Selling Poinciana One Property at a Time.

Wow, what a timely post. I have many inspection issues going on right now. I have VERY little hair, might pull that out. Inspections sure keep the business interesting don't they.

Thank you

rerserved for  t  l   w

Scott, It's a good thing to remember that sellers ALWAYS know what's wrong their properties. Get estimates. That's my best advice.

Sounds to me like the Fantastic Four have struck once again, BB, Wendal, Dan & Khan.  When the team knows what the goal is it's much easier to play the game.  Thanks!

So many people make drama out of everything. I like the way you see everything as only a potential bump in the road; that is why you are successful.

There really are very few issues in a home that cannot be handled when you have competent people to turn to. Communication is the key here, and it sounds like you have done a great job communicating the issues, and having them resolved in a timely manner.

I expect a few palm to forehead reactions to this common sense post about day to day life of a Realtor.  Well written piece BB

BB - that was clearly the right thing to do, and it worked. Preparing the sellers in advance makes so much sense.

Jeff

BB - great post, and just a bump in the road. If we don't react and make it a huge problem, then our clients won't either. We are here to facilitate solving issues as they arise. Love your approach to this! Also, the fact that you discussed this with your sellers at the listing presentation is so important.

Good one, Bryant.  That's that way to slam dunk 'em.  Wouldn't it be great if more agents would take your lead?  Sure would make things run smoother.

SERIOUSLY can you please come and sell in my market?!?!  You are looking for a new old people house in an age restricted community.  We have plenty of those here and I can help you with that and send you a referral fee.  Your business then would take off on it's own!

You're so right, Bryant.  Nothing beats having a good team.  I know the people I can call for nearly any issue that comes up, and I can get estimates, get quality work done at reasonable prices, and work with the listing agent to negotiate which will be paid for by seller and which by buyer.  Life is so much less stressful when we concentrate on problem solving rather than wringing our hands.

Bryant - I say that's the way to go.  Sounds like you did an A-1 job!  Why haggle over a possible deal breaker when you know what already exists?  You were right to educated your sellers and have them make the repairs.  Everyone involved comes out ahead.  It's a win-win situation.

Staying calm and cool, puffing your ceegar while calling your peeps. Bravo! And something to remember for an upcoming inspection.  Not my listing and its bank owned. Buyers however have been prepared.  Role reversal.  But the "Unknown".

Bryant - being prepared always make you look good to clients. good job

Well done Scott!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

I've tried to beat Billy to the comment for years, I suspect BB tips her off when posting. Truth is I've wondered if TLW & BB are really just one person.

Bryant,

Not only will the selling agent want to show your listings, the seller will be singing your phrases! A little bit of education when listing is the difference between a hero and a ...

Well done!

Bill

BB - We call our brokerage Sabinske & Associates for a reason...our Associates are people we trust.  They may or may not be realtors.  They are often title people, mortgage people, inspection people, repair people, roofers, plumbers, whatever.  But they are people we can call, will return our calls nearly as quickly as yours, and people we can rely on to do their best work for an honest price.  We also educate our sellers about the possiblities.    GREAT post.  Thanks.  May the others learn from your experience! 

Bryant- Yep, we got our 'peeps' lined up. We don't get too many issues with home inspections. Most of the time the sellers keep things up. We just listed a gorgeous waterfront intracoastal property that is perfect. I did not see anything wrong with it. The seller told me that the sand shifted under the patio outside and a section dropped by 3 inches. He is having a paver company come it to replace the entire patio and make sure it is all level. Now those are the kinds of sellers we love to work with:) 

Hi Bryant... I couldn't agree more... the solution is in how you approach any situation and the expectations you set from the beginning.  Way to go!

I love my "peeps". The great ones get fed by me and the bad ones get thrown away so fast, they didn't even realized it.

But I'm not surprised that my Broker Bryant did all that. He's constantly on top of things.

And also, btw, it's his job.

With the exception of termite completion, it seems to have become more-of-the norm around these parts (Los Angeles, CA) for buyers to prefer to obtain their own estimates; and then negotiate financial concessions.

Some buyers seem to have gotten the notion that peeps working for the seller may be more slanted towards doing quick and cheap patches; than a contractor or repairperson that they, as buyers, would choose to employ.

We point out any potential concerns we see to the sellers, before listing a property; we obtain estimates and incorporate those estimates into our disclosures to the buyer; but it most instances it would be the buyer's call whether they would want the seller to do the fix, or simply take a credit and hire their own peeps to do the work.

Way to go. .great example of the role of a listing agent in a transaction

Awesome, you solved the problems right away. This is what a good agent is all about.

I had pipes burst in a short sale home this winter, I got two bids, had the buyer agent revise her offer as the insurance company would not pay.

Sent to the negotiator along with the revised bid.

We are still waiting on the acceptance but it is up the food chain so to speak.

Your absolutely right that the seller has to deal with it one way or another. In Oklahoma it would require that the sellers disclosure of property condition be changed so it would be disclosed to the next buyer. Personally I would rather deal with the devil I know than the one I don't. Termites also have a way of turning a home into an all you can eat dinner.

Thanks

B.B., we will never be judged by how smooth we made the easy one go , we will be judged by how seamless we can make the hard ones look...when other would have stumbled.

I need to update my peeps thanks for the reminder

very good post>  we need to educate the buyers so you can work to resolve.  Have a good handyman in your pocket to remedy most issues.

You folks defused the bomb before it ever started ticking. Just plain smart and experience....

Sounds like a good ending. Hope everything works out well! As an inspector I understand that when emotions are up and down it can really hurt things to make a mountain out of a mole hill.  Having a strong construction background helps in being able to explain the fixes while pointing out the deficiencies. This keeps everyone on an even keel instead of the OMG reactions.

Good luck!

What a great testimony.  Just shows how developing relationships and building on past experience can help you diffuse an otherwise deal-breaking situation.

Brian, Wow this sounds like my last  inspection. Buyer agent sends me repair list..she says 'oh no we have  problems".

My contractor was at the house that same day, estimate in hand, out of town seller signs repair request and the same day, inspection contingency is removed. Buyer agent : "I thought you would want to negotiate and reduce the price."

My team consists of many contractors..including termite, radon, landscapers, general, roofers, concrete, electricians, painters, plumbers. Funny thing they feel honored when I call. This is what make a successful team.

BB, Another well written common sense post.

Oh so true! Getting the seller prepared at the time of listing is crucial. Getting things fixed before the listing is even better. Either way its going to cost money and in this market, it will be the seller's money!

Sounds like you did a great job by educating the homeowners, and having such a great team of "peeps".  Thanks for sharing! Congrats on the feature post again:)

Terrificjob Bryant.  The key was that you had prepared your sellers for repair requests.  I have seen many deals die due to the seller had no idea that repairs can be requested based on the home inspection. 

If it wasn't for my "peep," I don't know what I'd do!  We are only as good as our tools, and that tool box MUST contain vendors who are loyal, experienced, cost-effective and prompt.

This worked out well. Also, there were no surprises. The buyer got to see the problem. If you just repaired it a month before the listing the buyer might have been worried and turned away.

Good result!

Super Agent to the rescue!  This is the way I like to operate too and the buyers agents are usually surprised too!

BB

I think we need to change it from Broker Bryant to Super Broker Bryant!  You are amazing!  The importance of surrounding ourselves with a good team of reliable people is sooo important.  I had the sweetest lady who wanted to list her house on Tuesday.  She has been out of town and came to inspect...you guessed it we needed to do a lot to get it ready.  On Tuesday afternoon we had called a painter painting our choice of color....best cleaning lady ever busy scrubbing...carpet picked out and scheduled to install by Tuesday...this house will be ready to go in one week!

Yes, those 'fixers' are essential to our business and it hurts bad to lose them. I had one of my 'all purpose' guys pass suddenly and it was a huge loss.

It's also a good testimonial to spring the extra 60 bucks for 'seller's/listing coverage' on a home warranty.

Inspections are going to happen (if you are lucky enough to get an offer).  My sellers are all aware and prepared to do the "fixing".  I have a wonderful resource that I can call on who absolutely will drop everything to help me.  And in case of disaster, I have a back up for him in place.

We are in this business to bring deals together, solve problems on the fly, and NOT TO MAKE MOUNTAINS OUT OF TERMITE MOUNDS!

Hey BB,

Success is all about the preparation my friend. You achieved success because you were prepared. It is the same thing when it comes to taking a Listing or Writing an offer.

Being prepared having several answers at the ready for any objection will end in success.

That's one reason why I always add a "fix it" fee to the seller's estimated net sheet upfront.  This prepares them early so they can expect the unexpected.  You're right, it's all about education, communication and having a great team in place!  Congrats on your sale! 

Wow, I'm so glad to read this post!  I have a property under contract right now where we are afraid there may be some serious drainage issues... Supposedly the seller paid $3,600 for these to be repaired, however the listing agent refuses to give us any information regarding the repairs -- as a matter of fact she just emailed me last night not to "question her sellers"... Sure wish I had you on the other side of this transaction!

It's a challenge to pull a team together but once you find the right people you're golden.  I've had a tough challenge lately on a bank-owned property.  To date I've had to get trash-out guy, general contractor guy, termite guy, pool guy, roof guy, demo company guy, interior flooding cleanup guy, ground contamination guy and tree guy. 

Whew. 

But we're nearing the end and I now have a couple more good guys on my side if I ever come up with similiar problems.  The only guys I didn't have on this project (at least yet!) were septic guy, plumber guy and foundation guy.

Don't forget to pull the proper permits so it  can be re inspected after the repairs.Be careful who you contract or it may lead to even more issues.

I think it's wise to bring this up at a listing appointment.  Sellers want to list with someone that is going to get the job done quickly and efficiently but also with as little cost to them as possible.  Knowing that you already have a network of people that you work with if issues come up during the inspection, may just be the icing on the cake that sets you apart from other agents.

That is a great attitude. Just deal with the problems and have the experts come in. Sometimes repairs will be way less than people are expecting in their minds.

Great post!  So many times agents panic when a proactive approach easily smoothes things over.  Sellers love to hear, "I got it!  No problem!"  And the heads-up at the listing appointment is priceless.

 This is why it is a great thing to have an inspecition done before you make your purchase. Sometimes its good to have an inspection done after it rains. You would be surprised what you see.

 www.secretshoppingblog.ca

Communication, Communication, Communication--Prelisting-Listing-Contract-Inspection!!!

With not only the sellers, but the buyers broker, and your Peeps.

Good Post and perfect example of getting the home SOLD!!

Rock-On Broker Bryant

Great job!

I find that the serious isues are easier to get done than the little nit picky ones. Sellers know that they won't be able to sell the home to anyone unless the repairs are made. The choice is simple, fix the problems and close quickly or keep the house.

That's the way to do it Bryant and another good reason why I always encourage Sellers to have their home "Pre-Inspected".

That's the way to do it Bryant and another good reason why I always encourage Sellers to have their home "Pre-Inspected".

(sorry, wasn't logged in before)

Excellent.  Train went off track.  You repaired the track quickly.  Train going again.  Bravo!

Good job....Way to get things done! I see some folks spend way too much time trying to dissprove the home inspection report in disbelief that anything is wrong. I understand that many folks are upside down in their homes right now, and just don't have the money to fix what is really wrong with theie homes. But in the end it IS what it IS. :)

Bryant, Thanks for the great post.  I am working a transaction right now with inpection issues....don't they all?.....anyway, we will work through it.  I asked the seller to remain calm, let me get my people out to give her answers, so she can give the buyer answers.  Have A Great Week!

Bryant, that is so much smarter than the way most agents handle stuff.  When sellers expect to have to do some stuff, and then you have dollar amounts for them, there's lots less to freak out about.

Very good tips- I love my home inspector - Alan Beal- he and his team do a fab job. It is very high-tech with a full detailed electronic report with photos. I agree with you that sellers need to be forewarned of possible issues that an inspection could turn up and of the associated costs.

My problem has been more on the buyers' side. They're so afraid of making a bad purchase, and they believe the list of homes to see is unending (until they find out it's not) that any problem sends them running away. 

Great post Bryant!  Education on the front end really is key with the sellers!! 

BB - Great example of what so many preach, but don't do nearly as effectively as you just did, provide "service" to the client.

Job Well Done Bryant!   You are a true professional!

We sold older and historic homes and have found that getting an inspection and repair estimates even before entering the market is anotehr great way to keep deals from tanking when the buyers' inspector visits.  We call it our Smooth Move Program and sellers love it!

THat's one reason I like a pre-listing home inspection, but not many sellers seem to want to face the issues up front.

Great 'peeps' . . . and you're right.  The tone you set reflects in future business.  I would LOVE to work with agents that are so pro-active and don't take the repairs as a personal affront. 

Excellent advice!  I spend a lot of tme going over the contract to "educate" buyers and sellers about this time period too.

BB,

You hit the nail on the head!  EDUCATE/PREPARE your Sellers ahead of time!  No surprises!  You have a wonderful business model!

BB, it sounds like one of the essential ingredients in your success was doing everything in a timely manner before everything got pushed out of proportion.

Congratulations

I just spent several days negotiating repairs although I had educated, educated, educated AND seller has a license but doesn't use.  Great post, and I am a huge believer that if you overcome certain obstacles at the listing appointment, you'll have a smoother road to follow. In this last case I was very fortunate to have an experienced professional that had done her homework, knew the area well, and she was more than helpful in keeping things together. She represented her clients appropriately, as I did, but we worked together to resolve the issue. Closing coming up. I also love my "peeps". I can send an email at midnight and have an answer in the morning.  A lot of our job is about building good relationships at all levels.

It's so true.  I love turning a mountain into a molehill with just a few phone calls.  What could have been major drama vanishes in the context of a few minutes of my time. 

Hi Bryant -- Totally agree.  Having a strong network of peeps is invaluable.  Once people can wrap their head around the issue in detail, it seems a whole lot less of a scary monster and the facts can be evaluated and good decisions result.

Doing it timely, I must say, you take 1st prize in speed, efficiency and your perspective on it, your sellers and even the buyers and their agent benefitted greately from your problem solving approach.

There's an old saying: You are either part of the problem or part of the solution, which one are you?

It's SOOOO easy to see you are the former!

Contrats!

Great post with good advice.

Great story to share and what a great ending. You are absolutely right about preparing your client about inspection and repairs. Best is to get it all done befor listing and don't give anyone any reason to not put a contract on your listing.

I'm running into this right now.  But I have both sides of the transaction.  We have the quotes and are trying to figure out an equitable solution.

I am tempted to make a joke but in this culture you could get in trouble.  As we used to joke in insurance when it looked bad, "Patch and Paint."

Getting the seller to have an inspection completed before placing a property on the market is on my list of action items "strongly" suggested to the seller during the listing presentation. I tell the sellers; "The buyers are going to get one done and we do not want any "surprises" once we get a signed contract do we?". 95% of my sellers agree with the "suggestion" and spend the small amount of money required if they are really serious about selling their property.

BB - We actually created our list of 'peeps' as a result of our REO business, but having them handy and ready to jump at a moment's notice has really helped our traditional book of business. Since we provide them with work reguarly (they have to win the bid of course) they value our business, and we have been able to parlay their expertise into pre-listing repairs as well. We've been pre-inspecting and pre-repairing prior to list so that the buyer and selling agent never even get a chance to freak out.

Great advice, Bryant.  I really enjoy your posts and this one is definitely relevant.  It always amazes me how many agents throw in the towel after receiving bad inspection news.  That can be very frustrating when you're the listing agent and have had the home under contract for a couple of weeks, only to learn that the selling agent is giving up so easily.

I plan to put your advice about cultivating relationships with business professionals to use.  I do have some very good relationships, but your post has inspired me to reevaluate them to see if I can make them even stronger and to find areas of opportunity to develop new ones.

Thanks!

Tiffany

Hey Brian--I am an attorney and I have seen all kinds of Realtors. I am always impressed with those who realize their work starts when something is not exactly perfect. or worse. You have demonstrated, in specific terms, how you earn what you make.

Take the time. Analyze what is wrong. Keep cool. Keep trying to get to "yes"

Those are my rules.

Wow!  If they could all go that way!  I do believe in it mind you.  Notice of defaults are down a bit in my area and so maybe it is because Short Sales are the New Way, the New Deal... ya, that's the ticket!

I had a situation last week with asbestos. It was mentioned in the inspector report, and the buyers were concerned. I called my seller and within an hour he had an appt set up for it to be removed.

The next day it was removed, air quality testing done and we are now happily under contract.

Sellers need to realize that problems dont just go away, the next buyer to the table will have the same inspection issues, so you might as well take care of them.

Good job on taking the reins and getting it done,

Good for you, I totally agree about educating the sellers at the listing.  I had an inspection the other day and the inspector was so rough on the heating and ac switches that he blew a breaker.  He put on his report that they did not work and the buyer wants fixed.  My seller called someone out right away and got it fixed, but the inspector will be hearing from her attorney on Monday!

Hi all. Great comments as always.

I want to give my thoughts on having inspections done at time of listing. I usually don't recommend this unless I feel there is a major issue that the seller is trying to hide. If that's the case then yes an inspection is not only a good idea but pretty much required.

If the seller is aware of issues (and the always are) and willingly disclose then I see no need for a pre listing inspection. The reason is because I don't want my seller to spend money on an inspection and then on repairs only to have another inspector come in and find other issues. And you know they will. And when this happened the seller is less receptive to fixing things because they already did. I've had issues with this in the past and now would just rather have the buyer's inspector and the buyers tell us what they want repaired. 

OK that's it for me. I apprecate you stopping by and participating. Hopefully this post gave you a new idea or two for how to deal with repair issues.

Enjoy the rest of your weekend.

BB - Another great post and reminder on how I strive to conduct my business!  Coming from a design background has really helped me build my  own "peep" portfolio.  I have at least 2-3 "good guys" for each trade.   They can make an impossible situation seem insignificant and keep your sellers smiling :)

BB,

This is a great suggestion.  So much of our job is just in educating our clients.  I am forming my list of "peeps" now for if/when this happens to me.  thanks

Good reliable "peeps" are worth their weight in gold!  I usually get my termite inspection prior to even putting the house on the market, and provide that report to the buyers immediately with the seller's committment to pay for the damage.  In my area, if you don't have either termites or dry rot, you had a blind inspector, or your house was brand new!

There is almost always a solution for every problem - our job is to find it!

Excellent! I agree, you gotta talk about this during the listing appt. Amen!

Often once the sellers understand that as soon as we know about a serious problem, like termites, we as agents (as well as the sellers) MUST disclose this to potential buyers. As is, is not just plain As Is. I even explain that to them as we list the home. They understand from the start that they do not have to fix any problems at all. However, if a serious problem is found, the buyers will likely run for the hills. Now, we can put the home back on the market, but with unremediated problems like termites, you can imagine what buyers will do. Cross it off their lists before they even take a look. And if they do look they will without a doubt double what it will cost to fix the problems. So, the seller is almost obligated to fix serious problems. Either that, or sit with a very undesirable home for sale in a buyers market.

BB, another great post as usual...cut right to the chase.  I wish I could morph into you for a day.  Just had a "bad" septic inspection, and a good septic contractor is not on my "peeps."  My buyer is freaking out.  Scotty, beam Bryant down!

Good stuff, BB.  Knowing what might come up and having a plan in place is always a good idea...

It was great that the repairs were not costly.  Sometimes the cost is the killer of the deal.

An educated buyer goes a long way in getting a transaction done too....the seller isn't going to build a new house for them!  

Broker Bryant - this is probably the most helpful blog I have read all day. I'm going to send this to my broker - I'm sure he'll want to pass this on to everyone else in the office. It seems so OBVIOUS but then again, common sense usually IS.  LOL

Bryant, this is just one of the many reasons you are awesome. What a true testament to #1 not just seeing it and taking it personally, but calling on your reinforcements to get things done, but also #2 working to solve a problem before it really is one. Great job!

Now that's how it's supposed to be...get on it and get er done!

Cooler heads prevailed. Inspections can be a source of drama in my market and this is a great reminder that it doesn't have to be.

Wow, great example of a proactive agent. Thank you for sharing Bryant.

Your actions are the definition of a professional.  You educated your sellers and were prepared in case any repair issues came up, and most importantly you didn't panic and cry about the sky falling or the termites flying in this case.  Good job!!!

I agree, prepare the sellers for the worst and hope for the best. If it happens, they need to know the problem won't go away and now it is a known problem and they have to disclose it, so why not fix the problem and sell the property to someone you already know is in love with the property.

I like to do my home inspections up front before the listing is taken to avoid as much wrangling and difficulty as possible.

It has probably already been said - responsiveness and prepping your sellers saves a transaction. This needs to be in every listing presentation. Thanks.

Educating our clients is something we have to do. I have a short sale listing that has problems. One potential buyer knows it and is not running away from it...so far. This buyer is an educated one. Getting things done is the way to go and our clients appreciate it!

Too many agents get discouraged over inspection reports. Much of this can be avoided by setting your buyer's expectations. It always surprises me when agents and buyers are "shocked" when our inspection reveals very obvious problems.

I can smell mold the minute I walk in the door. I have to report on the dark stains and odor noted all over the walls in the laundry room, or when the toilet is sagging and the floor is completely rotten. Then the home inspector gets labelled as a "deal killer".

Come on agents! YOU need to set your buyer's expectations properly. If they are buying a trashed, old forclosure, don't you think there might be a few issues with the place?

We've written several blog posts about buying homes built in the 1950's, 1980's, etc to help agets out. When the proper expectations are set, buyers are far less likely to walk.  

Bryant, this is what separates the pros from the amateurs. Communication up front with the Sellers, pro active handling of inspection issues, and solution to Buyer's agent in a  warp speed  TIMELY fashion. WOW! I'm not surprised, and am impressed :)

My oh my, what a timely post!  I have just been through a similar situation but, like you, I had educated my sellers prior to listing and they were prepared for what "may come".  IT did come and we were able to swiftly move into action and keep the deal moving forward.  I like Phillippe's comment above - each decade seems to have their own "issues" and agents should be well-versed on them!

From the desk of David Dee,

BB, inspections can wreak havoc on the transaction. Great reminder about having the 'peeps' in line to get the job done quickly. Teamwork is essential to great success.

Great comment thread! Thanks to all for particpating.

Educating our custmer/clients and setting the right expectations goes along ways to having a smooth real estate transaction.

There were so many comments forgive me if this has already been stated: If i notice some "issues" while on the listing appointment, i will suggest a Pre- Listing home inspection...if the price of the home warrants it...so we can address the issues prior to the buyers home inspection. If the clients are unwilling, that's fine... but the discussion preps them to expect some repairs after a buyers performs his/her inspection to keep the deal together :)

I always go over inspection issues with buyers and sellers before the inspections are done.  I think telling them how the process works helps and keeps friends and family from telling them their version of how it should work. I, like you, am very proactive in getting the repairs done.  No use in fighting about what will have to be fixed one way or another.

You are so right.  And I usually recommend that sellers get at least a pest inspection done before the house goes on the market.  If they take care of it in advance, it's a non issue. 

And you're right.  They usually have a pretty good idea about major issues.  It's when the hold back from telling the listing agent it becomes problematic.

You didn't even have to slow down to solve this one BB. Great job, planning is the name of game. Calm planning BTW.

Great post, as a professional home inspector of 24 years I recommend obtaining a "Mold Airtest" prior to closing up the repairs for your protection and put it in your file.

Great post!  Shows why having a "can do" attitude is important.  Only other piece of advice to add is  having the seller do a "pre listing" home inspection.  If I go on a listing appointment where I see repair issues, I always recommend it.  I often recommend a pre inspection by a termite company if the seller does not have a termite bond (in our market area many companies do not charge for this).  Both of these help the seller avoid big surprises near the end.

Actually I am rethinking my position on having sellers get an inspection done prior to placing the property on the market based upon a comment in the recent issue of REALTOR. Specifically regarding the liability issue for sellers and the agent and the requirement to disclose any deficiencies discovered as a result of the inspection.

In a current trasaction the buyer's inspector discovered a $2,500 issue that apparently my seller was aware of and did not disclose and was not picked up by the sellers inspector. Definitely puts us in a weak bargaining position.

As a vacation rental property owner I deal with this stuff all of the time.  Thanks for the great advise.

Blog Boy...

This begs the question: When we buy our new house are you going to take your own advice this time around? Well? :)

TLW...ROAR!

Good job! Way to be proactive. I always try to get serious issues fixed before listing. I need some peeps!

Way to be proactive Bryant!  That's the difference between the top-producers and the part time waitors/waitresses.  (that's not meant to be disparaging towards those who are struggling due to the recession, just those who are lazy or lack passion for our industry and just got in when they thought it was an easy buck)