Jason Bramblett Real Estate Talk Show. 

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Expert insight into today's Real Estate Market.  Serving High Point, Greensboro, Winston Salem and the 35 cities and towns surrounding. 

 

 

Nov. 9, 2019

Is your house sending the wrong message?

Jason Bramblett Real Estate Show Podcast 

Click here for link to podcast

Jason: Good morning. You are listening to the Jason Bramblett Real Estate Show.  So from Ghost to Santa and just like that, it is Christmas. Well, maybe not for all of you. Certainly not for me. Maybe some of you guys share in the same thing, but it is obvious where the retailers are focused, which is what we are actually going to be talking about today. Is your house focused on selling? Can a customer even tell that you are in actually the season? And some of you that have homes for sales but it really just does not look like Christmas or really any purpose at all behind what you are attempting to do. So perhaps you are that owner and you are who I am talking with today.

Keith: I thought we started celebrating Christmas back in July or so. Isn’t that when they put out –

Jason: I think that is right. Yes, it is like Santa, firecrackers, Fourth of July, all that kind of fun stuff. Well it is how it works these days right, Keith?

Keith Yes. So using my common sense approach, you are basically saying some homes do not appear to be trying to sell.

Jason: Well, yes.

Keith:  Okay, then I am confused now. Explain that, please

Jason: Yeah, so they are selling but it is like fool's gold. The deal is this. Well really they are just fooling themselves and not the buyer. It is like this. You got a retail store and it is out there and it is just screaming Christmas is here. Everything is out there is Christmas. They do not put Easter stuff out, right? Okay, because it is not the message. So, people would walk into that store and say jeez, what in the world is going on. I thought this was a Christmas sale. Right? The product does it match what you are saying, and even worse if you say come in and see our great supply of Christmas stuff and all this and you are like come here, check this thing out. It is going to be awesome. And then all you have is a little bit of tinsel out. It is going to be a huge letdown. Right? It is a piece of Christmas décor, but you are not all in, and your product isn't lining up with your message and some owners out here are doing the same thing when they are attempting to sell their homes. So yeah sure you have signed up. You have got the house for sale, so to speak product, but it is not meeting the buyers’ needs. So your product basically, or the value that you are putting out there, is not matching up with the buyers’ wants and desires. And so you have to think like a retailer in order to get top dollar or even get it sold actually in today's market. And some owners are just basically they are going to get whiplash basically when these things change like the market is we are seeing a correction. We are seeing some shift and it is going to happen pretty fast. Truthfully, I have been looking at the numbers and it is like it may have been even quicker than it did in 2008. We are seeing a transition. We are seeing a shift in downward pricing and we are seeing homes stay on the market a little bit longer. So all of that stuff is compounding and of course, then you got the fourth quarter on top of that. But here is the other thing we are seeing. Homes that are prepared for the season, their homes that are prepared to sell are selling, and they are not just sitting back, watching the traffic go by. You have to take that action to create the product that the buyer wants if you are going to get top dollar and that is the key thing. Really just kind of get your head out of the sand.

Keith: Well, it makes sense. Whether you are selling retail or you are selling a home, the more focused you are on the buyer and the more specific your message is to that specific buyer then the better chance you are going to have to make a lot of money and sell stuff. So it makes sense. But what does that look like from a visual standpoint?

Jason:  The seller basically is going to get feedback from the buyers and hopefully take some action there. But the comments kind of go like this. The house is okay but. What they are focusing on is the but part of the equation. And by the way, if no one is looking at your house, that is also probably the greatest feedback you can get. If you are out there saying hey, look at this display, which are the pictures of your house and what you are offering is so bad or it does not line up with what they are looking for, they are just not going to look at all. They are just going to keep on cruising by the properties. It is okay but does not really work. The house is dated, and it just means your house is not lining up with that today's buyer or their tastes or their wants or their desires. So you have got to change it, and that is really all it is. It is just supply and demand, but you got to change your supply, the product, of your but I do not want. If it is hey, it is the wrong color, the wrong style, the wrong light, stain, whatever it is. It could be countertops, appliances, heck, it could be the grass seed you are using. If you could be anything, but that is what you need to look at. And what we are looking for is commonality. Are we seeing the same things over and over and over, and what we want to do is get past the wrong, wrong, wrong, all the time and work into getting what is there. So what you are saying is really I am not committed to the season. You are selling Halloween in December and it is not lining up with the buyer. It is not lining up with what they are looking for. The good news is we actually know exactly what buyers are looking for. We have thousands of data points for selling hundreds and hundreds of houses a year. We are getting that feedback and you do not have to make the wrong decision. That is what we can do. We can actually walk you through we can instruct you and how to get that house ready to sell and to sell it for top dollar and it is really truthfully it is just that simple. It is not difficult.

Keith: It sounds easy. Clearly. I also hear ching-ching in my head when we start talking about updating and grass and different stuff.  The question is if I am going to put that money into the house, am I going to be able to get it back?

Jason: Right. And here is the quick answer, Keith. No. How about that?

Keith: Wow.

Jason: It is just the answer everybody wants to hear

Keith: It is honest though.

Jason: Invest money and do not get it back. Well, it is just reality. You will get some of it back, but the perception is we have a lot of owners that want to put money in and they want to get a hundred plus percent, and it simply does not work that way in real estate. There are some circumstances in which it can. Typically, when we are seeing multi-generational changes. So if you are going from a 1960s kitchen the 2019, okay. Yes, you will get an ROI. But you were not even in the millenia. Right?  The avocado green appliances were a dead giveaway.

Keith: The burnt orange couch. I am going to get rid of that?  Are you kidding?

Jason: Exactly. If you are making light-years of transformation then yes, but, and there is great data out here on all this stuff and where you put your money. But we do look at the highest possible return you can potentially get, but we also look at the realization of you are not going to get a hundred percent of your money back. But what you could get is your house sold. And that is a big difference between not selling and sold depending on your reason and why you need to move. Not everybody has the same motivation to sell. Some people it is a like to and some people is a must. You have to do it. If you make the right changes, if you do get the house into the buyer season and give them the product that they want, it will sell, and you will get the traffic. So it is just like this. If you want to lose weight, you got to stop eating hohos, It is really that simple.

Keith: For me, it is potato chips, but yeah.

Jason: I am guilty. I am with you. That and cookies for whatever reason. Those two things are like Kryptonite.

Keith: It is the salty stuff.

Jason:  It is.

Keith:  Here is the thing. I do not like to point the finger at anybody. I really do not, but in some cases is the agent not doing their job?

Jason:  It could be. Yeah, we will keep the finger pointing down. But in one regard, I would say yeah, a hundred percent the agent did not do their job in telling you really the truth that your house has no chance to sell. Some agents believe that they win by getting the sign in the yard and that's how they are trained unfortunately. They are going to figure out whatever you want to Keith. They are going to make that music, make it sweet sounding to your ears, everything that, agreement, and all this great stuff and then voila, you have signed the paper. You have got a sign of yard. Your house is for sale, but the bottom line is you have got no prayer or chance. But what they should have really said was no, it is not going to work out right now. This is not the product at this price that the buyers looking for and that's a hard conversation. People do not like to hear no, and some people do not like to say no. Unfortunately, in our industry, there are some people that are just desperate to get a sign in the yard of whatever they got to do to do that and unfortunately, it just does not work. Here is a question though. If the agent is not doing their job, and let's just give him the benefit of the doubt and say they have done or lived up to their expectation. The real question is not why that one agent is not showing your house. There 6,500 of them. Why aren't the other 6,499 showing your house, right?

Keith:  Yeah.

Jason: It is easy to blame the agent from a seller or owner standpoint when things are not going your way, but you really just next to expand your grasp of this and say hey, why isn't anybody showing our house? Forget our guy. Maybe we made a mistake. Maybe we hired wrong person. But all these other people have access to our house. Why aren't they showing it? It is pretty easy. It is ugly, and people do not have any interest.

Keith: But here is the thing. If you cannot hear what you need to do to your house to get it sold, that is on you because not every house is the same and sometimes you are going to have to make, as you put it, updates or some changes and if you want the house sold, that's the truth. You can put it on the market, but if it does not sell what good is that to anybody?

Jason: Absolutely. There is no HGTV show out here like change your house to 1920’s Victorian right?

Keith: It is called rustic.

Jason: Yeah, rustic. Yeah.

Keith:  Shiplap and –

Jason: It is called not sold is what that's called actually. And maybe your house is not ugly. For all you people that are going to send me e-mail, and I love your email. Please send it, but maybe it is the price. Maybe the price, maybe market is telling you right now your price does not align with where it is. Real estate is this. It is always this. It is a price war in a beauty contest. You could be winning one and losing the other. You have got to win it both. You got to be the best looking at the best price and when you are both of those things, you will win every single time. The issue that we see a lot of times is people do not want to do both. They want to either be well, they want it whatever price they want, but they are not willing to win the beauty contest. And that is a key thing. So if you are losing at one, you are really losing at both.  And an overpriced, outdated house has no chance of selling in all markets, hot or cold. It does not matter. Even in the good old times they say those were back in ’02, three and four, when you get breathe and get a loan, there were still foreclosures. At a time in which there was no inventory, construction was through the roof, anybody could borrow any amount of money just by telling somebody how much they made, the qualifications were non-existent, there were still foreclosures. Why? Because those homes did not meet what that buyer wanted even in a market in which it was bananas. It seemed anybody could buy a house even in that time there were still foreclosures. Why? People could not meet the criteria of price and quality. They lost in both or lost in one, and when you lose in one, you lose in both a lot of times. So there is a lot more to the house in just sticking it out there for sale.

Keith: You bring up a really interesting point because I think that for a lot of people their homes are personal. You had your first Christmas there. Your child grew up there. You have all those memories and to you that's important and special, but the people coming to look at your house do not have those memories, and what you are describing is a competition. You are really in a battle or a competition. You do not stop to think well, there is 2,000 other homes on the market in this area and it is a competition between us. You just think about the personal stuff in your home.

Jason: That is the one of the first things we want to do is managing the proper expectations. We really coach owners. When you put your home for sale with us you actually turn your house over to me. It is no longer yours. We have to remove yourself from it. Because the only way that you can really get the most money or make the most logical and best decisions is to remove emotion. And I will be honest with you, a lot of people have a hard time with that. That is the power of a great real estate agent. I have no emotion in your house at all, zero, none, and by not having any emotion in that I can make good quality business decisions because I am not carrying around Johnny's first steps, the time that Katie took the marker and scribbled all over the wall

Keith: That green chair. We cannot get rid of that. That is because what we sat there and watched TV every Saturday. We cannot get rid of that.

Jason: The time when Johnny, caught the garage on fire. Yeah, all those things that make a home and make it memorable and they are awesome. And what we want to do is we are going to take the great stories, maybe not Johnny burning down a garage, but we want to take the great stories and share those stories with those new potential buyers. But you have to remove yourself from that in order to get past. It is the letting go piece, and it is a challenge. The longer you have been in the home it is. It makes it more difficult for sure. So that is what we can help you do but not only that, but we can help you get the most money in the shortest amount of time by having a plan, having a system. So let's do this. Let's take a quick timeout. We are going to go pay some bills. We will be back. You can always send your love and your hate mail. Not that anybody would do that. Send the hate mail to Keith. I will just take your

Keith:  I will filter through that for you.

Jason:  Yes, you will.  Jason Bramblett dot com or call the office 553-0796. We will be right back.

Hey and welcome back to the Jason Bramblett Real Estate Show. So hopefully you ran off and got your potato chips and your hohos, since we are going to fix your real estate problems, not your diet problems. I know that is what probably me and Keith will do after the show today. Go enjoy some of the festive foods that are available out there, which are always awesome this time of year. We have got Thanksgiving coming up and all those things. We do want everybody to have a fantastic Thanksgiving. If you have questions anytime, go to Jason Bramblett dot com shoot us an email or give us a call at the office, 553-0796.

Keith: Sometimes we get a situation and I will use one. Maybe I got a new job, and I am moving and my wife is moving and we are packing up and listen, I get what you are saying that we need some updates and do some things the house, but maybe time is an issue or we just do not have the ability or just cannot deal with all of that.  We just want to sell the house and be done with it because we got other stuff we got to do.

Jason: Understood and you can do that. You have got to have a system and a plan. Not every single real estate company has a plan for that type of situation and that's something we recognized 10-15 years ago. The one-size-fits-all program for selling a home just does not fit all. It just does not work. We had to come up with different options and different things. We have done that. We have got an amazing structure of investors all over the place, hundreds and hundreds of millions of dollars in cash ready to buy maybe your house. The thing of it is we have the resources. It does not necessarily mean that it is going to be right for you, but it is certainly an option in which we can we can dig into and take a look at. Maybe that is you. Maybe you are that guy. Just the fact of having strangers walk through your house, open houses are just, the cleanup or—

Keith: It is a lot of work.

Jason:  Yeah, it is a lot of work.  Maybe you got small kids and or your schedule. You work 16, 18 hours a day, and the last thing you want to deal with is getting the house ready to show. Or maybe you do not even have the option. You have got relocated, transferred, and you have got to move fast and you just need it to be done. We have got options for you out there. You can definitely sell if you want to sell now. You have to understand that these companies are in the business of buying the properties not to lose money. Okay?

Keith: Makes sense.

Jason: Alright, so we had to have a simple common-sense approach to this. Right? If they are going to do all the things that you are not going to do to fix up the house to get it ready to appeal  to the retail, to the masses, then they want to be compensated for that.

Keith: Sure. That time.

Jason: That is it. They are going to buy your house as is, so that means you do not touch it. You just basically agree to a price and leave and move out. You get your money. You are off to wherever. You are taking the yellow brick road. And they are going to come in and do all that fix up, do whatever it is to get that home in the current condition to win that beauty contest. Hey, that's their goal. That is their plan or they are going to keep it as a rental. Some of them keep them long term, but the reward to you and the reward to you is you get the house sold very efficiently, very quickly with is least headache as possible. The rewards to them is hopefully they have done all their numbers right and the market still is going to be good and they are going to make money. That is what they want to do. There is not 9 HGTV shows out there that are like this, right? You have got to think about that. Not everybody has to be a foreclosure to do this. Right? You do not have to be in a downward spiral, losing position to sell. This is a convenience play. If you simply do not want the aggravation of the traditional route of selling your home,  again open houses, strangers through the house, all the prep, the getting ready to doing all that, if you just want to omit that and want to real nice convenient way to sell this could be a great option for you.

Keith: Well, what I think is kind of cool is in the months that we have been doing this show is it is about options because you are right not everybody's situation is going to be identical. Some people can sit on the home for 11 months, right? That is fine. They are just willing to take the best offer. They can sit. Some others will go the traditional route. As you've talked about some, what if you work in the military and you have been re-stationed and you are gone. You got to get out right now and maybe you do lose a little bit of money in that deal. But there is something about time and effort and all that.  The fact that you guys provide options. I think that's really important.

Jason: Because we recognize that it is the one-size-fits-all just does not work for all and we have situations right now. We have owners that have built a home and so we inherited the house from another real estate company it did not sell. They had plenty of time and now they have no time. It went from hey, we are like going to have two mortgages here.

Keith: It is amazing how time just runs out all of a sudden.

Jason: Yeah. It is like you are watching the hourglass and you are like, okay, we are good. We are good. Okay, we are not good anymore. Right? And so now they are looking at these double payments, and then of course, if you are truthful to your insurance company, vacant home insurance is not cheap.

Keith:  I had not thought about that.

Jason: Oh, yes, tremendously different price. Try probably a three to four times the amount that you are paying now.

Keith: It makes sense because so many more things can happen to the house while you are not in it. So much more damage can happen when you are not there to catch. It makes sense.

Jason: Absolutely. And for those that have vacant homes and you have been out of the home for more than 60 days, and you have not disclosed that to your insurance company, just so you know, you are paying a cheaper amount, but you do not have any coverage. Okay, so your claim is going to be denied. All right. So yeah you may get by with it. But if something does happen to your home, you are going to have some issues with the insurance company. It is better to tell them to get the right policy to get what you need. If this sounds good to you, this sounds like hey, this is maybe a convenient thing. You are going to see, I do not know, a couple hundred of our billboards around the Triad that we have put up everywhere, and so it is called our 72-hour offer. If this is something that you are interested in, we will come out, take a look at your home. We will get all the necessary data we need to send that to our investors, and they will make an offer. Now not all homes will qualify, so if you got a $2.2 million dollar house that is very unique, I can assure you they will not consider that. It is a big risk, but if you have a home in a subdivision and you just do not want to mess with all the hassle of getting it ready to sell go to Jason Bramblett dot com, and we can get you that information. Everybody have an awesome, awesome weekend. We will be back here next week. You can hit us up at Jason Bramblett dot com or 553-0796. We will see you then.

Posted in Radio Show
Nov. 2, 2019

Getting ready for 2020

Jason Bramblett Real Estate Show Podcast 

Click here for link to podcast

Jason: Good morning. You are listening to the Jason Bramblett Real Estate Show. I hope everybody's doing great. I'm sure you are all still out there on your sugar rush. Hey, don't you kid me. I know you dug into the kids’ bags. It is just what we do as parents this time of year. It's just hey, it's it reminisces us back to when we were kids and of course if we're smart, we take all the good stuff. Right, Keith?

Keith:  Well, half of the bag she doesn't like yeah. Why would I let it go to waste

Jason: You can't. Absolutely. I'm with you. But I will say it does it does seem to be there's always a certain flavor in whichever everybody migrates to.  Right?

Keith: I just want to be wasteful.

Jason: There you go. You can't be wasteful. Hey, it is the best quarter of the year as we've talked about many, many times. Most real estate agents out there working those winter jobs are working that new gig, whatever it is they're doing, and so hey the tide rose, and then it fell, and it must start over. That's why I love the 4th. In the fourth quarter, the quality agents remaining are the best in the business and actually just deals are so easy to do. Everybody's really on top of their game. It is a wonderful time of the year to sell or buy a home the fourth and the first quarter. But maybe you did not to get your house sold in 2019. Maybe didn't work for you and you need a 2020 plan to get it done. That's what we're going to dig in today. And although the 2020 plan is delayed, it's not what you wanted to do. You still have that of a plan and so we're going to dig into that. The other thing too is still not too late if you want to get sold in 2019. It actually can still be done, but you do have to move pretty quick because, well, time is running out as they say so whether you have a want to get a plan together for 2020, which we're going to dig into or you are still looking at 2019, give us a call. You can go to 553-0796 or Jason Bramblett dot com. Shoot us a message, and one of my team members will reach out to you. We will get an appointment set up.

Keith: So let's say I want to sell my house and I'm looking, I'm kind of eyeing into 2020. How far out really should we be looking for a real estate agent ? How early should we reach out to you? Let's say I want to sell in Spring of next year.

Jason: With all things, planning is key, and in my opinion, the sooner we get started, the better. Really what we want to do is meet so we can give the owners an action plan and show them exactly what it is that we have planned and what we want to get done and get it in full swing so that you have a step-by-step action plan that is going to be part of what maybe you need to work on and get done.  One of the number one questions we get, Keith, every single day is could someone come out and help me figure out what I need to do to get ready to sell my house. Some of those things can happen very quickly. Your house is great. You just need to tidy up, clean up, declutter. Whatever. Some of them are new roof, HVAC shot, you got leaks. You got mildew, mold. Your foundation is cracked. There are all kinds of different things. We want to get into really just to get a list of actions. Together for both parties what we'll be doing and what you will be doing, and we don't want this to be a hurry up list. The worst thing in the world is to make a quick decision and then you are frantic running around trying to figure this out and you're under a time crunch when really there's no need to do that. I see so many people work themselves in a tizzy and it is just really if you just started a little earlier come up with a plan and then you have a an action list to follow, it removes all the frantic and the headache and the worry and all that stuff. It's just having a place to launch to get ready and a time frame, and now we have a common goal that we're working toward both parties. That's what we want. We want to have it to be fun but also to be stress-free, which is a good thing.

Keith: So what spring is, I don't know, maybe six months away something like that. You're telling me you'd like now is when we should be reaching out if we're if we already know we're going to be selling next year.

Jason:  I like to give word pictures. This is one thing my team is like okay, what's the word picture of the day? Well because it's what we relate to. We have got to remember in real estate. I tell the team every single day. Remember these people have either never done this –

Keith: Right.

Jason: - or they haven't done it in ten years and so they don't remember. Just like your wedding day, your kids first day of school. Think about this your college or your high school graduation. It was yesterday. It seems like last week. Time flies. It's a cool thing in that, here I am 22 years later in this business and it feels like I just started last week. That's how quick time goes. It does. It's amazing how to pinch myself and say really it's been 22 years selling real estate and that is amazing to me. That's how quick things go. Thousands of houses ago and yet it seems like it was just yesterday. We have owners looking out three to five years and asking us is it too early to meet, and no it is not the fact that spring, think about this spring 2020 or spring 2025. It doesn't matter to us. There is a plan in which we can walk you through because as your home ages different things change and different things that we need to do. There's really no need to wait actually. There's really just no need to put it off. If we come up with a great action plan, whether it be you want to sell in the spring of 2020 or down the road, it really doesn't make any difference. We're not going anywhere. We're going to be around and so if you have this plan, it's not too early. And so that it is a, what's the right word I'm looking for? Pitfall of real estate unfortunately because most people have the perception is I don't need to call the real estate agent until I'm ready to do something. And unfortunately, most real estate agents will put people off because of that. Well I can't do anything for you now, so why should I do anything at all? And that's real short-sighted. Now some of them are realizing because well, I don't even know if I'll be in business in five years. So why would I even want to talk to you now? I can assure you we will be in business in five years, and we want to talk to you. We are excited to talk to you. But's the difference between providing great service and just being an order taker essentially. Planning is key. No, it is not too early to get out there, and let’s sit down and talk.

Keith: Let's say okay, let's go into the assumption that I do want to sell my house. I'm thinking spring 2020 is kind of my goal. Clearly, if the house needs a roof or something that is going to take some time and you want to jump on that so that you've got that done before there. But outside of those big major kind of fix things, what are some of the other things that you can help somebody start preparing for if indeed they want to sell their house six months down the road?

Jason: Yeah key number one thing is we really want to get the goal down, and we want to get that goal on paper. Having a written plan as powerful. If you don't like that don't take it up with me, it goes back a long, long way. So way before Jason and as a matter of fact there's even some scripture to back that up if you really need the, if you feel like you need to get in tune with God,  as a matter of fact, he even wrote the Ten Commandments on paper or on tablet, I should say, in stone. And so yes, it is important. There is something powerful about writing it down. I think Napoleon Hill said a goal not written down is nothing more than a wish. Right? Because it rarely happens, but when you write it down it becomes kind of etched and it's got a date and it's memorable. We'll create an itemized punch list that really concentrates on what you need to accomplish over the next 90 or 120 days. And yes, it is 90 or 120 days until spring. It's really not that far.

Keith:  When you think about it, I guess you’re right.

Jason: It's going to be here like ready or not here I am.

Keith: It just doesn't seem like November because it seems like it was 97 only couple of weeks ago.

Jason:  This is true. This is true. Right. Yes, exactly. Just like just like you've been planned exciting events, think about this. Again, a word picture, a wedding, right, or the trip of a lifetime. You planned it. Okay, and so most owners elope when selling their house. They wake up and say yep. This is it. Let's tie the knot, and basically, they have really not put any preparation into it. And I think you all agree a wedding elopement and a well-planned out, thought out wedding are two entirely different events. It's not that the outcome could be the same. You're married, but the experience is a lot different. Right? Is there anything wrong with either? You can decide that. I don't want to get into those things. But here's what we know for sure. If you plan, you will always have a different result than if you fly by the seat of your pants. Unlike weddings, when you elope into real estate, it can be really expensive. It's actually the opposite of a wedding. Typically, a well-planned wedding is an expensive wedding.

Keith: Yes.

Jason: As opposed to the elopement. In real estate is just the opposite. If you elope it is actually can be very painful. It can cost you a lot of money. Of course, you got a hundred octane worth of stress because you made a quick decision, a rash decision, and the mistakes cost thousands. So you don't really save anything by eloping in real estate. We want you to really come up with a plan and we're going to help you do that. We're going to look at your goals because our timetable doesn't make any difference. It's your timetable that we need to look at. Then here's the thing. You can pace yourself, you can address the items in the issues as they come up, which is awesome and it will save you a tremendous amount of money and time, and of course time, we know, is the most valuable commodity that we have. So the first thing we're going to discuss is that goal. What is the purpose of the move, and this really will establish the action point now, here's the key and this is imperative. You need to have a Plan A and a Plan B. I see so many times that we meet with sellers that have had their homes on the market, they only had one plan, but that plan didn't work because –

Keith: Yeah, what happens?

Jason: Right because you're talking to us. So if your house was for sale and you took it off the market or it expired off the market, then you're into plan B by default. It wasn't your intention. It just happened. We actually are going to deal with walking you through what is plan A and what is Plan B, and we were actually going to have a specific plan for both and that way we're not sitting around shrugging her shoulders.  The sad thing is Plan A was exactly what they wanted to hear most people that are selling their homes they gave their spiel, if they will, the real estate agent, and that plan a sounded so good. But what really ended up happening is they eloped and they just jumped in fast, really with no plan or no Backup Plan B. And when that plan failed well, boom. It crashed. It burned, and now what? Now they're hurt. They are derailed, they're frustrated. We are going to look at Plan B because Plan B is smart, and it's also reality. What we need to look at is there is, Plan A is perfect world situation, but many times we are blending the two. Okay, maybe the house doesn't line up with the goal of Plan A working out, and we need to look at a hybrid here. But at least we're going to talk about it, and we're going to look at it. When the world blows up and Plan A doesn't work, you're not sitting there just scratching your head. We are going to walk you through that process. Educated decisions always, always, always trump just going out here and winging it, if you will. We have conversations like okay Jason, as you said, I see this happening. The reason that they see it happening is because we've set the proper expectations in our Plan A and Plan B and it's a clear path. They can actually see through the transition. Okay. This is what you said, and now I see the result, or I see this shifting or I see this happening. Put it this way. If you've ever hired someone without a plan normally you're asking this -- so now what? Right? All we talked about was Plan A and I don't see that Plan A is working out. So the question that the client has is now what? And if you're asking so now what, then there really was only a Plan A that was discussed. There was no backup plan. There were no expectations set as to if this perfect world situation in which you want doesn't happen then what. And that is a real conversation that you've got to have.  You've got to have that conversation to say okay, if the stars and moon align and everything's great then Plan A is all you need. But how often does that happen? And to not plan you are just winging it.

Keith: And one of the beauties of using a company like yours is, look, I'm sure that there are a lot of great real estate agents and they all have great intentions, but the fact that you guys have been doing this for so long, have sold so many homes, have been involved in this, when you're putting these plans together, it's very easy for you to see the likelihood of this happening and this happening and six and seven down the down the path. It's not that another real estate agent doesn't want to do that. They just don't have the same level of experience as you guys do, which is great and creating those plans.

Jason: The great thing about, there's I saw this, I think I can't remember who said this to me, said, was talking about experience. The great thing about experience is experience comes from poor judgment, right?

Keith: You messed it up the first time.

Jason: You messed it up the first time so now what to do. Right? Having witnessed that for 20-something years and listening to the stories of our clients that come to us and share the concerns and issues and frustrations that they have had when they had a Plan A and it didn't work out. It really doesn't take rocket science to sit down and go wow, okay, well, here's what we've got to do. We've got to look at every option. A Plan A, a Plan B. Even if and we certainly come up with the best plan first, but as things transition, and there are some things that happen that are outside of your control, and you need to know that as well. Like maybe your neighbors lose their mind and that can affect the sale of your home.

Keith:  Sure.

Jason: There are certain neighborhoods in Greensboro that sell differently than others. And Winston-Salem is the same way, and High Point is the same way. Sometimes it is what is happening around you. It has nothing to do with you, but it has everything to do with you. And of course, now with as fast as the word and media travels, what happened two or three blocks over sometimes can affect you just as much. Or maybe even something that happened in the school and that school affects how many neighborhoods and systems and areas. There are a lot of different things that we can look at. We look at all the what-ifs, and we come up with a plan for every single what if there is so that you're never coming to me and saying so what do we do now? You already know the answer. We just go to the playbook.

Keith:  Makes sense.

Jason: Here is what has happened, and now here's how we transition. So we're going to do this. We'll take a quick timeout. We're going to go pay some bills and we'll be back in just a minute. You're listening to the Jason Bramblett Real Estate Show.

And we're back. You're listening to the Jason Bramblett Real Estate Show. So we were talking before the break about having a plan, and Keith, it is so important. Here's what I tell my team as well. No plan is still a plan. Right? It's a bad one. It's just like when we talk about, we're to talk to him about sales numbers and the different things and zero, it is still a number.

Keith: Yeah, it is not a good one.

Jason: It's not a good one. It's not one you want to see on the board, but it is still a number it is. So having a plan is crucial.

Keith: All right. We've got Plan A. We've got a back-up plan should A not quite go as well as we had hoped. Now what?

Jason: Yeah. Again, back to my word picture because it is radio and you just well, sometimes you got to paint a picture.

Keith: It is what we do every day.

Jason: You have to show the canvas, right? In my prior world, I was a chef, and so every great chef has learned to prepare. If you watch the cooking shows, you'll notice that they have everything that they need in front of them. I won't say right but we call it mise-en-place. Right? You got your mess in its place. Okay, and so you'll notice that on the shows that cooking shows that are like timed race challenges, they don't have any ingredients in front of them. Right? They're running all over the kitchen to get whatever they need to get. Right? It's chaos and it is crazy. That's the best example I can give you. If you don't have your recipe right, then the outcome is never going to be what you want. So if I gather my recipe and everything I want to make beef wellington, and I have all the right ingredients in all the right places, as I prepare that dish, as I go through the recipe, there is absolutely no chance in the world my beef wellington is going to come out Chicken a La King. It just won't happen. Right? Some of you just throw everything in the pot and what do we call that? We call it potluck. Well, there's not much lucky about that sometimes.

Keith: It doesn't sound like it.

Jason: In other places they call it schlopp. Right? You just threw it all in there and it's just whatever, and it looks weird. We'll put it on top of rice. How about that? If I have the recipe to sell your home and that starts with knowing what your goals are and what the purpose of the transition is. That purpose of the transition may be Jason I just got transferred, and on this date, I have to be in Tennessee. It's not a want. It's a must. It's going to happen. What I really don't want is to have this home lingering behind me for XYZ amount of time. That is a specific plan in which we need to come up with for that owner. And we have the step-by-step recipe to do that. It may be that I have a little more time. There's urgency, but it's not as urgent as I've got a report somewhere by a certain time. However, maybe by XYZ the end of May I do want to be moved to Florida or whatever the case may be. Some of you have gone ahead and made the move. And now what you have left in North Carolina is this boat anchor of a house that is sucking the life out of your monthly budget because you're making two payments. I would presume that wherever you moved to the other state you'd probably didn't move underneath the overpass and so there's a cost to where you are. Now there's a double expense. Now I'm paying my mortgage in North Carolina, and I have my new rent or mortgage at wherever I am, and it in it's hurting. Every single month I write that check there's pain involved. I need that pain to go away. I need that pain to go away sooner than later because yeah, I love Dave Ramsey. Beans and rice and rice and beans, but I'd like to have a choice in the matter.

Keith: You might be living under that overpass if you don't get rid of that.

Jason: This is true. The situation I know definitely can be difficult for all different types of situations. Sometimes it can be very simple, but not having to plan really is what separates a professional from the novice, and when you don't have a plan that's where things start to really go off the rails. We have a saying at our office - luxury is an experience, not a price point. If you are one of those owners and you have a home priced somewhere in that 250-500-thousand dollar range in the Triad area, we would love to talk with you and come up with our Plan A and a Plan B for you to walk you through that. You can go to Jason Bramblett dot com to get more information or call our office at 553-0796. That's 553-0796. Everyone have a fantastic weekend. We'll look forward to making your plans ready to go for 2020. We'll see you next week.

Posted in Radio Show
Oct. 26, 2019

How to handle multiple offers

Jason Bramblett Real Estate Show Podcast 

Click here for link to podcast

Jason: Good morning and welcome to the Jason Bramblett Real Estate Show. Hope everyone is having a fantastic Saturday. A great weekend planned I am sure, and of course, we've got excellent and awesome things to do right here in October all over the Triad. Whatever it may be that you have got going on, festivals, fairs, Church outings. You've got all kinds of great stuff happening. We are going to dig into well all things real estate here in just a few minutes. You may be getting planned and ready and started and looking down the road toward the holidays, and one of the planning activities you might have is thinking about getting your house ready to sell. So we're going to talk about what you could do now, but also digging into plans for the spring. There's no better time to get ready for the spring then now. It is, believe it or not, in the next few weeks, if you put your house under contract you actually will be closing in 2020. How crazy is that? It doesn't even seem possible, but it is right around the corner. Sixty-something days to the big man in the red sleigh showing up. It's going to be all kinds of good times and good fun. Today we're going to continue with our series on getting your offer accepted, and for our owners out there, how to choose the right offer. If you got a selection and multiple-offer situation, which one do you choose? Joining me in studio, Mr. Keith is here, doing what he does, making me sound good, and bringing the great questions. Good morning, sir.

Keith: That is not hard. I like this topic because my wife and I, we are about six weeks now into our new home, and an apparently we picked the, I don't know if it's the right house or if it is the wrong house because every time we bid in a house, it was us and for other people.  So if you're not us, if you're the first with the house, how do you deal with it? If it's not just the highest offer what is important>

Jason: Well, it is always who can get across the finish line for sure. It would seem on the surface that the highest offer certainly would be the obvious choice. Sometimes we get blinded by that number and so that's really what we work with our sellers. Really, there's many, many reasons why somebody is selling a home, but I will tell you and in 22 years of selling real estate, I rarely see price as really the leading indicator. Most people don't call us and say hey I know I can get the most, the highest price. I want to sell.  No, it's never that actually. It's always something different. We get people calling us every single day just like clockwork to say, hey, here's the reason why. Usually prices are not even close. It actually is not even in top three. Owners will basically, hey we've got a problem. We need to sell the house to achieve this goal. We've got to relocate. That's a big one that we deal with all the time. I got to be somewhere. I got to be in Texas by December 10th because I got a new job and that new job is not waiting on you. It's going to happen, and you need to be with the one to get there. We have my spouse passed away. Now, it's something we do here. It is one thing that does happen in this world and they need to downsize. They need to relocate. The house is empty, and the kids are gone, and we got all this extra house that we are not needing. We don't need to heat and cool it. We're ready to downsize. It is the empty nester syndrome. I lost my job. That's a big one.

Keith:  That is a tough one.

Jason I lost my job, and I need help –

Keith:  It happens.

Jason:  -- and that's a crisis. When we've got to move quick. The other downside to that is sometimes that's a twofer.  I lost my, and I'm getting a divorce. Sometimes it can be a twofer in that one. But divorce is something that does happen, and we have to help the spouses through those situations. Positive side is we have outgrown the house. We've had a couple babies. Everything is shrinking. I'm convinced that each kid needs about a thousand square feet for the debris that they bring into the life. It is unbelievable, especially with grandparents.

Keith: Listen, I know my daughter needs at least. My daughter does not travel or live lightly. I will tell you. She is 10 and she's all over. She's taking the whole house.

Jason: Yeah, it's amazing. It's like they've looked at the four walls of the room and they're like, nope, not enough.

Keith: That happened to us? I swear.

Jason: Yeah, it is amazing. You throw a couple kids in there and man.  How about this? I got a promotion. Hey, that's excellent. I got hey, I need a bigger house, bigger, better things. I got a promotion. Things are, as they say, we are a moving on up and they want to do that. The kids are going to another school and we need to be closer. We are tired of the commute. We are tired of driving back and forth. We are retired now, and we want to downsize so that we can travel. We want to see the world. These are the reasons that I hear almost every single day, and really not one of them has anything to do with the price of the house. It all has to do about the pleasure or the pain that we're seeking in what we are wanting to move forward in our life.  We need to downsize. We need to relocate. We need to take advantage of the job opportunity. So when we are looking at this multiple offer situations really it's the one that solves this goal that really and also has the highest surety of going through is the one that we want to look at. It's not just price. It is so easy to become blinded by that price. But price really never actually solves any of those problems.  The only thing that solves any of those problems is the house selling and that is a key thing. So most offers, it's interesting. Most of the time when you're in a multiple offer situation it is just a few thousand dollars typically at the end of the day that is really separating these offers We are not talking about million-dollar swags here. We're not even talking about $10,000 swags. Sometimes we're talking to hundreds, four, five, six. hundred dollars. But typically, it's a few thousand bucks.  Put it in perspective. In today's money, think about this. Do you really think like, look at some of the really wealthy people in the world. I'm pretty confident to say that Warren Buffett didn't go oh man. Hey Keith, I got $2,000 more from my house. So cha-ching, I'm a billionaire, right?  Bill Gates didn't reach his level of wealth because well, let's face it didn't get because of that $2,600 more that he may have got. That didn't get him to the next level and sometimes we get short-sighted on that. We look at the entire offer in comparison with your goal and the reason that you are selling, and sometimes it is the highest offer that is the best. But I do find most of the time it is not. It is not necessarily the highest in price. This is where having a great real estate agent that can really dig in and do the due diligence that can help you find the best one. This is really where their weight is worth the gold that you pay in the fact that yeah, they could bring you options and options is always a good thing. Three offers is better than one typically. Now, sometimes it's one offer and it just makes sense or it's the one offer and it's the only one you have to deal with. But typically, in today's world of multiple offers, the best real estate that we have out  is simply just one that is going to stick and it's going to help you reach your goal. And that's the key. That's the reason you're selling is to reach that goal, whatever that may be for your family..

Keith: So these are all kind of generalities. Can you give us a specific example, maybe walk us through the process of making a good decision on this?

Jason: Absolutely. I will give you an example John and John and Betty we will say.  Name protect the innocent or is it the guilty. Maybe it is the guilty. I don't remember as well. Probably both. Yeah. But they did have a house in Oak Ridge, and they needed to sell. And the reason in my eyes, they were building a home at the coast and really what they were looking at was to get it sold and the timing to be right and everything was, they had a plan. They had a Plan A. Well Plan A didn't work because they had their house on the market for six months. They had no offers and just a very few showings. Their agent was really only focused on one thing according to them and which was lowering the price. Every single time that they went to talk about a game plan, what they could do different, how we're going to get people through the house, how are we going to get this sold in time? It always came back to lower the price, lower the price. Just as a side note lowering the price is not a marketing plan. That's you're chasing down something which is never a good place to be. So this was extremely frustrating for them.  You've hired this person to get their advice the agent assured them that the price was right, and they were going to bring a lot of people to the house and they would get it sold in no time. Well, no time was six months, and nothing had still happened. They felt basically that they were trapped. What they really fell into was the trap of they got their listing bought. Some of you don't know what that means but that's real estate slang for basically that agent had told them whatever they wanted to hear in order to get their sign in the yard to get the listing. Unfortunately, this happens way too often. Really what happened is the market spoke back and said no and so at the end of the day unless that lets the agent is writing the check for the house, they're really not guaranteeing you anything. The market is going to really dictate that. A good agent is able to look at the market indicators and tell you what it is saying. It's going to forecast that out. There really was no plan at all other than to get the listing, which job accomplished. The problem was is it didn't do anything. It did not help them get out there. So basically, they slam the sign in the yard. They put a bunch of free advertising out there that they you get when you just stick a home in our multiple listing service and nothing else was done. Now even in a hot market, you still have to be very proactive in pushing out your message. If you just sign up for what's free, then you're just being reactive. You're just dealing with whatever comes at you. That's not a great offense. That's not a great offense at all. You want to really be proactive there. As a matter of fact that system, by doing that, it actually only works about 30% of the time, which means a 70% failure rate. You can you can check with any real estate agent the in the area and that they can pull the multiple listing stats, and they will be able to show you that that system just doesn't not work. You cannot just stick a sign in there and hope that everything is going to go away is going to happen. So what happens with old John and Betty? Well, they see the fact that well that beach house may be slipping away from them, and they are getting very frustrated and they want to get to the coast because the house is almost done, yet not happening. They agreed to hire us and what was great about that is we actually did get that house sold. Help them get onto the coast. But here's what we were able to do. We were able to produce multiple offers in just a couple weeks. And how we're able to do that is because we are aggressive in pushing out that message instead of being reactive, very proactive. When you take a proactive stance you control what is coming back to you as opposed to just waiting and seeing what is going to happen, you go out and make something happen. And so you have some control that. Here's the thing. We got the offers in. What happened? Like most folks, John went straight to price. Hey biggest number wins, right? It's just almost human nature.

Keith: Yeah.

Jason: It is and as a matter of fact, his exact words were obviously we're going to go with this one. It's the highest. Not so much. What we had to do was we had to work through each one and so here's where the diligence of a good agent pays off. We reached out to each one of the banks and then spoke with the lenders.  Now not every lender’s qualifications or their due diligence to issue a letter is the same that says you're approved. What we did is we went through this due diligence process and what we found out was two of the offers really the mortgage company really hadn't done their homework. Basically, they had a conversation and the people said that they could do this, and based on that information, they whipped out a letter. Problem is nobody verified anything.

Keith: Oops.

Jason: The other two offers that we had, and we spoke with those the banks there, the lenders there, they actually went a step further. So not only did they get the information, they verified the information. They pulled the credit. Everything was in a line. And in this case that was not the highest offer. What we looked at is if any of these were going to be to the finish line, which one is it going to be? Which one of the four? Well two were dismissed really quick because really no due diligence had been done. They were going to basically do their due diligence while they had the house taken off the market. But what if the answer would have been no or something different three weeks down the road? Doesn't help the seller at all, right? And so we wanted someone that had, we did not want to be that learning curve. What we did is we went with one of the other two offers, and it was very clear that the bank had vetted out the people properly and that is all part of what your professional real estate agent needs to be doing. We want to have conversations with every single lender that the buyers are making an offer on the house so that we can verify and vet these things out. In this case, on the surface, the highest offer looked like it was the best but actually it wasn't anything. It was really just paper because nothing had been verified. Essentially, they had a conversation, and I'm sure went something like this. Keith, if you're kind of sort of something like this telling the truth. We're good.

Keith: That's interesting because, I won't name the bank, but when we went through trying to get pre-approved, we went through about 10 days, two weeks of we need this, I need this, I need this, I need this, I need this, and constantly back and forth with our banker and honestly, I just assumed that was law or what banks did. I didn't realize that there were different policies from one lender to another lender as too how the scrutiny of how they look at your qualifications.

Jason: Yeah. So the qualifications are pretty much the same once you get to hey, we are going to give you money, but getting it started, not the same. There are some that will just have a simple, they operated on everybody tells the truth.

Keith: I wish that were true.

Jason: Yes, of course, they do. Sometimes it works out just perfectly. Everything is exactly like what the people said and there is no issue. And sometimes that is a relationship between the bank and the person that's borrowing the money. I find with real estate you got to realize people have either never done this or they haven't done in 10 years. When you don't borrow money at this level for a decade, what kind of relationship could you actually have? We find more so than not most buyers don't have that relationship. But because we were able to create the options for the owner that is the key. They were able to choose the best offer that got them to the coast and that is the key thing. So we're going to do this. We're going to take a quick timeout. If you'd like to head to the coast or the mountains or whatever it is, or if you're just stuck and tired of not seeing the results you need, get in touch with our office at 553-0796. Jason Bramblett dot com, and we'll be back in just a few minutes.

And welcome back to the Jason Bramblett Real Estate Show. We both were digging into multiple offers how to get that accepted, how to just really dig down and find out which is the best offer and what we have found is the best offer that is the offer that sticks that will help you achieve the goal and not necessarily the highest price every single time.

Keith: I'm willing to bet that you could tell some very interesting stories. Of course, with all the names and all the particulars covered up, but you've probably seen just about every scenario, every pitfall, everything that can go right or wrong with an offer. You've probably seen things I can't even imagine. So what are some additional concerns outside of that that you have when multiple offers on the table?

Jason: I can assure you of 22 years of being in people's homes, I have seen things in which nobody's eyes should see. Yeah for sure.

Keith: I saw a few and I only looked at 7 homes. I can only imagine.

Jason: Right.  And you actually were on the edited version of the of the triangle. Hopefully you were. Let's look at scenarios are the best. All I can give you is real-life stuff that we've dealt with. What if the highest offer that you had actually was a well-qualified buyer? And in this case the offer was above asking price. Now, we have to look at the probability of the house appraising for that amount. So we've got a very well vetted out buyer. They are excellently qualified. We've tested everything, but they've offered above asking price for the house. What if it didn't appraise? Banks are set up this way. They're going to loan you money on one of two scenarios -  the purchase price or the appraised price, whichever is the least of the two. If you agreed to pay 310 and the house only appraised for 300, where's the $10,000 coming from? There are three options that we deal with in that, and one is the buyer can actually pay the difference out of pocket. So that buyer could bring an additional $10,000 to the closing, and everything moves forward just fine. The seller could actually lower the price $10,000, or number three the deal falls apart and the house goes back on the market. Obviously, that's not a great plan. If you actually looked in our multiple listing service every day, you'd see homes going back on the market, and most of the time it's not anything other than the wrong offer was chosen. Some real estate agents, I should say, will blame oh well didn't praise. Well, yeah, but how many options did you have? Did anybody vet out the options or did you just go with the highest price and it didn't work out. Here's the thing. The seller got sucked into the price. And essentially what I find is a lot of times the agent didn't do their due diligence. It really shouldn't be any surprise for a professional real estate agent if the house is not going to appraise, you have the visibility to see that. Of everybody that is surprised, it should be the agent that is the least surprised that out of everyone because you have so much data at your control. That's where you can give good quality, sound advice there. The downside is money's cheap to borrow and just because it's cheap to borrow and you're willing to have an extra $60 a month on your payment doesn't mean the bank's going to sign up for the extra $10,000. Right? Because rates are so low.  Really $10,000 cost you nothing, but $10,000 is still $10,000, and that's how the bank is looking at it. They're not looking at $60 a month. That's what you're looking at. The little number. They're looking at the big number meaning how far upside down are we or could potentially be on this house if things go sideways? We just had this situation in Winston-Salem. We've got two offers very, very quickly on the house. Both of them above asking price, and when we vetted out the offers and actually spoke with the lenders, what we discovered is neither buyer could even pay a dollar more than the appraisal or the asking price, whichever was the least of the two. So that became an issue. We ended up actually declining both offers, and both offers were for more than asking price. Some people would say, well you're crazy, but they weren't going to stick, and there was no way that it was going to happen. We had so much demand on that on the house. There was no sense in setting up ourselves to fail. So in the next 48 hours, we actually got two more offers and one of those offers was excellent. Well, well qualified buyer and the difference was they had the capital to be able to pay the difference if that house did not appraise for the purchase price, and that made all the difference in the world for the seller. They were able to get the most money from the house with the buyer that could give them the most surety that it was going to go through.

Keith: Makes sense.

Jason: That is just patience and experience and taking the time to vet all those things out. So if you are struggling or have struggled to get your home sold, get in touch with us. It's Jason Bramblett Real Estate. You can reach us at 553-0796 or go to Jason Bramblett dot com.  Everybody have a great weekend. We look forward to seeing you back here next week right here at 9 a.m.

Posted in Radio Show
Oct. 19, 2019

Multiple Offer Situations

Jason Bramblett Real Estate Show Podcast 

Click here for link to podcast

Jason: Good morning, Triad. You are listening to the Jason Bramblett Real Estate Show. Hope everyone is doing great today. Enjoying the, well, fine weather we've had least for the past week. The temperature has finally taken that toll. We've dipped down just a little bit and thank goodness. We finally got a little bit of rain it is. Always has been way, way, way overdue for sure. So today we're going to be digging into multiple offers and how to exactly get that accepted if you're a buyer and how to keep that together if you are on an owner on the selling side, and what you may do to make your offer stand out, especially when that pile of offers can be somewhat deep, if you will, and really just coming up with a win-win situation in which you can push to the top, or if you're the seller how we can get on common ground and make this deal go through. Sellers need to be careful out there. There's lots of temptation just to go with what appears to be the highest price, and we are going to talk about why maybe the highest price may not be the best offer. And then home buyers, same kind of situation. You have got to be ready because it is a competitive market. I had an agent earlier tell me on one of our properties that her people didn't want to get in a bidding war, and I thought well right now, if they're in this price ranges are probably not going to be buying a house because, not necessarily, it's a bidding war but it is a war to get your offer accepted. So we're going to throw some stuff out there to see if we can help you get through the minutiae of real estate in the Triad. Joining me in studio is Keith doing all the things that he does making me sound awesome, right?

Keith:  I don't do a whole lot.

Jason: Yeah. Well you do more than you think it is. It is much appreciated. That is for sure.

Keith:  No problem. This is a great topic. I'll be honest with you. I want to make sure that we didn't screw it up. I'm going to assume we didn't because we used you guys.  I will be honest. So we just bought a house here a couple of months ago, and I'll be the first to tell you that the houses is that we identified that would work for our family sometimes they would be on the market for a day, two days. We make an offer, and we be the third offer in. There was not a home that we made an offer on that there weren't multiple offers on. So outside of obviously just pay more money, what can you do to make your offer stand out when you're looking at a house that four other people want?

Jason: Oh, absolutely. Yeah, and I'd say it's anywhere between four to ten at this given time. We just had a house that we put on the market last week, and we had 33 people through that home in two days saying. So you have got 32 people out there that are disappointed.

Keith: Right.

Jason:  Right. Now, the only thing I'm thinking is wow. I wish I could build 32 of these houses, right, because obviously there's a demand for it and this is this is a tough thing in which we're dealing with. But in certain price ranges here in the Triad, it is tough. The first place you really need to look is really with the agent you hire is key, I think. One of the things that we train on every week is really how to overcome these objections, but really the big thing is how you really need to communicate. Communication in these multiple offer situations is huge. I'm still amazed at the number of agents that we deal with that want to text and negotiate and not just have a verbal conversation.

Keith: It is so impersonal.

Jason: It is and it's not like we're selling coffee.  It is a it's a big deal.  This is a this is a huge purchase for our clients or it's a huge asset that we're selling, and I think it just needs a little more, just a little more enthusiasm the other than a text message.

Keith: Well, you can gauge just based on what the other agent, how they react, you can gauge where you're at and you can also potentially overcome an objection immediately before he has a back and forth with someone else.

Jason:  Absolutely. Absolutely and so, text message, it does it does have a its place. But really this is one of the biggest decisions most people are making in, in my opinion, you just text because you're lazy. You really need to well, I don't know. There's really just no other word for it. To me, it's just being lazy, and you really need to get out there. There is a time when texting is okay, maybe if you're verifying something, but not through negotiation. Communication is really the key to the offer on both parties on both sides. So, you need to pick an agent that is going to pick up the phone and talk with you, and really I would say the way in which they're communicating with you is probably the way in which they're going to communicate with the other side. We get into this adversarial, like the seller is the enemy or the buyer is the enemy, and that's not the case. It's got to be a mutual meeting of the minds to make these things happen. It is just interesting to see how things have changed since this whole world of tech. Just this week, I've got somebody that I actually am personally helping buy a home. Not something I do all the time, but in this case, it was a personal friend. They reached out to me, and so I called the other agent and she was just like wow you called. She's had a lot of activity, but everybody is emailed or texted. I said, yeah, I just wanted to have a conversation and what I wanted to learn is what is what is the best way to set up this offer, so it is mutually beneficial to really all parties? She's like we had 20 people look at this house and nobody has called, and I thought man that is, it's kind of its kind of sad for our industry really. But why was I calling? I wanted information and I wanted it more than just through obviously a text or an email. I really wanted to hear what are the seller’s plans? We have this idea that people put their house on the market and they want the most money in the shortest amount of time. That is true sometimes, but that doesn't work perfectly for every single person, situation. What I wanted to hear is what would be the best offer based upon what the seller needed. Just because the seller put the house on the market doesn't mean they can be out in two weeks or 30 days or sometimes even 45 days.  What is it that we could do to figure out what's the best timeline and that's what she shared with me. She said look here's what's going on, and actually in this particular case a fast closing really wasn't going to benefit the seller at all. As a matter of fact, he would make him have to react and kind of increases his tension through this process to really have to move fast. And so, the idea of well let's give them a really good offer in a short timeline actually would have been a detriment, but we would have never known that had I just picked up the phone and asked the question. What would work out the best? Now we can match our offer and our timeline based upon what the goal is that the seller has creating a really good situation for both parties. It would give my folks more time and obviously gives the seller more time. I realize that not every situation just works out the way. I realize some people got to be in the house tomorrow because well, they got a job transfer. Maybe they had another the house under contract already, and the deal fell through and now their timeline is even shorter. So there are certain situations where okay, maybe speed is the key, but having that conversation. Of course, if speed is the key then you really probably need to look at houses that are vacant. Right? Because obviously nobody's living there. You can move in tomorrow more than likely as far as the owner is concerned. So you need to match the type of property up with the situation. If you go into a home and you can tell they have been there for 35 years. It is packed to the gills with every kind of knick knack under the sun, for you to deliver an offer and asking to be out in 15 days probably is not going to be realistic for somebody packing that much debris with them. Right?

Keith:  It is going to be tough for the seller

Jason: It is definitely going to be tough. We really just want to find out what the best offer is going to be for that seller. How can we do that? Through having a great communication and there's a lot of other terms in real estate other than just price. I know that's something that people concentrate on, but we have sold a lot of homes and I've seen our owners take offers that were less money because other terms fit their needs more so than the price. They were willing to actually take less money because maybe these people would wait 90 days to close. All those things are up in the air and all those things can be to the benefit of one party or the other.

Keith: I am not going to lie. I hear what you're saying. It is a little counterintuitive. I always would have figured the highest offer was going to, more often than not, seventy, eighty percent of the time, be the one that's selected. But obviously we're going to communicate well because that's going to be really important. But outside of that, what can we do to make our offer stand out?

Jason: The key thing I think is is really time is is always critical unless the house is vacant. But we really got to find what's the purpose for the move.   That is a key thing. Why is the person moving? Buyer and seller. What is the purpose of that? Is it something that is let's just say somebody's downsizing and they have been there for 35 years. It's going to be difficult for them to, after 35 years, to say goodbye to the house. I can assure. At 35 years, they are emotionally 100% bought into this property. It's going to be a tough for them to probably downsize into something else. We tend to collect a lot of stuff. The longer we stay in a property the more we jam it full of things. Right? We've looked at situations where the owners downsizing so much that they're only taking like 20 percent of the furniture with them. They went ahead and put the house on the market and now the big stumbling block for them is holy cow, how am I going to get rid of all this stuff in x amount of days. We create this kind of hypersensitive situation where now they feel like they're under the gun to do anything because well, their whole entire world is changing it after 35 years. But by talking to the agent, we can actually work out a way in which maybe we can remove that stress and give them more time to get rid of everything, give them more time to close. We've had a situation where we got an offer accepted that I know for sure was not the highest offer, but the buyer just said look, you take whatever you want. You just leave the rest for us to deal with and basically will take the burden off of you. Well, that was such a huge relief to that seller and the convenience of the buyer was going to deal with it that they took less money for the home and the simple fact that they didn't have to fret or worry or get all in a tizzy of attempting to get rid of their stuff. You would think oh, that's not that big a deal. Believe it or not, a lot of the places you make donations to these days, they get pretty picky. They won't just come take anything.

Keith:  Take it all.

Jason:  Yeah, right and, yeah, I guess in certain areas you could put it out on the curb. That's true. But you got to remember these are people's personal items that they've kept for 20 and 30 years. They don't consider them trash. Even though you met you may. You may not consider it of much value. They kept it all those years for a reason, right, as personal attachment. And so it's tough to say goodbye to some of that stuff and the fact you're making that life change. So we have partnered with some great ministries throughout the Triad that can come in and help out. But in this situation, the buyer just said I will remove this burden from you. I will take the burden of getting rid of whatever and maybe they wanted some of the stuff. But whatever they didn't want, they took it on themselves to get rid of it and that was enough to push their offer to the top. But that never would have happened without great communication and having a conversation. Sometimes it's just as simple as getting on the phone talking to the other side. It doesn't have to be this adversarial situation. I think we watch too much of that HGTV, and it's always you pay the most in the shortest amount of time. But we got to realize that that is TV. It's not reality, and so you've got to look at all those things. Most owners are stressed about the move just as much as the buyers are, but if you can work through your offer and figure out what the stress points are and blend into your offer a way in which to remove some of that stress from the seller, it's gold for everybody. But that's really got to be done verbally. It needs to be an open dialect, open communication. And so, obviously this radio show would be a lot less informative and fun if I just text out the message. Right?

Keith: Well but see that's such a great example because that's a really creative solution and that may only be the case for one out of a hundred different people, but you're never going to learn that through a text message. You're not going to learn that through an email. If you don't have an honest one on one conversation, you're never going to be able to come with a creative solution like that.

Jason: Well, and how many times have we all, I'm sure, have not only received an email in a completely different tone in which the sender intended it. Right? Because we read it in the mood and or attitude that we are having at that particular moment. Likewise, I am sure we have sent emails out in which we did not mean anything by it whatsoever. Like here's some information for you, and then the response we get back does not match the really the attitude that we had at all about sending the email. They read something 100% totally different into that.

Keith: And then you're going to have a phone conversation to explain the text message and email.

Jason: Hopefully you do. Hopefully you do. Hopefully it doesn't escalate into hey, what are you talking about? I didn't mean this or this and this but oh, by the way, since you have this attitude with me –

Keith: Because you went there.

Jason:  Here is a little bit to you. We see it time and time again. It's all over the Internet. Hey, if you need an acid test for this just go to Facebook, right? You see these banterings of things on social media and that's the missing piece. I was a contract chef for many years, but a hundred years ago I should say, but I had a military account. I was chef at an Officers Club and even back then I was like, wow, one of the biggest hindrances I saw within the military and communication was everything had to be a written memorandum. The problem was is that memorandum came out sometimes to be like a threat and it wasn't the intention at all, but nobody would just pick up the phone and talk. Everything had to be official written letter. You think that would be oh really good communication, but no, it actually ended up with more strife, more issues, more problems that it created because just let's just talk. That whole face-to-face meeting. I guess, love or hate him, but this is one thing that I guess Dick Cheney got right. Right? He never did anything in writing. It was always face to face. Now, he may have doe it for a totally different reason, but the bottom line is he understood the value of that communication. All right. So while we are giving you some information to ponder, we're going to take a quick timeout. Go pay some bills. Think about those messages that you send out. I think this is a real live scenario that pretty much everybody can dig into and understand. But we're going to come back and make sure that you make good decisions going forward and will help you get the right offer presented We will be right back in just a few minutes. You're listening to the Jason Bramblett Real Estate Show.

And welcome back to the Jason Bramblett Real Estate Show. Before the break, we were talking about communication. And obviously I'm stumbling over my words, so I'm not communicating well. Getting away from text, getting away from email when you're negotiating a real estate offer and contract, verbal communication is key, and we just want to give you some tips and some tricks and some ideas. It is really not tricks. It's just good old-fashioned let's just talk about it. That is it. That's all we want to do.

Keith: Well, here is the question though. Let's be honest. There are a million agents out there, and a lot of people do a lot of good work. Love you guys. But a lot of people do a lot of good work. How do you pick out an agent that's going to find that important to do those things for you?

Jason:  Absolutely. There are 1.3 million of them to be honest with you. There is a lot. There is a lot and so communication is key. And really the test I think you've got to look at is how does the agent communicate with you?   Can you relate to them? Do they understand your situation? Do they understand your goals? Or do they just simply it's just these quick one line texts and or emails and that's where, what I find is  the canned email, the canned text communication, Typically, if they're communicating with you, their client, that way, then they're certainly probably going to communicate with the other side or the other party, whether it be seller or buyer. It is just a really good indication of how they're going to negotiate. So you want to look at whether someone has good communication skills, but also the person that really just asks the right questions that digs in and finds out yes, you want to buy a house, but what is really the purpose of the house? Because a house is just shelter, right? But what are the other pieces? Well, really, what's the most important to me is I want to be less than 30 minutes to whatever. Really what is the most important for me and my family is that we are in this school district is a number one. Actually, what I find is most of time the house is really number 2, 3, 4, or 5 on the list of things that someone's trying to accomplish in their move. All these other things actually really move to the top of the list and we're really kind of looking just for the best house option that helps them reach the other goals. But you will never know that unless you ask the right questions. And so yes, we're in the real estate business. We sell homes, but really what we do is we solve the problems that are in front of the house. The house really becomes the anchor point of solving the other issues, but you've got to ask the right questions to know that.

Keith: So let's flip the script a little bit. Let's say I'm selling a house and I'm one of these lucky people have got that right price range, just this house that everybody loves, and now I got 15 offers. Now what?

Jason:  When you ring the doorbell and it goes cha-ching.

Keith:  Careful what you wish for.

Jason: Yeah, right. Exactly. And so, most sellers go straight to the price and price obviously, it's important. Psychologically, there's nobody out here that goes wow, could I hire you to sell my house for as low of price as possible? Right? It doesn't exist. It doesn't happen. It's always it's always most is typically key. But then again, it goes back to is most best? So this is something we work on every single week in the office. And I basically walked the team through this. Just because you get above your asking price doesn't really mean that everybody's going to agree with that number like the bank, which is, you have got to realize 90% of the homes that are purchased in America used a loan. They aren't paying cash. Only about 10% of the transactions are cash. So if there's another party in here involved the bank, and they say hey, well, it's fine that you and Mr. Buyer, Mr. Seller, you agreed to this. However, we've done our own research. We've had an appraisal done, and we find that our number is this, which is lower than what the two of you agreed upon. Right? Why is that a big deal? Well, it's a huge deal for the seller because if you get blinded by this big top number of price, it does not mean it is going stick. We run into this situation right now in this multiple offer situation where yeah, to pay $10,000 more in price, it's only 50 60, $70 or more per month in payment. It's $10,000 to the bank.

Keith: Right.

Jason: Big number. So it's a little number for you, but it's a big number for the bank. That is why they have these provisions set up in there. So good communication is key, but we also need to make sure that we're choosing the right information we're going on. If you want to get more information about how to properly buy and or sell a home you can go to Jason Bramblett dot com, and we will be happy to get you that information. You give us a call at the office 553-0796 and we'll see you back here next week.

Posted in Radio Show
Oct. 12, 2019

Get a second opinion

Jason Bramblett Real Estate Show Podcast 

Click here for link to podcast

Jason: Good morning, Triad.  And welcome to the Jason Bramblett Real Estate Show. I hope everybody is having a phenomenal weekend, and we have a power packed show for you today. We are going to actually break down all things real estate. But the biggest thing is help you get across that finish line and getting you know getting 2019 to happen for you. If you've been struggling, we are going to dig into that. We've got some great questions in from you our listeners. And, of course, if you ever have a question that you don't want to call in on the air, you can always just shoot us an email go to Jason Bramblett dotcom. Click on the email icon, shoot over your question. We do answer them as quickly as we can. And for those that are really great questions and worthy to be shared on radio, which means basically we feel that there's probably somebody else other than you that has the same question we will share it on the air which we're going to do today. But before we get into the show, don't forget it is the last weekend of the Dixie Classic Fair, which is a must visit. So all of you folks that move from the south and moved from the north and ended up in North Carolina in the Triad, you need to go out and check out the Dixie Classic Fair. It is the best people-watching you'll ever do in your life –

Keith: and funnel cake.

Jason:  Funnel cake. There you go.

Keith:  It is the one time of year I allow myself funnel cake. I'll put down about two of them and two weeks and then I move on with life.

Jason: There you go. So I got a new one for you. It was there last year. We did not go check it out, but it's called the Peachy Baked Bakery Company.

Keith: Okay.

Jason: It's kind of a light bluish, like a powder blue little stand or booth or whatever it is. They have, in my opinion, the best pretzel ever made on the earth. I mean it is unbelievable.

Keith:  Those are big words.

Jason: We are from the Midwest so pretzels and all that stuff is, that's the big thing. This thing is like no other, and they also do donuts and it's hard to say if it is the best one, but man it is it is at the top, and they make them both right there in front of you. Right there in their little food truck, if you will, but if you go to the Dixie Classic Fair, just trust me. Yeah, it's expensive. It's the fair. Don't worry about that. Right if you are going to the fair, you are not worrying about the $10 pretzel or $8 soda or whatever it is but go there and check out. It's Peachy Baking Company and oh my goodness, it is unbelievable. And, of course great time for the entire family. You can go check out all of the chickens and they got the pig races. You got all that, and of course those guys do. It's fun. We've got since our girls have been little, we have our little circuit we go do. We go to the Agra-cadabra show which that guy is a is the driest, funniest person that is probably at the fair. It is kid friendly. It is good and go check it out. And then of course, there's a place there that of I can't think of the name of, but they've been there since, they are actually one of the oldest booths. They have been there since like 1920 something. They serve root beer and absolutely phenomenal.

Keith:  My daughter is the sweet tea girl.

Jason: Okay. There you go. There you go. So but there's something for everything. Of course, you can get fried anything.

Keith: Yeah, but not fried butter.

Jason: Yeah, if your heart so desires. Well, your heart doesn't, your mouth might, but your heart probably doesn't want that.

Keith: No.

Jason: But real estate-wise, we're going to dig into your questions, but if you haven't been to that fair, you need to go check it out. It's just, and it may be the last year it's called the Dixie Classic will be right.

Keith:  It will be, I believe.

Jason:  Yeah, so next year. It's going to be called the Politically Correct North Carolina Fair, I'm sure or something along those lines, but we're going to dig into real estate. If you've got questions, of course, you can send them over go to Jason Bramblett dot com. Shoot us an email, and we'll be happy to get things started. So let's get rolling get things kicked off here.

Keith: All right. Our first email comes from Ron and Becky. They listen to the show every single week on 94.5 WPTI. Thank you for that, Ron and Becky. They've had their house on the market for eight months. They have no offers. They've done everything that their agent has told them to do, and now their agent is saying really the last thing to do is to lower the price. So what they want to know, is it possible to get a second opinion on a home when it's listed for sale from a different real estate company. They appreciate your help and say thank you.

Jason: Okay, very good. So thank you, Ron and Becky, for listening. We greatly appreciate it, but also the email. This question comes up often, so this is why we put it out there. And the answer is absolutely a hundred percent. Yes, you can certainly speak with another real estate company when your home is for sale. That is not a problem. What needs to happen is you, as the as the owner and the consumer, you need to instigate that activity. So that means you need to reach out to whatever real estate company that may be, whether it be us or any company you want to speak with. You need to call them. Let them know your home is for sale. Let them know that you would like to interview or get a second opinion and that is fine. And really the rule is just as long as the consumer contacts the real estate company, there is no issue. Now I will tell you that there will be some agents that will say no and simply because they feel it's a waste of their time. You are in a contract with another company. There is really nothing that they can do as far as actively trying to sell your home. It is a rule in North Carolina that you can only have your home listed with one real estate company at a time, and that's a state rule. If you don't like that, you can contact the State, but that is the rule. But as far as talking to, interviewing or just meeting with other companies while your home is for sale, that is certainly something in a consumer can do especially if you're frustrated. It may be that your agent is a hundred percent right, and it could be that your agent has just simply ran out of ammunition. And the last resort is well, I have done everything I could do, so we might as well just lower the price, and I find a lot of times that is not necessarily a hundred percent the answer. Sometimes it is a new set of eyes looking at the same problem. It is coming from it from a different angle, just a different view all together. Then there are some real estate agents that do not advertise. You have to realize that. There are some people that just stick a sign of the ground and wait and see what happens. Well when you wait to see what happens, it takes longer.

Keith:  Yeah

Jason: Because you're reacting to the hope that somebody is going to stumble across your home and want to buy it. And so when you advertise you progressively and proactively push out that information faster, so it gets in front of more people. So therefore, you are going to see a different result. It is just as simple as that. I will always look at things outside in other industries to give people good word pictures. For whatever reason, it seems like if we are selling a home, we cannot relate to the topic. But if we use a different, like we used cars, people are like oh –

Keith:  More familiar with that.

Jason: Yeah, right because you do it more often. If you think about cars and advertising so, if Keith puts his car for sale in his front yard, he goes to the Home Depot or whatever big-box store it is, he buys the best looking absolute For Sale By Owner sign he can put in his front windshield in his car. It is top-notch. He spent a whole 50 bucks on it. This thing is just screaming buy me. Right?  He puts it in his front yard. And then that's all he does. Will his car sell? Well potentially. Yeah, it may as somebody drive through. But you notice the car dealers don't do that. They are in the most prominent place. They are on the busiest streets. They have variety. They have lots of signs, and then they're also pushing their out their message with radio, TV, flyers, social media. And so they are sending a tremendous amount of traffic to their location. Hence, they sell hundreds and hundreds of cars per month. Now Keith does not have a hundred cars to sell, but his one car is going to take longer because he's just waiting for people to travel up and down his road. Actually, what will probably happen is one of his neighbors or his neighbor’s friends who gets introduced to the car from his neighbor will buy it and if nobody has any appeal to it that's on your street, it probably will never sell. Or you'll have to do additional things. You will have to spend money, put ads, do different stuff like that. Advertising is a huge part of that, so you have to remember some real estate agents do not advertise or they simply syndicate the property to all the free stuff that's out there. There are links to websites but paid placement within these websites outranks what they give you for free. Right? In our industry, it is kind of the you give the mouse a little piece of the cheese and let them taste it, and then what, you want them to upsell. So they give you a lot of these services for free, but if you really want to see the weight and the power of that system, then there is the upsell product. So to answer your question Ron and Becky, you can speak with as many real estate companies as you want. You need to instigate that contact, but I did want to prepare you that there are some out there that just may not engage. There may be some agents that just say I will no talk to you until your agreement is over. Everybody is different. We do not have that opinion and we were happy to speak with you at any time. So you can always give us a call, and we will be happy to come out and talk with you about your house your situation, whatever it is.

Keith: All right, great. Our next email comes from Bill says he knows that his house is in need of repairs and he does not have the funds to fix them. But is that they need to be addressed. So he identifies that, feels terrible. Said he has had some major setbacks in the last few years. The money is just not there, and they need to sell the house, and they really cannot afford to just give it away. So he wants to know is it possible to sell a house as is or give an allowance for repairs

Jason: Absolutely. Well, first of all Bill, I am sorry to hear about your setbacks and you know life, what's the commercial? Life, it comes at you fast. Right?

Keith: It happens.

Jason:  It does happen, and you have got everything from sick kids to just all kinds of stuff, job change that you were not expecting, and the official word is you have been downsized.

Keith: Reduction in force.

Jason:  Reduction in force. That is it. The good news is you do have some options, Bill. A couple things you can do. You can actually sell the house as is. That is no problem at all. You just have to realize that potentially we are looking at multiple different price points based upon that condition. Really it is about finding a number that makes sense for you and makes sense for the buyer. That is the key thing is to be able to bring those two numbers together in some type of agreement. But it definitely can still be sold. We have got a large group of investors that are out here looking for property and there are at all different skill sets. Some of them are simple investors, but an investment property to them is paint and carpet. That's about their skillset.

Keith:  Yep, that is here.

Jason: Yeah, so there are they are our HGTV watchers, not doers. Okay? They like to watch it. They like the shiny stuff. They are like, oh carpet. Okay. I got that. Paint makes sense. Then on the other hand. We have got really intense investors that will strip your house to the studs, rewire plumb it, all that. We look for the skill set that's going to match the condition of the house and so it could be we need to kind of quantify in your mind too what repair means. Because I also find from an owner standpoint your experience of what you think is difficult to do as far as a repair also weighs into your comment. I have had some folks that will say well we have some really bad deferred maintenance, and we want to sell our house as is. Really, I go over to the house, and I'm like your windows are dirty. Your house needs to be painted and your weeds need pulled.

Keith: You can do that.

Jason: This is not bad. We can get through this. This is going to be okay, but compared to the way they used to keep their home and the way that it used to look to them, they feel that it's really in disrepair, and most of the time it's because maybe physically or from a health standpoint, they are just not able to do what they used to be able to do. Now, of course, we do go to some homes and it's like, it takes your breath away from the curb and so, you know that you're dealing with a complete remodel, gut down to the to the core. Right? All those things are different and there's a different buyer out there for all those. Really what we do is we have a database of folks out there we look for. Of course, my company we buy homes as well all the time. I do my best to try to buy a couple of those a month so that we can keep our portfolio full as well. The other thing is is sometimes we can step in and help you fix some of those things. So it's one unique feature or one process that we have within our company. We actually are in a position to step in and make some of these repairs for our clients should they not be able to do that. So I'm not going to rebuild your home for you, but if there are things that need to be done in order to get it sold that will get you a considerably different number with really not a lot of , not reconstructing the house, but I will give you an example. We just put a house on the market yesterday. We went in, painted the entire home. Somebody step through the ceiling and the attic when they were moving. We had to repair the hole, paint all the ceilings, paint all the walls, and we actually ended up redoing the hardwoods in the house. So, you know, it's about is about a 15 $20,000 change that the owners didn't have. But the owners have a tremendous amount of equity in the home. We'll get paid back when we sell the house and we're perfectly fine with that and it is a totally new different number and the house looks amazing with everything fresh. It basically looks like a brand-new house on the inside. So it just took a little effort, a little money, and a willing owner that recognized that hey, I could get a different price if I had this option.

Keith: That is great because the reality is it is going to be a win-win for everybody. The owner is going to end up making more money on the sale of the house. You guys will end up making, everybody involved will benefit from the sale that house and whoever buys the house is going to get a house that has less work for them to do. It's a win for everybody.

Jason: Yeah. It's a hundred percent move-in ready to go, and the house went from a really glim hope of selling quick to we will probably sell the house in a week just because it is going to be so much far superior than anything else that is on the market. When we do this, we look at the competition. We say okay, here is what we got to beat, and we get it done. We are going to do this. We are going to take a quick timeout. We are going to go pay some bills. You are listening to the Jason Bramblett Real Estate Show. We have got some more of your emails and your questions coming up, so do not go anywhere and we will be right back.

And welcome back. You are listening to the Jason Bramblett Real Estate Show. So I'm sure you guys have already made the plans to head out to the Dixie Classic Fair now that we have teased you a little bit with that. We are going to dig back into real estate, into your questions that remember, if you have one go to Jason Bramblett dotcom, click on that email icon, shoot it over to us, and we will definitely get you an answer. So what else we got coming up, Keith?

Keith: I got to tell you. Richard, I want to thank you for asking this question because I have seen these exact same TV spots on when I'm at home in the evening and I always wondered this same question. He's writing, and he said Mr. Bramlett, he hears the ads on the radio and sees him on TV with the Shark Tank lady and says that you guarantee to sell the house. He wants to know at what percent do you buy the house at. Can you give us a little bit more details on that? And I thought that same question before.

Jason:  And most people go well if he's buying it, it has got to be for nothing. Right?

Keith: Fifty percent.

Jason:  I'll play with Keith here. So think about that. If I was buying them for nothing, we have been doing this for 14 years and in 14 years, we still talk about the program and we still have people sign up. So therefore, if Jason was making really crummy offers, no one –

Keith: People would stop.

Jason:  People would stop. It would kill itself. Right?

Keith:  Except in some extreme circumstance.

Jason: Yeah, exactly. We have that program. Basically, I did corporate relocation for 10 years. And where this program came from is I noticed something with their processes. They would have every single house thoroughly inspected. They would have it appraised. They would have the title search. They would have it checked for termites. They do all these things and for 10 years I got to see all this data. The one thing I notice is the homes would always sell quicker, and they would always sell for more money a hundred percent of the time. I was sitting there thinking why in the world, why is this. And one day I'm driving down Wendover and a BMW commercial comes on the radio and it says certified pre-owned BMWs hold their value and sell at 33% more than a non-certified BMW. I went to the car lot and looked and outside of mileage, they do this what, hundred-thirty-point inspection or whatever it is. They are not selling the inspection. They are selling the peace of mind in knowing that this car has been checked out differently than the other car at that with the competitor down the street and so certified pre-owned was born. I found out that's not a trademark thing. So we came up with our own certified pre-owned process in which is basically exactly this. It is the process of the corporate relocation, and the only thing that I changed is I made this available to the public as opposed to you having to be an employee at one of the big major, mega companies in town that actually would offer this benefit to them. And their benefits are a little bit different. What they found is in the time that I was ith the relocation companies is what they found is an employee that gets transferred who basically we've uprooted their entire family life most like the teenagers hate Dad or Mom right now. Right?

Keith: Exactly.

Jason: What they found is if they could remove the burden of the past, which being the home and the dead weight and maybe the two mortgage situation, it helped for an easier transition for this new employee to move to Texas or move to Tennessee or whatever was, so they could close the chapter with a definitive date in North Carolina. That's where I stepped in, and I helped them with that process. But what we found and what we gleaned from that system was it was a really good system in that consumer liked the peace of mind of a home being checked out. We had our certified pre-owned, and then I said, well if the company can do this is a buyout why can't we? We know everything is right and wrong with the house. We have got the appraisal. We got the inspection. We know about the title. We know termites, no termites. I would buy this house, and so I came up with a process in which I can make them an offer. We get we set a time, and at the end of that time, if I have not sold the home as agreed, then we purchased the house. And so we've been doing that for 13, 14 years, and I have bought many. I couldn't tell you how many, though I know it is over 50. I could not tell you which one, and of course, there are rumors out there that I have heard from some of our fellow real estate people that Jason only buys the cheap houses. What I found with most cheap homes is those people do not move a lot. Our average price home and our guaranteed sales program is actually $350,000, and most people that take advantage of the program are people corporate relocation 300 to 500 grand. So if that's you, if that's your house, and you need to move a hundred percent, get in touch with us. We will walk you through our guaranteed sales program. It has been around a long, long time. We have plenty of people that we can refer you to but if you want more information go to Jason Bramblett dot com, you can click on the email. Shoot it over to us or give us a call the office at 553-0796. Hey, everybody. Have a great weekend. Enjoy yourself. Go out to the fair, check out those donuts and those pretzels, and we'll see you here next week. Jason Bramblett dot com.

Posted in Radio Show
Oct. 5, 2019

Home Selling Options

Jason Bramblett Real Estate Show Podcast 

Click here for link to podcast

Jason: Good morning, Triad. Hope everyone is doing fantastic on this wonderful Saturday morning and also the start. Well, we have been talking about it for a while. The start of the fourth quarter it is here. It is go time. The greatest quarter in all of business. The quarter that actually will make or break you is right here. And so, as we head into the end of the year, as we head into that fourth quarter, remember this one here also carries the greatest amount of distraction. Of course, we've got all the wonderful holidays that are coming which can throw your business sideways if you're not paying attention so that the state at the same time it is also the greatest opportunity. It really separates planned action from reactive action. If you have a plan you are your 95% ahead of pretty much everybody out there because most everybody is going to be reacting to what is going on, reacting to what has happened in this quarter. So by far the most exciting time of the year, not only from business, but of course, hey, all these distractions are fun. You have Thanksgiving coming up and also don't forget Halloween, but we've been looking at Halloween since Easter it seems like at most of these places. Even Costco put out Christmas before Halloween and I hear there's an uproar out there over that.

Keith: I saw it this weekend. It is everywhere.

Jason:  It's everywhere it is it is. It is pretty soon to be the greatest time of the year all the time. Used to be you had to go to Myrtle Beach in order to get the 365 days a year Christmas store, but it appears that it is now everywhere. So what we're going to be doing we're going to be breaking down action steps, really digging into some of the principles that will ensure that you have great success not only in your business, but also at getting your home ready for sale and really just something I've used over the last 20 years to ensure that the results that we want are the ones that we're going to achieve, and the best way to do that is to make them obtainable first and then measurable, make sure that they can be tracked and they can be conquered and that way,   every single day what you want to get done. So we do this every quarter. However, I found that it's really compounded exponentially right here in the fourth quarter. Grab your pen and paper we're going to dig into that today. You can always give us a call the office at 553-0796 or go to Jason Bramblett dot com on the top right corner. You have that little email icon, shoot us an email, and if your question is worthy of being shared on the show, I will gladly do that or if you just want to rant you can do that, too. We love all emails, good, bad, indifferent.  Believe it or not, we do read them all and we do make adjustments based upon your comments and so things you want to talk about on the show, but also ideas that well, maybe you just, I always find there's no dumb idea if you're thinking about it, there's probably a couple other hundred people out there. So just ask the question and you may be doing a great thing and helping your fellow listeners.  So joining me, of course, Mr. Keith. How you doing today? Everything good?

Keith: I'm good. I'm healthy. Finally, yes.

Jason: Yes.

Keith: Yes, got rid of the crud.

Jason:  Got ride of it.  It is it is early this year. It is early this year and the more people I'm talking to are already, well, actually I'm already hearing some people that have struggled with the flu a little bit already.

Keith: I don't think I had the flu, but whatever I had was not pleasant.

Jason: Well we conquer and move on right?

Keith: You've touched on something last couple of weeks, but this is the one thing that has really interested me. So, we talked about the traditional person puts their house up. They have people come through. They do all of that, but that's not for everybody. What if, you've talked a little bit about if you want to sell your home, but you don't want to go through the preparations. You don't want to go through the showings. Maybe you're moving for a job and you've got to do it in a hurry. I'd love to hear a little bit more about that. Because we've touched on it, but to me, it's a little different than traditional.

Jason: For sure. And the traditional is we operate under the assumption sometimes in all business that everybody wants the same product and not everybody does. If think about if you go to a restaurant if everybody just had the same chicken, well, they wouldn't be very many restaurants for one thing, but it certainly wouldn't be any, we love that variety. We love options and so why not with sales? So there's no rule, saying in order to sell your home that you have to have it listed you have to have all these different people coming through and  there is more than one option out there and that's one thing that we've done. We look at each situation, and we've got three options really that you can choose from in getting your home sold and some of them out there, yeah. Okay, we have the traditional route. Just like most everybody. We come out with a plan. We're going to bring the public through your home. We're going to do, get as many people through the house in the shortest amount of time, which should increase the demand and increase the pric. But that does not necessarily work for everybody. And then we've got investment companies and then we also invest in properties as well. So there are many avenues that we have out here of corporations that are looking for properties that they want to buy and hold and keep them in their inventory. They'll keep them as a rental property or whatever and then we also have a holding company as part of our division that we do the same thing. We buy homes for rent and keep that as adding to our future portfolio. So there are options out there. But,\ we can look at every single one to see which one fits you because one thing that I can sense a lot of owners get frustrated with is they think it's just one size fits all and there certainly are other options out there. You don't have to just have a hundred strangers coming through your house.

Keith: Well, you mentioned investment.  Now clearly the point of investment is to make money. That's why we invest our money. So are these significantly discounted prices or they aggressive in some cases? How does that work?

Jason: We look at every single angle as to what fits the owners plan. Is it discounted? There's two different ways in which you make money in buying homes. It is you buy them at a discount to turn around and resell them. So that's one type of investor. There's another type of investor that buys based upon future cash flow. And so they will they will pay a different price for the house because they're not needing to see immediate return. They're looking for a long-term plan, a long-term return over 10 years 15, 20 years. The price they pay is significantly different than that guy that has got to turn that profit. Say the next 60, 70, or 90 days. But what we really look at is what fits the sellers plan and what fits our clients plan. We've got we've got owners that they've got paid for homes, so maybe they owe nothing. They can they can really sell it at whatever price they want. It makes no difference.  We have some owners that would take anything for their house, but they have this one little problem. A mortgage, and so they can't just sell it for whatever they can get because they are upside down. We are starting to see that again in certain price points where owners that have bought in recent years bought at say a higher price. Something has changed in their in their life, in their plan, or whatever and now they want to sell, and their values have dropped back, and they just simply do not have the equity to be able to be able to sell. Everybody's in a little bit different situation, but what we look at is what's the priority for the seller? What's the purpose in, it really just come in with a simple what we say common sense we have to look at, okay, if you want the highest price with the least amount of hassle, okay, there's a plan for that. If you want the highest price and don't care about the hassle, okay, no problem. That's probably leaning more towards the traditional path. But we've also got   owners that have, I don't like to use the word neglect. Let's just say deferred –

Keith:  Stuff happens.

Jason:  Yeah, they've deferred some maintenance. If we got some money that's a got $40,000 worth of repairs that need to be done to their home because a deferred maintenance and updating, he also, most owners realize that whoever buys that house isn't going to do all that trouble and all that aggravation for free. Even if it's just a home buyer that's going to move in the house. Everybody expects to be compensated something for their time. So if you had a let's just say it was a $200,000 home that needed $40,000 worth of work, most people don't look at that and say well if I drop the price $40,00 everybody's happy. Maybe, but not necessarily. Most people really look at that as like, okay, that's just the cost to get it to zero. What about my time, effort, and energy? What about the 1800 trips back and forth to Lowe's? They want more than that even. So depending on how many years and how long you've deferred that maintenance, and we've seen it to where, sometimes, hey life happens. One of the spouses passes, and the spouse that's remaining just doesn't have the bandwidth to be able to deal with that. Maybe they did not deal with managing the house at all. And or maybe they weren't left or there's not enough funds left in the estate or in the retirement or in the life insurance to fix or maintain the house. But maybe the house is paid for. The other thing is we have a lot of folks that have paid for homes, but they have no income, or they have a very, very small income because now they're retired. Banks typically don't like to look at small income when they're looking at doing a loan. And so you may have a paid for home, but you cannot even borrow a dollar against it to make the repairs and so you're kind of stuck. Tthen the other thing, too, is we look at what is the trade. If you're going to go through all the effort and energy of updating the home, ae you going to get a return for your efforts or is it just to get back to zero. Every single one of those things we look at, and there's a system for each one of those things and that's what we've worked on for over 20 years is developing a process and a system that makes sense for that owner because not every single plan,    me coming out there and just slamming a sign in the yard, and like I said, having a couple hundred people come through your house that may be good for some but not good for all and so we've created programs and processes there that, I do not want to say it fits everybody, but we certainly do our best to come up with a plan for every single situation out there. So, if you think of this way, if your house, as I was saying say it's worth, $200,000 in you've got that forty or fifty thousand dollars in deferred maintenance, does it make sense for you to spend the money make the corrections and reap that reward of getting the house sold or does it make more sense, or does it make more sense just to lower the price? If you look at the net result of the two, it could be the same. That's what we're going to figure out is is a $40,000 discount equal to putting $40,000 in the house, or if I put $40,000 in this $200,000 example now is the house worth $225,000? Well, if it is, then you're being rewarded for your effort of basically $25,000. But maybe you don't want. Maybe that doesn't matter. Maybe you don't care. Maybe you just want to get the house sold. We have a plan for that. We have an option for that. And so, we're going to look at what best suits you as the owner but really your lifestyle and where you are. And sometimes it's I have a willing owner, but they don't have capital. Actually, we have this situation right now. We got a very willing owner that will do anything. Unfortunately, their retirement income does not allow them to really take on any debt and they have a paid for house. So, we're going to partner with them to come up with a strategy in which we're going to fix up the home to help them get it sold and so it's going to work out great for both parties, but that's an option and that's just not something that every single real estate company or agent can offer. Somebody's got to have the money to do it. Right? And so that's going to disqualify a certain number of people right off the bat. Just as it does with this particular owner. They don't have the capital to be able to make those improvements. So the good thing is we know what people are looking for. We know what the consumer wants and so another reaction we get sometimes, Keith, I'm sure you would never, you couldn't even imagine this, but people don't want to paint because they're afraid they'll choose the wrong color or they don't want to put carpet in the house because they're afraid they'll choose the wrong color or they do not want to change the countertops because they're afraid they'll make a bad decision. But that's what we're here for. We're selling hundreds and hundreds and hundreds of homes a year. We have a very good, I guess, idea, if you will, or know what's popular with the buyers and what they're looking for because we're talking to hundreds of them over and over and over again every single day. So we know what the trends are. We know the color profiles. We know what's the buzz words and what's the key words. Typically, I look at it and say well you probably couldn't make a bad decision because orange definitely is not in style.

Keith: That burnt orange style of the seventies?

Jason:  Yes, and the laminate countertops in the $400,000 house doesn't work so much these days.

Keith: The beautiful thing is, and my wife and I talk about this is we know a lot of things about a lot of things but you don't go out every day and buy a house. You don't go out and sell a house. It's a very specialized thing. So the fact that you guys have so many different options, so many different ways to go and you're experts at that, the average person doesn't know what you know. They just don't because how many times do you buy or sell a home? If you're lucky, two, three times in your life. If you're lucky five or six, but still it's not something you do every day.

Jason: Yeah, one of the things that I coach our team every single day is I say look guys, you got to think about this. Our client has either never done this or they haven't done it in ten years.

Keith: It's different.

Jason: And it is different today than it was 10 years ago there. You may have had some success maybe 15 years ago, you sold your home by owner and you thought oh, well, that was a breeze. Totally different market. There's been, I don't know, probably a thousand lawsuits since then. Every single form in the real estate business has changed 100% in 15 years. Everything has changed.  Lending rules completely different.

Keith: Just the last couple of years.

Jason: Absolutely. And so, there's a lot of moving pieces to that and so, at the end of the day I find people either value what you do or they don't. Everybody's got their opinion of whatever and it's great. And if you, I've yet to meet anybody retire wealthy because they sold their home themselves. So but maybe there's one person out there. I did read, I do study Warren Buffett and I did notice that one of the things that is not on his list was I got it to where I'm at because I've sold so many of my own homes by owner. That's not one of his top five money-making strategies. Right? Or he sold his car himself. No Warren Buffett became a billionaire because he did billionaire things.

Keith: Right.

Jason: And not saving money here and there on trivial things if you will. But again, as you said, everybody's got their own opinions. And while we're letting you collect your opinion, we're going to take a quick timeout. We are going to come back. We got some more things were to walk through, some additional principles to for you to get ready to succeed in the fourth quarter. So we'll be right back to you listening to the Jason Bramblett Real Estate Show.

And we're back. You're listening to the Jason Bramblett Real Estate Show. So before the break we were talking about digging in and looking at different systems and processes. And so if you're just looking for options, and you're not really sure maybe which one, or maybe you didn't even know there were options when you go to sell your home. Maybe you thought the traditional way is you just call a real estate company like ours and it's one-size-fits-all. And we wanted to talk about today that it is there is more than one strategy out there and there is more than one process. So if you don't like the idea of the traditional real estate sale and you would like to take a look at other options, we have three to four different options for you to look at outside of just our standard traditional way in which we sell homes. So if having strangers through your house is not for you, we understand. That's why we created a system for that, and a process. So we've got something for, well we believe something for everybody. And we also recognize that not every plan and every system is for every single owner.

Keith: So you were mentioning fourth quarter. It is unlike any other time of year. You've got so many distractions. You got the holidays, you've got changing seasons, so many different things. Can you talk about some principles specifically during fourth quarter to be successful?

Jason: Absolutely. I won't get too psychological here for you, but there is some definitely science behind this and in studying some of the masters all the way back to the early 1900s, one of the things is really learning how to master your mind but also master that subconscious. The cool thing about, if it was a wonder of the world in my opinion your subconscious mind would be like the number one wonder of the world because the amazing things that doesn't know the difference between a lie or truth. It reacts in whatever you've programmed in there. Right?

Keith: It is what it is.

Jason: It is what it is. So if you tell your subconscious mind you're the greatest thing that ever was the walk to earth, eventually you walk around like hey, man, I'm awesome. But the downside of that is is if you always have a woe is me and a poor, poor pitiful me party, then unfortunately your attitude and your posture and all that stuff starts to kind of work that way as well. So whatever it is that you're feeding it, it will work itself into attempting to justify the information in which you are giving it. And so if you want to be very successful, you have to believe that in the way in which you believe it is you put more good in your day then bad.  I think I've shared this a couple times but one of the things that I did to really made a huge, huge impact in mind entire life is about 18 months ago, I decided that for the very first two hours that I wake up  I will not pick up my cell phone. And so I just won't deal with any negativity within that first two hours. And so, I'll do know do exercise and read something positive and get in the right frame of mind and that way when I pick up that phone if there is something there that I just don't really want to hear, read, or see, whether it be on a social media feed, it be an email, whatever it is, I am in the proper mindset to be able to handle that and handle it positively.  I just look at it okay, this is feedback in which we need to make a correction change and or oh gosh, Trump did something stupid again, whatever it is. Right? Whatever it is that's coming at me, my frame of mind is totally different because I'm prepared for it. Prior to 18 months, you hit the news feed and it doesn't read the way you want, and then you look at stock and it's not where it should be, and then you open up the email and the first thing you see is such and such got in trouble and so and so passed away. It's so and so are getting divorced.

Keith: Your day is shot.

Jason: Yeah, it's not a great way to start off the productivity. If you have never thought about that, and the other thing, too, is some of you just quite frankly are flat-out addicted to your telephones and just break the habit. That is all it is. It is nothing more than a habit that you've created, and I know some of you will say, well, my phone is my alarm clock. Well, they sell them for like $2. Go buy a stupid old school, dumb alarm clock, and you'll be fine.

Keith: Use your smart speaker.

Jason: Use your smarts speaker. Yeah tell Alexa, Siri, Houdini, whoever it is you need to tell when you need to get up, and I promise you they will do it assuming that they have power and the battery is not dead. But anyway, putting more positive into the start of your day is huge, and that is what you need to do. So work on that every single day, alright, and get that information in there. So you're listening to the Jason Bramblett Real Estate Show will be back next week right here on Saturday. You can check us out at Jason Bramblett dot com.

Posted in Radio Show
Sept. 28, 2019

Are you self sabotaging your home?

Jason Bramblett Real Estate Show Podcast 

Click here for link to podcast

Jason:  Good morning. You are listening to the Jason Bramblett Real Estate Show.  I hope everybody is having a great weekend. Are you ready?  Well, we have been getting you ready for the past couple weeks on our little series on getting the house ready, but today we are doing a deep dive, going deep. Making sure that you have got everything ready to go to get your house sold whether it be now or in the future.  We are going to dig through, give you some detailed, ready-to-go lists, so that way you know every single step of the way and what they need to do now. We are all about making the burden easy, making the burden light, and how you do that is by being prepared.  How do you eat an elephant?  One bite at a time, and that is what we are going to do. We are going to dig into today and take that step by step. Or you can do it the way you want.  Wait, do nothing, and then run around like a wild person, kicking the dog, beating the kids, the wife is screaming at you. That is not any kind of fun way to get the house ready to sell.  And here is the other thing. It is not necessary at all. So guys, do me a favor. Have your wives listen to the radio show today. That way we will take the first action plan which is getting you prepared for the honey-do list that we have got coming and what we are going to talk about.  Basically it is coming up with a plan, and we are gong to work our plan, and we are going to start with the end in mind. It is key to set those things in place. You can plan to do nothing.  Nothing is still a plan by the way. It is just not a really good one. So we are going to walk you through that step by step, and then we re going to talk about pricing. We are going to talk about where you should put the money and then prioritizing everything out for you. It is not for everyone what we are going to talk about. And if it is not for you, that is okay. We have a plan for the person that just does not, the I do not want to do anything seller out there. Hey, we have got you covered as well. We are going to dig into that.  But you have got to understand.  There are two different prices in real estate. You will get a different price by doing nothing.  Just like with everything. Convenience comes at a price. It always does. You pay at the convenience store, the gas station, the restaurant, on vacation, and even when you go to sell your house convenience has a price and we do have a plan for that.  So don’t you worry.  Joining me today, Mr. Keith in the studio, and he is here. We are going to be lighting up the board and making everything happen.  Good morning to you, sir.

Keith:  Good morning.  So let’s jump right in, Jason. All right. We talked about getting ready for the fall. We have got the leaves picked up. We have got the lawn looking good. The gutters are clean. Nobody fell off the house. We are good to go.

Jason:  Even better.

Keith: What is the next step?

Jason: Keyword do not fall off the house.  Definitely. So most everything we are going to talk about today is probably in an area of the house that you do not go to that often. We are going to talk about basements and crawl spaces and all that.  Here is what I want to do. I want to hit the big-ticket items.  And what I say by big ticket items, these are basically the deal killer.  These are the things in which when a buyer discovers these problems with your home, the likelihood of them moving through the process to closing is almost zero. The other thing I look at is I always approach repairs or things that come up in two ways. The first way is if you were not selling this home, if we just discovered this, is this something that you should get taken care of.  Meaning we found a little problem that is going to be an extremely big problem if we do not do something about it.  The second thing we look at is is this something that is going to come up again and again no matter who the buyer is? Buyer A finds the problem, doesn’t like it, walks away. You do not fix the problem. Buyer B knows about it, but Buyer B does a little further investigation and they say, you know what, I do not like it, and I am walking away as well. What I am looking for is the repetitive thing, and I am looking for the thing that is only going to do more damage to your home should you not sell.  Some of these items will prevent your house from selling at all. Therefore, you are still going to be stuck with the house, and if you do not fix it, well, you may be stuck with a bunch of repairs and or ashes if you do not do anything. Right? It could be nothing.

Keith: Yeah.

Jason:  Some of you that only repair that we can come up with is road flare and five gallons of diesel fuel.  I do not recommend that.  Everything can be fixed. The problem is everything costs money. The number one deal killer of all time, 100%, 22 years’ experience, thousands and thousands of transactions, the crawl space.  If there was an Achilles’ heel to a house, it is the crawl space.  Why?  Well, you typically do not have dinner there. Right?  It is not a place you visit often. It is dark, damp.  It is spidery. It is whatever it is, and most people just od not want to spend a lot of time there, but it is the place that we need to go look. It is the place that we need to go check out. It is certainly not the place that fun happens. That is for sure.  Just in the past two months, we have three major issues discovered on properties that really would have been deal killers had we not been able to discover them during our pre-inspection. Termites and then termite damage. Mold, mildew issues, all kinds of things. But between the three, it was just about $40,000 in damage. A lot of money.  Oh, and by the way, if it discovered as termite damage, guess what? Your homeowner’s insurance does not cover it.

Keith:  The instant when we bought the house, we were sweating.  We had no reason to think there were termites. We were sweating for the termite inspection because if we had heard the word termite one second, we were walking away that second.  We were not going to mess with it. We just would not.

Jason:  Right.  And there are a lot of folks out there just like Keith. It proves two points. One, that is just a non-negotiable for Keith.  The second is most people do not want to inherit your problems.  Why do insurance companies not cover termite? It is considered neglect. You have not maintained your home properly. Termites are not like ravenous dogs. They do not do the damage in 30 seconds. It takes years and years of time to do that much damage. So therefore, the insurance companies look at it look, if you have not cared to address this problem two, three, four, or ten years, we are not going to be the bearer of, we are not going to fix your neglect essentially.  Now, I am sure there is some insurance company out there that would sell you some type of policy, but it is going to be a policy before the problem happens.  There is not a retroactive.

Keith:  Right.

Jason:  That is called do it yourself.  Essentially what you are saying is I am self-insuring my home against termites when you do not have a termite contract. So you need to get into the crawl space and check it out thoroughly. Now, inspecting for termites is a licensed activity in the state of North Carolina. So you, the average homeowner, may not have clue what you are looking for. This is where you want to spend anywhere between $70-150, whatever those guys charge to come out and do a thorough investigation and inspection. Get in touch with them.  Hopefully, you have a contract, and therefore, that makes it easier. But if you do not, this is something you definitely want to check out before the house goes on the market. It is one of these non-negotiables. The other thing is that if a buyer is getting a loan, guess who else is going to have a problem with the termites?  The bank. They typically do not like to do loans on houses with extra guests in them.  Right? They want to loan the house to people and not to termites.  Therefore, they typically want to see a report. Certainly all your government-backed loans.  So your USDA, FHA, and VA, 100% of the time require this. They want to see that report.

So next in the crawl space, water. Here is the best rule of thumb.  There should not be a drop. Again, sometimes folks, well how much water is acceptable. None.  Nobody wants water in the crawl space of the home they are going to buy because it is only going to lead to problems down the road. I had a person one time that went to see their house, and there was like six inches of water in the cellar-style basement.  And I said, well, you have got a real problem down here. We are going to need to get this addressed.  She said, oh, no, no, no, that is a wet basement.  I was like a what? She goes well when we bought the house, they told us this was just a wet basement.  That is how it was designed that way. I was just like maybe somebody can educate me, but in all the years I have been doing real estate, I have never seen a house designed with a river flowing through it on purpose.

Keith:  That does not sound right.

Jason:  It does not sound right, and it was not right. Unfortunately, it was very, very expensive to convert her wet basement to a dry basement.  You should have a vapor barrier down. If you see dirt in your crawl space, you do not want to have that in today’s world. You want to go get some plastic. I think the code is a standard six mil or greater in thickness that you want to cover all the dirt.  Why?  It keeps the moisture down in the crawl space but also in the house.  How do you know you have a moisture problem? If you go into your crawl space and you have insulation under there, and it looks like a cave. So basically it is kind of stalagtited down, it looks like of creepy and eerie and weird. That is the moisture. It has gotten so heavy it is starting to shred the insulation, and it is making it fall because of the weight.  If you see that, you have a moisture problem. You may not have a very big one. You may have a horrendous one, but you definitely have one that needs to be taken care of.  But that water vapor collects weight over time, and it will make that insulation fall down. Sometimes the crawl space ends up being kind of the catchall for everything like extra little wood pieces and projects and stuff and storage.  It should not be. You want to make sure that when you are selling your home that there is no debris under the house, especially wood products.  Why? Termites. Again, they are attracted by those things, so you do not want to store extra firewood under the house. You do not want to chuck 2x4s and those type of things down there. An acceptable thing maybe in the crawl space may be if you had an extra bundle of shingles from the house. You wanted to keep them out of the sun and dry. You leave them in the crawl space. Most things do not eat shingles. Other than buzzards. I have found out over the years that buzzards have a partiality to landing people’s roofs and tearing the tar shingles off.

Keith:  If you have got a buzzard in your crawl space, you have got a much bigger problem.

Jason: This is true. We may need to check the house very thoroughly.

Keith: There are some issues there if there is a buzzard there.

Jason: But true story. I did go to a home one time, a vacant house, and there was an owl laying dead on the kitchen floor, which made no sense at all because all the doors were locked.  The only thing that we can guess is he came in through the dryer vent somehow. The vent of the dryer did not have a cover on the outside of it, and presumably maybe he was finding some prey or chasing something in the house, but he got in, but he never got out, and unfortunately, he had his last days on the kitchen floor there.  Perfect. Looked like he just stuffed out basically.  It was very interesting.

Keith:  That is odd.

Jason:  Not something you see in most homes. But I have seen a lot of things that you do not see in most homes as you can imagine after going in almost 3000 properties in the last 20 years.  I have seen some very interesting things.  Yeah, some great things. Things in which I do not ever want to see again, too.

Keith:  Even for the pre-inspection.

Jason: Very much so. Very much so. These things need to be corrected prior to selling. You want to get all these things out of there, and buyers are not looking for crawl spaces with swimming pools in them.  We want to make sure that there is not a water issue.  You may go down there and there is not water now, but if you know there is water from the past, and you can typically tell that because water will leave a line on the brick, on the block, and you will be able to tell that there was water there. A trained professional certainly will. Now, once you discover water, now we need to figure out where in the world it is coming from.  The two biggest culprits for sure are the downspouts and the vent wells. Check your downspouts. I cannot tell you how many times, think about brick and block. It is porous. If you take a cinderblock and you pour a cup of water on it, it will not run off.  That brick absorbs 100% of that water. If you ground is dumping hundreds and hundreds of gallons of water against your crawl space, which is probably blocked, all it is doing is absorbing that water until it cannot anymore. Where does it go? Path of least resistance. Right into your crawl space. So you think about a good rain storm. There is going to be hundreds of gallons of water coming off your roof, right down your downspouts, and this is where we see the issue.  The other thing is over time, your landscape builds up, which gets it above the level of the vent wells that are going into your crawl space, and now we basically we have, it is almost like taking buckets of water and just dumping them into your crawl space.

Keith:  It is amazing to me. Every single show we do goes back gutters and downspouts. You do not think about that off the top when you are in your house.  You look at all these other things. But so many things go into those two things.

Jason:  It does. Well, if you think about the common things we do in a home, most people do not like hey, it is raining cats and dogs. Let’s go outside.

Keith: Right.

Jason: When we are we outside.  When it is beautiful, sunny, dry, warm. It is not raining. Not raining, nothing going down the downspouts. So we walk around our home in dry conditions and we are like everything is great. Well, when we get 2 ½” of rain in an hour and a half, go outside and see what it looks like then. That is what we miss. That is the visual that we miss, and typically after a great rain storm, we are picking up whatever, leaves, sticks, whatever it is in the yard, and most people do not have the first thought in their head is I should look at my crawl space and see how much water got in there last night. It is not even on their radar. And it is just years of that just being out of sight, out of mind. Because we do not go outside when it is raining, we do not see those effects, but you need to look when it is not raining.  If there is 2” gap between your downspout and the piece that is going into the ground, gravity, yeah, the water will fall, but it will not all just make it in there. So you want to make sure everything is connected. You want to push the water a good ten feet away from the house to make sure that it is not flowing toward the crawl space.  Then, of course, the vent wells are notorious issues, and typically it is just because landscape over time, it breaks down, and most of us do not go strip all the pine needles and pine bark, and everything off. What do we do?  We just throw more on top. Right?

Keith: Yeah.

Jason:  Over time, it builds up and it builds up, and now our landscape, which was way below grade when the home was built, ten years later, now it is three feet above or three inches above, I should say. And now it is just pushing water right back into the crawl space. So those are simple things that we want to look at. We are going to go take a timeout. Go pay some bills.  When we come back, now we are going to dig into some other issues.  The top five list of problems when you sell your house.  You are listening to the Jason Bramblett Real Estate Show. We will be right back in just a minute.

And welcome back to the Jason Bramblett Real Estate Show. So we are digging into all things that could possibly go wrong with your house. The deal killers we call those. The things in which buyers typically cannot get over when they are buying a house, and that is why we take the time to do pre-inspections on all of our homes to make sure we get right. We have a philosophy within our company to be proactive and not reactive because well, proactive we have control. We not only control what is going on. We control how much things cost. And when you let the buyer find out, they control the costs, which costs you, as the owner, more money because you are in a reactionary state. Anytime you react to something, I will assure you it always costs more in the end. There are lot of emergency room trips that have been made because of reactions to situations. Right?

Keith: When it comes to the surprises, they are typically not going to benefit you.

Jason:  Most of the time for sure, no. That is for sure. We are going to dig into a few other things, but you are listening to the Jason Bramblett Real Estate Show. You can give us a call at the office any time you would like. It is 553-0796.

Keith: All right. So let’s run down.  We talked a little bit about the water in the crawl space, and those are huge, huge deals, termites and all of that. But there are a couple of other big, big things to look at when you are selling your house. What are those couple of, those four, five things that are really important?

Jason:  One of the things we look at are systems and things that have moving parts. Water, obviously is moving, but it does not have an engine.  The crawl space does not have a motor, an engine, and so the other big things are the things that wear out.  Heating and cooling systems definitely in the top five. We see that time and time again where owners, they just do not have these things checked and cleaned on a regular basis. You should have your heating and cooling system serviced on a service contract and have it checked out once per year. If you do not, you are either just shorting the life of that system, or you are delaying a major repair down the road typically. Because things can be fixed sometimes before they completely wear out to nothing.  Right?

Keith:  Right.

Jason: It is kind of like brakes on your car. You have to put new brakes on or you really, really should put new brakes. And this is why the government does not take your word for it, and you have to get your what, inspected. Now, your HVAC system would only hurt you more than likely should something go wrong, and that is why it is not mandatory. When you are in your car on your road endangering the lives of other people, they would like to make sure that the minimum standard is met, or you lose your license. Right?

Keith:  Right.

Jason:  Your license plate is revoked. Your car is on the road illegally. You need to turn in your plate and walk is essentially what the government is saying. Why did they have that standard? Because they know when citizens are left to their own, some citizens anyway, they will defer maintenance of their car forever.  And that is why we have minimum standards. If we had minimum standards for many systems on our homes, then we would not have near the issues that we have when we go to sell them.  If there was a regulation where every single year you had to have the crawl space, roof, windows, heating and cooling checked every single year or your taxes tripled, whatever. Make up some penalty. I will promise you we would have some of the best maintained awesome in the world.

Keith:  You would uncover 90% of the problems that come in inspections.

Jason:  Absolutely. Selling your house would simply be here are my keys. It is absolutely amazing. Have a great day. But we do not have that system, and therefore, just like your car, your home has systems that need to be checked out. Your water heater is another one. It is certainly in the top five. We typically see where water heaters are way past their expected life.  Yes, they are still heating the water kind of, sort of. But they are full of rust. They have corrosion. There is a TRP valve that we have on these things, which is basically a safety valve in which you are supposed to, it is supposed to keep the tank from exploding or causing harm.  But there is also supposed to be pipe that is extended off that. 99 times out of 100 we do not see that, and it is another safety precaution that was omitted.  That is something we see that comes up all the time that comes up in inspection reports. Just as you would have your water heater checked out, your heating and cooling, if you switch these things, you need to make sure you get a permit for the work that is being done. This is a top priority. Banks today are looking into these things to make sure if a system is changed out in the municipality where you live is a permit required.  You cannot say it is not acceptable to say well I hired a plumber. I thought he got a permit.  The responsibility of the permit falls on the property owner, not the person you hired. The person you hired can do all of that for you, 100%, absolutely, but it is the owner’s responsibility to make sure that it happens. So you need to check with your county and or city and see if you need a permit.  We have got an extensive list of things that we are going to continue to go through. But you can always call the office at 553-0796. Go to Jason Bramblett dot com. Shoot us an email if you have got a question or you need to get a jump start on that list. Everybody have a great weekend.  We will be right back here next week.

Posted in Radio Show
Sept. 21, 2019

Are you ready to move?

Jason Bramblett Real Estate Show Podcast 

Click here for link to podcast

Jason: Good morning, Triad. You are listening to the Jason Bramblett Real Estate Show. My tongue is moving, but my vocal chords are not evidently.  So hope everybody is doing okay today. Going to kick off the real estate show.  Going to dig into a bunch of different things that have to do with getting your home ready to go here in the fourth quarter. But before we do that, it is full-court press time as well.  If you are wanting to move by the end of the year, it is time to get serious.  It is time to really get that punch list of items ready to go, and we are going to help you with that.  The great news is all the part-time, no-time agents in the Triad are headed back to their winter jobs.  What will be nice going forward is the people that are actually in the marketplace selling homes are the professionals, the people that make the transitions and transactions very simple, easy because they know exactly what to do. They have been through the ups and downs and sideways of the real estate market.  So this is an excellent time to get just a great amount of service at the highest level dealing with some of the best real estate agents in the marketplace. We have got very serious buyers that are out there this time of year. Folks that are ready to move. Typically, the tire kickers and those types of folks have kind of moved on.  Their season is over and now we have folks that are very serious. They are ready to move in, and of course, the sellers are ready to go as well.  Folks that sell their home typically this time of year do need to move for whatever reason.  Downsize, upsize, and maybe they are relocating out of the area, but these are folks that need to take action. So we have the right buyers, the right agents, the right sellers.  It is the perfect fourth quarter, and it is ready to get started. We are kicking off our wintertime fourth quarter advertising blitz. You will start to see us all over the place again as we do every year.  I may even put the, what is the theme, I am back, if you will. I may put that out there this year.  Anyway, joining me in the studio today, Mr. Keith is here today pushing all the buttons, making everything happen, getting our message delivered out to all the folks here in the Triad. Really some neat things that we are doing in the northeast. We are investing a lot of money in that area of Jersey, upstate New York, Baltimore, Boston, and the DC area.  Why, you ask. You are a Triad real estate company.  Yes, we are, but there are over a million people that will be making the migration this year.  Through the demographics that we have tracked, the real estate companies that we work with in that market, we know for sure a million people are going to retire.  Empty nesters moving to the South and good old South for them is North Carolina.  And so we want to attract as many of them as we can to the Triad area. And of course, more buyers hopefully means more money for your house.  Right?  Create that supply and demand.

Keith:  Absolutely.

Jason:  That is what we want. So lots of great things happening as we move to the fourth quarter.  So be ready, get prepared, and we are going to help you do that today. We are going to walk through all those things. You can get in touch with us at the office. Hit Jason Bramblett dot com.  You can always click on that email icon there. Shoot us a message or give us a call, 553-0796.

Keith:  So I know this will make you happy. Last week we were talking a little bit about how to get your house ready and the right things to do and kind of the wrong things to do maybe if you are looking to sell.  We got a ton of response to that, Jason, so I knew that would put a smile on your face.

Jason:  Yes.

Keith:  So we got a lot of questions about that. I wanted to see. We got one email in particular wanted to see if maybe we could get your help on. It is from Jim and Nancy, and they want to know what to do.  They say, Mr. Bramblett, we listen to your show on 94.5 WPTI every Saturday. You mentioned spending money in the right places, and we would like to have one of your associates come visit their home. The question is is it better to sell a home furnished or unfurnished? Thank you, Jim and Nancy. That is a great question because I do not know the answer to that one, so I am curious.

Jason:  You just went through that experience. You know the answer for yourself.

Keith:  Yes, for us it is furnished. We preferred being, it allowed us to kind of picture the way that we could possibly set the home up. That was for us.

Jason: And I have had folks just like that.  They go through a house and they are like hey, can they just leave everything because it is perfect. Right?  You have those from time to time.  First of all, let me say thank you, Jim and Nancy, for listening every week.  We appreciate that, and we appreciate you taking the time to email us because really it is your questions.  It is your show. We want to deliver thought-provoking information that really kind of challenges you, the listener and our client, to ask questions.  So we appreciate that because guarantee if you are thinking the question so are hundreds and hundreds of others, and we just need somebody to raise their hand. And you are helping your local Triad folks when you do that. It is really an opinion of what is right and what is wrong or what is better. The interesting thing with Keith’s perspective is furnished. I will be honest with you. In 22 years of experience, it really does not matter. You are going to isolate one segment of the population no matter what. So statistically, this is not my number, this nerd folks that have nothing better to do than figure out stuff, but I am told through this nerd colony that puts out these numbers –

Keith:  Love the nerds.

Jason:  Yeah, love the nerds.  About 60% of the public cannot really visualize their stuff in somebody else’s house. So whether that is vacant or you have left it furnished, they still struggle with that. And the rest of them can to a degree or fully can. Some people can just see it. I have an amazingly gifted daughter that can do lots of things artistic, and she will visualize something in her head, and somehow, her pen, paintbrush, marker, whatever it is, just does exactly what that vision is.

Keith:  Not me.

Jason:  No, it is not me.  It looks very much like Stick Man. Hers not so much. There is just a certain population that is right-brain-centric, and they have that great visualization, but most, 60% according to all the little nerdy actuary people out there that do all these numbers say 60% can’t, and it would not matter if the furniture was there or if it was empty.  If it was empty, they cannot visualize their furniture in the space.  If it is furnished, they cannot visualize your furniture gone and new furniture in. So everybody has got a little different flare on that. We see that it does not make that big of a difference. There are just, no matter what, certain groups of the population and segment, no matter what you do to the house, stage, not stage, whatever, they are just not going to be able to see past it. Really what it comes down back to is financially what can you do. Or what do you want to do. Some folks have the ability to be able to sell their house empty. They can move out, leave a clean slate, or maybe they do leave it furnished or staged, if you will, but that is not everybody.  Not everybody can do that. Some folks cannot move to the next home until they sell the home that they are in. Owners also have folks that do not want the general public just walking around looking at their stuff. We do have that as well. So we do have some folks that choose to sell the home vacant simply because of privacy.  They just like their privacy, and they just do not want anybody coming through. They just do not want to deal with that. So financially, there is really no right or wrong answer. It is just pretty much what are you as the owner able to do. Some people can have no issue with taking that on and just being able to move out of the house, and either leave that home staged or just sell it empty. It really does not matter. But there is that kind of false perception out there that, for some reason, empty homes sell for less, and I really have not seen that.  Now, there may be certain price points where that could be true, but for the most part, if someone is financially able to leave the home empty, they are probably financially not really strapped and have to make a rash decision either. Sometimes we see that they had to leave for reasons that they did not control, and of course, that may put a hardship on there. But the good news really at the end of the day, Jim and Nancy, you can really do what makes you feel comfortable in that. It can be, if you do not want people in your home, and you do not want them kind of checking out your stuff, you can sell the house vacant. No problem. Or if that does not bother you, which obviously there is a proportion of people out there that do not care, we sell those homes every day. So you could certainly leave it furnished. It is really a decision that the owner has to come up with.

Keith:  I think that is really good information.  Because I will be honest, in this world of the HGTV and the flipping and everything, you always see them stage homes and do all of that.  To know that is great if that works for you but is not absolutely necessary, that is really good information.

Jason:  Yeah, well, there is also a difference between you will notice that on HGTV those are very professionally staged.

Keith:  Yes. It is not my stuff.

Jason:  Yes, it is all new. It is typically a furniture manufacturer’s in stuff.  Like hey, we want to sell this stuff. I bet if we put in on TV and make it look really awesome, people will come to our store.

Keith:  It is a win-win.

Jason:  It is a win-win all the way around for sure. And they have a production team and they have designers and your average homeowner is not going to invest the thousands of dollars for all those trained professionals to do that. Now there may be some houses that warrant that.  You look at a builder’s model home. They invest probably over $100,000 easily in a model house. But look how many times they are able to reuse that home to sell 50, 60, 70 houses.

Keith:  Right.

Jason:  It makes mathematical sense.  Everybody has got their own spin on that. But it would be awesome, Keith, if we could just take the whole real estate experience down to 23 minutes of reality TV. Right?

Keith:  That would make it easier, wouldn’t it?

Jason:  Definitely.

Keith:  So it has not felt like it really until the last two days or so, but believe it or now, fall is about here. Are there some things that homeowners should be doing if they are preparing to sell in the fall?

Jason:  Yes, absolutely. So we are in North Carolina, so what is the number one thing?  It is the battle of the falling leaves that we will be entailing here big time. So it is going to be in full swing in the next couple weeks. If you are thinking about selling now, this is something that you really need to stay ahead of. Not attempting to create a part-time job for anybody, but a well-maintained yard makes a huge difference. If you look for little things that help you stand out, well, if your neighbors, let’s just say, maybe slack a little bit off on the maintenance of the yard during this time of the year, you can really make your yard stand out and really stand out from the crowd. This is where an occupied home probably would trump over a vacant house because if you are living in the home you can daily, 15-minute activities to keep the yard up. If it is vacant, they may only be hitting it on the weekends. So if I have a Wednesday showing, and Keith’s house is immaculate and amazing and the yard is kept up, and then I go over to Jason’s house, and he has not been there in two weeks, and the leaves are eight inches tall and I have to try to even find the sidewalk to get to the house, so those can all be obstacles that we will be dealing with for sure definitely in the next 60 days. Make sure the paths to the home are clear. Make sure the gutters are empty. Now, you know my rule about the gutters. If you question whether it is a good idea to be on a ladder, let’s not. It is not worth it.

Keith:  Do you notice gutters come up a lot on this show?

Jason:  Yes, they do.  It is amazing how many times I get phone calls that say hey, we cannot show the house. I am like okay, what is wrong.  Well, so and so fell off the roof because he was cleaning the gutters or fell off the ladder because it slipped off the deck, off the curb, whatever it is. I am not going to argue and say that climbing a ladder is a skilled job or profession, but if you are in a hurry and on a ladder, those two things typically do not go well together. You just need to stop and think and maybe have somebody hold the ladder for you, which would always be my recommendation.  But really my recommendation is spend a few hundred dollars, have somebody professional come over and clean the gutters. I know it is hundreds of dollars that seems to be just a waste of money, but with today’s medical rates, I can assure you that one trip to the ER will pay for a lot of years of gutter cleaning. Not only that.  The pain of whatever you may go through.  We have had some really bad falls where people we know that had some bad falls just doing things they normally do not do and maybe just not thinking through all the processes of hey, what could happen if the deck is a little wet and the ladder falls out from under me?  It may be only six or eight feet tall, and you may be six feet tall, but that two feet makes a difference.

Keith:  Yeah, it sure does.

Jason: Two foot on a 200-pound dead drop, it is going to hurt, and the deck is not going to give. You are. Right? And so it is not going to feel good.  So just use wisdom out there and hire somebody. We have got some amazing fall colors coming in. There is going to be some phenomenal opportunities to buy plants at the farmer’s market.  Right here, go to the Piedmont Farmer’s Market, they have got an amazing display of fall options out there. Potted plants, different things, and then of course, just take advantage of the opportunity of what is in your yard.  Enhance those colors, use those things.  And they do not have to be really expensive things because obviously, they are not going to last, but it certainly will make some great color pop on the front porch, through the walkways and those things. If we can help give you some insight that is what we are here to do, and that is what we would like to do. So we can definitely help out with that. If you need us to do a walk-through, just give you some ideas. We have got photos. We can show you anything.  Of course, our good friend Dr. Google is right out there for you as well, so you can always put something in there to help you with design and those type of things. We are going to do this. We are going to take a quick timeout. We are going to go pay some bills. Stay tuned. We are going to dig into the next steps in getting the house ready to sell in the fourth quarter.  We will be right back.  You are listening to the Jason Bramblett Real Estate Show.

And welcome back to the Jason Bramblett Real Estate Show. So before the break we were digging into fourth quarter, what to do, how to get ready, how to get that home in condition and or presentable using what is around us, which is our fantastic North Carolina fall colors.  Of course, we will be right there to help you through that. We can send one of our associates out to help you with that process.

Keith:  All right. So we have got a couple of ideas for the fall.  What if, so let’s say I know that I am going to be selling next year.  I am not ready to do it maybe this fall, but I know I am going to be doing it next year. What things can I do to kind of get out in front of it?

Jason:  Absolutely. So it does go back to the yard because what you do now is what is going to really pay off in the spring. We have some pretty good shifts of heat and sun and all these different things in the south. We do have the four seasons. So grass and trees and shrubs grow best in not a 99-degree summer day because everything gets burnt up. So really now, heading into fall and the next couple weeks as the temperature starts to drop, this is really the time to get ready for spring. October, I am told, is the best month to go out there and sow new seed, overseed your lawn. This is where you can get the companies to come out and do the aeration and overseeding.  You want to get some of your pre-emergents out there for setting that stage to keep all the, my good word for weeds is guck.  Just get the guck out of the yard, whatever it is.  And some of you will, if you have ever had this professionally done, you do not realize how much grass you do not have until you kind of put the right stuff out that kills off all the guck, and you are like wow, I did not realize all these things were weeds. They were just green. So two things.  It is time to get the glasses checked out.  Right? It all blurs to green after 50 feet.

Keith:  It does not matter.  It could not rain for 4 months in a row, and that weed will continue to grow, yet all of my grass will die around it.

Jason:  Absolutely.

Keith:  But it will keep growing.

Jason:  It will. It is amazing. I have thought about that, Keith. I think we should just switch.

Keith: Have weeds instead of grass?

Jason:  Yeah. Get rid of the grass.  If we could just tame our weeds to be consistently the same color, they seem to be the hardiest for sure, but everybody, I should not say everybody.  Most people love that fresh look, especially in the spring.  You get that deep, rich, green color throughout the yard. So now is the time to do that. Pruning the plants and all that will come in the later colder months, but now is the time when you set the stage to really plan what you want this yard to look like in the spring. It may not be that you need to spend thousands and thousands of dollars. Seed is not that expensive. You need to get a good quality seed. I will say spending the money for a better quality is a good thing to do. You can hopefully spread it yourself if you choose to, but there are certainly many, many landscape companies out here that can help you. We have got several that we can recommend to you, but new trees and shrubs, these are the things you want to get ahead of and get started on.  The temperature is going to be in primetime here very soon. So if you need help, obviously you can give us a call, 553-0796 and we will get you in touch with our vendors that can help you out.

Keith:  You touched a little bit about this, I think a week or two ago, but let’s say I need to sell my house, but I just do to want to go through the preparation, through the public coming through, but nonetheless, I still need to sell it. You touched you have a process to handle that situation. Can you expand on that?

Jason: Yeah, it goes back to the one size fits all. A lot of real estate companies have one option. List your home. Sell your home. That is not always the option or the process that every owner needs or wants. There is no rule out there saying in order to sell your house you have to do X, Y, Z and get it listed with a real estate company and put it out there for the whole world to see. That is just the process that has been developed over years and years and years and things.  But we have systems that are outside of the traditional realm of sales. We have got investment companies that we work with that buy homes daily, and of course, we have a holding company in which we also purchase houses to add to our portfolio for rental and investment down the road. So we can look at every single option and really just see what fits your needs and your plans.

Keith: So when you hear investment, just me, the first thing that jumps out is super big discount. Like it is not going to be a good offer.  Are these offers aggressive?  How does that work?

Jason:  Right. People think investment. They think hey, make money.  Right.  So we look at every angle and what is going to fit the owners. That is the key. We have got owners that have, I have got one right now that has a paid-for house, but it needs about $40,000 in upgrades, but he does not have any income. So there is no way he is going to get an equity line or any type of loan because he just does not have any income to qualify for a repayment of the loan. He does have a tremendous amount of equity in the house. But for him, selling a home is a priority. And here is the one thing he does have.  He does have common sense.  He gets this.  He understands that the house needs $40-50,000 in upfit, and he also understands that people are not going to work for free.

Keith:  Right.

Jason:  So he gets it. For him, this is a perfect option because he cannot do what needs to be done. He understands it. It is always the best fit for everybody, but he realizes that somebody is going to pay. Right? And the people, if somebody is going to take the risk and buy my home and put $40-50,000 into it with the intention that they want to get rewarded for their time, effort, and energy.  And the risk.

Keith:  The risk. Right.

Jason:  And he understands that. So for this owner, it is a perfect opportunity, but not for all. So if you are interested in getting your home outside of the traditional way, give us a call. 553-0796 or go to Jason Bramblett dot com.  We will be back next week.  We are going to dive into this a little bit more.  Everybody have an awesome and safe weekend, and we will be right back here next week. You have been listening to the Jason Bramblett Real Estate Show.

Posted in Radio Show
Sept. 14, 2019

Don't Defer The Maintenance

Jason Bramblett Real Estate Show Podcast 

Click here for link to podcast

Jason:  Good morning and welcome to the Jason Bramblett Real Estate show.  I hope everybody is enjoying their Saturday morning, getting all your honey-do list of things taken care of.  Maybe doing a little yard work or yard prep or whatever it may be.  Inside, outside, just be careful if you are on top of the roof.  I always hire someone should you be in doubt.  In the studio with me today, Mr. Keith joining me, pushing all the buttons, making everything, and we are in the super cool studio.

Keith:  I do not know if it is super cool.  It certainly has mood lighting.

Jason:  It definitely has mood lighting.  So if my voice is a little calmer it is because the mood has changed. The lighting has changed, and this is a much more calming studio that the other. It definitely is a more relaxed chill version of the radio show now for sure.

Keith:  I agree. This is kind of like my home studio, so I appreciate that.

Jason:  It has the feng shui, so it is perfect.

Keith:  We will turn the furniture.

Jason:  There you go.  That is right. That is right. So I hope everybody had a good week. We are going to dive into all things real estate.  Getting ready for Q4 is quickly approaching. October is almost here. So we are going to get into that. Just like everything we do, being proactive in getting everything in position to get ready for the fourth quarter is key, and that is what you should be doing if you are running a business.  Remember your household is also a business, so you can get your fourth quarter goals together for your home, your household, your kids, your plans, your life, whatever it may be. Before we do that, we still have got to wrap up the third quarter here, and it is just about ready to go.  What we noticed is that 2100 people actually did not get their homes sold in the Triad area, so we are going to talk a little bit about that. So for whatever reason in the second and third quarter, about 2100 failed to get their house sold. They expired off the market or came off the market according to the Triad Multiple Listing Service. Hey, there are a lot of people out here that we are talking to that maybe you have experienced this.  We unfortunately have one house that we did not get closed in that amount of time, so that is a failure on our part. 99% of our folks, but there is that one, and one is still not acceptable.  We want a 100% close rate. That is always our goal is to make sure that every single person that hires us achieves that goal of getting the home sold. But it seems every year, Keith, there is just that one anomaly out there.  It just drives me nuts, and sometimes you just cannot put your finger on it. It is always a different circumstance. Last year it was the most ordinary home. Great subdivision, and every single thing in the world we threw at this house did not stick. This one this year was a very unusual home. Not that that is an excuse, but unusual requires an unusual buyer. So it makes it a greater challenge, which I am perfectly up for. We get some unique stuff.  Actually, I enjoy unique and different because everything becomes so kind of ordinary, if you will, with your standard subdivision type homes. So we get these challenge houses, which I love. This one here was a borderline residential commercial piece of property, so anyway, I think we will still assist that seller in getting it sold.  It is just going to take a little break right now.  But we are going to dig into and understand what may have happened differently to help these 2100 people get their homes sold.  That is, of course, with many, many different companies, all different cities, all different counties, and we are just going to dive into it because they all have something in common other than not being sold.  They also have something else in common we are going to dig into and get that.  So grab a pen, grab a paper. Whatever you have.  Obviously, if you are driving, do not do that.  Just go to Jason Bramblett dot com.  Click on the blog and you can catch all the shows. We have even transcribed them for you real nerdy folks out there like me that like to read stuff still so you do not even have to listen to my voice again.  You can just skim through the notes and look for all the misspelled words.  And we use this wonderful software that does this for us, but its English is a little different than mine.  And sometimes, I read that and I am like what in the world is this computer trying to tell us here? But it is about 99% accurate, if you will.  It is probably better proper English than I normally have actually on the radio.  You can go to the website, fact check us there if you would like as well, check all those things out.  It is Jason Bramblett dot com.

Keith:  It is like when you are texting and it fills in the words for you.  And it is not really the words you wanted.

Jason:  Yes, yes.  And it is always all the good words.

Keith:  So obviously, you would have preferred to have 100% success rate. That would seem to be your goal. But I would say that 99% is hitting it out of the ballpark pretty far. Now, I am going to assume the 2100 homes that did not sell, I am going to assume they still want to sell. They just for one reason or another just did not happen. So with your success rate obviously, you are going to be able to help them. So what should they do before giving you guys a call if they still want to sell this house?

Jason:  That is a qualifier observation there for sure is do they really want to sell.  There are a certain percentage of folks that I think, the old saying is everything is for sale at the right price.  We have some people in the community that kind of just put their house for sale every year, I think.  Why not?

Keith:  If I get it, I get it.

Jason:  Yeah, if I get it, I get it.  If I do not, whatever. But that is not most of the people.  Most 2100 of those people do not do that. The first thing we want you to do actually is to call us even before you do anything because what we are finding is a lot of times the first step is to have that phone call, and most of the fails come down to really simple changes. So if we can spend some time with you in the home and walk you through that to make sure you are getting your home in the right position to sell. This is not a derogatory statement to my fellow agents. It is just a factual truth.  Most real estate agents do not sell enough homes to have a clear good gauge on what the public or the consumer want. Let’s face it.  If 90% of the agents in the Triad have only sold say six homes by October, so by the end of Q3, they have only sold 6 houses, think about what you do for a living. Could you be really good at it if you only did it 6 times in 10 months?

Keith:  Yeah, no.

Jason:  It is very difficult to have a pulse or have a true understanding. Most people would not hire the brain surgeon guy that kind of does it every other month.

Keith:  Six a year.

Jason:  Yeah, you kind of want somebody that has done some volume.  You would kind of like to know when you go see the dentist, you do not want to be the first guy he does the root canal on.  Right?  You would kind of like to know that hey, you did this a time or two.  The same thing is true with sales especially in real estate.  There is just a certain number of sales you need to do to have a clear understanding of the market, to have a clear understanding of really what the buyers are telling you and what the buyers want. Some owners are not going to be willing or they are going to be unable to make the proper changes that really the public may be demanding.  Let’s just say out of the 2100 half of them would not do what it takes. Just for whatever reason.  It is just maybe they do not want to.  Financially whatever it is. That is still a lot of people that more than likely really could have got their homes sold had they just had a step by step coaching process through that. So we have a very, very simple, paint-by-numbers, work right along with you system. It works within any budget or no budget, and the key is what we look at is the budget and the timeline. What is the goal of the timeline? What is the purpose of the move? Is there is a budget or is there not a budget to make the things happen that we need to help you achieve your goal?  Then what it really comes down to, our success is really around our systems we create to reach that goal. We have some folks that need to sell extremely quick. Some that are three or four months, and we have some folks that approach us and they want to build a home and I really do not want to move for nine months until my other house is ready. That is a different marketing plan. I am big on not recreating the wheel.  You guys probably know that by know after 12 years on the radio. I stay pretty consistent with this is what works. We improve the foundational systems that we have, but we also just keep it really simple. After 22 years of doing this, we have developed a system and a plan that is proven and that works over and over and over. I see most people fail, not only in real estate, but also just in most things because they have no plan. You have got to make preparations. You have got to have an action plan. If you do not have an action plan, you are just slinging things against the wall.

Keith:  So let’s say I am one of those 2100 people or maybe I am just looking to put up my house say in the fourth quarter or the first quarter next year, you have talked about this plan that you guys have got, give a little sneak peek.  What are some of the steps that go into that?

Jason:  This is the most difficult part of the plan.  Step one, call us. All right? So give us a call at the office, 53-0796, or go to Jason Bramblett dot com.  In all seriousness, step two is we really need to come up with a detailed marketing plan and strategy.  So that is what we are going to do. We can either meet you at our office or at your home. We need to explain to you exactly what our marketing system is and walk you through that.  You have to have clarity and have to have an understanding of that piece. One is to call. Two is we are going to go through and share with you our specific marketing plan. Once we have one and two done, now, step three is we are going to create an action plan that actually really specifically works for you in your timeline and your goal and we want to exceed your expectations in that, whatever that may be.  We also create a written accountability plan, so that plan is really good and it is signed by both parties. The broker that you are working with within my company is also agreed to and signed off by me and you. So it is accountability both ways. This is what we are going to do, and we have expectations of what our sellers will do as well. So if Keith calls me and says hey Jason, I want to get the most money in the shortest amount of time, and I love your plan and it is great, but I only want to show my house on Tuesdays at 6.  Yeah, that could be a problem.

Keith:  Yeah.

Jason: So we have limited significantly the opportunity time, so we will have a clear communication and we will have an agreement. This is what we are going to do for you, and this is what I need you to do for us. Have the home available. When people come through the home it needs to be in a certain condition of presentation. You have got to beat the teenagers up. Right?  You have got to make sure the rooms are clean and all these different things.  But we do that to ensure that we have a good two-way street of communication.  That is what we are looking for. We want to make sure that everybody is on the same page and we want to create that clear communication path. Then we move into getting the home prepared and getting it ready to go. Whether it be staging. It may be some painting. It may be whatever, but it is a simple paint-by-numbers system, and we are going to help you get the house ready to go from day one. That way as soon as it is ready when the right buyer walks through the property, the presentation of the house is exactly what is going to appeal to the most amount of people. When you think about your home, you think about it as very personal.  In order to get the most money, we have to start thinking like a retailer.  What do stores do that want to get the most people through the door?  They create a trap, or they create an ambiance, or they create whatever it is that attracts to the most people, which brings the most people through the store.  Right? And so that is what we want to do with your home. We want to create a system, an ease, a convenience of being able to get in your home.  People like convenience. They like to go do and see when it is convenient for them, and we need to create that path. So this could be anything from simply hiring a professional cleaning service to come through the property to get it prepared to a complete remodel of the house. We handle everything in between.  This is where really experience comes in and making sure we are spending money in the right areas of the home.  It is of no value and unfortunately, we see this way too much where owners have been coached or instructed or whatever they have done, and they have spent thousands and thousands of dollars in areas that made no absolutely no sense whatsoever.  It is almost going into a time warp if you will. We have had folks that have had the house completely repainted yet a color that was in style five years ago and they still have tattered Berber carpet.  There is not enough continuity of the change.  So yes, you have fresh paint, but it is out of date, or you sometimes you do it yourself we need to talk about that. We have done many shows on that.

Keith: That is scary.

Jason: We have talked about the difference between painting and schmearing color on the wall.  Okay?  There is a difference. But when you do not do things in the proper order or if you do not provide a product in which the public agrees to, likes, wants, whatever, it is going to cost you more time and money down the road. Either by having to redo it or you never get that second chance to make that first impression. That is the key thing. We want to make sure we get it right from the very beginning. That way we do not ever miss an opportunity with folks coming through the door.  So we want to make sure we get it right from day one. That is key.

Keith:  You talk about that first impression.  I have got to tell you we just looked at 20 different homes in a month’s period. I hate to say this but within the first 60 seconds in the house, we walked through the door, and my wife and I could look at each other and go, yep, no, just on little stuff.

Jason:  Right. It is kind of like when you meet somebody, what do they say?  First impressions, that is key.  When you go to apply for a job, most employers or HR people are pretty much making a quick judgement decision within the first five or ten seconds. How you presented yourself and how you communicated yourself in that first ten seconds really sets the stage. Is this going to be procedural or am I really interested in this candidate for this job?  It is the same thing with your house. They walk through the door, and that first 60 seconds is going to determine how long they are going to stay. Are they going to be there for 62 seconds?  Are they going to be there for 25 minutes? Those are all things to think about. Keith, let’s go do this. Let’s go take a quick time out. We will go pay some bills. We will be back here in just a minute.  You are listening to the Jason Bramblett Real Estate Show. Do not forget to visit our website, Jason Bramblett dot com.

And welcome back to the Jason Bramblett Real Estate Show. Before the break, we were digging in, talking about having a plan, getting it set up properly, making sure that you have got that first impression set.  Folks we work with, we talked about remodeling, but we work with folks that have no budget, $1,000, $10,000, no limit, everything in between, and every single home has its own specific story that it needs to tell, and that is what we are looking for. That is what we are going to help people figure it out as they come through and check out your house. Do not get hung up on the numbers.  The first step, as we said, is make the phone call.  Give us a call at the office, 553-0796, and we would love to set up that first appointment with you.

Keith:  Now we are ready to get to the next step. What type of investment am I looking at making if I want to get it sold and get it up with you guys?

Jason:  It could be just as simple as cleaning yourself. It is interesting. I find that people clean like they paint. Sometimes they do not know how to do that. Even though you think that cleaning is just kind of a natural thing.  It is not.  I will promise you, having been in thousands and thousands of homes, cleaning is a gift for some folks. Here is the thing. Most people can recognize if they are good at it or not. So if you are not, it is nothing to be embarrassed about. That is why we have professional cleaning companies.  You can get most homes cleaned for a few hundred bucks. It is not a crazy, crazy amount of money.  I had a 5,000 square foot home cleaned from top to bottom for $350.  So you are not talking about a week’s pay here by any means.

Keith:  I just had this discussion with my wife.  There is a difference between cleaning the house on a Sunday, doing the bathrooms and vacuuming because you live in the house and getting it ready for other people to critically come through.  That is two different kinds of clean.

Jason:  It is, and no question about it. It certainly is.  It could be several hundreds of dollars depending on updates and things we are looking at.  But again, we know we work with zero budget all the way to unlimited. We have had sellers spend $10,000 to get their home ready to sell.  However, one of the key elements we look at when we are spending or investing that type of money is what is the return versus the risk. So if I spend $10,000 on this property, is it going to make a difference?  That is one of the key things that we look at. Now you also have to understand that you do not get typically 100% return on anything. These are not my numbers. You can go to all the big box home improvement stores on their websites.  They actually have probably one of the most robust detailed data entries that I have ever seen because they track every single thing that goes in and out of those stores.  And also because they install so many of them.  They track the before and after result.  Typically what you are going to see is somewhere between a 50-80% return on your money that you are going to get back. If you invested $10,000, it’s probably going to get you about $8,000 of it back, but you are not going to lose the whole ten grand.  Right? You will lose the whole ten grand, and then it is no longer in your bank account. That story will be true, but you should see a good portion of that returned to you when the house sells. So the first thing we want to know and the first answer we want to figure out is does this make sense?  If the owner is going to spend one dime on the house, is there a return there, and we want to make sure that that money is spent is going to be in the areas that is going to give the greatest return.  And sometimes that answer is no. We have gone into homes that have been so far out of date, had deferred maintenance for years and years and years, and truthfully, it just made no sense to spend a penny. It was just let’s price it accordingly and move on because everything opened up Pandora’s box to the next issue. In some of those cases it made no sense. We still have people and owners in the Triad that are underwater still from 2006.

Keith: Wow.

Jason:  If you think about that. You bought your home in 2005. You paid the most money you could possibly pay, and you still all these years later cannot get to zero. It is true for a lot of the communities in the Triad. We look at all those things.  For that owner that is already upside down, it may not make any sense to do anything to the house for that particular community, but we need to know that.  We need to know that data.  The good thing is we have that data. Then we have all kinds of other situations.  Job loss, family situations, and it may not make sense for you to put money into your house. We have a situation right now where someone lost their job. The house needs some work. They had a tremendous amount of equity in the home, but they do not have any cash.  So we were able to step in and actually our company made the improvements for them, and we are going to get reimbursed at closing. So that is an option that we have for our owners in the Triad and our listeners here on the radio show. If you want to get more information about getting your home sold, go to Jason Bramblett dot com.  You can always give us a call at the office, 553-0796. Everybody have a fantastic weekend.  Be safe out there.  We will see you next week right there on the Jason Bramblett Real Estate Show.

Posted in Radio Show
Aug. 31, 2019

RE Investing Episode 8

Real Estate Investing: Episode 8

Jason Bramblett Real Estate Show Podcast 

Click here for link to podcast

Jason: Good morning, Triad.  You are listening to Jason Bramblett Real Estate. Hope everyone is doing great today. We are live in the studio, doing all things real estate. Digging in, diving into selling, buying and well, we have been talking about investing for several weeks.  We are going to continue our series in real estate investing, digging in a little bit deeper. Going into some of the questions that we have been getting via phone, email, all those things.  Keep those coming. You can go to Jason Bramblett dot com. Click on the email icon there. Shoot us a message, and we will be more than happy to answer your question. But also, if it is a question in which we know there may be some folks out here that have the same question, we are going to fire that off out here on the radio and get that in. We have just been selling like crazy in the Triad, which is awesome. Another great month has been conquered, and we are very thankful for all the families and clients that use us throughout the entire Triad region.  We do service about a 70-mile radius from the center here of Greensboro. Mecca, if you will. So if you took a circle, drew it around the airport, go out 70 miles, that is where we are. Except that would take you to Virginia. We do not work in Virginia, but we have some fantastic partners that we can set you up with in the Virginia market. We are going to dig into the nuts and bolts and just go a little bit deeper into our investment strategies.

So last week, just to recap, we talked about the failed landlord experience and how that is, it is one of those things, what is the saying, it looks good on paper. Right?  That is the key.  Looks good on paper. Sometimes when you get into the experience, it does not necessarily go just the way you had thought. We had a lot of people give us a call and say hey, I am that guy, I am that gal. We bought a rental two or three, and it was a lot different than what we thought. So we are helping some folks through that.  Whatever it is. If you are in a rental situation where it just did not pan out the way you thought, we have got multiple options. Some of those properties, we are going to help them manage. We do have a property management division of our company, and they just simply need some help. Some of those we are actually going to buy and take over the property 100%, and there are a few that actually we will sell.  They decided it is just not a good fit period, and they just want out, and we are able to help them do that as well. It is just, there are always options. So we know in real estate it is not one size fits all. You have got to have multiple layers and multiple options out there because just selling the house sometimes is not the right answer. Sometimes it is we need to look at it from a different viewpoint. So we have the ability to be able to do that. You can touch with us at the office. It is 553-0796 or go to Jason Bramblett dot com.  Joining me in the studio today, Mr. Keith is pushing all the buttons, making stuff happen, and we are going to go a little deeper into our conversation on real estate investing. It is good to have you with us today, sir.

Keith:  Thank you, I am excited to be in my new home.  Thank you to you guys for all the things that you did with us and my wife and getting us in that new home.  It was a great experience.

Jason: Good deal. Good deal.  Yeah, Keith, is one of our new clients from one week ago. Right?

Keith:  Yeah. Closed last Thursday.

Jason:  Closed last Thursday, and it is a whirlwind. His muscles are bigger today.

Keith:  I am sore.

Jason:  All the fun stuff with moving.  The first thing he said to me is I am sore in places I did not even know could be sore. Right?

Keith:  That is absolutely true. I was listening to the show the other day. You were discussing dead money being money that I have saved and maybe even invested, but with the current market and everything it is just not really doing anything for me. You talked about being able to partner with you. How is that money secured so I know that that money is going to be safe?

Jason:  Absolutely. Just to kind of recap. Dead money, what is dead money?  Well, whatever.  Maybe you have got a hundred or $200,000 just sitting around in a very low-performing account. It could $50,000.  It does not matter.  The money is just not doing what it needs to do. Dave Ramsey is one of my mentors. He has got a great program of helping folks get out of debt, and one of the things that he teachers, one of his foundational things is you have to tell money what to do. If you do not, it just disappears.  It just leaves. Money without any kind of plan it just vanishes.

Keith:  Especially now.

Jason:  Yeah.

Keith:  It is cray.

Jason:  It is. It is. It is just like pixie dust. Especially when you buy a new house. If you do not tell the money what to do, and you do not have a plan, all those little trips to the Lowe’s and the Home Depot and these other places, it adds up.

Keith:  $7 at a time.

Jason: That is right. That is right. Before you know it, $700 is –

Keith: That is right.

Jason: Because you probably will make 100 trips.  It is amazing.  Really what we are looking at is savings account rates.  .000025 nothing. Even if you have money sitting in a CD, maybe you are committed for 6 months, a year, 18 months, whatever, you are still looking at 2%, maybe just a touch over. It is still dead money. Even at 2% you are not even keeping up with inflation. So you are basically, if you are very fortunate, you are getting to zero, and zero is not a good number. It is not a good number.  We have many ways that we secure our investment partners. So all the funds that we, we really just follow the process the banks do.  It is pretty simple. We do a promissory note. It is for a certain period of time. Most of the time it is eight months. Some projects may go a little bit longer, but we keep right to the eight months. We record a deed of trust that is your security.  It securitizes that note to the property just like all the banks do.  It really is the exact same method. I am all about not creating the wheel, Keith. It is out there.  It is simple.  Real estate has been around a long time. Why do something different?

Keith:  Well, there are so many things out there that are difficult to understand, so that if you make it simple enough that everybody understands what they are getting into, that just makes it a whole lot easier.

Jason: Absolutely.  It is just a very, very simple process. So now you have a securitized lien, a deed of trust against the property. Then what that prevents us from doing is anything with that property as far as a transfer goes without you being 100% cashed out of the deal. If we sell the property, obviously whoever buys it does not want to have you tag along just like the bank doesn’t. So when you sell your home, the mortgage is paid off.  The bank is paid off. That deed is cancelled. They get their money, and it moves onto the next owner.  It would be the same way with us. Or if we refinance the property. So a lot of properties we keep in our portfolio.  We will buy them, rehab them, fix them up, rent them out, and then we will refinance our investors out of those.  Or we even refinance ourselves out of the deal. We put our own cash into every single deal that we do, just as the bank, so that deed of trust would go away.  You get your money back, and then you have options. You can go put it back into the dead vault or you can reinvest it with us, which many of our investors do. Some of them have been with us well over ten years, and we just keep that partnership going.  It makes sense.  They love real estate, but they do not like the phone calls at two o’clock in the morning when the toilet backs up or whatever it is. So we have a whole entire division that just deals with that kind of stuff, through our property management company. Maybe this is something you might be interested in.  If it is, you can shoot us over some information. We are happy to share anything we can with you. Go to Jason Bramblett dot com.  Again, click on that email icon. You can shoot us a message or give us a call.

We have had many, many folks, a lot of our investors are past clients and listeners just like you.  People that have been with us on the radio for over a decade now on the radio, talking about real estate in the Triad. We have developed some friendships with great folks out there, and it is just another vehicle for you to be investing in, what I love about it, too, is you are investing locally. With the stock market, and not to say that it is a bad thing, but it is very intangible. You cannot drive by Wall Street and see your investment. You can see a building, but you will not see your investment. And a lot of times that money is not reinvested in the community that you live. We buy property in every single city in the Triad, so you are helping promote and prop up and keep going our local economy, which is always a good thing to do. It is doing pretty well right now.

One other added protection we do is attorneys handle everything. We pay for all the legal fees. You have no costs in that. We take care of that. We do not touch the money. The money goes straight to the attorney just like the banks do. They do not pass it to the buyer and then the buyer passes it to the attorney. Right?  They want to make sure they just kind of cut out that little trail, so money goes from the bank straight to the attorney, you get a house.  It is the exact same with us. We do not touch the money either. That is just an extra level of security. That way they have one person that goes straight to the trust account in North Carolina, and that attorney is responsible for that money to make sure it goes exactly where it is supposed to, as agreed by all parties. Just like all the big banks do.  So again, we have not recreated the wheel. This has been around for as long as real estate has been around to be honest with you. So we just utilize the tools that are there, and this allows us to fix a lot of things. One great thing about that formula is it is nothing I created. It is just something, like I said, that has been in real estate forever, and a lot of real estate investors, everybody from Dave Ramsey to Robert Kyosaki to all these different well-known people out here that are in the real estate world, it is a formula in which they use, and hey, why recreate the wheel.  Right? Just follow the proven system.  That just makes life easy. Right? It is kind of like sit ups.  If you do them, you will get abs.  If you do not, you will not.

Keith:  Well, you mentioned the local thing.  I think it is also nice because I can actually know where my money is.  Sometimes unless you are really, really smart or really financially educated, you can invest in certain things and not really know kind of what it is. It is this enigma, and you just kind of sit and look at the newspaper every day and hope your money went up.

Jason:  Just up and down and up and down and up and down.  One thing I do like about real estate is the constant.  We do not buy anything for the short term.  Even our flip properties we approach them as we will keep it as a rental should we need to.  Really a lot of times now, we look at it as we will keep it as a rental first, but does it make sense to actually resell the property.  Sometimes it does, but a lot of what we do we are looking at holding those assets for a certain period of time. So who would do this?  Who would want to do this?  One thing that is interesting is about 30% of Americans want to sell their home but they do not want to do it the traditional way. They do not want to call a real estate company, put a sign in the yard, have their home and all the photos put all over the world and the internet. Right?  Because that is how we get the word out. And just for many reasons that does not appeal to them.  Maybe they are a private person. They do not like strangers walking through their house, whatever the case may be. 

And there are some houses out here that simply will not qualify for bank financing due to lack of maintenance. We have run into situations where it is a couple that have run into financial struggles and all they have been able to do is keep up with the payment but not keep up with the maintenance. That is okay for probably a short period of time, but when you do that for a decade, it becomes issues.  And now you get a home that may not qualify for most traditional-type bank financing, which is where we can step in. We can pay cash for the property, and we do not have those hurdles. They could be that they are physically just not able to do the things that need to be done to a house. One of the largest segments of our population, the Baby Boomers, are getting older as everybody knows, and probably some of you are feeling today. They are just not able to keep up with the things like they used to be able to do. We find that these folks are great candidates for our program in that they want to sell, but it is just exhausting to them to think about getting the home ready. Getting the home in a condition in which they may want to appeal to the masses, if you will. They have a tremendous amount of equity in their home, and they would just prefer the convenience of selling the house, having one showing, one person come through it, and be done with it.

Some of them are hoarders.  We have a few of those out there, too. It is interesting. I have been in some homes where this has certainly been a circumstance that we have run into.  They know it, and they are embarrassed, and they do not want anybody to know. That is fine. It is your home.  You live the way that you want, but we can help you in that situation. We have looked at homes. It does not matter the price range. It could be $150,000 or a million five. One of the largest homes in Greensboro in one of the most, I guess, prominent subdivisions in Greensboro was actually featured on Hoarders.  Amazing, amazing property. It has been a few years back, but it was one of their episodes, and the person that owned the home was just that.  This house was completely slam-packed with stuff. And it was a massive home.  So it really does not matter. 

The economic status, the price point, none of those things make any difference. It is just simply some folks get into a situation where they like to collect things. But they realize that is not going to appeal to just anybody walking through the home, and they do not have the energy really to go back out there and empty it out and do what needs to be done. Maybe you are one of these heirs that have inherited one of these properties because that does happen a lot.  We deal with a lot of estates, and almost all of them have some element of this, and we are able to step in there and just really help out the heirs.  A lot of them do not live here. They are out of state. They are out of the area, and they just do not have the local connection and time it takes to deal with getting a home ready when they are living in whatever Texas. So we are able to step in there and help them through that process.  It really does not matter to us what the situation is. We do have a solution for every single one of them out there. It is one of the benefits to being in business for 20 plus years is we pretty much have seen it all.

Keith:  Well Jason, I have some questions about some of these things you were talking about. Do you want to take a quick break and then come back –

Jason:  Yeah. Let’s do that. Then we can hit a fresh topic right out of the break.  That sounds good.

Keith:  That works.

Jason: And welcome back to the Jason Bramblett Real Estate Show. So we are digging into all things real estate investing today. If you have any questions, you can give us a call at the office at 553-0796 or go to Jason Bramblett dot com. Click on that email icon and shoot us your question right over.

Keith: You were talking before the break. You were talking about 30% of people would prefer not to sell their home through the traditional route, and I can tell you from experience that about a year ago, the house that I was renting at the time was up for sale. I just remember that we wanted to do right by our landlord, but you could be out in two hours. Somebody coming through. It did not matter what you were doing. I was joking that all of our stuff is still on the internet and will be on the internet for the next 10 years. There are a lot of different people that would have an issue with that, I would think. I am shocked that it is not higher than 30% to be honest.

Jason:  Yeah, it is.  It is growing actually to be honest with you. It is interesting. With social media and video and everything that everybody does online that says hey, look at me, right. People are actually getting more and more reserved about that now. So I do not know if it was, maybe some of the excitement of that is starting to wear off.  But it is amazing the stats and the statistics of what we see.  You are exactly right. There are many, many other reasons that people want to just sell their home. A lot of times it has to do with what we talked about.  The maintenance.  Simply, the traditional way of selling is not the best route for them.  It could be that they financially just do not have the money to do the repairs or get the property fixed up or whatever. Some people just want to be done with it. They just love the fact that look, I know that I am going to get a different price than opening the home up to the entire free world to get to the highest bidder, but I am okay with that because I just do not want to have that experience.

Keith: Convenience.

Jason: And convenience. It is the bottled water.  You go to the gas station. You buy a bottled water for $1.50 or you can go to the big box store and you can buy 50 of them for $3.  Right? So you pay for the convenience of getting your gas, walking in, having that glacier cold ice water in that perfectly contaminated plastic bottle. Right?

Keith:  Yes.

Jason:  Yes, that is what some folks would say.

Keith:  It is cold though.

Jason: It is cold, and it is right there.

Keith:  It is easy.

Jason:  It is easy. Absolutely.

Keith: We pay for convenience all the time.

Jason: All the time. Fast food, everything. It is all convenience.  We have purchased many homes, all shapes, different sizes, whether they are in perfect condition, in horrific condition.  It really does not make any difference. We have some folks that have a perfectly fantastic property. They simply just like their privacy, and do not want folks walking through it. That is perfectly fine.  It is one showing to us. We will make an offer. If we have got a deal, we will move forward.  We will close, and actually the great thing is you can actually pick when you want to close. Close anytime you want.  It does not matter. We do have one requirement. You do need to leave when we buy the house.  That is still one of the requirements. But outside of that, if it is maybe, maybe it is something where you need to close quickly. But what we find is a lot of times, people really do not really need to close quickly.  They need to close in 62 days to make everything work out perfectly for whatever is going on in their life. That is very easy for us to do. Convenience is certainly something that we recognize that the public wants, our clients want, and we are there and ready to offer that. So we can definitely help you out.

Keith: So just to be clear. So if somebody wants to sell their house the traditional way, you can absolutely help them out. This is just another service that you can offer and a value that your group can offer to somebody.

Jason:  100%, yes, that is correct. We still sell homes every single day. Our goal is always to push on the top dollar through using our home-selling system, and yeah, this is just one arm or one option that we have. There are a lot of companies that do not have the ability to do that. That is one of the benefits of us not being a franchised cookie cutter-type business that we can actually adapt and change and move much quicker than some of the more traditional real estate companies simply because well, we can change the rules.  Right? We can change with the client and service the client where if you go, let’s just say to McDonald’s, and you go down there and I do not think they have one on the menu, but maybe they do, and you say hey, I would just like to have a Philly Cheesesteak, it does not fit their franchise model.  Right?  No, we do burgers, we do fries, we do shakes.  This is what we do.  And there are real estate franchises and companies out there that they do not have these other options because that is just what they have. Right? But maybe you need something different.

That is where we have the flexibility that, you guys have heard me for years on the radio talking about our guaranteed sales program. Simply it is our corporate relocation program, if you will. I did that for a decade, and again, not trying to recreate the wheel, but I observed corporate relocation properties sold for more all the time than the traditional real estate sales companies were selling them for. I would look into it and say what in the world are they doing that helps them achieve a greater value for the house? And really what it came down to was the preparation and the steps in which they basically put out there to get the property ready to go to where they had buyers that would walk in with really great confidence knowing they were buying a great house and they knew exactly what was right and what was wrong with the property. The great thing about the re-lo companies is they had never seen the house, and so they had to do a bunch of investigative work to figure out what they were selling.  Right?  They got that information typically from us. We would share it with them, and they said okay, now let’s just be transparent. They would just share what was right and wrong with the property with the consumer, and they would pay more because the element of surprise was removed. You can do that, and a lot of people do this with a home inspection. Right? You buy a home. You get it inspected. From the buyer’s standpoint, that is a very smart move, and we highly recommend it. From the seller’s standpoint, you should actually get that done first because if you do not, now you are in a reactionary mode to anything that may come up. And when you react to things typically it costs more money.

Keith:  That makes perfect sense because it might be cheaper to fix something yourself as opposed to have it found out in inspection and then have to barter back and forth with –

Jason:  Either bartering or maybe with something very, very simple, but let’s face it. I do not know Keith. I do not know what his abilities are.  Even though it is a 5-cent washer that any human being could fix, I do not want to trust that because when the house floods, it will not be Keith’s home anymore. It will be mine.  So I want a licensed, quality plumber company or whoever to go over there and do this. So going from a 5-cent washer and a $7 trip to Home Depot, now we are at a $200 plumbing bill, and it costs the seller more money. These are things that we looked at and we adapted into there. So if you would like to get more information about selling your home, you can go to Jason Bramblett dot com or be one of our investment partners, click on that email link icon over there.  Shoot us a message or give us a call, 553-0796.  Everybody have a safe and wonderful Labor Day weekend, and we will be back here next week.

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