lake zurich...and beyond

The holiday season is officially here in Lake Zurich. The bell ringers are out in front of Jewel and Wal-Mart, lights and holiday decorations adorn Deer Park Town Center, Starbucks is pushing its pumpkin spice latte and 93.9 FM (WLIT) has already started playing all Christmas music all the time. 

Wait a minute...I said Thanksgiving, not Christmas. What happened to Thanksgiving? What happened to turkey and stuffing and A Charlie Brown Thanksgiving? Is it just me or does it seem to you like Christmas is coming earlier this year?

I suppose it could be because my kids no longer bring home construction paper turkeys in the shape of their little hands to signal the Thanksgiving holiday. However, I think the real answer lies in the current state of the economy. Retail stores are predicting dismal sales this year, so artificially lengthening the holiday shopping season is most likely an attempt to boost earnings. If so, I sure hope it works. This economy can use all the boosting it can get!

Now, will you please pass the potatoes? And have a very happy Thanksgiving!

When I was actively listing homes for sale (that was only a few days ago since I just recently made a switch) I offered my clients what is commonly known as an "Easy Exit Listing Agreement." Basically, although each of my listings was taken for a full year, I would allow my sellers to cancel at any time with a 15 day notice - and with no cancellation fee. 

I rarely had sellers cancel a listing, so I always felt confident in offering them an easy way out. I believe that in many cases I was the chosen agent in part because the sellers didn't have to worry about being locked into a long contract. I understand that there can be a bit of fear on the part of the seller who is entrusting an agent to handle one of their largest financial transactions; what if that agent turned out to be less-than-competent? It is my opinion that as an agent, when you are confident about the level of service you provide, offering an Easy Exit Listing Agreement is no big deal. 

As the market started to decline, there was quite a bit of talk around town among agents about the length of listing agreements. Agents were being asked by sellers to take 90 day or 180 day listing agreements and hated feeling under the gun as market times crept up. Many companies started adding cancellation fees (some as high as $1500) to their listing agreements to recoup some of the marketing costs already spent on the listing in the event of cancellation. I don't agree or disagree with the idea of a cancellation fee, except when agents have adopted the strategy that real estate is a numbers game. 

I never thought of real estate as a numbers game. I told my potential sellers what they needed to hear instead of what they wanted to hear, and I encouraged them to properly prepare and price their homes for sale. If they were unwilling to work with me as a team, then I wouldn't take the listing. I'd rather have 10 listings I could sell, than 20 listings with only 10 of having the potential to sell. But some agents feel differently. They take on those 20 listings, knowing full well that 10 of them will eventually cancel or expire. They do not offer an Easy Exit Listing Agreement, and they charge a cancellation fee as well. One agent actually boasted about how he "earned" nearly $7000 over the year in cancellation fees alone! Yikes. 

There isn't an agent out there that hasn't been burned at one time or another. I've worked my tail off and spent a lot of money promoting listings that later turned into a rental instead. I've had sellers decide not to move at all. I've spend many advertising dollars that I never recouped. It doesn't happen very often, but it does happen in this business. It is part of the risk/reward of earning a commission based income. But it seems to me that some agents out there are using the cancellation fee as simply another way to make money in this business. Do desperate times = desperate agents? 

It makes me cringe. What about you? Are you seeing more cancellation fees in your marketplace? How do you feel about them?

Have you ever asked yourself "Is this all there is?" and upon reflection realized that the work you are currently doing may not be what you want to do long term? 

For nearly a year I've wrestled with that question and pondered the alternatives. I have come to the ultimate conclusion that I need to make a fundamental change in my life. No longer willing to work 24/7 in this business, I've decided to take a sabbatical from assisting buyers and sellers while I pursue new and different challenges and opportunities. I will not be giving up the benefits of my real estate license, but will operate on a referral basis through Professional Referrals, Inc. - referring to top agents locally and across the country. 

I truly believe that sometimes you have to take some time to immerse yourself in another environment in order to see your life from a different perspective. To listen to what your heart and soul are telling you and to be inspired to embrace the next stage of your personal journey. 

So it is with excitement and optimism that I make this announcement. I've never been someone who does things half way. I immersed myself fully into my career as a real estate agent and was (happily) very successful. I gave it every ounce of my time, energy, resources and effort. I have no regrets. I consider myself extremely fortunate to have had the opportunity to work with the best of the best, my colleagues at RE/MAX Unlimited Northwest, and all of my wonderful real estate friends and clients over the years. That being said, I feel that it is only right to give 100% to my future endeavors as well. 

Working in this business has been both a pleasure and privilege for me and I hope to continue to share insights based on my professional experience and/or to put you in touch with other resources to help guide you in your journey. I'll still be here blogging away - writing, training, consulting and sharing my take on the local real estate market as well as tidbits about my favorite people, places and things to do in Lake Zurich and the surrounding communities - simply from a slightly different perspective. I hope you'll stay tuned.

I've often felt that paying for leads is generally a bad idea simply because I know many agents who subscribed (and paid big bucks) to lead generation companies without positive results. I think I understand why. 

When you buy leads directly from a lead generation site, does the consumer expect contact from a real estate professional? Probably not, and most likely they will be offended when you contact them. Similarly, I know agents who had a real estate information hotline or toll free number for their listings with the idea that they would capture the caller's phone number and be able to follow up with them; and they soon discovered that not only was the consumer annoyed, they were downright angry to have been contacted. 

Paying for advertising, such as paying for banner ads on realtor.com or other sites, is generally perceived by the consumer as advertising, pure and simple. Since the consumer knows that it is an ad, there is a very low click through rate. If you pay-per-click, you may find that the consumer does click through to your website, but will they stay once they get there?

Another lead generation technique is the requirement for consumers to register for information on real estate websites. While you may not be directly paying for these leads (although some companies do charge their agents a referral fee for company website generated leads), you are most likely paying for the website itself. Many agents start drip email campaigns to work the lead. If the consumer gets too many canned emails or doesn't want to be bothered by a real estate agent, they will simply unsubscribe and seek out other ways to get the information they seek. 

Real estate agents need to make a more concerted effort to engage the consumer without the dreaded sales pitch or unwanted contact. That's why blogging is a more effective lead generation tool than paying for leads will ever be. Through your blog, you will be developing a relationship with the consumer because you will be offering the consumer what they want most: information. If your blog is engaging enough, the consumer will bookmark your site and keep coming back for more. 

In my opinion, paying for leads is a losing proposition for both the real estate agent and frustrated consumer. But blogging is a win-win for both. Stop throwing money down the drain on lead generation and turning off potential customers in the process. Instead, just start writing. A little hard work, time and effort are all it takes to connect with the consumer in the most effective way. And it's free. It doesn't get much better than that.

Earlier this week I posted Moving With Children (Part 1 of 2). If you haven't read that already, please check it out!

As I mentioned in Part 1, moving can be hard on your children. Depending upon where you move, they may need to make new friends, adjust to a new school, find their way around a new neighborhood and settle into their new home. It's a daunting prospect for adults, but for kids it can be an especially anxiety-filled time. Most adults have been in this position a time or two, but for many children it's the first time they've moved and it's scary. 

I should state that I'm not a therapist or expert, but I am a mom who has moved her own children a few times. Here are a few ideas that may help you help your child adjust. 

I think it's important to involve children in the moving process in some fashion from beginning to end. That doesn't mean you need to take your kids on every house hunting trip, but you should take them to view a few homes with you. Depending upon the age of your children, you can involve them in measuring rooms, inspections and even the closing process itself. One caveat, you need to make sure that your children stay out of the way and that they are by your side at all times. Remember that house hunting, inspections and closings can be boring for kids so plan on letting them attend for a few minutes and then being picked up by a babysitter, or make sure you bring snacks and quiet activities to keep them occupied. 

Take some time to talk to your kids about the move and how they may be feeling. Let them know that you have some anxieties as well and that it's perfectly okay to be nervous about moving; but at the same time remind them of all the things that will remain the same (same toys, same bed, same routine). Chances are that if you remain calm and upbeat, your kids will be more calm and upbeat as well. Reassure them that you will help them keep in touch with their friends after the move, and take some time to scout out and sign them up for activities or sports in their new location before you move. In addition, visit the school, library, stores, restaurants, parks or other places you will frequent after you move. The more familiar your kids become with their new surroundings, the better they will adjust overall. If you focus on the positives (like the fact that they will get their own room, or that their new house has a pool) you may find that they even look forward to moving! 

Let your children help you pack and label boxes before the move, but don't pack their favorite toys or games until the very last minute. In fact, I would pack their rooms up last. If your kids are very little, you might wish to do most of the packing during naps or after they go to bed. You may find it easier to take a few days off of work and pack while your kids are at school or at a babysitter's house. You'd be amazed at how much more you can get done when your kids aren't there, but allowing them to assist you at least a little bit lets them feel a part of the process so take advantage of that opportunity if you can. 

Many parents have a going away party for their kids and their friends. For some kids, this is an excellent and fun way for them to say good bye. For others, it may increase their anxiety. You need to know your own children. A "party" filled with tears is not going to make moving any easier. Perhaps a quiet good bye would suit your child better. The most important thing is to take the time to say good bye to all the important people that have been in your lives. You may find that after the move your kids call (or text!) their old friends several times a day. It's important to let them stay connected while encouraging them to make new friends as well. It is natural for them to feel anger at you and discomfort with their new surroundings. Give them some time, and listen to them when they want to talk. Be understanding. 

When we moved, I made sure that we unpacked and set up our kid's rooms first. The rest of the house can wait, because when your kids are surrounded by their own things and comfortably settled into their new rooms, the whole family is happier. Trust me on this one. In fact, during those first few days, make sure you take some time out to have a little fun. Go to a movie, check out a new restaurant or take a walk around your new neighborhood. The days leading up to a move and the move itself are frantic times. Even though you may be surrounded by boxes, take some time to simply enjoy each other and to relax if you possibly can. 

While moving can be a very stressful time, it can also be an exciting new beginning for your family. Your own attitude as a parent will make a dramatic difference on the overall experience for your family. One of my favorite clients broke into a cheer when we signed the final paperwork to sell their current home (which they loved and were somewhat sad to leave). She literally assumed a cheerleader's stance, hand movements and all, and said, "P-A-C-K now we get to pack today - YAY!" While a little silly, the whole family chucked, relaxed and a happy mood prevailed. Now that's the way to do it, folks! 

When I walk around my Lake Zurich neighborhood, it's evident that there are many young families living here. There are skateboard ramps and sidewalk chalk on the driveways. I notice a bike, baseball bat, jump rope, or Barbie discarded by a child in pursuit of other fun things to do. Sometimes you can even see through the window that the living or dining room has been converted into a playroom by a young family. I love these signs of life; actually they make me a little nostalgic since my own boys have long outgrown the toys of their youth. But when you are selling your house? Not so much.

Staging your house for sale when you have children is difficult, especially in today's housing market when the house may take months to sell. You can't put everything away and expect that your children simply won't play for the next several months. In fact, you should do everything you can to ease the transition by keeping your family routine as normal as possible. 

That being said, you do need to convert the living or dining room from playroom back into well, a living or dining room. Your prospective buyer needs to see the intended purpose of the room. You need to organize the toy clutter and try to confine it to one or two places within the house. The skateboard ramp needs to be moved into the garage, and while sidewalk chalk is charming, it's not so charming in the photographs that are intended to showcase your home at its very best. Try to keep toys out of the front yard, off sidewalks and away from the front porch. Simply put, you need your home to appeal to every potential buyer. Your buyer may be single or married, young or older, with children or without. If your potential buyers can't envision themselves living in the house because they don't have children and there are toys on every available surface, they will likely move on to the organized, toy free house that feels more like home to them. 

Moving is hard on grown-ups, so you can imagine how hard it can be for your children. If you have young children, I've created a Kid's Listing Book for you to share with them. It helps explain what happens when we list your home and what they can expect in an easy-to-understand manner. I also ask your children to help me sell your home by making their beds in the morning, picking up their toys, turning on the lights before a showing, helping Mom and Dad keep the house tidy, and letting me know if we run out of flyers. I let them know that if they help me sell their home, they will "earn" a special surprise to thank them for all of their "hard work."  This helps to get them involved in the process and takes away some of the fear and anxiety they may experience. Plus, they (usually!) love to help keep the house tidy when they know they will get a special reward when the house sells. 

Stay tuned for Part 2, where I discuss moving with children from an emotional standpoint and how you can help them transition to their new home.

I cancelled a listing the other day. I know that I did absolutely everything I could do to get the home sold. The property was priced well, beautifully prepared and marketed aggressively. As agents, we have to acknowledge that we can only do so much. Although an even lower price may have eventually gotten the home sold, that was simply not a viable option for the seller. 

That being said, there is a tendency when things don't go your way to feel like you failed in some way. The reality is that sometimes you can do your best and it still won't be enough...but it is good enough. 

Similarly, we all know agents who are leaving this business in pursuit of a more stable working environment. Most of us in real estate left our previous careers to become real estate agents, and didn't consider ourselves to be failures for doing so; why would you consider yourself a failure now? A career in real estate may not be the end game at all, but instead a stepping stone to an even more rewarding and lucrative venture. It's all in how you look at it and at life in general.

I've tried to instill this message in my kids. I've told them that sometimes the other guy gets the girl. You can exercise faithfully and eat healthy for weeks and not lose a pound. Teachers play favorites. The other team wins. Sometimes in life you feel like a pawn pushed around on a chessboard. But failure is an event, not a person. 

Regardless of the outcome, if you've done your best, learned, grown, motivated others, been true to yourself, contributed value...you have succeeded.