Knoxville No-Nonsense Real Estate Blog

Juice Plus - A Great Way to Get Your Nutrition

Richard Barbee (Realty Executives Assoc) — Fri, 21 Nov 2008 14:13:09 -0600

I have been taking Juice Plus for some time now. If you have never taken Juice Plus, it is a natural blend of 17 fruits and vegetables in dehydrated capsules. It is a natural food product, no chemicals or sugar. It contains no caffeine or anything bad. When children get a handful and swallow them down, there is absolutely no danger.

I recommend Juice Plus to you if you need a quick, daily way to increase your nutritional quality. We are on the run quite a bit. We can use an easy way to get all of our vitamins and minerals.

Email me at richard@richardbarbee.com to find out how to order this wonderful product. You won't regret it.

Google "Juice Plus" to find out more.

Certified Property Manager - CPM

Richard Barbee (Realty Executives Assoc) — Fri, 21 Nov 2008 11:14:09 -0600

This is a question to Certified Property Managers.

I am currently pursuing my CCIM. I have greatly enjoyed the CCIM training. I already have the CRS, GRI, and ABR designations for residential real estate.

I am strongly considering pursuing the CPM after I complete the CCIM in 2009.

I would appreciate your feedback on the CPM process and the wisdom of getting it. Has it made you money? Does it help to diversify income streams?

I want to develop the three legs (residential, commercial, and prop mgmt) over the next 3-4 years. I hope to put together a strong team to do all 3.

I would love to get your feedback.

Network, Network, and Send Follow Up Cards

Richard Barbee (Realty Executives Assoc) — Thu, 20 Nov 2008 15:39:11 -0600

I find that we tend to do one or two things really well while neglecting several other potential sources of business. Maybe we fall into a rut or maybe the workload of multi-marketing seems stressful. The systems that we put into place will determine the long-term success of our businesses.

I have found that face-to-face networking events or groups are very productive. I am a member of BNI and have recently become President of a local chapter. The networking opportunities in this structured organization are numerous. As a commercial broker, I get to meet several small business owners weekly. As a residential broker, I receive referrals directly from other professionals.

I cannot understate the importance of networking. If you do not go to Chamber functions, please start. If you can find a local BNI chapter, please visit / join. If you are into ToastMasters, Rotary, Kiwanis, or whatever, make the most of it and get active. Are you politically minded? Join the local Republican or Democratic or whatever party group. Though we go to church for higher reasons, it can also be a great place to network and get business.

So, here is what I recommend as the best use of your time:

I. Network every day, every week, every month

II. Network more in new places with new people

III. Send follow up cards (handwritten) and an email to everyone you meet

If you will make this practice a discipline in your life, I can assure you that you will make more money.

The 3 Pillars of Investing in a Property

Richard Barbee (Realty Executives Assoc) — Wed, 19 Nov 2008 15:27:12 -0600

I have benefitted greatly from training with the CCIM Institute. My work with other commercial Realtors and my readings in the commercial area have made me a better agent. When considering an investment property, CCIMs are trained to complete a 3-way analysis of the potential purchase.

I have started applying this system with home buyers (whether for investment or for residence). This diagram regards an analytical approach to a house purchase.

For residential real estate, I always encourage buyers to remember that the typical homeowner moves every 5 to 7 years. Thus, it makes sense to think of the property purchase as a mid-term investment. We must think Re-Sale Potential and Investment Quality when buying a house. Our organic side wants to buy a home, but I tell clients that we buy houses and make homes.

Nothing that is good for the soul can be bought.

I. Market Feasibility

- We must consider the overall characteristics of the community, city, or even state in which we plan to purchase. We can check the U.S. Census Bureau, the local planning commission, the local chamber of commerce, and more. Since school zones seem to be the biggest predictor of demand for housing, we can certainly target the purchase well within the boundaries of a preferred school zone. Buyers may want to examine demographics, percentage of multi-family dwellings, percentage of rental homes, etc.

II. Location / Site Feasibility

- This is the most important aspect of a property purchase in my view. When considering location, we look at major roads, accessibility, traffic density, red light placement, etc. Also, we take note of the house's position from the road, in the subdivision, in relation to parks/entertainment, etc. The goal is not to eliminate emotion or personal preference. The goal is to avoid a bad decision and (hopefully) maximize re-sale potential.

- On site, we consider the appearance and condition of the house. Obviously, the exterior and interior of the house are major decision points. However, the condition of the neighboring houses is a part of the analysis as well. I think we all know that surrounding properties and land uses can bring down values. In Tennessee, a really nice subdivision can be located adjacent to a trailer park. I tell buyers that we must take a holistic view of each house.

III. Financial Feasibility

- Realtors are not experts on mortgages or financing; however, we can offer some guidance or thought-provoking ideas for our clients. There are several financing options out there. If the property is owned by an investor or an owner with cash, partial owner-financing may be an option at times. But the bigger issue with this pillar of the analysis is to look at profitability, cash flow, and future value.

I hope this helps you in some way. I believe that our ability to analyze properties and negotiate contracts for properties will remain significant Realtor qualities into the future. We offer great value for our clients.

A Time to Consider Your Life

Richard Barbee (Realty Executives Assoc) — Tue, 18 Nov 2008 13:38:30 -0600

The HolyDay Season is upon us. Yes, I misspelled it on purpose.

Holiday comes from the two-word Holy Day. While normally associated with religious celebration, the word holy can also refer to something special that is set apart from everyday life. Thanksgiving is holy in this sense. Your birthday is holy in this sense.

When most of us wake up on our birthday morning, there is a heightened sense of importance in the hours of this day. It has meaning above and beyond most other days. Christmas is special and holy for several reasons. Whether you are a Christian or not, Christmas tradition is holy in the sense of the value of family, tradition, giving, compassion, and so on.

Robert Byrne wrote, "The purpose of life is a life of purpose." The most meaningful lives are those lived with intention and consideration. I spend time each with with the homeless. I play lincoln logs and hot wheels in the floor with my two boys each night. I smile at and offer a quick head nod to those I pass in the grocery store. I think about the direction of my life.

When business slows down, we have great opportunity to ask more important questions about our own satisfaction, our own journey, our shared experience. Where is your life going at this time?

Before you answer, take note of the feelings associated with this question. Do you have an instant good feeling? Is there an instant discouraged or tired feeling? Do you feel that you are in control of your life and headed in the direction you most want?

We are never too busy to measure and mold our own existence.

Where's Your Focus?

Richard Barbee (Realty Executives Assoc) — Tue, 18 Nov 2008 11:44:02 -0600

Chief Justice Earl Warren wrote, "I always turn to the sports pages first, which record people's accomplishments. The front page has nothing but man's failures."

If we listen to the biased media and read the politically-motivated editors, we set ourselves up for a discouraged mindset. Whether it be conscious or subconscious, negativity seems to be pervasive at this time in our country's history.

I have always believe that we get out of our bodies and minds what we put into our bodies and minds. If we put in essential vitamins, good protein, and adequate sleep, our bodies perform well and remain healty. The same goes with our minds.

Relaxation

The images and words we allow into our minds repetitively have a great influence on our emotions and behaviors. This is a well-researched truth. When you see the picture above, what thoughts and feelings emerge? Does the word bring up certain feelings?

Desperation

Now, look at the second picture. What feeling do you get from that? What thoughts arise from viewing this second picture? Does the word beside the picture bring up certain feelings?

The point is that we must choose what we put into our minds, into our views. We can place deliberately positive words and images into our lives in order to change our thoughts and feelings.

Just try it......

Happiness is a Choice, a Habit, a Lifestyle

Richard Barbee (Realty Executives Assoc) — Tue, 18 Nov 2008 11:25:04 -0600

Have you smiled today? I mean, have you really smiled in the way you smile when you find money?

Margaret Bonnano said, "It is only possible to live happily ever after on a day to day basis." Funny and Poignant!!!

For many of us, reality seems oppressive, mundane, boring, stressful, or bleak. We may feel compelled to seek out fantasy or escape as a means of coping with a reality over which we feel little or no control.

Given the state of the housing market and the overall economy, many are feeling despair and mild depression. Where did all those easy closings go? Where are all the buyers? Why is no one listing?

There are two ways of living life: 1. Internal Locus of Control or 2. External Locus of Control. If we have an external locus of control, we feel that life dominates us, that we have little or no control over circumstances, thoughts, or emotions. Those with a external locus of control are highly dependent on the opinions and actions of others. They seek to please and placate other.

If we have an internal locus of control, we feel that we have sufficient power to choose our thoughts and feelings. Those with internal locus of control are not overwhelmed with fear or anxiety, feel stable, act as though they are worth something and are in control. An internal locus of control gives one an empowered mindset that leads to self-determination and progress.

The market does not have the power to determine your mood, unless you allow it. Only you control your thoughts and feelings and actions. If the market is down, respond!! Work smarter and harder in order to achieve the results you need.

If you have to take a temporary part-time job in this process, why not do it? If you have to re-invest in marketing, why not do it? If you need to write articles or meet more people or dress more professionally, why not do it?

You have the power!

Four Ways To Produce More in Business

Richard Barbee (Realty Executives Assoc) — Sat, 15 Nov 2008 14:23:32 -0600

As complicated as we may try to make it, there are only a few basic thoughts and behaviors that produce health, energy, creativity, and success. In football, we focused on basic strength, quickness / stamina, knowledge of the offensive/defensive scheme, and self-care / nutritional intake. When we become excellent in the foundational skills, we will find results come easily.

I think these four football qualities may come in handy in the real estate arena as well.

1. Basic Strength - The core of any business is strategy and execution. Your strength is in having a pragmatic, functional system and working it as planned. Maintaining focus on a well-designed plan is one of the hardest and one of the easiest things to do in business. Your core strength in business is your direction and your determination.

2. Quickness / Stamina - Are you utilizing technology and pre-planning to maximize your response time to clients and a consistently productive mindset? Technology allows you to respond quickly, with relevant information. A productive mindset keeps you in the game when others slack off.

3. Knowledge of the Scheme - We all know that we must KNOW the market (Kinetics of the Market, Net Values of the Market, Opportunities in the Market, and Waves of the Future in the Market). However, to what degree are we experts on the current market in our local region? Do you perform market research at least once per month? Have you asked your broker or a colleague to mentor you in market research? Do you read on real estate issues? Do you review the local MLS often? Can you describe your business plan in detail to another Realtor?

4. Self-care / Nutrition - Obviously, if we don't take care of the body and mind that make business possible, we will not enjoy long-term satisfaction or success. Get the sleep you need. Exercise daily (yes, daily). Eat reasonably well. Maintain good, solid, meaningful relationships outside of real estate.

Take care of yourself. Help a few others take care of themselves. Work your business with a plan in mind. I wish you success.

A Great Tragedy

Richard Barbee (Realty Executives Assoc) — Thu, 13 Nov 2008 16:50:15 -0600

"Hello Brother, name of Daniel Teague, Dan to those who know me, Big Dan to those who don't. I couldn't help but hear that you, like myself, have the gift of gab." - from "O Brother, Where Art Thou?"

Do you remember this scene from that great movie. There are so many great one-liners from this feature.

"Gopher Everett?"

"No thanks, I fear that gopher would merely rouse my appetite without bedding her back down."

"Only a fool looks for wisdom in the chambers of the human heart."

"We're the Soggy Bottom Boys. Uhhh, songs of salvation to salve the soul."

And so on.....

Anyway, Ulysses Everett McGill and Daniel Teague were two of a kind. There were hucksters and manipulators. However, it would seam that McGill's hubris was overshadowed by his penchant for goodness when all was said and done.

I just wonder which we are. And, I wonder how young, new agents are experiencing this career, the market, and more experienced agents. We need to feed the pipeline with new, qualified, professional agents.

Are we taking enough time to encourage young, new agents? Are we taking them to lunch? Have you dared take a quality newby under your wing, buy them lunch, offer them guidance? What we do for ourselves last for a moment, what we do for others may live forever.

Take time to offer kindness and encouragement to agents that are newer, that are struggling, that are learning. Let them know that you are with them.

It would be a great tragedy to lose a few sales but lose even more valuable salespeople that could have been great.

SMART Business

Richard Barbee (Realty Executives Assoc) — Thu, 13 Nov 2008 10:47:11 -0600

I work hard and I work "SMART". As a former family therapist, I think of my business as I thought of the treatment process and success planning in therapy. Our plans and daily conduct must by SMART.

1. Specific - A written plan, a written focus, a written mission, and a written journal of past activities is crucial to create a business system. I have met many Realtors that are not interested in building a business. That's unfortunate. They could multiply their efforts many times over by doing so. We must have a plan in order to work a plan. A written plan mitigates the shifting, impulsive nature of daily business conduct.

2. Measured or Meaningful - The ability to measure the effectiveness of our efforts is fundamental to building a successful business. If I have a target of mailing 5 hand-written notes per week, at least 90% of the time, I can measure this and track my discipline. If I want to increase buyer referrals by 1 per month via networking, at least 80% of the time, I can measure this goal. Meaningful refers to choosing behaviors and habits that build my business rather than spin my wheels or waste my time. Acting deliberately and forwardly is a discipline to develop. It is easy, easy, easy to get off track in fun, interesting, urgent, or lazy activities.

3. Achievable - The tendency may be to set the bar too low or too high. If we set the bar too low, we will underachieve. However, if we set the bar too high, we will burn out and get discouraged quickly. If you find that your goals are too high, be willing to adjust them down. Finding the right balance in each area of goals is a work in progress. Make sure you are in the middle to middle-high range.

4. Realistic or Referral-oriented - Thinking realistically is about pragmatism and rational thought. If there are far fewer buyers and sellers, your numbers will be down. However, you can diversify or improve your skill set to offset that. Expecting the same results in a competitive market without doing the necessary work or education is irrational. Do someting different. Do something novel. Try something creative. Referral-oriented regards making your business activities to include a referral-generating component. Do all of your real estate related activities involve a reach for referrals. Are you generating enough referrals? Do you ask for business in every area of your life?

5. Time-restricted - Put appropriate pressure on yourself? Do you push yourself? Do you have an accountability partner? Do you review your activities and habits often? Put a time limit on your goals.

The Great Divide

Richard Barbee (Realty Executives Assoc) — Thu, 13 Nov 2008 09:17:09 -0600

I get it - Commercial Realtors and Residential Realtos live in different worlds. The residential real estate field is less technical, busier, less profitable, marketing heavy, etc. The commercial real estate field is highly technical, very professional, more profitble, strategic, etc.

But, like Catholics and Protestants, there is much more that unites us than divides us. Where's the love?

I have trained extensively in both fields. I have taken over 500 class hours in residential and over 200 class hours in commercial. I have done deals in both fields. I have to be honest.....I use 90% of the same skills in both systems. I have to admit that I enjoy the personal nature of residential and the analytical nature of commercial.

However, let me make the case that becoming great in one field makes me better in the other field. I am highly focused on customer service, follow up, and referral marketing as a result of my residential work. I am highly focused on objectivity, professionalism, and statistical analysis as a result of my commercial work. Buying a home is a business decision as much as it is a personal decision (emotional). I really believe that.

By an office building may feel less personal than buying a home, but the success of the cash flow on that building may have huge personal implications. In other words, we cannot compartmentalize our business decisions and personal decisions. They are not mutually exclusive.

If you are a residential Realtor, get to know a few commercial Realtors. You'll thank yourself for doing it. If you are a commercial Realtor, take a residential Realtor to lunch and listen to how they run their business.

It's all love.

Market Analysis - How Commercial Real Estate Informs Residential Real Estate

Richard Barbee (Realty Executives Assoc) — Thu, 13 Nov 2008 08:28:12 -0600

I am so proud to be a Realtor. I have earned several designations in residential real estate. I have devoted myself to education and growth over my 5 years in this field. But now, I am very excited to be a CCIM candidate and to be taking the 4 CCIM core courses. Having just finished 102, I am now empowered to perform detailed, comprehensive market analysis.

This information will be very profitable for working with investors of residential properties. I feel that my mindset is improving and my skills are increasing. My approach to buying and selling residential properties is becoming far more analytical and objective.

Gaining the ability to assess a property systemically is highly advantageous to a Realtor. I would encourage all my colleagues to take one or two CCIM core courses. They are expensive, and I know that times are tough. The trainings last 5 days. There is a great deal of calculator work, analytical thinking, and challenge.

But nothing worth having comes easy in real estate. During this time of slow movement, take time to improve your mindset, increase your skills, double your analytical abilitiy, and gain confidence.

Opportunity is here...............

Education Can Help Your Motivation

Richard Barbee (Realty Executives Assoc) — Mon, 10 Nov 2008 14:46:26 -0600

I am sitting in CCIM 102 right now. This is a 5-day training sponsored by the CCIM organization in Chicago. This training focuses on Market Analysis for commercial real estate.

Now, I do residential and commercial work. I hold the GRI and CRS in the residential arena. I am a broker here in TN. However, I am pursuing the CCIM and CPM in order to practice more professionally and build a diversified business.

Why would I spend $1100 on a CCIM training in these hard times. I can think of three reasons:

1. Education / Knowledge is Power - The more I know, the more I can work the system and build my business. The smarter I am the smarter I sound to other professionals that I may meet. Opportunities are everywhere, we may just not know about them. I've never met a person that knows too much about real estate.

2. Learning Motivates Me - Growing and learning feels productive. I think it is both directly and indirectly productive. When I attend trainings, i get around other motivated (or desperate) folks. I like the energy I get from other motivated people. I want to be known as an up-and-coming broker. At times, I need energy and motivation from outside sources. Information and growth do that for me.

3. Better Customer Service Means Referrals - More than once, I have sat in a training and realized my ignorance. I love those moments. It means that I am becoming a better broker. Serving others well in real estate also means that I do my utmost to be an expert at what I do. When I know how to analyze the market more effectively, I impress business owners and earn more referrals.

I hope you find time to grow, to learn, to realize what you don't know........

Water The Sellers Thinking?: The Biggest Issue When Considering a House to Buy

Richard Barbee (Realty Executives Assoc) — Sun, 09 Nov 2008 14:53:12 -0600

What are the sellers thinking? I have found myself asking this several times. When introducing buyers to a new property during the first showing, I am keeping an eye out for any signs of water damage, moisture, mold, drainage problems, etc. Water is the biggest threat to the structure and function of a home (except for earth-ending meteors, nuclear explosions, or a 3-year-old).

Outside the home, water damage can be observed in several ways. One of the easiest places to see water damage is the guttering system. If the guttering system is not functioning properly or is not sealed well, water can find its way into the vulnerable places of the exterior. The purpose of the guttering system is to get water away from the home effectively. If the gutters are clogged, water overflows and gets near the foundation. If the gutters are not sealed well, the water can get between the gutter and fascia board to create wood rot.

Another significant exterior water issue is the grading angle of the ground from the foundation. The building code holds that the ground should have a down angle of 5 to 10 degrees for the first 10 feet from the house. When looking at the ground around a foundation, it is important to take note of how the rainwater flows. Does a big hill in the side yard force water near the foundation? Does the yard layout encourage a ponding effect? Are there signs of standing water around the foundation?

For the basement or crawlspace, poor exterior water management will show up. Standing water, high moisture, water stains, mud, and more can indicate that exterior water drainage is not working properly.

The last exterior issue that I consider is the roofing. Obviously, missing or raised shingles and poor or missing flashing can be a very negative sign of water damage in a home. When water enters the bottom near the foundation, the overall structure and footing of the home is in danger. When water enters the top of the house, all sorts of annoying and dangerous things can happen that may or may not affect the foundation.

When examining the interior of a house, I begin by looking at the ceiling. The ceiling is very telling of any water issues. The material used to form the ceiling and the walls does not react well to water exposure over time. Many stomp-finish or popcorn ceiling reveal any repair work easily. The more difficult ceiling pattern is the smooth-finish. Still, it is good to look closely at the thihs area.

More to come later.................

The Day After.............................

Richard Barbee (Realty Executives Assoc) — Wed, 05 Nov 2008 14:51:16 -0600

Quite honestly, I expected to be very bummed out today. My candidate did not win. However, I have felt rather encouraged after considering a few of the following:

1. We live in a fantastic country - As many have remarked on television, it was only 40 years ago that the Civil Rights Act of 1968 was passed. Now, we have our first black president. We can argue about his bi-racial genetics or that his father was Kenyan, but nevertheless, he does represent a significant milestone in U.S. history. I will pray for him and hope the best.

Moreover, our country is filled with good, giving, hard-working people. My mind keeps going to the problems: illegal immigration, debt, international challenges. But, America is still filled with people that pray, give to charity, help the needy, wave to a neighbor, and so on. I have decided to appreciate what our country has to offer right now. Baseball, fishing, church, movies, and much more make living here a pleasure.

2. God is still in control - I believe that God is sovereign, that God is in control. I am not one of those that considers our new president to be evil. I just think that he has been influenced by some very negative people. Our country is bigger and greater than any president or congress. However, those with power can make life far more difficult, discourage real estate, punish achievement, and diminish investment. God has a plan, and it is for good. Let's believe that.

3. In TN, the Republican party took over majority control of the State Senate for the first time since the Civil War - Wow!!!! In a time when all has looked lost for the Republican party, this was a major victory. Now, I am not saying that the Republican are the answer to all the worlds problems, but I do believe that they represent the kind of pro-business, pro-growth, pro-values approach we need.

4. The U.S. Senate has only 54 or 55 Democratic Senators, rather than 60 - So, it wasn't a total loss yesterday. A filibuster can still stop any crazy, radical legislation.

So, anyway, just a few thoughts I've had. Let's look to a brighter day.

What is BNI?

Richard Barbee (Realty Executives Assoc) — Tue, 04 Nov 2008 13:01:32 -0600

I have been asked to provide a brief description of BNI for those that are unfamiliar with it.

BNI is Business Networking International, Inc. It was started in CA by Dr. Ivan Misner. Now, BNI has a presence in all 50 states and several countries via local chapter and regional directors.

The idea of BNI is to bring together "unique" professions into a local chapter in order to build trust and refer business. By unique, I mean only that no 2 paints, electricians, or Realtors can belong to the same chapter. Each chapter is limited to one representative from each professional category.

Through weekly, structured meetings, the members of the local chapter act as a sales force for each other. Chapter membership is highly competitive and very desired. Professions such a financial planner, CPA, insurance producer, and Realtor can benefit greatly from membership and participation.

You can search www.bni.com for a chapter in your area. Go visit a chapter and judge for yourself. Most chapters meet in the morning, once per week. Some complain about early morning meetings, but it can be a real boost to your day's productivity.

I have gotten 3 of my biggest referrals ever from my local chapter. I was invited to be President of my chapter for 10-08 through 9-09. We have renewed our motivation and are changing our culture.

Try it!!

A Few Thoughts on Honesty

Richard Barbee (Realty Executives Assoc) — Tue, 04 Nov 2008 12:45:48 -0600

No one is perfect. It is both trite and true. A more meaningful examination of human nature includes an examination of behavior patterns, tendencies of thought / cognition, personality features, and more. Most people that I have known are willing to do the right thing when it's easy or when they want something. However, the honesty meter seems to slide down when things are tough.

Abraham Lincoln noted, "A tree is best measured when it is fallen." His point was that character becomes evident when we face extreme challenges and are down. Another leader said, "Character is not made during hard times, it is revealed." Our nature is revealed by our behavior. Our thoughts and behavior are influenced by external and internal circumstances and processes.

For instance, most of us would say that it is wrong to steal. It's even in the 10 Commandments, right? However, if you are hungry (or if your child is hungry), do we maintain the perfect standard on this issue? Would we die rather than steal? Most of us believe that death by hunger is a bigger wrong than stealing. But, when does that change happen?

In a time when buyers and sellers are scarce, money becomes scarce. When money is scarce, fear abounds. It is now when ethics are in danger. Some that would do the right thing in good times may not feel the same way in bad times. To whom is this blog directed?

I am speaking to those that want to believe well of themselves and yet feel conflicted at times. If you are near the line between highly ethical behavior and compromised ethical behavior, take heart. It means that you actually do have values. If you have chosen badly in recent days, you do not have to repeat that fall.

If you have tainted your self-perception with an unethical decision, there is nothing forcing you to continue down that road. Some of the best people are those that messed up really bad, came to their senses, and lived a redeemed lifestyle. The prodigal son, Charles Colson, Alice Cooper, Betty Ford, and countless others made big mistakes. They realized their error and began making better decisions.

One mistake does not condemn you to a stained life. Your business can become known as a force for good. Be encouraged. Your past cannot determine your future, unless you allow it.

Encouragement for November

Richard Barbee (Realty Executives Assoc) — Mon, 03 Nov 2008 10:23:13 -0600

In our homes, we refer to Spring Cleaning as the weather turns warmer, the flowers begin to blossom, and the real estate market begins to kick into high gear.

But, in our industry, we are heading into the "Dead Zone", the off season. May I suggest we use November and December as a time for "Winter Cleaning" for our businesses.

Here are some questions to keep you busy for these two months.

1. Do you have a written plan for your 2009 business activity?

2. Are your files organized and clean?

3. Have you written some marekting material / articles for publication?

4. Do you have all classes and hours for your CRS, GRI, ABR, SRES, or whatever?

5. Have you ordered marketing materials for 2009?

6. Is your database updated?

7. Have you read at least 3 real estate books this year?

8. Have you read thoroughly the professional journals and magazines that offer such helpful advice?

9. Have you updated and refined your listing presentation?

10. Have you put together a written budget for your business?

There is no excuse for boredom in real estate, especialy now. We ALWAYS have something to do, ways to make us more competitive.

How badly do you want success?

Preparing Your House for the Spring 09 Market

Richard Barbee (Realty Executives Assoc) — Mon, 03 Nov 2008 10:01:38 -0600

7 Steps for Preparing to Sell in Spring

During this time, many of us celebrate spiritual traditions, practice family rituals, create new memories with loved ones, and take some time to relax (hopefully). Spiritual practices enrich our lives and offer perspective on the big picture. Family rituals give us a sense of safety and security and bring happiness. Making new memories with loved ones grounds us and builds a sense of belonging and intimacy. Taking time to relax reminds us that life is not work, that we work to live and live to relate.

But soon, our minds will turn back to the pressing issues of life. We'll begin to pay off all those holiday charges. We'll pack up the holiday decorations and get ready for the Vols bowl game against Penn State. We'll start thinking about tax filings, Valentine's Day, and so on.

And, many of you will begin to consider preparing to get your properties ready to market in Spring. This article is written to give you 7 practical steps to getting your house ready to sell. Beginning to prepare now will alleviate stress and give you opportunity to notice small things that may make a big difference.

1. Prepare Flooring - Flooring gives buyers a sense of how you have cared for the house. Dirty, smelly, or worn floors communicate disrepair and neglect to buyers. Clean, new, shiny, maintained floors show the owner's care for the house. Floors are foundational to our lives. Take good care of the floor, and others are encouraged to believe that you have taken good care of the house. Schedule a professional floor cleaning or analysis. Be willing to invest in some new flooring in areas that are worn or stained.

2. Replace Bathroom Fixtures - Dirty sinks, old toilets, and dingy towel racks, and so on exhibit an owner's inattention to detail. Be willing to replace faucets, toilets, towel racks, toilet paper holders, shower curtains, etc. Bathrooms are very important to buyers. The importance of cleanliness and newness cannot be underestimated in your bathroom. Clean, clean, clean the bathroom.

3. Get Front Landscaping in Shape - Neat, well-kept front landscaping contributes to great curb appeal. Be willing to spend a few dollars and hours to shape up the front greenery. If you have rocks, timber, or other decorative elements that need to be re-arranged, realize the importance of offering a neat, organized appearance. Pull weeds, take down out-of-control ivy, remove trash, and arrange water hoses for the best look.

4. Re-paint or Touch Up Paint - Re-painting a room can bring a whole new atmosphere. Think about the one or two rooms that buyers will see first. Consider re-painting these rooms to a bright, neutral color that offers the sensation of freshness. Use small Post-It-Notes® or tape to mark paint scratches, nail holes, wall scrapes, and so on so that you can go back and touch up the paint. If you think you do not have the skill to do this well, hire a handyman or painter to do it for you. Walls and paint are crucial to selling your house.

5. Analyze Lighting - Is there sufficient lighting in important rooms like the kitchen, the great room, the bathrooms, and the master bedroom? Replace bulbs that are out or not working. Consider buying new lamps for the main living / family room. Are hallways well-lit? Are external flood lights, door lamps, garage opener lights functioning? Motion-activated flood lights are a real plus for buyers.

6. Personalize or De-personalize the House? - There is some disagreement on whether a seller should de-personalize the house or personalize the house when preparing to sell. Should you remove all personal pictures and novelty items? Or, should you exhibit attractive, tasteful items that reflect family memories and personality? With my clients, I recommend a simple but significant re-arranging of furniture, pictures, and so on in order to create an easy, uncluttered flow to each room. If there is too much furniture or too many personal items, I recommend de-cluttering the room and putting some items in storage. I do believe that buyers want to see a house that is "lived in" and not picture perfect. It is not necessary to clean every nook and cranny every day.

7. Bright, Clean Kitchen - Are your appliances dirty, worn, old, or unattractive? Be willing to spend a few hundred dollars to offer clean ranges, updated sink, new faucets, and so on. Do the cabinets need to be stained, cleaned, or re-lined? Re-organizing your cabinets, shelves, pantry, and counters will create a sense of order and care in the kitchen. The kitchen is the heart of the home. Invest in this room with new small appliances such as coffeemaker, toaster, microwave, or whatever.

Invite your friends, family, or neighbors over to give you some constructive feedback on the condition of your house. Ask them for frank, honest input. If they were considering a purchase of your house, what would discourage them from buying? Make a list of their suggestions. Work that list.

I encourage you to maximize your chances for a successful, significant marketing campaign. Call me at 388-1621 or email me at richard@richardbarbee.com for a free 20-Step Preparation List. I can come to your house and give you some personal suggestions if you list with our team. Check out my website at www.richardbarbee.com for more helpful tips and my newsletter. Take Care.

Seller Power in a Down Market

Richard Barbee (Realty Executives Assoc) — Mon, 03 Nov 2008 09:57:19 -0600

Richard Barbee, M.Ed., GRI, CRS

Real Estate Broker

Realty Executives Associates, Inc.

10255 Kingston Pike

Knoxville, TN 37922

Office 693-3232 Cell 388-1621

www.richardbarbee.com

Seller Power in a Down Market

Can we truly make lemonade out of THESE lemons? The real estate market has taken some real blows across the nation. Though regional in nature, the national press coverage would convince us that there is no real estate activity whatsoever. If you have friends or family in California, Florida, Michigan, Ohio, Nevada, or a few other states, you may have heard their lamentations about the status of home sales in their areas. But, let not your heart be troubled. Though the market is down, it's not out. To use a boxing analogy, the market has taken a standing 8-count but is ready to jump back in the fight.

I talk with mortgage lenders all the time. They have money to lend! The main problem seems to be qualifying buyers with the new, tougher financing requirements. The desire to buy is out there. Credit scores and cash down payments are relatively unchanged. The issue is that the free-wheeling stated-income, no-money-down mortgages are very scarce. Even those with 700+ credit scores need some money down in most cases.

So, what power do home sellers have at this point? If you need to sell, what hope do you have? Please allow me to empower you with 3 suggestions:

1. Condition - The condition of the property is in the control of the seller. You must take a look at "the competition's" condition. Are other homes in your price range offering better flooring, newer appliances, updated roofing, more attractive landscaping, or nicer kitchens? Visual impressions within the first 2-3 minutes can make or break a buyer's interest.

An experienced Realtor or home stager can offer you sound guidance on competing well in the current market. If I see 15 houses in the $250,000 range, I can do a mental comparison of conditions. While every house may have a 2-car garage, new roof, and updated HVAC system, not every property has new carpets, fresh paint, updated plumbing and lighting fixtures, clean smell, and so on.

Take a look at the house from a buyer's perspective. Get with a Realtor to take a tour of similar homes in your price range. Go to some open houses near your property. Look online at www.richardbarbee.com or www.viewhomes.com to see pictures of other homes in your price range. If you have been on the market for awhile, have a friend (or family member or church member or co-worker) come over to give you an honest opinion on the condition of the house. If cash is a problem, there are free and cost-efficient methods for improving condition.

Take a moment to think about any features of the house that might turn off buyers. One mental note in selling a house, think of it as a house on the market rather than "your home." Try to remove all sentimental emotion from the situation. You are trying to sell a product, not your heart or your sense of belonging or your family. Taking a business-like perspective to the process can help your "market vision".

Additionally, having a pre-listing home inspection can help you get to know more details about the condition of your home. I mean, how many of us crawl under our houses every 3 months to check moisture, insect status, insulation, plumbing, etc.? My friend Jack Feldmann of Clayton Inspection Services has proved to me time and again that a professional home inspection BEFORE listing can help a home be far more competitive in the market and eliminate / mitigate any potential risks to the purchase contract.

2. Price - An old saying in real estate goes "Price cures all ills." There is a price at which every house will sell within 30 days, within 7 days, within 1 day. This is not a Realtor trick. It's just true. At this time, many potential sellers know that they do not have a lot of wiggle room in pricing their home. Generally speaking, it is a bad idea to try to use the mortgage balance or desired capital gain to determine pricing for your property. Regarding emotion, this is almost always a hot-button issue between sellers and agents.

My good friend Thaxton Brown, a professional appraiser, always recommends a fresh appraisal when pricing is a bone of contention or a question mark. The appraisal industry is experiencing change of its own right now. But, one of the positive processes is the practice of time-sensitive appraisal. Home prices and market conditions are changing rapidly, for good and bad. Appraisers are using the most current data that is available to help come to an objective answer.

To put it simply, DO NOT SELL if you don't have to sell right now or if you are razor thin on your loan to value ratio. Job transfers, family growth, downsizing, life transition and other factors may lead you to sell at this time. Be assured that all is not lost if you find yourself in that scenario. There are things that you can do to benefit your situation and achieve some of your goals.

3. Marketing - Realtors must work harder now. Wide-ranging, sustained marketing campaigns are necessary at this time to achieve the same results of two years ago. When you pick an agent, take time to explore their marketing strategies for your property. The internet, professional photography, PDF brochures, creative websites, "guerilla techniques", and print media must be wrapped into a coherent, branded project in order to achieve results.

Make sure you choose an agent with the tenacity, time and knowledge to market in this highly competitive period.

I wish you the best. Please feel free to check out my website at www.richardbarbee.com , email me at Richard@richardbarbee.com , or call me at 693-3232 (office) / 388-1621 (cell). Thank you.

Happy Halloween: Monster House Edition

Richard Barbee (Realty Executives Assoc) — Fri, 31 Oct 2008 15:38:13 -0500

To all you boys and ghouls out there --

Happy Halloween. Happy is not a word we have used very much this year. Happy implies an in-the-moment, carefree elation. Given the current economy and market, that can hardly describe us.

Halloween has become a fantasy escape for our culture. Sure, we still see witches, goblins, and vampires. But many folks choose naughty bar maids, political figures (which can be VERY scary), actors, superheroes, and more. We use Halloween to dress up as someone else and act silly.

That is HEALTHY !!!!

Today, take time to let your guard down, be funny, laugh, appreciate silliness, and relax. Times will get better. Just keep doing the right things you know you need to do.

I am going out as Harry Trotter. I will be a young boy wizard with the runs. I'll carry my bottle of Immodium with me. ha ha ha

Take care.

A Realtor and A Parent: Doing Both Well

Richard Barbee (Realty Executives Assoc) — Thu, 30 Oct 2008 14:37:58 -0500

Many of us value our role as parent but find little opportunity to really express our feelings. Life and business get in the way of directly speaking our love to our children. Few things are more powerful than the eye-to-eye, boldly stated "I value you. I love you. I want to spend time with you." from Mom or Dad to Son or Daughter.

I worked as a family therapist for 8 years before I entered real estate. I taught folks to solve problems using skills they already possessed. For instance, a skilled firefighter that struggled with depression could be encouraged to use his courage and tenacity to fight a metaphoric monster called "depression". Firefighters are highly organized, well-conditioned, and very brave. One may think that a person like that would not experience depression. But I found that many folks are highly compartmentalized with their skills.

A businessman that can sell even in the toughest economic times may have trouble selling the value of education to his son. A highly skilled accountant may have trouble teaching her children the value of money management. You get the point. Realtors are highly skilled in organizing paperwork, marketing properties, networking, serving customers, and so on. Yet, many of us struggled to use these skills in our role as parent.

Here are 5 ways to use your "Realtor" skills as a parent:

1. Interview your child - When we first view a home, most of us have a set of questions that we ask every seller. It is the same with buyers. Use your analytical skills to come up with a standard set of questions for your children. How well do you know your children? Without grilling or interrogating, how can you ask meaningful questions to better understand your child.

Interviewing is a technique to better understand a person. Employers use it. Therapists use it. Parents should use it also. There are several websites and books to educate parents on effective questions and ways to ask those questions.

2. Keep a file on your child - Most of us keep a file and/or a database with client notes, phone records, move-in dates, and so on. Do you have any kind of file or record on your child. It is easy to forget the date a child first road a bike without training wheels, ran for a touchdown or scored a soccer goal, or went out with a boyfriend/girlfriend. Keep a journal of your child's life, as well as your own. Take time to note your child's feelings, up-and-downs, disappointments, achievements, and thoughts.

You can offer this journal to them when they get married or have children of their own. Yes, it takes a few minutes a day. But you will remember your life and your child's development in a much deeper way. Love is shown in time invested.

3. Plan / Schedule time with your child - We schedule lunches and meetings to build business. We set dates and dinners with friends. Why would we not set special, consistent times with our child? Some may interpret this as too "business-like" or cold. But, it shows our priorities as parents and demonstrates real value for our child. With multiple children, schedule a special time for each child each week.

If I fail to plan, I plan to fail. This may apply most importantly to parenting. What is your parenting plan? Have you ever written down anything on this? Schedule time with your children for deliberate bonding, teaching, guiding, listening, and fun.

4. Give feedback to your child - Many of us have to give sellers and buyers difficult but helpful feedback on the condition of a property. We see it as a fiduciary function that shows we really care as a Realtor. What would prevent us from thinking the same way about a child.

We want to be a "friend" to our child. We want to feel close and warm and fuzzy with our child. But being a parent requires that we put aside friendliness at times and offer honest feedback and guidance in a loving way. We must take time to offer our child guidance and instruction. If your child is making poor decisions, offer your feelings in the form of "I feel that your decisions are...." or "When you choose (whatever), I feel....."

We must have a strong bond and good trust with our child in order to be able to offer honest feedback. The burden for developing this trust lies with us in large part.

5. Follow up with your child - I have noticed that many parents dote over their children during the child's first 2-3 years. When the child becomes able to participate in real conversations, we ask questions and explore the child's inner world. "How do you feel today?" "What are you thinking today?" "What do you want to do tomorrow?" We relate to our children.

If we learn that our child is trying something new or is concerned about a class in school, we have a tremendous opportunity to show our love by following up the next day, the next week, etc. If we have a client that expresses distress due to being laid off, most of us would ask (with each call or email) about the job status. We show the client that we remember their situation and that we care. Do we do the same with our children.

With a client, remembering a birthday or name communicates care and concern. With a child, remembering all the "small" events and challenges communicates love. Write your child a short, handwritten note to follow up on a previous conversation. Leave post-it-notes on their mirror. Send an encouraging email or text.

Two Free Internet Tools That May Make A Big Difference For You

Richard Barbee (Realty Executives Assoc) — Wed, 29 Oct 2008 15:18:57 -0500

http://drivescore.fizber.com/how-it-doesnt-works.html

Drive Score is a very interesting site hosted by Fizber.com. This site allows a Realtor, buyer, or seller give detailed information regarding driving distances from a property to local businesses. Though not perfect, this site will help potential buyers know how far it is to the grocery store, hospital, pharmacy, school, etc.

This information can be used in many ways to enhance a listing or help a buyer make a choice.

http://www.walkscore.com/how-it-doesnt-work.shtml

Walk Score is a great site for more urban properties or for renters. This site offers information on public transportation, schools, and more. Those that walk or bike or scooter to work will love this.

There are so many sites like these. We can make use of these simple tools to set ourselves apart from the competition.

Networking For Business Growth

Richard Barbee (Realty Executives Assoc) — Tue, 28 Oct 2008 16:01:03 -0500

I have had to learn business networking from the ground up over the past 6 years. I spent most of my professional career as a licensed marriage and family therapist. This means that I spent the vast majority of my time in a small office.

I have joined BNI, the loca chamber of commerce, ToastMasters, ActiveRain, and much more over the past few years. I have thoroughly enjoyed the BNI experience. It was in BNI that I came across the book The 29% Solution by Dr. Ivan Misner (BNI's founder). This book offers a 52 point self-assessment for networking saavy and behavior.

Essentially, this book walks the reader through 52 different dimensions of business networking. You will be challenged and surprised by the ideas contained within.

I highly recommend it.

Are you in a weekly business networking group? If not, you are missing a grand opportunity to increase your referrals and sales. And, you are missing a lot of fun.

I meet weekly with my BNI chapter. In fact, I am now president of the chapter. With the philosophy of Givers Gain, I form relationships with professionals in other professions and help to build their business.

Networking is perhaps the most cost-efficient, effective form of marketing. Get out and meet people. Give them your card and ask for referrals or for their business. It's simple.

If anxiety leads you to neglect this lucrative habit, start slowly. Meet one person at a time by connecting through the chamber of commerce for lunch or by inviting a business person in your church for breakfast before services. It's easier than you may think.

What is Justice?

Richard Barbee (Realty Executives Assoc) — Tue, 28 Oct 2008 11:53:10 -0500

What is your definition of justice?

Merriam-Webster (http://www.merriam-webster.com/dictionary/justice ) defines Justice as:

1 a: the maintenance or administration of what is just especially by the impartial adjustment of conflicting claims or the assignment of merited rewards or punishments b: judge c: the administration of law ; especially : the establishment or determination of rights according to the rules of law or equity2 a: the quality of being just, impartial, or fair b (1): the principle or ideal of just dealing or right action (2): conformity to this principle or ideal : righteousness c: the quality of conforming to law3: conformity to truth, fact, or reason : correctness

Justice has to do with our ideals, our values, our laws, truth, fact, and reason. Justice is not up for personal interpretation. It is tied to tradition and collective decision. Was Justice being done with slavery? Absolutely Not. Was Justice being done with Hitler's Final Solution? Absolutely Not. Was Justice being done when 19 young Muslims crashed into the Twin Towers? Absolutely Not.

Even within an entire culture, Justice may not be done. Is it Justice when Muslim women are forced to cover their entire body or avoid driving? Is it Justice when cruelty occurs?

But with this said, I am very concerned about the current dialogue occurring in this election season. The good and firm word Justice is being abused in the name of neo-socialism. What is neo-socialism? It is the philosophy that the government has the right to seize personal wealth / property in order to give it to others. This is called Justice within the secularized, leftist Democratic party. William Ayers, Jeremiah Wright, and Barack Obama believe that the poor are poor only becuase the "rich" have taken wealth and opportunity away from them. There is little or no focus on personal responsibility, decision-making, or behaivor.

If you achieve and acquire wealth, you are the enemy of the socialist. Or, are you their favorite target because they can garner the votes of the poor when they get your property.

Private ownership and personal responsibility are under attack. These are fundamentals of our representative republic. Be mindful.