OKLAHOMA 1-25-21

OKLAHOMA EDITION

BEYOND

PROPERTIES:

CLEANING AND DECLUTTERING:

THE GOOD, THE BAD, AND THE UGLY

What Improvement Expenses Make the Most Sense?

Turn Open Houses Into

DESTINATIONS

FEATURED AGENT

ANA ALSPACH COVER STORY

Amy Prosser

OKLAHOMA EDITION

ANA ALSPACH

Ana Alspach got started on her path to on social media including 7 17 a real estate career in 2012, working for Instagram and Snapchat, and a loan company in Oklahoma City. She looking into using TikTok t revisited her passion for real estate in newest generation of homebuy 2014, when she moved back to her hometown in northeast Oklahoma and began Community involvement is i working as an unlicensed assistant at Ana, and she is a member of a real estate brokerage in town. “They the National Association of H were looking for help, so I jumped in and Estate Professionals. She al helped,” Ana recalls,AMY “andPROSSER that sparked became involved with The ANA ALSPACH my passion all over again.” She earned Alliance. When she is not wor her real estate license in 2019, and she ing back her time, Ana enjoy has already established herself as a standwine tasting, going to shoo out in her local market. Ana enjoys helping her clients with her husband, and spending time with Prosser achieve their real Amy estate goals.

CONTENTS In the future, Ana plans to continue growi With RE/MAX Energy Oklahoma City, Ana primarily ness. She is set to begin working as a tea serves central Oklahoma, including Oklahoma City and TURN husband nextHOUSES year, and in the next few year 4) PLAYING THE REAL ESTATE 18) OPEN the surrounding area, althoughTHESE she has been known to DESTINATIONS like to earn her broker license. Above all, s MATCHMAKER—FOLLOW INTO go all over the state her clients.

One way Ana sets continue giving her clients the best possi 8 DATING RULES TOforENSURE YOU herselfYOUR apart is CLIENT by being the only THE bilingual Realtor® in “My passion is helping people,” she says MATCH WITH 21) PROPERTIES: her office, and she loves being able to help the Spanish ing them achieve the sense of peace and s PERFECT HOME FOR THEM THE GOOD, THE BAD, speaking community. “It’s a pleasure and an honor to comes with being a homeowner. I’m bles AND THE UGLY help my community and keep them from getting taken great peers at my brokerage, and I know I c 14) BEYOND CLEANING advantage of,” she says. “I give my clients the service my coworkers. Because every transaction AND DECLUTTERING: WHAT I would want to receive.” it’s important to have a community back IMPROVEMENT EXPENSES You’re only as successful as the rest of you MAKE THE MOST SENSE? Ana’s availability and flexibility are a big advantage.

“I tell my clients, if you find a house at 8 or 9 o’clock at night, let me know because I’m always available,” she says.310-734-1440 Ana also distinguishes herself by having experiPhone | Fax 310-734-1440 ence with a variety of different types of transactions. mag@topagentmagazine.com www.topagentmagazine.com “The training I received from my| previous broker preNo portion this issue may be reproduced any a manner without prior consent of the publisher. Top Agent paredof me for that, because he inwas land whatsoever broker,” she Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published explains. “So I have experience working with farms materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. and ranches, addition to residential in and around To subscribe or changein address, send inquiry to mag@topagentmagazine.com. the city.”

Published in the U.S. 2

When it comes to marketing her listings, Ana says, “I’ve been blessed with an awesome brokerage, and they invest big money to be able to handle all of the market-

To find outTop more Ana Alsp Agentabout Magazine call 918-273-8418, email anaalspach@

mailto:mag@topagentmagazine.com

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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Amy Prosser Top Agent Magazine

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Amy Prosser

Top Agent Amy Prosser has ranked in the top 1% of all realtors in the Greater Tulsa Area year after year, and is consistently a top 100 rated agent based off sales volume.

Amy bought and sold her first flip house at the young age of eighteen. She dove in head first; soaking up all things design and remodel, while simultaneously getting the home market ready and studying to obtain her realtors license so she could list the home herself. “I DIY’d the whole thing, educating myself along the way” Amy says.

“I was kind of a go-getter from the beginning, so it was pretty much in my DNA.” Ultimately, Amy sold that first home, for a sizable profit, to a young couple who was head over heels from the moment they entered the front door. She has been in love with all things Real Estate ever since!

Amy credits her passion for every aspect of the real estate industry, as well as her willingness 8Copyright Top Agent Magazine

to go the extra mile for her clients as being the predominant reason for her success. “If someone tells me it can’t be done, I will keep at it until I get a yes” Amy says.

She has ranked in the top 1% of all realtors in the Greater Tulsa Area year after year. She is consistently a top 100 rated agent based off sales volume and recently hit top 25 for individual agents among a roughly 5500 agent pool. In addition, she is a top 3 agent based off sales volume out of 550 agents within the Chinowth & Cohen family, where she holds her license. This consistent level of success is reached near-exclusively from a repeat and referral client base that she has to thank for her entire career and continued Top Agent Magazine

upward progression. “They can trust the process because they know I’m going to get it done and that I always have their best interest in mind,” She says.

Amy leverages her many relationships and connections in the Tulsa area to make sure every point along the way leads to a successful Top Agent Magazine

and smooth sale; from lending, to appraisals, to inspections, to title. Amy adds, “If it can’t be done, then it truly can’t be done, because I know I have exhausted every avenue for my client.” She is known for consistent communication, savvy negotiations and ensuring a positive experience for all parties involved in the transaction.

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Although her entire business (in which she partners with her husband, Ian) has expanded into custom designs, luxury builds, and new development projects, there is still a huge focus on traditional home buying and selling. Their focus at AMIAN Homes is “All Things Home”, which beautifully compliments Amy’s real estate career.

Although her entire business (in which she partners with her husband, Ian) has expanded into custom designs, luxury builds, and new development projects, there is still a huge focus on traditional home buying and selling. Their focus at AMIAN Homes is “All Things Home”, which beautifully compliments Amy’s real estate career. She has a hand in everything from staging and interior design to overseeing the listing photography. Her attention to detail on every aspect of the selling process, as well as her design background help her to market each property correctly and get it sold at maximum value and as quickly as possible. Her properties rarely sit on the market longer than 30 days before having a Buyer under contract, and her listings consistently sell at top valuations for the market. They are typically sold at the highest price per square foot in the given property’s neighborhood, which speaks to the marketing strategies that are being imparted into each specific property.

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After twelve years in the business, Amy is currently capping out at approximately $25-28 million in sales volume, annually. The majority of Amy’s transactions fall in the $300,000 to $600,000 range. However, she works with many different price points and loves variety in all homes and areas. Amy knows the importance of fostering good professional and personal relationships in the Tulsa real estate community and considers other Realtors as collaborators and friends.

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She is also committed to doing good through involvement with her church and several charitable organizations. Amy is on the board of Project Orphans where she helps to coordinate their bi-annual Gala to raise funds for the organization; as well as visiting her “family” in Africa when she can! Her last visit was two years ago when she was pregnant with her second little boy and she can’t wait to get back! As a mother of two precious babies, Amy believes it is important Copyright Top Agent Magazine 11

that her young children, Ember and Brock, get to see their mother’s work first-hand, often joining her for meetings throughout the week. When not working, Amy and the family enjoy spending time with family and friends, staying active outdoors and absolutely love all things water related! Albeit rare, Amy loves to sneak in an occasional low key evening listening to music and researching anything personality related. Most importantly, Amy just loves life and is always looking forward to the next adventure!

Amy plans to keep building upon the amazing momentum of her business and is open to whatever

the future may hold. She still works a large amount of hours throughout the week, recently bought a downtown office in the Tulsa suburb of Jenks, oversees 5 full-time employees for real estate and development projects, has 50-60 personal subcontractors on their new builds, and is continually strategizing for additional creative ideas to expand the business; all with the goal of furthering the umbrella of “All Things Home.” Amy wraps up by saying, “I think having the passion for what I do, where work doesn’t feel like work, is absolutely critical to sustain what I do every day. I don’t feel like I’m working most of the time that I’m working and that is the best part!”

For more about Amy Prosser, you can explore her website - amianhomes.com, reach her by email at amy@amianhomes.com, or by phone: 918.805.9713 www.

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Sullivan’s Custom Cabinetry is proud to congratulate

AMY PROSSER

on being featured for the State of Oklahoma in Top Agent Magazine!

Sullivan’s Custom Cabinetry 918-445-9191 info@sullivanscabinets.com sullivanscabinets.com

www.

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 14

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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ANA ALSPACH Ana Alspach got started on her path to a real estate career in 2012, working for a loan company in Oklahoma City. She revisited her passion for real estate in 2014, when she moved back to her hometown in northeast Oklahoma and began working as an unlicensed assistant at a real estate brokerage in town. “They were looking for help, so I jumped in and helped,” Ana recalls, “and that sparked my passion all over again.” She earned her real estate license in 2019, and she has already established herself as a standout in her local market. Ana enjoys helping her clients achieve their real estate goals.

With RE/MAX Energy Oklahoma City, Ana primarily serves central Oklahoma, including Oklahoma City and the surrounding area, although she has been known to go all over the state for her clients. One way Ana sets herself apart is by being the only bilingual Realtor® in her office, and she loves being able to help the Spanish speaking community. “It’s a pleasure and an honor to help my community and keep them from getting taken advantage of,” she says. “I give my clients the service I would want to receive.”

Ana’s availability and flexibility are a big advantage.

“I tell my clients, if you find a house at 8 or 9 o’clock at night, let me know because I’m always available,” she says. Ana also distinguishes herself by having experience with a variety of different types of transactions.

“The training I received from my previous broker prepared me for that, because he was a land broker,” she explains. “So I have experience working with farms and ranches, in addition to residential in and around the city.”

When it comes to marketing her listings, Ana says, “I’ve been blessed with an awesome brokerage, and they invest big money to be able to handle all of the marketing for us.” She also extensively promotes her listings Top Agent Magazine

on social media including Facebook, Instagram and Snapchat, and she is even looking into using TikTok to reach the newest generation of homebuyers.

Community involvement is important to Ana, and she is a member of NAAHREP, the National Association of Hispanic Real Estate Professionals. She also recently became involved with The Homeless Alliance. When she is not working or giving back her time, Ana enjoys shopping, wine tasting, going to shooting ranges with her husband, and spending time with family.

In the future, Ana plans to continue growing her business. She is set to begin working as a team with her husband next year, and in the next few years she would like to earn her broker license. Above all, she wants to continue giving her clients the best possible service.

“My passion is helping people,” she says, “and helping them achieve the sense of peace and stability that comes with being a homeowner. I’m blessed to have great peers at my brokerage, and I know I can count on my coworkers. Because every transaction is different, it’s important to have a community backing you up.

You’re only as successful as the rest of your team is.”

To find out more about Ana Alspach, call 918-273-8418, email anaalspach@remax.net, or visit anaalspach.remax-oklahoma.com https://

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property Top Agent Magazine

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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