Recently at a leadership conference I listened to David Horsager. If you haven’t read his book, it is a “must read”! (The Trust Edge). Regularly it is good to be reminded that our success in life depends upon trust. Do others trust us, or do we trust ourselves?

New Year’s resolutions typically involve more exercise, eating healthier, follow up on a to-do list, and the list goes on. What I sometimes forget is when I fail myself, I lose trust in ME! Things to remember this year: I will continue to earn your trust by helping you meet real estate goals, I will continue to earn trust in myself by consistently defining personal goals to make my life journey more meaningful to others.

Have you ever wondered what it is like to be involved with folks that are at their greatest stress levels? Every real estate agent can go into great detail about helping people through tough times. Packing, making tough decisions, maybe adding others issues to the mix, i.e., down sizing, illness, death or divorce–we have seen it all. Yes, it is fun to see a family find the perfect home and see kids choose their own bedroom, but most of the time the stress comes through.

Recently I watched a family follow their dreams to a new job and community. Not only is our market challenging for sellers–buyers can struggle with the lending process. Low appraisals, excess work requirements, paperwork demands and delays, and the final hourly countdown until the keys are handed over–it all adds up to stress. To my seller friends the trauma was endless. Let me give one piece of advice: communicate! We are here to reach out to every available resource and get the job done. Be nice, for goodness sake!

While driving around our city (taking pictures for spokanepics.com) I have been excited to see some new development. Financial news hasn’t always given us the warm & fuzzies, so I am pleased to see some progress!

We were in Browne’s Addition yesterday and noticed small businesses (i.e., a Tully’s coffee shop) and activity around the area’s hub. Also at the Wandermere shopping center there’s new construction which has stirred our curiosity, and close to home a retirement apartment complex is being built. We noticed this in just a few short hours, going and coming. Is it enough to say things are turning around? Probably safer to say “we’re still alive”!

Happenings in a real estate agents life can vary from hiking around vacant land, going in old or new houses, or sitting with clients as they sign documents to purchase their new home. Personal lives get set aside while focusing on the needs of the client. Everyday I do the same thing, but I add another dimension to my role as a REALTOR. My additional focus is to try and find areas where all real estate professionals can improve and then create educational material on that subject.

Last week, as I was finishing up a class on negotiating, it was very interesting to think about how we negotiate every day. Even with ourselves. The alarm clock goes off… do I have just five more minutes, or is there no room for negotiating? My belief is that the better we are at knowing (or recognizing) the goal, the easier it becomes to prioritize our actions. The subject has been studied from the beginning of time… human nature, how to succeed, motivation, etc.

In my office I have an old scale my Dad had cherished, and a hand wood planer he had so carefully refurbished. On the scale is this little note; “weigh everything”, and on the planer “shave everything down to the core principle”. Good advice Dad! And on Mother’s Day… advice from Dad!

I’ve been talking and writing about the Sacred Heart Children’s Hospital Clubhouse for over 8 months. From the first task force meetings until the Clubhouse was reopened in June 2010, everyone knew that something special was happening.

Excitement of the Clubhouse abounds! Stories are being told by REALTOR volunteers and the hospital staff. The kids’ smiles are precious and quickly renew our spirits. Certainly our volunteer hours are appreciated and making a difference. You or anyone you know are welcome to come volunteer and catch the spirit.

We’ve put together a short video clip so you can see inside the Clubhouse. Please take a look — it’s a fun place! If you want to know more or have questions, call me or send an email or text anytime.

Have you heard the secret about investing in real estate? We would have to live under a rock to have not heard the encouragement, “It’s time to invest!” You may have received notes from your favorite REALTOR® that state it’s a great time to buy real estate. In a few years when our economy is again buzzing with activity we will hear someone say “I should have bought a couple of rentals.” It is no secret – timing has always been the trick to investing.

In order to get a grasp on the skill-set needed for owning real estate properties, it is important to talk to the experts. Property managers work for homeowners. Some of their duties would be to secure tenants, manage maintenance and handle the emergencies. There are many professional property management companies in our area, several of whom were willing to share their wisdom and insight.

Who rents a house, condo or apartment? Greg Hansen of G.K. Hansen Real Estate explains that in the current economy there are families that have lost their homes to foreclosure and need a rental property. Many are struggling with credit challenges and cannot qualify for a new loan to purchase. Hansen noted that he is seeing new tenants asking for longer term leases – knowing it will be several years before they can qualify again. Also, there will always be those who do not want the responsibility of homeownership. Renting and leasing can be very appropriate for some.

When is the best time to invest in rental properties? And why? Several answers stood out when local area property managers were queried. Ron Dickerson of R.W. Dickerson Management Co. says, “It’s always a good time – it’s a solid investment. I can walk up and touch it. Stock can be gone with no recovery but I will always have the property.” Time has indeed proven that in spite of economic ups and downs, the real estate investments continue to have the least risk. Dave Baker of Baker and Associates says, “I cannot remember a better time to buy. Prices are favorable.” With low interest rates, if an investor can qualify for a loan, this is an opportune time to take advantage of the marketplace. The tax benefits are worth investigating. When the tenant pays rent and the rent pays the expenses plus the mortgage, over time, it can be a self-funding retirement investment.

Now that ownership is a reality, what’s next? How and why would anyone use the services of a property manager? Dave Baker feels that, in his opinion, most horror stories about residential property management occur with properties that are self managed. “The owner is too close to the property itself, the tenants, and owners may lack the experience to make the tough decisions.” Ron Dickerson feels that there are many rules and entrapments. He finds it extremely important to understand the law and to be able to work with attorneys. Some of the duties of the property manager would be to advertise, locate, screen, place the tenant and collect the deposits and rents. Also, to keep records, pay bills, forward net proceeds to owner, inspect and handle maintenance. Property managers handle deposits and damages. When necessary, they handle the eviction process. All are well worth the professional management fee.

These property managers all agree that investing is wise – all are property owners themselves. They believe in their product and the services they provide.

Each real estate investor must evaluate his goals. Retirement, college, or estate building – reasons abound. The time is now! We invite readers to contact the many qualified REALTORS® and Spokane-area REALTOR® companies that also offer professional property management services. When you choose a REALTOR® who abides by the Code of Ethics, you are choosing a professional property manager you can trust, and their expertise and professionalism will be valuable for achieving long-range investment real estate goals in the Spokane region.

Published in the Spokesman Review September 26th, 2010.

This is the question every REALTOR® hears, “What makes a house sell in this market”? New family goals sometimes create an urgency to sell properties. Other sellers might be simply toying with the idea of moving. REALTORS® could categorize this thought process as “testing the market.” Statisticians delight in their data collections and while real estate professionals are leery of absorbing all negative information, we are aware that reports of larger inventories and fewer buyers are accurate.

Motivations that result in the “For Sale” sign in the front yard do vary. The question of what is selling will still be asked. At a recent meeting of the local chapter of the Women’s Council of REALTORS® (WCR) each member was asked, “What makes a house sell in this market?” The WCR is a group of real estate agents (both men and women) whose purpose is to raise professional awareness to better serve their clients. Here are some of their responses:

WCR local chapter President, Jennifer Valerien, a REALTOR® with RE/MAX Inland Empire, had this to say, “A seller must truly want to sell – which is a combination of pricing appropriately and showing competitively. A house must be priced in the bottom 20% of all the competition, but show in the top 20% of all the competition.”

Other members summarized this way, “Priced right and staged well,” “A realistic selling price and a house that offers more than others,” “Price dictates sales right now,” and “Has to be best priced, best valued in the neighborhood.”

Another WCR member, Linda Knaggs with RE/MAX Inland Empire said, “Condition & price! You must have a home that shows well and is move-in ready. Price must be at or below market value because there are so many homes on the market for buyers to look at.”

Each WCR member was anxious to share their experience. All comments told the same story – that there are, indeed, purchasers in the marketplace. They seek the best property for the best “deal.” When the seller complies with market demands, buyers make offers to purchase. REALTORS® are educated to guide and serve their clients, both buyers and sellers. Listen to their advice – it’s what each one has experienced on a daily basis.

The best summary came from the group effort of Maria Walker, Marilyn Amato and Shelley McDowell, all REALTORS® with Century 21 Beutler & Associates in Spokane. They wrote, “Perfect orchestration of the following: Pre-approved buyers, motivated sellers, right price, creative lender, tenacity, diligence, hard work and lots of prayer!” Most REALTORS® have heard stories of sellers burying a statue of St. Joseph in the yard of the home for sale. While this practice may have worked for some, too many of us know of several statues getting a little moldy. Maybe it’s the combination of price, condition, urgency of the seller and the power of something we can’t explain!

Your REALTOR® wants to help you, whether selling or buying. Our community is alive and well. Contact a REALTOR® today.

Published in the Spokesman Review August 29th, 2010.

The question is frequently asked, “Should I become a REALTOR®?” The common perception of our profession is one of viewing beautiful homes, driving a comfortable car and receiving big commission checks. While there are perks to being a real estate agent, the responsibilities are great. The real estate profession is one of the last “independent contractor” classifications for tax purposes. Every agent is self-employed and responsible for all expenses. No company-provided health insurance, paid vacation, retirement plan, company car, or expense account. When you wake up in the morning you are unemployed. How’s that for motivation?

Scheduling for work and home can be a challenge. Our clients’ needs are the priority. It is not unusual during a busy time of year to work fifteen hours a day. Cancellations and re-scheduling are a way of life for busy REALTORS®. Squeezing in a family activity, such as little Johnny’s soccer game, becomes a skill unto itself.

Income can be described as “feast or famine.” There could be several months without any income, but in one month, commissions could equal half a year’s pay. Plainly stated –budgeting is important.

The personal skills of a successful REALTOR® become greater with each year of service. Working with clients to determine their needs and intentions requires the insight of the most skilled psychologist. Families sometimes have to change plans, but some are seeking professional services with the intent of receiving free help and advice. Monthly expenses continue for the REALTOR®, regardless of sold properties on the calendar. Sometimes the reality about expense is shocking to the new REALTOR®. This factor alone could account for those newer professionals choosing to leave the industry to seek employment that offers a regular income.

A REALTOR’S® life is also rewarding. There are tax benefits because each agent is a small business. Some of the joys that keep us smiling are the friends we make and the satisfaction of being helpful and serving a purpose in our clients’ lives. We are independent souls. REALTORS® make decisions that affect today and the future. The income possibilities are high. Each and every agent is accountable to themselves. No one can fire you. The relationships created with other professionals and client families are priceless. With self-discipline our schedule is our own.

Conversations with most REALTORS® reflect high satisfaction in their career choice. In Spokane, it is not uncommon to find REALTORS® who have practiced twenty or more years. Why retire? It is way too much fun! We invite you to contact a Spokane REALTOR® today.

Published in the Spokesman Review August 15th, 2010.

Feeling a little anxious about choosing your new home? Many can give advice, but you, the buyer, have the responsibility to choose your advisor wisely. Here are a few thoughts from those within the real estate industry.

Over 80% of those purchasing a new home will first seek information from the internet. Think education! Be aware of the marketplace, neighborhoods, schools, shopping and health care facilities. Check out census bureau data and crime rates in specific areas. The location of your new home may not be the same your REALTOR® or relatives would choose. Don’t be afraid of making personal choices.

Once purchasers feel ready to earnestly look at homes that are for sale, it might be time to interview a good advisor. REALTORS® are not only knowledgeable about the buying process-they do this for a living. If you aren’t happy-they aren’t happy! Choose to work with one professional and be loyal. Loyalty is a two way street-clients get the best support when the REALTOR® trusts the sincerity of his customers. A competent REALTOR® will suggest that you make financial arrangements for purchasing-either seek a lender, transfer cash, or perhaps secure gift letters and funds.

With your chosen professional you will make a list of necessary criteria. What are needs, wants, and honestly are there areas where you would compromise?

Because there are many homes from which to choose in the current market, the temptation might be to plan on 20 or more viewings in a day. After all-let’s get on with the show! Studies have shown that seeing more than 7 or 8 homes in a day creates brain fog! Don’t worry – your REALTOR® can’t remember many more homes in a day either! One of the best ways to clarify choices is to take notes. A camera works well, too. Prioritize the viewings – if some properties are tempting because of a great yard-double check your “must have” list. Does the tempting property have the necessary amenities, i.e., bedrooms, bathrooms, etc. It’s one thing to love the yard, but Little Johnny can’t sleep outside forever! Be honest when viewing houses – that’s why you made a list of “needs”.

How do you finally make the choice? Look at your list of acceptable homes – how many are there? Five, maybe six at the most. Go back with fresh eyes …… look at surroundings, inside more cupboards, basement and garage spaces. Re-prioritize. Maybe two homes have surfaced as acceptable ….. drive in the neighborhood at different times of day-or talk to neighbors. They are a wealth of information. Don’t forget, your REALTOR® is a resource for information – but he isn’t living in the home – you are!

Rely on professional advice for inspections, legal issues, transactional processes, market data and general input. The REALTOR® you chose will have negotiating skill and guide you through the offer and closing process. All the searching and detail follow-up will be worth it when you have the new keys in your possession. Oh yes, change the locks. Who knows how many of those wonderful neighbors have a key to your new home!

Published in the Spokesman Review September 12th, 2010.

Near Nature, Near Perfect. All REALTORS® enjoy the opportunity to sell others on our region, but the Greater Spokane region really sells itself. Spokane – the name meaning “Children of the Sun” – was named for the Spokane Indians who lived near the Spokane River. Their living was sustained by fishing, trading and gathering. The tribe once sprawled out over 3 million acres. History relates how the first white men to the area were fur traders in the early 1800’s. Samuel Jackson, the first missionary, arrived in 1836.

History doesn’t sell the locale, but it does portray our long-standing appreciation of our desirable water access, pleasant weather and abundant natural resources. These are still the primary reasons we love our home. Spokane REALTORS® thrive on showcasing our community to those contemplating a move here. Our economy is diverse and thriving with agriculture, forestry and manufacturing, plus Fairchild Air Force Base, all our quality medical facilities, award winning schools, bio-science and technology companies. So much to appreciate!

What has real meaning is the tour we often give visitors. Have you ever thought of all the highlights – Manito Park, Riverfront Park and the vibrant downtown area, the Museum of Arts & Culture, and several interesting art districts? Drive by our education districts and try to name all the universities and colleges serving our citizens. While taking a quick trip around the area, the geographic variety is breathtaking. The Palouse wheat country, rivers and dams, nearby mountains and lakes all only minutes away, whatever your address.

The Greater Spokane region is renowned for our sporting events – Bloomsday, one of the world’s largest foot races, and Hoopfest, the nation’s largest three-on-three basketball tournament. Love to be active? Think boating, skating, golfing, biking and swimming. Of course, we have snow sports too, at their finest! And who would think of missing the Lilac Festival, or skipping a visit to our well known wineries? We have it all.

Statistics alone cannot convey how we love our Inland Northwest. The conversations give our home its meaning. It is not unusual to hear someone explain how they felt after being away for a period of time, driving from the airport, going east on I-90 and seeing the familiar skyline of “home.” It brings so many of us back to our roots. This is where we choose to raise our families and find refuge from chaos. With 260 days a year of sunshine, ample rain, good drinking water and four seasons of fresh air, Spokane REALTORS® enjoy selling the Inland Northwest, even though it sells itself. Near Nature, Near Perfect.

Published in the Spokesman Review July 18th, 2010.