Bonnie Cox Real Estate Musings

Since I am stuck down here at my mother's house for the next five days (away from my familiar real estate . . . Maryland), I have little to do but plan my week's activities for when I get back, watch the news (ugh) and catch up on Active Rain.  Both of the latter made me hot under the collar today and in Real Estate, you really have to stay bi-partisan . . . you know how hard that is for me?

1.  Formal Announcement that GM is filing bankruptcy and tax payers now own 60% of a failed company.  Why we would want it NOW is beyond me.  But the Government is getting their piece, Canada is getting it's piece and the union (who helped make sure it failed - the only ones besides our Congress and the President who get health benefits for life).  The "other" stakeholders get what's left, which isn't much of what isn't much.

2.  Obama's announcement that he wanted to "get in, make the company viable again, and get out."  After a big guffaw, I wanted to throw a brick at the screen.  Obama is currently building the biggest federal defecit in our country's history and HE'S going to fix GM?  With what?  A long, direct stare?

3.  Obama's $23,000+ dollar date (okay, I'm picking on Obama because NONE OF US can afford a date like that, yet we're paying for it!)

4. The fact that there are people who still think this is all Bush's fault (maybe the media could run, just one more time, the senate debates over how Fannie and Freddie were in good financial health).

I'm beating a dead horse, but I feel beating a live one would have PETA on my case.  (I wouldn't anyway.  I love horses)

My post yesterday on the Homeowners' rescue package made me realize that even the ones who loved what this administration is doing, are among those that are going to get crushed under the weight of the responsibility this deficit will cause.

I really don't think that Real Estate is the cornerstone of our economy (uh-oh!  Now I've said it).  You can't buy a house unless you have an income.  I've had six families in my church lose their primary source of income.  Of those six families, four of them were small business owners.  They just went under.

One did custom concrete work.

Another did inner city and HUD restorations

Another was a broker for lumber, molding and millwork to independant lumber yards.  30 of his 49 customers either closed locations or went out of business altogether.

Another did siding and roofing.

Another sold cars (five dealership closed down shop in Harford/Baltimore County from one family owned franchise alone).

Okay, so that's five . . . I can't count.  Three families left the area to be with family and I guess share the burden of trying to find work together.

My husband was the wholesale lumber and millwork salesperson for another company.  His whole division got shut down.

Chrystler hasn't existed in Baltimore for several years now, Bethlehem Steel is gone and a whole generation of Dundalk/Middle River residents are living on borrowed financial time.

The prayers are flowing in our church.  Regardless of who you want to blame for this train wreck, the fact of the matter is, we are going to get hurt.  Every one of us . . . whether you are conservative, liberal, republican or democrat . . . unless you are working directly with the White House, you are going to get hurt and if it hasn't happened yet . . . it's coming.

The best advice I can give you is remember what's important.  Those very people you may have a disagreement with are the ones who's support you are going to need.  Set aside your difference, forget about who's fault it is and let's just do what is right for each other.  The government is not going to help you (unless your name is Bank of America or AIG).  We have got to get each other through this.

As real estate agents, we have a responsibility to just do the best job at fulfilling the needs we were hired to fulfill.  Remind those facing short sale on their homes, or foreclosure that it's not their fault and they are not the only ones.

Agents, we also have a responsiblity to each other.  Our market was dealt an unprecedented blow as well.  This is why Active Rain has been invaluable to me.  We have to take care of each other.  Team up and send referrals to each other.  Help the rookies and in doing so, you become "referrable" (I liked that from another post that I read, so I'm using it.)

I'm glad my rant from yesterday is over, but now it's time to get to work.  Many potential customers need our help.  And other agents, lenders, title companies need your support and comraderie.

And stop watching the news.  It's depressing!

 

This Memorial Day was just an awesome day.  Lazy . . . yes.  Food?  Yes.  Muggy-but-not-to-hot weather with some moisture laden clouds here and there with a rumble of thunder.  Some sun streaking through the clouds heating things up, then cloud cover again.

We had done our celebrating yesterday and Saturday.  We had a picnic at our church and during service on Sunday, our Pastor had everyone who served in some capacity in the military stand up.  I was in proud company even though I was a weekend warrior from '82 - '86.  We each were given time to state the branch of service, years served and where while we were honored with a round of applause. (I could no longer fit into my dress greens because I have gained 40 pounds from the time I wore the uniform).

Today as we were fixing some lunch at the house, my step son's mother called on her way back from Bel Air to tell us that there were military helocopters flying over our house.  We ran outside onto the back porch and looked up.

Four Black Hawk helocopters from Aberdeen Proving Grounds were flying directly over our house.  They were doing a flyover of Bel Air, Edgewood, Forest Hill, Aberdeen, Belcamp, Jarrettsville, Fallston, Baldwin, Darlington and Abingdon. 

Is there anyone here that made it to Aberdeen today for Memorial Day?

Just as we went out the back door, the sound of these beautiful beasts tore through the peacful day.  They were flying in two-by-two formation and they were close enough to the ground you could see the outline around the bay doors.  My stepson was in awe!  (He's 15 years old and loves military history).

It is really humbling to realize the sacrifices these men and women in uniform give to be of service to their country.  I would really like to see our leaders not take them for granted. 

God Bless each and every one of these men and women who much more than a mention and a prayer on a weekend in May every year.  They are your sons, daughters, mothers, fathers, aunts and uncles, grandfathers and grandmothers, brothers and sisters.

They are your family.

In Harford County, on the 26th of May, the county council will be voting to raise property taxes in an economy where the private sector has lost jobs left and right, homes are losing value, people are getting foreclosed on, and amazingly, the only people that are asked to tighten their belts are the very people that are suffering from financial malnutrition in the first place!

I know there have been quite a few counties in Maryland coming up for council meetings that are voting on this same issue (whether or not to raise propety taxes).  You not only need to be out in force for your own interests, but for the interests of your customers as real estate agents.

A great way to build rapport and keep your names in your customers minds is to keep them on top of what is happening with property owners rights in your local area, your state and federally.  Let them know what is about to happen to their taxes, their property and income.  You can accomplish this without appearing partisan politically, but partisan for your customers interests.

Stay vigilant and keep your customers informed.  They need you now more than ever!

 

 

 

Everyone has heard of the staple books in positive thinking, like "The Power of Positive Thinking", "Think and Grow Rich" and  "Hung by the Tongue".  Anyone affiliated with any type of marketing has been told to "Just go and get these books".  Little is understood of the power of the concepts within these books.

 

It's not just your attitude . . . it's your actions.  How you put your thoughts into words matters when people are coming to your office to decide if they are going to use your services . . . or not.

 

What am I talking about?

 

Let us assume that everyone knows that people are more likely to make purchases when they are in a good mood.  One would assume that if you can make people feel good, then you are more likely to get them to buy from you.

 

Is that a safe assumption?

 

Now, in real estate, how do we do that?

 

Take a look at these two examples:

 

Agent 1

 

"I'm tired of seeing people get ripped off  by using THAT broker . . ."

 

Or

 

"That agent isn't doing you any favors, why don't you let me sell it for you."

 

Be honest with yourself and tell me that hearing how bad another company's products or services are doesn't turn you off.

 

It surprises me how many people use competition bashing to sell their own product.  The LAST THING you want to do is remind people that they can get ripped off real estate.  It's a very unprofessional, amateur method of asking for a sale.

 

Studies have show that people respond to positive reinforcement.  This is evident in just about every means of communication.  It is no different when reading information on a website or talking to a customer while on a listing appointment.  If you are using any other methods of marketing, like a newsletter, special reports, follow up emails, or text ads, you want to remember this simple principle when creating your copy:

 

Positive Sells!

 

 

Here are some other examples of different web site copy I picked up off the internet:

 

Website from agent 1

 

"I am a multi-million dollar producer. 

 

Website from agent 2

 

"You want to command a premium price for your home.  Let me walk you through a few steps to improve curb appeal"

 

Which agent would you feel more inclined to purchase from?

 

Did you notice the positive approach of Website 2?  The "I's" are replaced with "you" or the customer.  They don't care what you know.  They don't care how much you have accomplished.  They called you so they more than likely already know. 

 

They want to know how you are going to help them.  What can you do for them.  Mention your accomplishments on your website by all means, but the focus should be on your customer.  Write your copy as if you are speaking directly to them.

 

Here's another, more subtle example:

 

Agent 1

 

"Many will lose their chance to cash in on that $8,000 credit if they don't go to settlement by November 30th.  Don't you be one of them!  While others are racing ahead of you, you will be sitting out in the cold, wondering where it went!"

 

Agent 2

  

"You are smart in starting this early enough to take advantage of that $8,000 tax credit."

 

It's the same "limited time offer" technique with a completely different focus.  Agent 1 tells the person what they will lose whereas agent 2 congratulates the customer in taking the initiative and focusing on what they will gain.

 

Injecting positive words, positive motivation and positive outcomes gives Agent 2 more credibility and makes the person reading it feel good about themselves, like they've already accomplished something.

 

People don't like being turned off.  They don't want to hear about the bad things that can happen to them; especially in this market where many are facing enough bad things happening. 

 

What you want to do is empower people when you are consulting with them, writing your ad copy or web site copy.  Put them in the position of seeing their success.  Congratulate them on the time they spent researching realtors before deciding on you. You want them to want to be around you.  More importantly you want them to recommend you! 

The Jobs with BRAC Relocations Haven't Made Dent in Real Estate Inventories

 

The good news is, despite the hoop-la-la over the BRAC Relocations, much here has not changed in the real estate market.

Harford County, Maryland couldn't be a better location for people moving from Fort Dix/McGuire to Aberdeen and Andrews AFB.

Harford County borders Baltimore County, Cecil County and the Chesapeake.  Although it encompasses Aberdeen Proving Grounds and is less than a 30 minute drive to Baltimore, Harford County is still considered a primarily rural county.

Home prices, because of the inventor and average length of time on the market, are back down to 2003-2004 levels.  They are still falling, but the decent has slowed quite a bit as we have seen a slight upturn in activity.

The best time to buy a home is now.  It has been over 30 years since we have seen interest rates at this level.  Analysts expect to see 30-year fixed interest rates to remain at the 4.75  - 4.85% levels for the next couple of months.  This is definately a buyers market.  Credit availability, although tightened, is still being granted.  We have not really had a problem with obtaining financing for our clients, even though the amount of request has lowered considerably.  FHA is still loaning to credit scores in the 620's and 3% down.  First time home buyers have been awakening with the fear of loss of the $8,000 tax credit by November 30th.

Many involved in the BRAC moves will probably not be first time home buyers, but the interest rates and home prices have definately contributed to the appeal of having to delve into the home buying market.

Aberdeen, Bel Air, Elkton, Forest Hill, Jarrettsville, Baldwin, Belcamp, Street, Darlington and other towns in Harford County sit amoung lush, green hills and a stones throw from fox hunting country.  There is plenty of shopping in town, Rocks State Park, Ma & Pa Hiking and Bike trails, quite a few fitness clubs to choose from, horse back riding, swimming, golf, Harford Community College, Havre de Grace's waterside park and much more!  You are less than 45 minutes away from the State line of Pennsylvania from anywhere in Harford County and close to Delaware and tax-free shopping.

Harford County offers the beauty and calm of country living with the economic benefits of Baltimore, Aberdeen Proving Grounds and D.C. in less than two hours.

If you are anticipating a move to Maryland because of BRAC or any other reason, visit http://www.bonnie.cox.pcragent.com .  Just register by filling out the information on the type and location of home you are looking for and you will get free updates daily on the new listings fitting your criteria.

Have questions about Harford County Real Estate or need help finding a home?  email me at bonnie.cox@prudentialcarruthers.com or call me, Bonnie Cox at 410-879-3880 or direct at 301-785-5368.

And finally?  Enjoy the great weather.  We've earned it!

 

Bonnie Cox, Realtor

Prudential Carruthers