Sheryl's - John L Scott - King County Blog

How much is too much?

Fri, 08 Aug 2008 09:14:58 -0700

How is the market recession hitting you? Will you do anything to get a sale, or sell your listings? I know many who will and do. With our industry saturated with many foreclosures, and lender issues, it is surprising the whole real estate industry doesnt just walk away. I guess, that is happening, not only are many builders in our area foreclosing, but so are some of the real estate franshises.

So when you do finally get an offer on a listing, what are the expectations? I'm finding that most buyers still want a deal, on top of the "lowest price home in the community": That they want to negotiate, even if it is a short sale. The buyer is not concerned for the seller at this point in the buying transaction. ( or ever?)

Isn't it true the the "deal" buyer will find the nicest home at the top of their price range or even totally out of their price range, to make an absurd, low ball offer that is so low that it is not only laughable, but is it really negotiable?, and sometimes the offer is even lower than the lowest home sold for in that neighborhood...EVER!!!! So is the value really there, if the buyer sees it so differently than the seller??

Here is the stumper... are you running your business or is your client? How about the agent who presents this offer and apologizes!!!! ( the client set the price, not me) Remember, you are the expert, not the buyer!

If you know that your clients offer is laughable and maybe insulting, wouldn't you make that offer the best offer possible, because you Know the seller will counter it anyway, or not respond. I would say that he is not edifying his clients on the real estate process, or is so hungry for a transaction that "throwing mud at a deal may just stick"

Perhaps in this market of huge inventory( King County, Washington) and low prices, the economy brings out the worst in people, but it is still important to be professional: Your reputation stays with you , long after that client is gone.

I staged it, sort of!!

Thu, 24 Jul 2008 16:39:10 -0700

Here is the nearly before photo of a wall and fireplace.
Originally this home was full to the ceiling with stuff, so a true before photo was impossible. This wall was brown paneling as seen a lot in the 60's and 70's. There was old and dated 1950's furniture and old wall to wall carpet from 1960's covering this hardwood.

We ripped out the carpet, stained the hard wood floors, painted the wall a neutral color and the ceiling white, then painted the fireplace surround.

This is the after shot, with a small vingette for the corner nearest the window. It is not much, but draws out the beautiful floor and accents the fireplace, which is the redeeming feature in this 790 foot, 1944 home.

I am submitting this to the vacant home resale category! thanks all.

The Girdle is already too tight!!!!

Tue, 08 Jul 2008 20:59:52 -0700

THE market is changing or is it just adjusting its girdle?

This past week has brought out the few buyers that remain in the market. It would appear that the lower the price the better... hasn't that always been the case? So what is the difference in conditions now? HMMM.. Here I am seeing the first time buyers, the eager beavers who have never owned a home before...peek their little eyes open. I am hoping they are realistic and optimistic... I know those burned by past home purchases have a sour taste still lingering. So where are the foreclosure people moving too? rental homes? apartments? or Shelters???

If you are foreclosed on, your credit is shot... where do you go from there? who will rent or sell to you? Has anyone ever seen these people again? What did they do to overcome the housing market blues?

Is this situation going away any time soon??? I know we are realtors, but perhaps a little Houdini would serve us all well. If this goes on for another year. what will happen, and how can we help not hinder the situation????

I am a New GPS believer.. check this out!

Wed, 14 May 2008 23:01:55 -0700

After many months of wishing I were " the Joneses' and had everything they had, well at least the GPS system, I finally recieved my own GPS.

It files all the photos I would ever want to view( especially) while I drive, or music via mp3, audio books can be installed too. wow.

It is everything I had hoped for, It takes me to where I want to go easily with a quick, easy touch screen. then it tells me if I miss a turn, then askes me if I would like to detour. It lets me know that I am now speeding and would I like to avoid the car accident ahead? oh and I am approaching a street at 36 miles per hour. Wow, did not know I was speeding.

Oh and yes, My New GPS tells the weather forecast , where the next or closest restaurant is,, including the address, and phone number to make the reservations in route...I know Mcdonalds will be pleased I called.

I found the church ( I had never been to)for the funeral today and got there ON TIME! How did that happen?

Well I am almost to the office now, I have .2 miles til I reach my destination, when I decide to take a left turn.. GPS says.." recalculating or detour' ?... AWha,, a detour, although I know where this Starbucks is, It is nice to know that GPS can find the next one, detour me, recalculate my return to the road and tell me how long until I finally reach my destination.

Yes today I am late, by 1 minute and GPS told me I would be. so I expected it. It is nice to be so predicatible, all at the touch of a screen. Hope you all have the opportunity to take a GPS tour of your own.

"SPRING VIEWS" AND u TOO'S

Wed, 16 Apr 2008 17:51:51 -0700

TODAY I sit and watch the gray clouds roll past and empty the sky to layers of blue from me to YOU.

I see the sunrise pink in the sky and see the day start at the beginning, just for I.

The glorious mountain stands majestic and tall with small drifts of snow just starting to fall.

the pink on the trees is coming out in full chorus, yet do not know the magical force,

that is just about to spring upon them , we know , of course.

It is time for the night to dwindle in, Now the sky is beginning the start of the end.

I see the clouds rolling in once again and so know that the showers, drench whats blooming within.

Here it is, the soft breeze the pink twilights in sight, awaiting all the glorious changes tonight.

Jury Duty, the true story

Thu, 03 Apr 2008 11:38:17 -0700

Ok Rainiers, you are getting this direct from the summons room. There are about 50 people left here for 15 court rooms. All are waiting for the random calling of their name to attend a courtroom trial...now that I am here, I hope to get called up for a case... It sure beats sitting around and waiting for a trial all day long. Yesterday we had a 2 hour lunch break and were dismissed 2 hours early. Apparently, no trials to be judicated. I was actually able to go to work for the remainder of the day.

It is a learning experience and your duty and obligation to participate in jury duty. I keep hearing about people "tyring to get out of it" . It just doesn't seem right. I also know so many people who would love to be summoned to jury duty and have not. Wouldn't it seem sensible to add the verbage : ""are you interested in jury duty" to the voting ballots, perhaps those that would like to do it, could also be included.

I must say, I always wanted to be summoned... I think everyone I know asked me " couldn't you get out of it". Well I didn't want to get out of it. I think we all should be subjected to the services in our community. If we can donate time, energy, labor etc to helping make our world a better place, then Why would I want out of it???

The only problem with JURY DUTY is you can NOT volunteer to do this... WHY is that?

Now, what is your absorption rate??

Tue, 25 Mar 2008 18:00:56 -0700

Ok , statistics are out. what was 8.5 months average market time in December and January, is now 6.8 months for South Seattle area East side.

The SouthWest King county WA statistics went from 6.8 months to 6.1 months on the market... Is it significant?

This week we have had several multiple offer situations, with the loosers scrambling to find like properties for their buyers.

Do you know your absorption rate... check my blog on Absorption rate 2/26/08

see you round in the RAIN

BYE, BUY Zero Down !!!!!

Tue, 25 Mar 2008 12:38:05 -0700

In the past year, many first time buyers came out of the woodwork. Most are qualifiable on paper, but cash poor!! All the buyers I worked with were able to get a zero down program without seller concessions. Here in King County, WA, THESE loans have gone bye -bye, along with arms and the lender's Credibility.

Now, we are heading toward stricter lender requirements and stricter borrower qualifications. Poor credit make it impossible to get a loan without the hoop jumping that frustrate buyers (& REALTORS)! That has not changed. In fact, with new increased loan amounts now available and interest still looking promising, the lender qualifications and restrictions have not eased. It is nearly impossible for the less than " A" paper buyer to get the best loans. The lowest credit rate that a lender will likely look at is 580. There are still available, with life breathed back into them, the HEART, NEHEMIAH (sp) programs. with seller paying a 6% contribution.

Most lenders are now pushing credit restoration services just to be able to qualify a buyer that does not currently qualify. In clearing up the credit issues... it may work in aiding them getting into a home, but will not always solve the issues of the POOR credit to begin with... after a while the buyer may creep back into bad credit habits that lead to foreclosure.

BEWARE... not all is as it seems.. Be sure to warn your buyers of the concerns with purchasing on the edge of qualification.

Our CIVIC DUTY or NOT.

Wed, 12 Mar 2008 22:13:54 -0700

It is unusual to find someone willing to do their civic duty, willing to give up time and energy and yes money to be a part of the judicial system as a juror: I have always wanted to do that. My mother, at 79 has been summoned probably a dozen times, I have never been summoned. Hmm. What does my mom have that I don't? Why has she been chosen and not me? I did NOT have an answer for that. But I do know that I vote, pay fines, own real estate, drive, pay bills etc... just like any other citizen... So today,,, I WAS Finally SUMMONED.

DID you know that it is a criminal offense to not show up to your summons?

Now, I do not have the time and resource /money available to do this. it is an inconvenience, plus they want me to sit, sit, sit all day long, that is hard. Yet, being a REALTOR I guess is not an excuse, nor can I think of another legitimate way out of doing my duty... So, I finally get to do what I always wanted to do, Be a juror. I just hope my clients will understand how invaluable I am to the justice system.

Do you get referrals or pay for them?

Mon, 10 Mar 2008 14:34:04 -0700

Just recently I was contacted by an on-line referral company. They are interested in selling me leads generated from their web site about real estate. I did a little research, found out that the cost was minimal compared to most lead referrals, asked what they used for qualifying factors etc. SO I WENT FOR IT! Is this a mistake? probably... of the 7 names sent me, 2 were invalid phone numbers, none responded to my follow-up email, one did not speak English ( my main language), and the rest were well.... how do I say this delicately..... "CRAZY".

Unreal wants in an unreal market... Although inventory is high and rates are fairly low, people expect a lot for nothing!!! Every single referral had a price range of $50,000 less than even the least expensive home. REALITY!!!

SO what is a good lead? I think the best leads are the ones you can qualify, yourself, and under your terms.

Anyone, a homeless person, jobless person, etc can want a home, but in reality that is not a lead, just an inquiry. I wish there were more set standards industry wide to define a quality lead.

This is an eye opening experience, using the on-line referral system, I am glad I tried it out, fortunately, I am only committed for one month. That is plenty of time to determine if this will work at my level of standards for lead generation.

Are they ants or termites? Oh NO!

Tue, 04 Mar 2008 15:32:53 -0800

I am finally getting the hang of being the "bad" guy and telling the seller what they need to do to sell the home.

After a grueling 3 hours of home staging a vacant home I noted a small pile of mini saw dust, which I wiped up to conclude my final once over for the 3rd time, I pryed around that area only to find , a little white bug carrying a piece of wood 10 times bigger than he, pop out, run back and scurried away. I notified the seller ( vacant home) the seller mentioned he had wiped up a small pile of saw dust from the same spot only a day before. I also let him know we really needed to address that prior to marketing it, especially if , as par for the course, the issue is much more than anticipated. IT WAS!

The seller called the Pest guy to come check it out.. IT IS TERMITES... I have been selling Real estate for 15 years, this is the first time I have seen termites or had any seller or buyer with that problem. WELL, the "pest guy" doesn't do termits, so we need a specialist... Also the wall, the ENTIRE wall where we found the infestation must be replaced, then the termites are "terminated" intermittently for 2 years!!! So much for selling now. so here is the kicker. Seller wants to know if he sells now do we inform potential buyer on the disclosure that we had termites and they were addressed with pest control. or wait 2 years to see if they come back,? WHich is what the seller is thinking. I think they both carry a liability factor of disclosure.

I told him waiting was not accomplishing the purpose of selling his home, and now that most of the work is already done or addressed, why waste it on renters for another 2 years, then re-address preparation issues and potentially more problems then. But the suggested treatement lasts for 2 years..

So here are the tell tale signs of termites,

White discoloration of the area, perhaps some brown spotting on surface of wood or area of infestation, dust piles, worm holes in the woodwork . etc There is more, one should have their home inspected if your neighborhood shows signs of Termites... but neighbor having termites, does NOT mean you do.

go to this site for more info http://lancaster.unl.edu/enviro/pest/factsheets/238-95.htm

Still in the " How to" phases of marketing ? Me too.

Sun, 02 Mar 2008 19:41:54 -0800

I have been reading and reading and seeking and responding. Here is a question that I know a handful of folks have the answer too..

How do you get an actual signature in your blogs? is it scanned to computer, then saved as a jpg then attached later? It would appear to be an added step to attach a closing line all the time... so how is it done?

Thanks for your input, sheryl

Visiting JLS agents, what are the office expectations?

Sat, 01 Mar 2008 12:28:18 -0800

Here is something that I have a question about.

During our office hours it is required that a Real Estate agent be present for the "floor" time. Often other JLS agents, from other offices use our office for meeting clients, purchase and sale agreements etc. Not always do we know the person, Unless they introduce themselves. When the office is closing at 7:00 and the visiting agent is still working with clients and not ready to leave, what do the floor agents do?

I had this occur last night, and I had a need to leave immediatly, The Out of area agent was not ready, ( how long would that be?) I let her know I needed to leave, she was nice about it, but kept working on her transaction. One other item to consider is that the visitor may not know how to use the office equipment or where it is, so the expectation is not just to hold the office open but to support their administration needs too. I ended up over a half hour late, and faxed her material ( 22 pages ) to the listing agent... but how should we handle this, so we floor agents aren''t put in a bind and so visiting agent feels we were supportive?

It's back to basics for me!!!

Wed, 27 Feb 2008 16:53:50 -0800

How to thrive in a challenging market: of course, this is only limited to the ideas in ones head.. so feel free to add on to this list... I for one sometimes forget the basics.

Back to Basics

1. Identify Core competencies

a. Focus on and promote your strengths

b. Work to improve you Weaknesses

2. Become an Expert

a. Geographic

b. Buyers or Sellers

1. First time buyers, 2. empty nesters, 3. builders or developers

c. Product segments

1. single family 2. Multi-family 3. Luxury Homes 4. Condos/townhomes 5. Land

3. Brand Building ( logo)

a. Craft a message and a Plan consistent with your Core competencies and expertise

b. Implement the plan with consistency... ( like blogging often)

4. Focus on Service, Integrity and Expertise. ( remember ...it is not about you!)

a. Never lose focus of the REALTORS primary mandate... " Protect the Client's Best Interest", when we focus on the client's needs, rather than our own, the numbers will come.

This past year I have taken the time to understand the qualities I have and how they can best serve others. This is core to my being and does not only relate to Real Estate!!!! I also have several other helping hats that I am involved in my community. When you get involved in all around you, submerse yourself in the community, city, neighborhood or school activities... It is mirrored in you business. You can start to count your blessings.

Absorption rate! ( what is that?)

Tue, 26 Feb 2008 12:46:40 -0800

Hopefully, every agent knows their absorption rate for your areas of expertise... In every community there are distinctive differences within neighborhoods, and zip-codes, or counties. In Washington state we have a specific marketing company (Alanpope) that give us an overview broken down by areas- cities, counties & new construction condo or single family and residential resale. It also shows the history of these rates by month for the previous 5 years.

So what is this absorption rate and how does it affect me? If you are a listing agent you better have this handy.

ABSORPTION Rate = % of pending sales divided by inventory.

What does this mean? For every one house that sells there are so many other homes that remain on the market for that time frame... You can guestimate the marketing time based on the inventory and buyers in the market..

Example: In King county, Washington from First of December to first of January 2008 we have 12370 homes on the market . 1681 homes were sold & in pending status during the same time frame. if we divide 1681 by 12370 the absorption rate is 13.6% That means that one in 7.35 homes will sell in a given month.

Does this affect your seller? You Bet! Here is the clincher.... Price your home based on how long you feel you can afford to be on the market. Which homes sell the fastest??? You know this answer, the best home for the price!!!! So if you are priced right immediately out of the gates, your chances of selling faster can be much higher than the absorption rate. You may be the 1 in 7.35 homes that sell in the first month. On the other hand be at the top of the price range for the home and your listing could sit for 7 plus months.

KNOW Your Absorption rate and use it to your advantage. Inform your sellers of these statistics to help them understand how the market is working for them. They will love you for your knowledge and foresight.

3 weeks in and I am a NEW woman

Mon, 25 Feb 2008 17:54:03 -0800

Well, that's what will happen to you when you join the AR communities... You learn and chat and learn and chat, then branch out and learn some more and read, read, read... oh yeah, read.

SO NOW my reading skills have improved immensely. Oh yeah, those listening and interpretation skills too. ALthough you would not think so based on my blog about " How is it my fault" but all in all a very productive 3 weeks here in the "Rain".

So what am I missing? I would love just 2 people to subscribe to my blog... but not so. How do I do that.? Do I invite members to join? Do I automatically add them as associates? Do I subscribe to everyones blog? Is this affecting me and my Real estate neighborhoods, Kent, Des Moines, King county and here in Washington state? So far I am trying to knit all this together.

What is the key to active responses from bloggers here?

Still on the hunt for the " best way" and " how it works" WOuld love any and all feedback.

thanks, sheryl

How costly can this BE... ?

Sat, 23 Feb 2008 16:08:26 -0800

Yahoo... I just joined this group today.... and am very excited about it... Having completed the "School of Staging class" and getting the AHS accreditation on Thursday. I promptly started purchasing the accessory items that would help my new and coming Vacant home present much better than the current condition...

I however, over looked the cost in assembling all the little items neccessary to function as an " all in one" stager!!... After my first go at the Dollar store, I was extemely happy with my self. Got a lot of great wall items and candles, mirrors, bags, decoration stuff for only $66.00. You would think I stopped there. No no no, I had to go to another store to add the to enterage of equipment I am now collecting. Yes, another $200.00 later, I finally stopped to organize the trunk of my car, "Lets see, what else do I need?" Well, what else will FIT?? I was fulled up!!!

I did neglect to figure out where to put all my Real estate tubs that are now sitting our under my eaves. more help in this direction... would be nice.

How is this my fault?

Sat, 23 Feb 2008 15:42:18 -0800

WELL true to sellers needs, the "agent is in fault", all the time, that is if there is an issue. If there are no concerns or problems then you are the "best agent in the world". I guess most of us "realtors for life " have had this swing both ways.

Today at a walk through on the inspection completion, the buyer noted a large item un- finished: which when the seller and I discussed, during inspection response time, was NOT a problem, and he could take care of it. with that said and agreed upon both parties signed the acceptance of the inspection. After our mutually accepted report, seller set to work to complete the items. He then gave me a typed list of the completed items, saying he had completed them all. I promptley set it in the file and contacted the buyers agent that work orders were complete. Todays walk through showed an "misinterepreted item" on something we agreed to but interpreted it differently than buyers expectation. ( could be $2500) The buiyers agent gave me the list and said we agreed to this item and we owed it to them. My seller thinks I should have given the buyers the completion list and it would have solved the problem... not having that until after the response time...we are bound by the contract...

I agreed to help him with fixing the problem...but again, I am at fault in his eyes. And feeling sheepish about this. making this a easy breezy and comfortable transaction has turned into a lot of heart ache, and now a financial burden on me too. I could say I would live and learn but in reality,, there is always something different that affects a transaction... they sneak up on you..

what would you have done, or do here?

Here is a new DESIGNATION and I have it...you can too.

Thu, 21 Feb 2008 22:12:15 -0800

What can you learn that you Possibly don't already know? Plenty. I Learned a lot for example see below

The Principles of Staging

1. Present a clean and tidy home in good state of repair. 2. Acentuate positive features the home has to offer and minimize the negative features. 3. Create a fantasy for prospective buyers to invision themselves in this home.

The Power of Staging:

STEPS to Staging your home

1.De-Clutter and De-personalize. Here are some suggestions a. remove prescription drugs b. remove valuables, jewelry, money etc. c. remove calenders and schedules from public view d.Don't leave bills or banks statements out e. Remove trophy's, awards, photos ( some) f. Remove collections, Dolls, bottles, Weapons, animals, religious etc. g. Clean off fridge of personal items. magnets, notes, to do lists, photos etc. h. Remove Kids and pets from home. i. remove personal hygiene products,toothbrushes, wash clothes, hair products. etc. As this is your list you can add to it your suggestions. It is as limitless as your brainstorming.

2. Repair. This means what is visible, or one step further: have the inspection done and repairs addressed.

3. Clean. This is most important, I am talking white glove swipe clean, a great gift to your client is a professional cleaning. If you can not do anything else this is key. Sometimes home owners only address the eye level needs, What they can see, Remember the taller areas, lights, moldings, window treatments, ledges, ALL cob webs and closets as well.. ( I am tall, I see this the most.)

4. Decorate. This can be a simple or complex step, or perhaps I should say inexpensive or more expensive. Make sure your sellers home is fresh, with neutral colors on the walls, neutral carpets, with a pop of inspiration here and there in small vignettes.

It started with a simple course, 4 hours of your time, course fees and you are accredited by the Seattle School of Staging. This is fun, and can count toward the many hours of Real Estate education required by your state. ( check your state for requirements). Perfect helping-hand for your hard- to- sell property's that need a little UMPH!!!

The designation is AHS: Accredited Home-Staging Specialist. AHS

Guess whose here!!!!

Thu, 07 Feb 2008 21:14:06 -0800

Yup, It is the evening of Hilary in Seattle,,, and Mccain, and Barrack tomorrow. I live about 20 minutes from either location... I WILL GET TO SEE BARRACK in real life... It is so exciting, even if he isnt your candidate or if you are undecided like me, it is such a historical event to see these politicians here, in our "small towns"

Remember , You can find out which candidate closely resembles your beliefs, in a quiz... check it out. This is a link that you should bookmark for future reference too

http://www.selectsmart.com/plus/select.php?url=presidentmatch

Have fun finding yourself .

Blessings, sheryl clark

Who will be our next PRESIDENT?

Wed, 06 Feb 2008 14:31:47 -0800

Which Presidential candidate will meet your needs? find out

DO you know which candidate will likely boost our real estate industry and help our needs in the future?

Which candidate represents you the best??? I found a website that will quiz you on your likes and dislikes and tell you which candidate that you most likely would side with... interesting... as the candidates have been whittled away... try this web page for your answers.... http://www.selectsmart.com/plus/select.php?url=presidentmatch You may be surprised...I was.

Newbee, sheryl clark

REALTOR, needs job

Tue, 05 Feb 2008 20:37:27 -0800

This past week has been an unusual week, besides the snow and road closures, near misses by avalanches( my daughter) and the housing problems... several seasoned agents have left our company, well my office to join less Known offices that charge them less for franchise fees and commission splits. It is very sad to see the best of the best ( you know how you feel about your consituents) leave to other pastures, maybe not so green.

Prior to this year and over the course of the last 15 years...I have seen agents leave and then return, because the grass is not so green on the other side... Perhaps when this current housing market evens out for more stablilty our ranks will agian fill up... Yes, I see a great percentage of agents taking on second jobs and or getting a " real" job ( one that pays) Is this everywhere... Originally our company had the standard that you are a REALTOR and you are a professional, this is your job, go elsewhere if you can not be a full time agent.

Perhaps the firm I am with needs to re adjust its commission base, so as to be less out of pocket that goes to corporate and more insentive for an agent to "stay".. Is anyone seeing the change for better on office splits. It may be that many agents will leave before they see the writing on the wall.

Sheryl

Im addicted, its only day 2 in active rain.

Tue, 05 Feb 2008 20:21:49 -0800

I JOINED YESTERDAY!!! Well.. WIth all the computer clicking, I think I joined active rain.

I have more questions about how all this works then I possibly can input... Please help me figure out what is the next best step to " addiction". I read the blogs and group stuff. How do I add an associate. Do I need to ask them first? Is it something you grow into? Ok. I feel so vulnerable and naive.

will read all suggestions...

sheryl clark

who needs ME? or do I need you??

Tue, 05 Feb 2008 20:04:08 -0800

BEing my second day as a "rainer", having issues reciprocating associations and comments... How do I add an associate or who would like to be an associate...How do I find out and what does it all mean? Is an associate one with a direct link to your web page or /blog page... Is there a way to comment from any place on the page... I started out emailing the folks who were so kind to welcome me in the comment section.. but if I leave a comment for each person then that posts ( does it not) and it looses the personal touch (or am I out in the dark again?)

How do I find specific members (for example a back hoer)? do I just blog in a special group ? Or is there a way to search for that need? Oh help me I am sinking fast in the techy world of computerism.

sheryl clark

My first day as a "rainer" and now in this group

Tue, 05 Feb 2008 13:25:56 -0800

One suggestion is to join groups, so I have done that, with one quick sigh, I know exactly that THIS, here is where I want to be... and belong!

One of the hardest things to do is portray your job, marketing as a Godly activity...especially when raw emotions dictate buyers and sellers actions... I had originally came to the conclusion that I would only work with people who were " Christians", because I did not want to deal with the problems and the issues of those not. However, I have become committed to doing what God has put before me and to stop worrying about what my cleint is, to be more concerned about what I protray and stand for... with that in mind when you meet me, You know that I walk with God and that he is my inspiration and reason for being. I can only hope that will rub off on those less fortunate souls who have not yet met Jesus.

sheryl

See www.gotgrace.com