junction. They have spread the grass seed and now we are watching it grow. With 2008 rapidly approaching I doubt we will see it finished this year, and by the looks of the design it wont be finished for quite a while.

Here is what it currently looks like:

I have to say that even this sparsely planted grass and yellow tape, it is better that the chain-link fenced gravel field that it used to be. The West Seattle Junction will be a better place when this project is finished. Jonathan Martin GuideToSeattleRealEstate.com

Pricing! Get it Right The First Time.

2007-12-07T19:31:43Z

Pricing a home, the key to a sale. If pricing isn't right the first time ,we all know that the home may not sell. In this market, pricing is key. Here is situation were the comparable pricing that was initially presented was the correct price to set the home at, not what the seller wanted. Well, we all make mistakes. How we learn from them is the key. This is an example of a time when I should have been more forceful and possibly not taken the listing. I took this listing and allowed the seller to talk me into a higher price for the home, bad mistake.

The home is a beautiful 3 bedroom rambler just south of Seattle. It had an updated kitchen and the owners took fabulous care of the home and the yard, it showed like a champ. With all of the updates to the home it comped out at 289k. During the listing presentation I allowed the seller to talk me up to 299k for the home. I said ok based on a pre-signed price change form for 30 days out. I gave a day or two for him to discuss it with his wife. She talked him up to 309k and had another agent friend that would list it at that price. With the added pressure he said that we had to try it at 309k for a month and then lower it to 299k. I explained to him that most of the buyers in the area are looking for a home that is below 300k. Pricing the home above this would exclude the home from most searches. He insisted. Here is the error. I like the sellers, they're great people, they have a great home. I took the listing. Now I did my part as a consultant, giving the right direction and advice. But when the home didn't sell at 309k or at 299k the sellers lost motivation. 3 months went by with very few showings. They must have thought that no one wanted their home. But that wasn't it, no one could find their home because it was overpriced. By the time we had the price lowered below 300k the seasons had changed, the market had drifted. We took the home off the market earlier this week.

When I gave the keys back to the seller he said, "Hopefully if things improve we will put it back on the market in the spring." But, while I don't have a crystal ball, at best the market is going to be flat not better. If the market doesn't improve and they are going to stick with the above 300k price we are just going to repeat the past. The definition of insanity is repeating the same action over and over while expecting different results. I am not insane:)

Ok so what did I learn. I took the listing at a price that was too high, because if I didn't someone else would have. While I gave the clients the right advice, I wasn't forceful enough about it. By not turning them down I did them a disservice. They were just trying to get as much as they could for their home. Who could blame them? But in the end it backfired. There is actually no way of knowing if the home would have actually sold if it was priced how I recommended. I do know that it would have had a better chance. Other homes in the area that were crap compared to this one sold at around 289k and 295k. Even if I have to turn down business, I will not take an overpriced listing. Not even for people that need to get the most from their home. If they can't sell then they can't sell. I don't set the price, buyers do. Again so it is burned into reality: "I will not take an overpriced listing!"

The Guide to Seattle Real Estate

For Seattle Real Estate Statistics and Seattle Listings visit www.GuideToSeattleRealEstate.com a blog for First Time Buyers

What Feed Reader Do You Use?

2007-12-05T19:12:11Z

Ok I am relatively new to the blogging world, but love it so far. I have found a great way to let out my inner author and find a little business too. I currently read about 10-15 on a regular basis, using IE7 feed reader. Well it kinda sucks! I am an IE fan other than that, but a firefox/IE debate is not what I am after.

I guess what I want a feed reader to do is display the first few lines of every blog I have selected and then I can read the ones that seem interested and skip those that don't. It this sort of thig out there? Do you read Blogs? If so what feed reader do you use?

What do your Clients expect from you?

2007-11-28T16:21:08Z

So yesterday I posted a list of services that people should DEMAND from their real estate agent. This was directed to clients using a Realtor to purchase a home, not to list one. I received several comments on this site and a couple of other syndication blogs I use. Many agents thought that the list was a good reminder of what should be done and many non-agents had things to add to the list.

If we as agents are going to earn 10-20k in commissions on the buy side of a transaction, what services should they be offering? I am talking about pre-closing services, not a big gift after closing. Now I know that most of what we do involves prospecting and generating referrals and this should be included, but what do we do for the client? What do you do to earn that money?

Again I am only talking about the BUY side of the transaction. What should your clients expect from you?

What you should DEMAND from your agent before you buy real estate.

2007-11-27T14:37:24Z

It is so important that you have an agent who is willing to WORK for you. All too often I meet people that tell me horror stories from their previous agents. Like when it seemed that the agent only showed them houses that were out of their price range, or when the agent showed only one nice home and three gross ones and then said let's make an offer. These are stories of agents working for themselves not for their clients. This is why it is important that you choose an agent that you feel comfortable working with, not just the first agent that answers to phone or whomever is sitting at the front desk at your local Realtors office. Choose one that you have researched and know how they work for their clients.

Your agent should have the statistical knowledge of the area you are looking in.
They should know the inventory and have seen the properties before they show you. This way they can weed out the junk and only show you what is worth buying.
Your agent should do their best to work with your schedule.
Questions, Questions, Questions, your agent should be asking you a lot of them.
By actually listening to your answers during the intake process, your agent should have a good understanding of what you are looking for in a home.
If you have questions about a home you have seen, your agent should be able to get that information for you.
While your agent's opinion may be one you value, you're buying the home not them, your agent should not pressure towards one home or another, unless there is a definite reason. All too often, one person's tastes are different from another's and this can lead to a biased opinion.
Guilt and shame are not emotions that you should feel when working with your agent. Your not buying a house because of them, they're assisting you in YOUR purchase.
Once you have narrowed the field to a few homes, your agent should take you back to compare them a little closer, so you can make an informed decision.
And finally before you make an offer, your agent should perform a CMA, or Comparative Market Analysis, on the home you want. This way you have an idea of how it compares to what has sold nearby, and structure your offer based on that.

The Guide to Seattle Real Estate

For Seattle Real Estate Statistics and Seattle Listings visit www.GuideToSeattleRealEstate.com a blog for First Time Buyers

9041 17th Ave SW Seattle, WA 98106

2007-11-22T12:49:02Z

9041 17th Ave SW
Seattle, WA 98106

$279,950
This delightful two story home feautures 3 bdrms 2 full baths with 1 car garage.The completed wood fenced lot...will allow you to park two additional cars.New water filtering system will stay with the property...a value of over $6,000.Seller will give $4,000 bonus to the buyer for carpets and interior painting.This beautiful home can be yours at a GREAT PRICE! Take advantage of this fine offer now! Please bring your Family and friends or anyone you may know who would like to move in this area.

Windermere Real Estate/RNT

Bedrooms:	3
Bathroom:	2.00
Built:	1995
Heat:	Baseboard, Wall
Roof:	Composition
Garage:	1 Car Garage-Attached
Floors:	Ceramic Tile, Vinyl, Wall to Wall Carpet
Interior:	Bath Off Master, Dble Pane/Strm Windw, Walk-in Closet
Exterior:	Wood, Wood Products
Site:	Fenced-Fully
Taxes:	$2102
Status:	Active
MLS ID:	27196227

Jonathan Martin
jonathanmartin@windermere.com
Office: (206) 322-3325
Direct: 206-579-5605

Visit Guide To Seattle Real Estate for more information
Lot size, price, measurements, etc. based on information available from the MLS. Buyer to verify.

For Seattle Real Estate Statistics and Seattle Listings visit www.GuideToSeattleRealEstate.com a blog for First Time Buyers

27244 117th Ave SE Kent, WA 98030

2007-11-22T12:44:36Z

27244 117th Ave SE
Kent, WA 98030

$269,999
Come see this spectacular completely remodeled home. This home features 3 spacious bedrooms + bonus room, remodeled 1.75 baths with tile floors, new kitchen and laundry room also with tile floors, white trim thru out the home, new doors, new double pane windows and sliding door. Enjoy your summer bbqs in the 11,340sqft lot with newly contructed porch.Landscaping is completed in front yard and back yard has been completed with seed grass. Excuse the tenants mess... if any.

Windermere Real Estate/RNT

Bedrooms:	3
Bathroom:	1.75
Sq ft:	1060 SQFT
Built:	1962
Heat:	Baseboard, Stove/Free St
Roof:	Composition
Garage:	2 Car
Lot Size:	11340 SQFT
Fireplace:	1
Floors:	Ceramic Tile, Hardwood
Interior:	Bath Off Master, Ceiling Fan(s), Dble Pane/Strm Windw
Exterior:	Wood Products
Site:	Fenced-Prtl, Gas Available, Outbuildings
Taxes:	$2054
Status:	Active
MLS ID:	27185886

Jonathan Martin
jonathanmartin@windermere.com
Office: (206) 322-3325
Direct: 206-579-5605

Visit JonathanMartin.mywindermere.com/27185886 for more information
Lot size, price, measurements, etc. based on information available from the MLS. Buyer to verify.

5221 102nd Pl NE Marysville, WA 98270

2007-11-22T12:42:32Z

5221 102nd Pl NE
Marysville, WA 98270

$269,950
Lovely Home in convenient location! Move in ready!Fully fenced backyard! This home has newer carpet, electrical switches, and outlets. Priced well below the comps for a quick sale. excellent condition, 3 good size bedrooms and 2 full baths upstairs. Newer appliances in the kitchen, great living room with big bay window that fills this home with natural light. The great room downstairs is the party room, with .75 bath and slider to the beautiful and level yard. Come see this charming home!

Windermere Real Estate/RNT

Bedrooms:	3
Bathroom:	2.75
Sq ft:	1505 SQFT
Built:	1997
Heat:	Forced Air
Roof:	Composition
Garage:	2 Car Garage-Attached
Lot Size:	6534 SQFT
Fireplace:	1
Floors:	Ceramic Tile, Hardwood, Vinyl, Wall to Wall Carpet
Interior:	Bath Off Master, Dining Room, Dble Pane/Strm Windw, Vaulted Ceilings
Exterior:	Wood Products
Site:	Deck, Fenced-Fully
Taxes:	$2443
Status:	Subject To Inspection
MLS ID:	27200358

Jonathan Martin
jonathanmartin@windermere.com
Office: (206) 322-3325
Direct: 206-579-5605

Visit JonathanMartin.mywindermere.com/27200358 for more information
Lot size, price, measurements, etc. based on information available from the MLS. Buyer to verify.

26510 19th Pl S Des Moines, WA 98198

2007-11-22T12:40:11Z

26510 19th Pl S
Des Moines, WA 98198

$258,000
***Price Reduced for Quick Sale $258,000 Seller is Motivated*** Spacious 3bed/1bath rambler in a great neighborhood with greenbelt. Easy access to Pacific Highway and I-5. There are beautiful hardwood floors throughout the house with new tile in kitchen and bath. Nice size living room and family room with a fireplace. Large storage space can easily convert into a den/office space. Has a huge private backyard with fruit trees and greenbelt. Close walking distance to KC Library and bus stop.

Windermere Real Estate/RNT

Bedrooms:	3
Bathroom:	1.00
Sq ft:	1210 SQFT
Built:	1962
Heat:	Forced Air
Roof:	Metal
Garage:	1 Car Garage-Attached
Lot Size:	7420 SQFT
Floors:	Ceramic Tile, Hardwood, See Remarks
Interior:	Skylights
Exterior:	Wood, Wood Products
Site:	Fenced-Fully, Patio
Taxes:	$2357
Status:	Active
MLS ID:	27085691

Jonathan Martin
jonathanmartin@windermere.com
Office: (206) 322-3325
Direct: 206-579-5605

Visit Guide To Seattle Real Estate for more information
Lot size, price, measurements, etc. based on information available from the MLS. Buyer to verify.

CO-OP Doom and Gloom

2007-11-22T12:28:55Z

There aren't many of em in Seattle, Co-Op that is. But I think that they are a little under rated. Here at 7 Harrison in Seattle, one block from popular Key Arena and when you face the other direction. You can see the Puget Sound.

Ok So this Building isn't the newest in town, but for the price it is great. I have shown Studio and On Bedroom units in this building for 150k and 220k, in Lower Queen Anne. WOW. Were talking a steal of a deal. More often you will see them priced at 300-400k in this area.

But it is a Co-Op. This brings a whole new level of complexity to the situation. With a Co-Op your don't actually own any REAL property rather you own shared in a corporation that owns the building. And therefore you are subject to there rules and mindings. For this building that means it is 100% owners occupied, No Renters. But hey this should be a good thing, shouldn't it. Owners take better care of their property. It does make it difficult to get financing, few lenders specialize in Co-Ops in Seattle due to the rarity of them. They require a larger down payment, this ruled out the few buyers that I have shown in the building. Often the lender wants at least a 20% down, not much for only a 150k asking price. But, still to high for a couple of my first time buyers, tough in Seattle.

In other Cities like New York, so I have heard, Co-Ops are quite common. I haven't closed a Co-Op transaction yet, but with deals like this I am sure to see them again in my future. Do you have Co-Ops in your community? If your an agent what have your experiences been?

For Seattle Real Estate Statistics and Seattle Listings visit www.GuideToSeattleRealEstate.com a blog for First Time Buyers

STRATEGIC VISION: How and Why!

2007-11-20T20:18:29Z

Last night I attended a small presentation by Paul Brainerd at the University of Washington, Bothell Campus. I was very impressed. Paul talked about his foundation, The Brainerd Foundation, and most importantly how they go about allocating the 2-3 million in grants they give out each year. The Brainerd Foundation specializes in place based conservation. Place based means they find a place, geographic, that is environmentally important and viable for change and try to develop the "sustainability" of the community in that place.

Sustainability, what is it? Well it is really a pretty broad term encompassing socio-economic-politico-cultural community. Everything is so connected. No community is an island. Paul spent considerable time describing the research they do to find an area that is both important and viable. Once they find this place they invest money in other non-profit organizations that work to institute change in the community. They aren't throwing money at communities that aren't willing to change. Rather, they are finding communities that are on the brink of change and helping to move them in the right direction. You can learn more about Paul and what they do on his website.

What I really got out of it was the concept of a Strategic Communication Plan; the outcome of the research and how they go about implementing their vision. I am going to walk through this process and then insert examples of how, in my own business as a Seattle real estate agent, this applies.

First they created their vision of helping to create sustainable communities through grants to non-profits. My vision is to create a sustainable business in Real Estate that is education based and helps first time buyers into a home. By building my business on education and being 100% client centered, it will be based on positive relationships and eventually self supporting through referrals from satisfied clients.

They researched the possible geographic areas for environmental, social, economic, political, and even media presence and form. I have researched the Seattle real estate market for education, marketing, client, market share, and interest. Finding a definite need for a client centered specialist that works with first time buyers and second time move ups.

Understanding that they only have 2-3 million dollars to allocate to specific non-profits they search for the greatest impact from their investment. What a business would think of as Return on Investment or ROI. Understanding that the scarcest resource that I have at my disposal is time; have to find where to most effectively spend my efforts toward building relationship and providing education and consultation. My business is built on First Time Home Buying Seminars and other Financial Planning Seminars in addition to many other educational programs I am involved in, like my blog http://www.guidetoseattlerealestate.com/.

Once they have found a target for their place based conservation, they spend their resources on non-profits that can affect change. I asked him how they best affected change in a community and shockingly enough is was by building relationship. If the right 5-6% of the population is influenced, then the rest will generally follow. People that seek out education before making important decisions are also typically the same people that others turn to for advice and direction. So by spending my efforts building relationship with the right 5-6%, others will follow and create a business that is itself sustainable.

Of course once they have spent their money they check back and attempt to measure the results. Typically 2-3 years later. They maintain a 15-20% failure rate, if they are not pushing the envelope enough then they are not effectively leveraging their funds. Just like playing the stock market. The larger the risk the greater the possible return. As I have been developing my business model and forming my strategic vision I have accepted a much higher risk level. I think that as an entrepreneur the risk level must be more along the lines of 60-80%. If I am not totally pushing the limits, I am not learning and I will not have the chance for the return that I am looking for. By risk I mean the ROI on the time I spend on specific task, not how I work with clients once I establish that relationship.

I have many books that have vocabulary sections that have phrases in them like "Strategic Communication Plan" and many others, but when I hear about the correct implementation and how these terms are used I really begin to understand what they mean and how to effectively use them in my business. Without great examples like these, they are just vocabulary words and have little impact on my business.

The Guide to Seattle Real Estate

8630 38th Ave S Seattle, WA 98118

2007-11-20T16:01:25Z

8630 38th Ave S
Seattle, WA 98118

$319,999
Enjoy territorial and Lake Washington views from deck. This home is is a great investment or perfect for a first time buyer.

Windermere Real Estate/RNT

Bedrooms:	3
Bathroom:	1.00
Sq ft:	860 SQFT
Built:	1952
Heat:	Baseboard
Views:	Yes
Roof:	Composition
Garage:	0 Car None
Lot Size:	4468 SQFT
Floors:	Hardwood, Vinyl, Wall to Wall Carpet
Exterior:	Wood
Taxes:	$1787
Status:	Active
MLS ID:	27161903

Jonathan Martin
jonathanmartin@windermere.com
Office: (206) 322-3325
Direct: 206-579-5605

Visit Guide To Seattle Real Estate for more information
Lot size, price, measurements, etc. based on information available from the MLS. Buyer to verify.

1036 S 128th St Seattle, WA 98168

2007-11-20T15:57:17Z

1036 S 128th St
Seattle, WA 98168

$279,950
MUST SEE!!! This ready to move In Remodeled home has a lot to offer with updated kitchen,bathroom,New hardwood floors,New tile In the bathroom,New vinyl windows,New furnace,ceiling fans In the rooms.Spacious kitchen with eating area,Sizable deck and storage shed . Close to shopping,schools and bus

Windermere Real Estate/RNT

Bedrooms:	3
Bathroom:	1.75
Sq ft:	1080 SQFT
Built:	1950
Heat:	Forced Air
Roof:	Torch Down
Garage:	1 Car Carport-Attached
Lot Size:	8000 SQFT
Floors:	Ceramic Tile, Hardwood, Vinyl, Wall to Wall Carpet
Interior:	Bath Off Master, Ceiling Fan(s), Dining Room, Dble Pane/Strm Windw
Exterior:	Metal/Vinyl
Site:	Cable TV, Gas Available, Patio
Taxes:	$2163
Status:	Active
MLS ID:	27162348

Jonathan Martin
jonathanmartin@windermere.com
Office: (206) 322-3325
Direct: 206-579-5605

Visit GuideToSeattleRealEstate.com for more information
Lot size, price, measurements, etc. based on information available from the MLS. Buyer to verify.

3501 S Lucile St Seattle, WA 98118

2007-11-20T15:53:31Z

3501 S Lucile St
Seattle, WA 98118

$260,000
Great investment for the remodeler or developer and building opportunity. Buyer to verify. Corner lot; value is in the land. Just seconds away from the light rail station; very close to schools and shopping. Seller is interested in selling the adjacent lot, along with sale of the house. Wonderful opportunity!

Windermere Real Estate/RNT

Bedrooms:	3
Bathroom:	1.00
Sq ft:	1000 SQFT
Built:	1939
Heat:	Baseboard
Views:	Yes
Roof:	Composition
Garage:	1 Car Garage-Detached
Lot Size:	4400 SQFT
Interior:	Bath Off Master
Exterior:	Wood
Site:	Fenced-Prtl, RV Parking
Taxes:	$2028
Status:	Active
MLS ID:	27185356

Jonathan Martin
jonathanmartin@windermere.com
Office: (206) 322-3325
Direct: 206-579-5605

Visit GuideToSeattleRealEstate.com for more information
Lot size, price, measurements, etc. based on information available from the MLS. Buyer to verify.

5715 66th Ave NE Marysville, WA 98270

2007-11-20T15:49:20Z

5715 66th Ave NE
Marysville, WA 98270

$256,000
Nicely updated with Stainless Steel appliances and pergo flooring in the kithcen. This home offers a nice living room as you enter, 3 bedrooms, 1.5 bath, a huge family room with an enegy saving pellet stove and slider to the fully fenced terraced backyard. The front yard is beautifully landscaped and fully fenced too. Huge 2 car garage attached, easy access to shopping and the freeways. RV parking next to the garage. Great price for this home.

Windermere Real Estate/RNT

Bedrooms:	3
Bathroom:	1.50
Sq ft:	1278 SQFT
Built:	1978
Heat:	Forced Air, Insert
Roof:	Composition
Garage:	2 Car Garage-Attached
Lot Size:	8276 SQFT
Fireplace:	1
Floors:	Vinyl, Wall to Wall Carpet, See Remarks
Interior:	Bath Off Master, Ceiling Fan(s), Dble Pane/Strm Windw, Jetted Tub, Pantry
Exterior:	Wood
Site:	Cable TV, Fenced-Fully, Patio, RV Parking
Taxes:	$2110
Status:	Active
MLS ID:	27200914

Jonathan Martin
jonathanmartin@windermere.com
Office: (206) 322-3325
Direct: 206-579-5605

Visit GuideToSeattleRealEstate.com for more information
Lot size, price, measurements, etc. based on information available from the MLS. Buyer to verify.

19465 SE 266 St, Covington, WA 98042

2007-11-20T15:41:48Z

19465 SE 266 St
Covington, WA 98042

$229,950
A beautifully price rambler in a rapidly developing city. This 4 bedroom 1 bath home is a perfect starter or investment home close to schools, shopping and highways.

Windermere Real Estate/RNT

Bedrooms:	4
Bathroom:	1.00
Sq ft:	1160 SQFT
Built:	1968
Heat:	Forced Air
Roof:	Composition
Garage:	2 Car Garage-Attached
Lot Size:	5330 SQFT
Floors:	Vinyl, Wall to Wall Carpet
Interior:	Ceiling Fan(s), Dining Room
Exterior:	Wood, Wood Products
Taxes:	$2180
Status:	Active
MLS ID:	27161945

Jonathan Martin
jonathanmartin@windermere.com
Office: (206) 322-3325
Direct: 206-579-5605

Visit GuideToSeattleRealEstate.com for more information
Lot size, price, measurements, etc. based on information available from the MLS. Buyer to verify.

Negotiate. What are you AFRAID of?

2007-11-19T17:06:42Z

In my university negotiations class I was voted the most effective and the best prepared out of around 150 students during spring quarter.(I am not saying this to toot my own horn just to give a little credibility) The information and experience that I gleaned from the class was awesome. I had never been a negotiating type of person. I just shopped around until I found the right price then I bought. Persuasion and communication have always fascinated me, the art, the style, the technique, the power, when used for good of course. Every class period we were assigned a "role" and a position to "play" from. In reality the students had nothing to lose so they should have held their ground. I mean why not, it was just role playing. I held mine and made out like a bandit come voting time.

Being a real estate agent I work on my negotiating skills and use them often. But negotiating with other real estate agents can be just like class, easy. Sometimes they are so removed from the situation, or just want to earn their commission that they don't hold their ground for their clients either. Now I wouldn't recommend a home owner trying to negotiate the sale or purchase of their home either. Emotion and too much at stake can be such a deal killer. What you need is an agent that is willing to work for you, but that is not what we are going to talk about today.

There are three basic techniques of negotiation that I would like to explain: Puffery, the Hidden Table, and of course Silence. I recently sold an old car that we weren't using anymore, private party, no agents acting for principles. Now there was some real negotiation.

Puffery

Ah yes the sticker price. Most people think of negotiation as finding common ground, the middle between two points. This is often the case, so if you are going to sell something set the price high and the middle ground will be near what you actually what for the item, and hey who knows maybe you'll make a little extra. So for the 1995 Infiniti J30 that blue books for 3200 and we wanted 3000. We started out at 4200. We placed ads on craigslist and Autotrader, the usual places to find buyers for a car. Nuthin, Nada, zilch, we received absolutely no response. It was awful, three weeks we waited. Ok so we lowered the price to 3500. A few bites but when asked about the condition of the car, we lost ‘em. We weren't out to trick anyone or misrepresent the car. It had some cosmetic issues, but ran great, what do you expect for a 12 year old car. Ok so the sticker prices on most cars at the lot are high but the advertisements in the papers are for low prices. In today's technology driven world we weren't the only 12 year old car on craigslist. People weren't calling because other cars were priced lower and why call on an over priced car when there are cheaper options available.

So we lowered the price to 3000 and Bam! My phone rang off the hook, people wanted this car. But of course the negotiations were just getting started. The first words out of most of the callers mouths was what is your bottom line, no really how much is the car, what is my price, how much for cash, like I would take anything else. My immediate response was

The Hidden Table

When you're at a dealership and you make an offer to the salesperson, their response is "Let me check with my sales manager?" And of course your offer is a little low and they counter with a higher price. Now how come the sales manager is always somewhere else and never comes to talk with you? They are playing the hidden table; the salesperson is still your friend that has asked about your kids and what you do for fun on the weekends, while the absent manager is the one who wants more of the green in your wallet. In real estate negotiations I use the seller or buyer as it maybe.

For me it was my wife. I would say that it was my wife's car and she needed to get 3000 for it. I couldn't negotiate over the phone but if they wanted to come and test drive the car then we could talk. I would say that this weeded out half of the prospective buyers, but that saved me the time of showing the car to someone who wasn't even slightly willing to pay 3000. The hidden table saved me time and kept the price firm at 3000, and I was still able to be a "nice guy" when talking on the phone.

I bet I showed the car to 5 or 6 different people. Here is where I used what can be the most effective negotiation technique ever realized.

Silence

Either used when making an offer or when answering an offer, silence can get you to where you want to go. After test driving the car a prospective buyer offered 2500 all he had to spend on a car. I deadpanned him. Nothing, not a word came out of my mouth. 10, 20, 30 seconds past and he said how bout 2700. Can you believe it, all he had to spend? He moved towards my price by 200 dollars just in response to my silence. I then responded with 3000 not a budge from me. I lost him, 2700 really was his top. But that was OK I wanted 3000. The right buyer would come along. And he did, again I used the hidden table over the phone, and after test driving the car he offered 2600. Silence from me. How bout 200 dollars off the list price, he said. Not to be rude and overuse the silence technique I reverted back to the hidden table and restated that my wife needed to get 3000 for the car. He said ok and a deal was made.

Now I didn't rip anybody off. Everyone got what they wanted. He a car and me 3000 bucks. But I was able to use three very valuable techniques of negotiation. Even though puffery in this situation didn't work, it is still a commonly used and effective method. The hidden table is one that I use all the time. "Let me take your offer back to my clients and see what they have to say." It is so powerful. And Silence, the power house of them all; who would have thought that just being still and not doing anything would work so well. Basically you're using the motivation of your counterpart against them.

So now you know a few of the basic principles of negotiation. Give it a try You would be amazed at what you can negotiate, Phone Bills, Cars, Salary's, Hotel Bills, even some entertainment venues. It just takes a little practice and it can be really fun, see what you can get.

Life is supposed to be fun, so Live it up.

The Guide to Seattle Real Estate

Why You Should Never Call The Listing Agent, Part One

2007-11-19T13:45:45Z

We are often asked why a person should use a buyer's agent. Why not just call the agent with the sign in front of the house I want to buy? Well for One that agent doesn't work for you they work for the seller. Hopefully I will be able to answer this more fully in the next few posts.

Save Time: Without the help of a professional Seattle real estate agent, the search for buying or selling a home can be very time-consuming. A good real estate agent is proficient at sorting through multiple listing properties and finding the results that are tailored to your wants and needs. Agents are subscribers and members of the MLS (Multiple Listings Service). This organization has lists of properties that can be searched by different needs, as well as wants in a home. The listings on the MLS are more detailed and advanced than what is accessible to the general public. By using an agent and having access to the MLS you can save a tremendous amount of time because your agent is better trained to do the looking for you and find the properties that fit your specific needs.
Get the Keys: Imagine if you actually had to call every seller anytime you wanted to look at a home. You would have to set a time that would be convenient for the seller as well as juggle your schedule to meet the seller's availability to every house you wanted to see. Agents have keys to almost every house that is for sale. Your agent can show you numerous houses in one meeting that meets your schedule.
Negotiation Experience: A great real estate agent is experienced at negotiating prices and conditions for properties, whether you are buying or selling. The negotiation process is important and can mean the difference between buying your dream home and your second choice. Agents can also give great advice to increase your odds in a competitive bid situation.
Closing Knowledge: Closing the deal can be a very complicated process with a lot of important details. Using a professional Seattle real estate agent will insure that your closing process is completed correctly and on-time.

Jonathan Martin

The Guide to Seattle Real Estate

Duct Tape Stalking

2007-11-19T09:57:54Z

I regularly read Duct Tape Marketing and typically find great tips on how to market myself as a Realtor. Here is a little Video that he made about Stalking Journalist. But I think that it really applies to our customers and how we should best approach them. Rather than stalking them we need to build relationship with them.

While I am newer to the real estate industry, I have learned that stalking works but building relationship works BETTER>

Jonathan Martin

The Guide To Seattle Real Estate