The Big M.O. (...on the Buy Side)

No, I don't mean Modus Operandi although I do sometimes wonder what makes certain people (mostly Realtors) tick. What I am referring to is the other M.O.--the acme of all residential real estate negotiation scenarios; one of a handful of situations in the constantly fluctuating Buy/Sell world of Property where someone will definitely lose if all parties play it out to the end; the number one 'case in point' I'll always make for securing experienced Buy side representation. I'm talking about the...Multiple Offer i.e... Two Buyers + One Property= One Winner + One Loser---perhaps.

And I see this occuring just as much now in a relative Buyers market, (high inventory to Buyer ratio) as it was in a so-called Sellers market, (low inventory to Buyer ratio) a few years back. The best examples in each price point bracket will always be first in line to get Offers. And when more than one party presents an Offer at the same time, the highest level of expertise is required on the Buy side of the deal. My next post will address the List side of the M.O. which can be equally as nerve racking for the Seller.

"Two people are in love with me...what to do?" Seller.

"Marry the one with the most money," Seller's Agent.

Whenever there is a large surplus of inventory like we are experiencing presently--a Market flush with Condominiums, Single Family Houses, Multi-Units or just good old vacant Land--there are many fine Properties from which to choose. And it's always the best of the best Properties that generate the most 'buzz' and end up with more than one contract on the fax machine at the end of the day.

The following pointers are therefore in order:

First, and foremost...have Realtor representation. Even the least experienced Agent in our office negotiated more transactions so far this year than most Buyers have experienced in their lifetime. And a 'top producer' (10-20+ million dollar annual volume) has the ability and savvy to structure an initial offer in ways you might never imagine on your own. And contrary to my short romantic dialogue above, it is not always just about Price--Close dates, Contingencies (of which there are many that can kill a deal instantly), Tax Pro-ration and Stamp 'language,' Closing Cost Credits and Buy-Back Clauses (New Construction), Addendums, PITI clauses, Inclusions, Exclusions.... all come into play.

Next, have a pre-plan. I always let my Clients know about the possibility of an M.O. before we submit an Offer. I explain that the majority of the time, going to 'Full Price' might still only give us a 50/50 chance at getting the property depending on how the Sell side is handling the negotiation of the Offers.

"How much do we love this Condo?" are words I've uttered many times in my career.

Be able to work the Sell side of the Offer. I'm not going into detail about this here but trust me, the real professionals can get enough 'scoop' to obtain a 'house advantage' (pun intended) in most M.O. deals. At the very least, we know which questions to ask about the 'ground rules' set by the other side and how to keep them to their word if things start to go sideways. I always research the Closed history of the Listing Agents to check out their List Price/Closed Price ratios. Then I always ask who the other Agents are involved in the M.O. and research their Closing history as well.

Be able to advise when its time to bow out and 'get back in the car.' I don't win every Multiple Office because there are occasions when it's best to just stop and let the other party pay too much. Other times the Seller just 'likes' the other deal better, all things equal, and you lose out anyway. People are funny. 'Funny how?' Don't get me started. But as we approach the 'tipping point' of any deal in which more than two parties are involved, I'll always pose the following question to my Buyers...

"How would you feel if you left this deal then found out later that the other party got the Property at a price you would have paid?" The answer to this question has a lot to do with how we proceed in the negotiation.

There are several strategies when it comes to negotiating a Multiple Offer and your Buy side representative needs to be well versed in all of them. Quick response time and the ability to 'appraise' the value of any given Property are but two of the qualities you must require of your Realtor. And equally as vital is his (my) ability to know when its right to just 'go for it' and get the deal done or...to simply walk away and let the other guy 'win' that one. It is a Buyers arena, after all these days. So if you're going to jump into the Chicago Real Estate game, you have to be prepared for the big M.O. when it comes into play.

photo by velocitypress

Geno Petro

Love At Second Sight (in the housing market)

Regardless of what my wife may tell you, she didn't fall in love with me the second our eyes first met. I'm sure of this for a couple of reasons. To begin with, she couldn't have possibly ignored me any more than she did on that first summer evening even though we were seated an arms length away from each other in a fairly empty ice cream parlor. I mean really, who doesn't notice someone sitting at the next table in an ice cream parlor?

Secondly, and this I definitely know for sure, I'm the type of person that has to grow on you. I'm one of those guys that gets smarter, funnier and better looking the longer you know me. I'm not a 'love at first sight' candidate--pretty sure I never have been. And knowing this has given me an advantage in Sales, I believe. And in many ways, some of my Listings reflect these same personality traits.

I learned to ignore the 'first objection' very early in life and to just keep showing up even as others around me fell by their respective waysides. I'm all about taking a second look at things be it a troubling situation, a prospective property with a few flaws, or anything in between. I guess I've come to expect the same in return and try to promote this behavior on a daily basis to all who will listen or at the very least, to those who happen to sit next to me at work. As I've mentioned before, our office environment is as much think tank as it is Sales.

As a Listing Agent, few things frustrate me more these days than observing a Buyers Agent on a whirlwind tour of one of my properties, pressed for time, and with twenty more places to see that afternoon. Sometimes I just stand there taking it all in, looking for even a glimmer of interest from anyone in the room as they fly right by me on that proverbial be-back bus that only returns 10% of the time. There are very few characteristics of any Listing that, if can't be fixed with a hammer and nails, can certainly be fixed by $$$...i.e negotiation. My Broker calls it the 'What If Game' and will be a subject of a future writing. But to quote an uncle from the old neighborhood, 'Hey..., what are you gonna do?"

I'm telling you, its all in the second showing anyway. Love at first sight isn't a common occurrence in today's Real Estate market. There is simply too much to see. Just fly into any major city at night and as your jet makes its final descent toward the airport runway, look out the porthole window at the billions of microchip lights laid out like a circuit board, stretching to the horizon. You just have to know that they ain't all pretty. They all did however, close at a Title Company and somebody somewhere, holds their deeds. The American Dream is not the 'Center Entry Colonial' for the great majority of us but rather, the best housing we can find on the market for our money at the time we're looking, all other things equal.

I suppose it comes down to the fact that I don't believe any of us live in the 'perfect' dwelling and while my wife and I do enjoy our city condo, wouldn't it be even nicer overlooking the Amalfi Coast of Italy? No need to answer as the question is rhetorical, to be sure. For now we settle for the North Side of Chicago.

I often times encourage my Clients to take second look at a house that at first sight may not seem to perfectly fit the bill, especially when we've exhausted a glutted market place. I generally encourage Buyers Agents from other companies to do likewise when viewing one of my listings (if I can grab their attention for a few private seconds in the whirlwind) although, I'd like to think I'm more about attraction than promotion.

I just don't believe its possible to uncover the inherent beauty in anything with a single look see--especially when it comes to showing property, and I've shown quite a bit. But then again, I'm the guy that ignores the first objection and positions himself for the second take, the one who keeps showing up until someone finally takes notice. My wife still ignores me on occasion but I have a legal document laying around here somewhere that says that deal has already closed.

image byw3.poporo.ne

Geno Petro

One Zero Makes All The Difference

Look up. No really, look up at these two very similar blue houses. They both are blue for starters; in fact they both are 'starters.' One is on a tract of land that is 33x50 (feet that is), the other is on a half acre. Both have basements. Both are described as 'Peaceful' and both are located in Midwest states --the heartland of America, if you will.

Maybe you can already see where this is headed. One of these blue beauties was a recent listing of mine offered for $624,900 and placed under contract after 120 days on the Chicago market. The other is an E-Flyer offering I just received in my Inbox from an agent in Beloit, Wisconsin (less than 2 hours north). List Price: $71,900. Oh... and we both dangled the ubiquitous $900 at the end of our real asking price in typical Realtor fashion.

I had to look twice when I saw the 'pop-up' photo as they do appear similar at first glance. And on paper they are only separated by a single digit...one seemingly meaningless decimal to the right. A lone, hollow zero.

So, what's in a zero?

Answer: In this case, over a half million dollars ($553,000 to be exact)! Paradoxical, huh? An extra zero on a spreadheet is worth a cool half mil. Or to be more specific, $5,475 for each mile between Beloit and Chicago, all 101 of them. And with all due respect, you have to look pretty closely to see the beauty in either of these two examples. Perhaps the real beauty is in fact, on the inside (as in equity).

There's really not much more of a point to be made here except that while a picture might indeed be worth a thousand words, a picture in the right location is worth that plus a half million dollars to boot! Now, look up again and tell me...which is which?

Geno Petro