Value of My Services

What are you getting when you choose a REALTOR® to work with you? What is this worth to you?

Trust and Honesty
What are trust and honesty worth to you? They are hard things to put a value on. Besides peace of mind, what could an unknown agent cost you in terms of misrepresentation, faulty disclosures, etc?

References
These can help you sort through the many choices you have when selecting an agent. Were other sellers and buyers happy with the agent? When given an opportunity, what positive and negative things did they say?

Strong Credentials
The value in strong credentials is hard to determine. But, if you were going to invest your money somewhere, would you invest it with someone who only dabbled in investments, or with someone with a proven track record who is committed to helping their clients invest wisely? For most people, their home is their single greatest investment. Choose your advisor carefully. Ask what designations have been earned by the agent.

Time, Availability and Expertise
When you get right down to it, one of the major items the REALTOR® has to offer is time! You don’t have the time necessary to educate yourself on all the legal requirements, skills and tactics required to buy a home. You need someone to take care of the details, the errands, the phone calls, the contracts, the coordinating, the problem solving, etc. You need a REALTOR® with the expertise to knowledgeably negotiate, correctly comply with the law, etc.

Market Analysis & Market Plan
Through my in-depth knowledge of the market and a detailed study of comparable homes that are for sale, sold, and failed to sell, I can help you determine a fair price for your home. Through my marketing plan, I will help you obtain the highest price the market will bear for your home.

Internet and Multiple Listing Service (MLS)
The MLS is one of the most powerful tools we offer to the buying and selling public. Every agent has access to the system, but not every agent knows how to best use its power. Many buyers become overwhelmed when they first begin looking for a house. To narrow down their choices, they will sit in front of the computer and eliminate homes with poorly worded descriptions, bad photos, and incomplete information. I make sure your house’s listing in the computer will have buyers running to get to your house first! I will also make sure we have great pictures of your home to give the best virtual tour possible!

Problem Solving
Problem solving involves many areas to include experience, knowledge, ability, communication skills and time. A REALTOR® must know how to quickly assess the situation, determine the root problem, understand the buyer and the buyers’ REALTOR®, and come up with innovative solutions that will satisfy everyone.

Negotiating
If a REALTOR® fails you in this arena, you will be without the representation that is most valuable to you! It would be like going to court without your lawyer! Ask your agent what training they have had and what they would recommend in negotiations.

Settlement
I don’t just attend settlement, I orchestrate it! If this job isn’t done correctly, problems will occur before, during and long after settlement. I make sure the loan package is ready, requirements have been met, schedules have been coordinated, the figures are accurate, and that parties have been briefed on where to go, what to do, and what to bring. I’m not there just to collect a well-earned paycheck, but to make sure the transaction ends well.

Tools
Multiple List Service
www.TheHomeCoach.com—I personally designed this site to be a useful tool for my existing clients, rather than just another means to market myself to attract more clients.
Centralized Showing Services (CSS)
Internet sites
Computerized tax records
Property archive records
Criss-Cross telephone directories
School information database
Census Information database
Agent to agent e-mail
Agent networking
Computer software specifically for real estate
Professional digests and periodicals for the latest information
Regular meetings with my manager and agents in my office
Continuing education classes
Business improvement seminars
Lock boxes and lock box keys

Contacts
Title/Settlement companies and attorneys
Mortgage lenders
Home inspectors
Contractors (Plumbers, electricians, carpenters, etc.)
Movers
As a member of the Distinguished Sales Achievement Club of Anne Arundel County, I have constant networking with, and access to, the top REALTORS® in the county.

Problem Solving
It is the wise person who prepares for problems before they happen! I also believe in this concept for my business. For this reason I would like to share my problems checklist that keeps me busy every day!

My years of experience helping my clients with successful closings have armed me with the tools to overcome each and every problem encountered here; however, it would be unfair for me to say that this list is all-inclusive or that every problem can be solved. Here we go:

The Lender:
1. Does not properly pre-qualify the borrower.
2. Does not gather information quickly from the borrower.
3. Is sloppy, loses paperwork and delays processing.
4. Has poor communication with the buyers. Causes stress and confusion.
5. Loan rate and points not locked in, and then interest rates rise.
6. New or additional derogatory information appears on borrower’s credit.
7. Doesn’t approve of appraisal and requires a last-minute re-appraisal.
8. Does not lock in buyer when requested, plays the margins, rates rise and lender disqualifies the buyer because of costs.
9. Decides at the last minute borrower is too much of a risk.
10. Does not allow enough time to get the package from underwriting to closing, to funding, to settlement.
11. Misses underwriting condition requirements.
12. Wires the wrong loan amount funds to closing.
13. Delays funds being transferred to another settlement company.
14. Makes mistakes in the loan package

The Appraiser:
15. Not local and does not understand the market.
16. No comparable sales available.
17. Delays
18. Incorrect appraisal.
19. Appraisal comes in too low.
20. Predicates repairs on the property e.g. roof, painting, certifications.

The Buyers’ Agent:
21. Won’t return phone calls.
22. Lazy in getting details taken care of.
23. Transfers to another company.
24. Did not financially or motivationally qualify the buyers.
25. Goes on vacation and leaves no one to handle the transaction.
26. Does not understand or lacks experience in real estate.
27. Poor people skills with the sellers.
28. Gets clients upset over minor points.
29. Does not communicate, or miscommunicates, with their sellers.

The Buyer:
30. Does not meet with the lender quickly.
31. Did not tell the truth on loan application.
32. Paperwork not executed or delivered to the lender quickly.
33. Lied to their REALTOR®.
34. Submits incorrect tax returns to the lender
35. Lacks motivation or is overly nervous
36. Buyers’ attorney takes too long to review paperwork.
37. Family members do not like the house.
38. Is too picky about house conditions and home inspections.
39. Finds another property after going under contract.
40. Continues negotiating after the contract is agreed upon.
41. Gift funds do not come through.
42. Job loss, illness, divorce or other financial setback.
43. Contingency property settlement delayed or canceled.
44. Debts increase prior to settlement, buyer disqualified.
45. Settlement money spent elsewhere.
46. Does not obtain homeowners’ insurance in a timely manner.
47. Settlement money not delivered in a certified check.
48. Borrower does not like fine print in loan documents.

The Settlement Company:
49. Fails to notify agents of required documents.
50. Has Seller sign Power of Attorney not satisfactory to lender.
51. Incorrectly interprets contract.
52. Does not notify sellers’ lender in time to get correct payoff figures.
53. Delays in ordering abstract from courthouse.
54. Forgets to order survey of property.
55. Binder improperly assembled.
56. Does not coordinate with lender to schedule settlement.
57. Overbooks settlement schedule.
58. Makes mistake on HUD-1 and does not get it to agents in time for
review.
59. Misses or incorrectly adjusts for pro-rations, deposits, points, etc.
60. Does not understand rules relating to settlements.
61. Fails to notify parties of title problems in timely manner.

The Seller:
62. Loses motivation.
63. Goes on vacation without telling agent how to reach them.
64. Has covered defects in house that are subsequently discovered.
65. Unknown defects in house are subsequently discovered.
66. Home inspection reveals average amount of small defects that seller is unwilling to repair.
67. Gets an attorney involved.
68. Is unable to clear up problems or liens.
69. Last minute solvable liens are discovered.
70. Seller did not own 100% interest in house as previously disclosed.
71. Seller does not disclose information on front foot assessment fees, homeowners association dues, ground rent, etc.
72. Seller leaves town without giving anyone power of attorney.
73 . The notary did not make a clear stamp when notarizing the sellers’ signatures.
74. Seller delayes the projected move-out date.
75. Seller removes property from the house that the buyer believed was included.
76. Seller lacks equity and funds to cover selling expenses.

The Home Inspector:
77. Is too picky.
78. Scares buyer.
79. Infuriates seller.
80. Frustrates agents.
81. Makes mistakes.
82. Delays reports.
83. Damages property.
84. Unqualified.
85. Misses obvious problems.

Other Inspections:
86. Survey discovers encroachments on or against the property.
87. Wood destroying insects found.
88. Evidence of past insect damage found.
89. Well test fails.
90. Septic test fails.
91. Lead paint discovered.
92. Radon detected in the air or in the water.
93. Other environmental hazards detected.
94. Electrical, plumbing or mechanical problems discovered during final walk-through prior to settlement.

Others:
(to be determined or sprung upon us by surprise…)
95.
96.
97.
98.
99.
100. (and there will be more…)

Most buyers and sellers never realize what work goes on behind the scenes to ensure a successful settlement. I wanted you to understand these potential problems for the following reasons:
1. A transaction can not close until all of the previously mentioned problems have been resolved.
2. To let you know that I have great experience overcoming these problems.
3. To make these pitfalls clear to all parties involved.

The bottom line
Not all agents are alike in experience, knowledge or customer satisfaction. Make sure you choose your agent wisely!