Special Reports

  1. Why YOU should work with an Accredited Buyer’s Representative
    2. Why Use an ABR®: REALTORS® Experienced in Buyer Representation

    Buying a home is no small matter. Besides being the largest financial transaction you may ever undertake, it’s probably also the most complex. There are many good reasons to work with a qualified real estate professional—especially a trained professional who has earned the Accredited Buyer’s Representative (ABR®) designation, representing best-in-class buyer services.

    When you look for an ABR® before you look for a home, you’ll be served, not sold. Your interests become their interests. And you’ll be working with someone who has gone the extra mile by completing specialized training in delivering the best in buyer-representation services. Plus, a REALTOR® who has an ABR® Designation also has an established track record, with proven experience in representing the concerns of home buyers.

    The ABR® Designation is awarded through the Real Estate Buyer’s Agent Council, or REBAC, which was founded in 1988 to promote superior buyer-representation skills and services. REBAC is an affiliate of the National Association of REALTORS® (NAR).

    Find a Buyer’s Rep – Directory of ABR®s and other buyer’s reps working to achieve this designation.

    Content care of National Association of Realtors® | REBAC

  2. Staging Your Own Home
    3. Staging Tips for Inside Your Home:
    Use window light by keeping blinds open. Turn on soft lamps, not bright overhead lights.

    Get rid of the clutter. Pack away picture frames, knick knacks, etc. until your tables are clear. Remove everything from the refrigerator.

    Remove clutter from your closets. Pack up out of season clothes and shoes. The cleaner your closets are, the bigger they will look to buyers. They will look in every closet!

    In the bathroom, put away all personal items, close the toilet lid, and hang fresh towels.

    Remove or rearrange your furniture to create clear paths through rooms and to make the rooms appear bigger.

    Use candles to leave a pleasant scent in the home for showings and turn on quiet music.

    Remove all pets and their bowls, litter boxes and bedding.

    Plants or flowers should be fresh looking or not there at all.

    The outside is just an important. It gives the buyer the first impression of the home.

    Outside tips:
    Have your landscaping trimmed, grass mowed, put down fresh mulch, and have flowers planted or in pots near the front door.

    Sweep the front porch and clear away leaves, spider webs, etc.

    Put the outdoor toys neatly away.

    Give your front door a fresh coat of paint and have a new doormat out. Make sure outdoor lightbulbs are all working and the front door lock is easy to open.

    If your house has siding, clean it before any showings.

  3. Buying Land? Questions to ask!
    4. Things to consider if you are thinking about buying a lot:

    1. Lot costs should run no more than 25%of the budget for your new home.
    2. If the land is rocky, have it checked if you want a basement.
    3. If the lot is on a steep slope, how much dirt will have to be moved to clear the way for a building site?
    4. How many trees will have to be removed before you can build?
    5. What is the zoning on the lot and surrounding land?
    6. What is the tax rate? If it has to be changed from agricultural to residential, how will that affect the taxes?
    7. What kind of road access does the land have?
    8. If water and sewer lines have to be run in, do they cross someone else’s land and require an easement?
    9. Are there any easements?
    10. If land is being sold “as is” check for restrictions, surveys, liens, and soil tests.
    11. What kind of water is on the land? Are flooding, water runoff, and drainage issues on this land?
    12. What kind of erosion control plan do you have?
    13. What kind of fire protection is available?
    14. Could there be soil contaminants from nearby industries?
    15. What kind of city or county services are there?
    16. How are the schools in the area and do they provide bus service to the property?

  4. Which Improvements Add Value to Your Home?
    5. KITCHEN-
    *COST Low: $15,000
    High: $20,000 and up
    *VALUE ADDED: 80-110%
    *COMMENTS: Cost includes new cabinets and countertops and re-wiring; structural changes, relocated plumbing, custom cabinetry, and top of the line appliances.

    BATHROOM-
    *COST Low: $7,000
    High: $10,000
    *VALUE ADDED: 80-115%
    *COMMENTS: Cost includes new fixtures and fittings, tile floors and walls; structural changes, and relocating plumbing. High-end materials and fixtures raise the cost. Note: adding a second bath can yield more than 100% resale value.

    ROOM ADDITION-
    *COST Low: $30,000
    High: $40,000
    *VALUE ADDED: 50-110%
    *COMMENTS: Depends on type of room; a family room or new master suite (don’t forget to include the cost of bath) will add much more value to a home than a private office or fourth bedroom.

    CONVERTING AN ATTIC, BASEMENT, OR GARAGE TO LIVING SPACE-
    *COST Low: $10,000
    High: $15,000 and up
    *VALUE ADDED: 25-40%
    *COMMENTS: Cost assumes no structural changes and no new plumbing; value added depends on size of house (smaller house, more value) and type of space created (family room or bedroom, more value than a gameroom or exercise area).

    ADDING A DECK-
    *COST Low: $5,000
    High: $10,000 and up
    *VALUE ADDED: 4-60%
    *COMMENTS: The warmer the climate, the more value added; size of deck, complexity of design, and added amenities (spa, trelliswork) influence cost.

    RE-PAINTED EXTERIOR-
    *COST Low: $1,200
    High: $1,500 and up
    *VALUE ADDED: 40-60%
    *COMMENTS: Assumes old exterior was worn and repainting was done immediately prior to putting house on the market; a new coat of paint probably adds the “best profit” to selling an older home.

    INGROUND POOL-
    *COST Low: $20,000
    *VALUE ADDED: 0-25%
    *COMMENTS: Cost assumes an average-size pool (16′ X 32″) in a rectangular shape; value added depends on desireablilty to future owner (banks usually do not include pool in mortgage appraisals).

  5. Moving to a New House
    6. Whether you are just beginning to thin about moving to a new home or have already found the right house for you, this checklist is designed to help you organize and expedite moving day.

    Of course, many factors need to be considered as you pack up. First of all are time constraints. Do you have to be out of your current home quickly, or are you months away from moving day? If you have the time, a little organization can make packing and unpacking a little easier. Now may be a good time to consider:

    *Pre-Packing

    *Packing

    *Utilities

    *Mail

    *Moving Day

    *Insurance Adjustments

    *Moving Before Selling

    *Family and Friends

    *Summary/Checklist

    Pre-Packing

    *Pack unwanted clothing and donate to charity. Why pack and unpack those items you’re not going to wear anyway? Let someone else benefit and lighten your load as well.

    *Consider a garage sale to get rid of furniture, yard tools, collectibles, and other “treasures” that do not have a place or use in your new home.

    *Clean out the attic, garage, basement, spare room, and other rooms of accumulated things. If they have no recycle or donation use, gradually put them out for trash pick up. It is easier all around to have several bulk trash days than to line the street in one day with junk.

    *If you are using a professional moving company, you may inquire about packing services. Many companies will pack everything for you, for a fee of course. For those with little time, this may be the route to go. You might still want to pack and transport your most cherished possessions yourself.

    *Label all boxes. This will help the movers put things in the right place when they arrive at your new location. It also helps you to prioritize unpacking, since you’ll know the contents of boxes.

    Utilities

    *Make arrangements for your electric service, telephone, gas, water, cable, and other utilities. You may have to adjust service and billing on the date you move out. Arrange utilities and services to turn on at your new location before you move in. You may negotiate arrangements with the buyer of your new home and the seller of your new home for mutually agreeable utility change over.

    Mail

    *Get change of address forms from your local post office to stop mail delivery at your current address and forward all mail to your new address. Visit the post office in your new community to alert them to new resident delivery.

    *Notify newspaper delivery and magazine subscriptions of your address change.

    Moving Day

    Friends vs. Movers

    *Friends and family almost always offer to help you with moving. It is certainly less costly than hiring professional movers, but not always. Professionals do this everyday. They are physically ready for carrying heavy furniture and know the best way to pack a truck. Friends may have good intentions, but going from a desk job to heavy lifting on Saturday may result in injuries or damaged furniture. A serious injury could even result in unexpected medical bills or even legal problems. It is best to get several estimates from professionals, and then carefully consider the most prudent path.

    Pets

    *Moving can be very stressful for your pets. Try to arrange for them to be out of the house on moving day. Nothing is worse than a run away cat or dog, in the midst of all the moving and confusion. Introduce them to their new home and help them get comfortable, after everyone has left and things are quiet.

    Insurance Adjustments

    *You’ll need to adjust your homeowner’s insurance, transferring coverage from your current to your new location. This may be a good time to shop for new coverage. Your new location may require different coverage levels than your previous coverage provided.

    *You may need to adjust your auto insurance as well. Your new location, commuting distances, etc. may affect your rates. Again comparison shop for the best deal.

    *You may need to increase your life insurance to be more in line with your new mortgage commitment and new home expenses, should something happen to you or your spouse.

    *If you are moving as the result of a job change, it is a good idea to review all of your insurance coverage at this time. Your new employer may provide different coverage types and levels from what you have now. You may need to fill in some gaps in protection.

    Moving to a New House Before Your Current Home is Sold

    *This can be very stressful as you not only have to financially support two properties, but you also must assure that the home you leave behind is properly maintained to help expedite a sale. Be sure to transfer all mail and deliveries to your new address. But, you may need to maintain some or all utilities at your old address. Also be sure to arrange for grass cutting in summer, leaf clean up in fall, and snow removal in winter. The house should appear as lived in as possible. If you can leave some furnishings behind, this will also help sales appeal. Your realtor can offer you sound advice on handling this transition.

    Summary/Checklist

    *Moving can be quite overwhelming at times. But with a little organization and planning, you can minimize much of the hassle and frustration. The more detailed your checklist, the more likely you will turn this monumental task into an exciting and rewarding experience.

    1. Have you cleaned out possessions before packing?

    2. Have you filed a change of address form with your post office?

    3. Have you notified newspaper and magazine subscriptions of address change?

    4. Have you contacted your electric company to terminate at old address and turn on at new address?

    5. Have you contacted you phone company to terminate at old address and turn on at new address?

    6. Have you contacted gas and water company to terminate at old address and turn on at new address?

    7. Have you contacted cable TV to terminate at old address and turn on at new address?

    8. Have you labeled boxes as you pack them?

    9. Have you arranged transport of cherished valuables?

    10. Have you adjusted insurance coverage? Auto, Homeowners, Life, Others?

    11. Have you made arrangements for pets and children during move?

    12. Have you changed your auto registration and drivers license, if needed?

    13. Have you notified neighbors, family, and friends of your new address and phone number?

  6. Home Sellers Tips
    7. “Here’s A Quick And Easy Checklist Of Inexpensive Ways To Make Buyers Instantly Attracted To Your Home.”

    The Way You Live In A Home And The Way You Sell A Home Are TWO Very Different Things!

    Dear Homeowner,

    Each year, thousands of homeowners unnecessarily lose money when they sell their homes. They don’t lose money because someone took advantage of them. And they don’t lose money because it wasn’t “marketed” well.

    Even Seasoned Homeowners Lose Thousands

    Because They Didn’t Know About The Important Factors

    That Influence The Value Of Their Homes

    If you desire to sell your home for top dollar, and in YOUR time frame, you need to do two things: 1) Get control of your personal emotions about your home, and 2) Place yourself in the shoes of potential buyers. Look at your home they way they would, and make it appealing in the right areas.

    I know that putting your “homeowner emotions” aside may be tough to do. But doing so will help you to position your home to sell for top dollar, and in your time frame.

    After all, selling your home is very different from any other financial transaction. Your house isn’t just a “thing.” It’s your HOME!

    It’s the place where you raised your children. The place where you hold countless family memories…Thanksgiving dinners, family reunions, birthdays, anniversaries and more. It’s the place where you solved problems over the kitchen table late at night.

    So it’s no surprise that selling your home may involve a bit of sadness, fear…or even excitement for the next move in your life.

    Try not to let these emotions get in the way of a prudent sale. The tips and suggestions in this report will help.

    Here Are 6 Problems Your Home May Have
    That Can Instantly Turn Buyers Off

    Potential buyers are much more likely to return to a home that impresses them at first glance, while homes that appear disorderly or poorly maintained seldom sustain buyer interest.

    1. The first (and largest) area of concern is home odors. Because homeowners become desensitized to the odors in their homes, they rarely realize how obvious odors can be to visitors. This is particularly true of pet owners and smokers.

    2. Carpet and flooring. One of the most visible areas of your home is your flooring. If your carpet is worn or dirty, get it replaced or cleaned. If you have vinyl flooring with corners coming up, get it glued down. Special note: Replacing flooring in smaller areas, such as kitchens, with high quality flooring can bring in premiums in price.

    3. Paint and Walls. Paint is one of the least expensive ways to “spruce-up” your home. Consider painting outside trim, and interior walls and doors.

    4. Get rid of Clutter. Excess clutter is a big buyer turn-off. You have to move anyway, so you might as well pack away items that make your home feel good to you, but turn off buyers. This includes nick-knacks, furniture, pictures, hangings, plants, etc
    5. Signs of mice, rats, roaches, spiders or bees. If you have any of these symptoms, you should immediately contact a local pest control company and have them eliminated. There’s no better way to show your home is filthy than by infestations. Remove all spider webs with a broom.

    6. Poor landscaping. If your landscaping is messy, overgrown, or looks cluttered in any way, you need to fix it. Buyers make positive or negative conclusions about your home within the first 5 minutes. Don’t lose the battle before you’ve even begun.

    There’s no doubt about it: first impressions count with buyers. That’s why I prepared this 44 fail-proof list of simple, quick, and inexpensive things you can do to prepare your home for sale.

    I divided them into 3 categories: 1) Exterior of home, 2) Interior of home, and 3) How to show your home for maximum profit.

    Exterior Of Your Home

    Overall, buyers are looking for a home that looks clean, neat, and well maintained. By addressing exterior issues, you immediately give your buyers a positive “first impression.”

    Here are 13 first impression items to examine:

    q Tip #1: Get into your car and drive away from your home. Drive towards your home the way a potential buyer would. Notice your first impressions of your home? Is the landscaping well groomed? How about the driveway and curb? Can you easily see the architecture of the home, or is it blocked by trees and bushes. Notice your roof? Is it in good condition? Make a list of items that need attention.

    q Tip #2: Paint your front door and mailbox. Polish your door and entry hardware.

    q Tip #3: Make sure your doorbell is functional.

    q Tip #4: Wash or thoroughly clean wood, aluminum and vinyl sided homes. You can hire a contractor to pressure wash an entire house for about $200. Pressure washing can remove dirt, grime, peeling paint, and mildew.

    q Tip #5: Rake leaves, trim shrubbery and trees, cut the lawn, and plant a few new, fresh flowers. Put down fresh mulch or peat moss around shrubs and flower beds.

    q Tip #6: Sweep and hose off the walkways and driveways. Pressure wash if necessary.

    q Tip #7: Clean the gutters and extend downspouts to prevent flooding or basement water seepage.

    q Tip #8: Organize the garage. Get rid of clutter by either putting it in boxes, or pack ahead of time and rent a storage locker for your garage belongings. Make sure you wash your car.

    q Tip #9: Check the locks of your home – both entry, back entry, and garage. Locks can give a first impression of a home that’s needing maintenance. And they’re the first thing a buyer sees. A small dab of graphite will make them work like new.

    q Tip #10: Clean oil stains from your driveway and garage. This is best achieved by using poultice with Portland cement. Scrub with a detergent and rinse. Clean rust stains beneath rails with the commercial product, Zud.

    q Tip #11: Clean up any litter in the yard or walkways. Remove any leaves in the yard or walkways.

    q Tip #12: Touch-up the paint on the exterior of the home if necessary. In some cases it pays to repaint the entire exterior if it hasn’t received a coat of paint in years. Hardwood trim on the exterior of the home can make or break its appearance. Make sure it looks clean.

    q Tip #13: Look for any cracks in exterior plaster, and make sure they’re fixed and repainted to match exterior paint.

    Interior Of Your Home

    There’s a little-known secret about home buyers that you need to know. People buy homes based on the emotional FEELINGS they get from the home. They fall in love, for example, with the kitchen or the master bedroom. Or perhaps the roaring fire in the family room fireplace really touched off an old memory.

    And while they’re viewing your home, they’re visualizing in their mind’s eye what it would be like to live there.

    The backyard barbecues they’ll host…Sunday dinners with family…college graduation celebrations of their children. Or simply relaxing in the backyard hammock.

    It’s all about emotions. And if your home doesn’t FEEL right, you will quickly lose interest.

    So remember this: Purchase decisions are EMOTIONAL. Once a decision to buy is made, we usually justify our purchase with logical reasons.

    By dressing the interior of your home right, you’ll encourage your buyers to stay. People Buy With Their Eyes, Ears And Noses, And The Longer They Stay In your home, the greater the likelihood of an offer.

    Here are 18 interior tips to help you “dress” the interior of your house so it FEELS like home to your buyers.

    q Tip #14: The entry way sets first impressions. So make sure it’s in great condition with fresh paint and clean floors. If the entry tile floor has build-up, consider using a commercial stripper and re-waxing.

    q Tip #15: Clean out about 1/3rd to ½ of your furniture. You want your home to look uncluttered, and the rooms to feel open and bright. The average home has too much furniture for showing, and you need to move anyhow. So you might as well pack away any furniture that clutters any rooms in the home.

    q Tip #16: Put away nick-knacks and items that make the home look overly personal to YOU. You don’t want your buyer feeling that they would never fit in the home because it’s got so many of your personal items in it. Put away cluttered photos and other objects that will detract away from the home.

    q Tip #17: Do a thorough interior maintenance review: Oil squeaky doors, tighten doorknobs, replace burned-out lights, clean and repair ALL windows, and repair leaking taps and toilets. Look for chipped paint and cracked plaster or drywall that needs repairing.

    q Tip #18: It’s a good idea to have all windows professionally washed. And clean all window shades and blinds.

    q Tip #19: Replace all burned-out light bulbs and clean lighting fixtures.

    q Tip #20: GIVE YOUR HOME A SPACIOUS LOOK. If you’ve ever toured a model home, you’ve noticed that the home is spacious and bright. Make your home look the same by: 1) clear out stairs and halls of clutter and excess furniture, 2) clear counters in the kitchen and bathrooms, and 3) Make closets and storage areas neat and tidy.

    q Tip #21: Make sure your home is clean by doing the following: 1) Shampoo carpets, 2) clean washer, dryer, and laundry tubs, 3) Clean the furnace, 4) Clean the refrigerator and stove, 5) Clean and freshen the bathrooms. Hire a professional cleaning service if needed. The money you spend on these areas will come back to you in purchase price.

    q Tip #22: Wax or polish floors, and glue down any seems if you have vinyl flooring.

    q Tip #23: Make sure windows and doors operate properl6y and lubricate bifold closet door tracks with a silicon spray.

    q Tip #24: Glue loose wallpaper seams and remove soiled wallpaper.

    q Tip #25: Clean around fireplaces and remove ashes.

    q Tip #26: Organize all closets, pack up unnecessary items for storage, and put all toys away.

    q Tip #27: Make sure all beds are made, bedrooms are neat and clean, and laundry is clean and folded.

    q Tip #28: Consider holding a yard sale BEFORE you place your home on the market to get rid of excess items that can make your home look cluttered or small.

    Bathrooms and kitchens are two of the most influential areas of a home. Spending a small amount of money in these areas frequently nets owners many times their investment. Here are a few suggestions for each.

    q Tip #29: Your Bathrooms. Repair loose tiles. Remove loose grout using a grout file, and apply new grout. Faded tile colors can be improved using an epoxy spray. Remove old tub and tile caulking with a hooked scraper and install new white silicone tub and tile caulk. Concentrate on areas such as counter corners, shower corners, and base of toilet. Clean mildewed caulk by spraying Tilex, or use a diluted chlorine bleach and let stand for at least 30 minutes before rinsing. Old tubs can often be sprayed with an epoxy coating. Remove all soap scum and dirt build-ups. Again, diluted chlorine bleach will help here. Clean glass doors with vinegar, and replace badly soiled shower curtains. Don’t forget to vacuum exhaust fans.

    q Tip #30: Your Kitchen. Clean ovens thoroughly. Clean cooktops and exhaust fans. Remember to clean behind your appliances. Double check all burners to make sure they’re working. Defrost freezers, and thoroughly clean the interior of your refrigerator. Remove mold from refrigerator gaskets. Empty the water collection tray under the refrigerator. Neatly arrange soaps and cleaning accessories. Thoroughly wash fronts of cabinets using Murphy’s Oil Soap or Pine Sol. Cover counter burns with ceramic tile or heat resistant glass. Make sure all handles are securely in place. Install new shelf and drawer liners.

    q Tip # 31: Save your receipts. If you need to make substantial repairs to your home, save the receipts in a manila envelope. This will show what has been updated in the home.

    How To Show Your Home For Maximum Profit

    There’s a right way to show a home…and a wrong way. Many homeowners lose money, or turn-off buyers because they simply didn’t know how to handle a home showing. Here are 13 tips that will help you show your home for maximum profit:

    q Tip #32: Save those receipts. If you completed any substantial work on your home, save the receipts and ONLY take them out if someone questions the value of the work performed (in the negotiating process). Many times extra work will increase the value of your home beyond your costs. So only use the receipts if you need support to justify the work.

    q Tip #33: Save those utility bills. Buyers frequently have questions about utility costs of owning a home. If you have past utility bills, you will greatly increase your credibility and help provide precise answers to important questions. Save electric, gas, water, oil, sewage, and waste management bills.

    q Tip #34: Go away during organized showings. Three’s a crowd when your home’s being shown. The only exception to this rule is if you have specific knowledge about features of the home a Realtor® cannot answer. But in most cases, don’t stay.

    q Tip #35: Turn on ALL lights. Illumination is like a welcome sign.

    q Tip #36: Open all drapery and bring in as much natural light as possible. Buyers hate dark homes. Anything you can do to brighten your home will help.

    q Tip #37: Turn off any radios and TV’s. Turn off the football game. Tell the kids that the loud music will need a reprieve while the home is being shown. Occasionally very soft, background music can enhance a showing. But generally no music at all is your best bet.

    q Tip #38: Plan a pleasant aroma. Cinnamon sticks or vanilla boiled in a pot of water on the stove emit pleasant aromas and make a home smell inviting. Apple and cherry wood smoldering an a fireplace do the same. And who can resist the smell of an apple pie or fresh bread baking in the kitchen. Often, these pleasant smells can override other odors your home may have.

    q Tip #39: Keep pets out of the home during showings. It’s best to keep them out of the home for an entire day before an open house.

    q Tip #40: Do NOT volunteer conversation. Be courteous but don’t force conversation with a potential buyer. They want to inspect your home, not make a social call.

    q Tip #41: Stay positive: Never apologize for the appearance of your home. Let the showing Realtor answer any objections – they’re trained to know how.

    q Tip #42: DO NOT Tag Along. It makes buyers fearful and uncomfortable. The showing Realtor® knows the buyer’s requirements and can better emphasize the features of your home. They will call you if needed.

    q Tip #43: Never negotiate during a showing. Let your Realtor® discuss price, terms, possessions, and other items with any potential buyers. If any negotiations arise prior to an offer, politely request the buyer to submit an offer and you can consider it.

    Tip #44: Protect Your Largest Investment By Getting

    Realtor® Representation

    Do you remember the old riddle that goes, “What do you call the person who graduated dead-last in their medical school class?”

    Answer: “DOCTOR!”

    Well, it’s the same with Realtors®. Someone with vast experience and extraordinary professionalism usually costs the same as someone with little or no experience, or with compromising standards. You need to know how to tell the difference up front.

    Bringing competence and experience into your transaction may mean the difference between a higher negotiated sales price and losing money, selling in less time or in more time (costing you potentially thousands in added interest), and experiencing problems and hassles or a problem-free transaction.

    Our community is loaded with Realtors® who are WRONG for you, your area, and your home. Some agents are in business part time for a little extra cash. Others are subsidizing other businesses or careers. And then there’s your “cousin Harry,” whom you feel obligated to because he “really needs your business.”

    Selling your home is probably the most important financial transaction you will ever make. That’s why I take my business so seriously. It’s also why I have developed customized home marketing programs meant specifically for your situation.

    WHY ME?

    Here’s why you should consider The Birdwell Realty Team’s services to market your home:

    Ø Our team includes a full-time office manager, agents who serve as buyers’ representatives and open house specialists, two offices, state of the art networked computers and PDAs. 5 cell phones, pagers, 9 voice messaging hotlines keep us in constant contact with clients, real estate professionals and vendors.

    I’m not telling you these things to impress you, but to impress UPON YOU the difference between agents who simply “sell” real estate, and those who COMMIT to whatever it takes to serve a client beyond their expectations!

    Ø I’ve been in real estate as an investor, tax advisor and/or agent for over 28 years. I am intimately familiar with Davidson and Williamson Counties and specialize in selling homes and investment properties in your price range.

    Ø I am a full-time Realtor®. Having served as founder and managing partner of one of the countries largest CPA firms, I bring a depth of business and tax knowledge unavailable else where in the real estate industry.

    Ø I have a list of references, past clients, and professional associations whom you can call at any time to discuss the quality of service I have provided to other people just like YOU.

    Ø I have developed an EXCLUSIVE 28 Step marketing plan that is unequalled by anyone in the business. I do this because my dedication to selling your home is also unsurpassed. There’s no other way I can live up to that expectation without extraordinary marketing capabilities.

    Ø I have specifically designed marketing tracking systems for every home I sell. I also have specific update systems so you are fully aware of ALL activity and progress updates on your home on a weekly basis. You will NEVER feel out of touch with me!

    Ø I guarantee everything I do! If you’re not happy with our business practices and ethics you may cancel our listing agreement.

    Ø I have references for reliable title companies, escrow companies, financing sources many agents are clueless about, insurance companies, inspectors, attorneys, and others directly relating to your transaction. If you choose to use any of them, you won’t be dealing with ordinary people. These are professionals I have used personally in other transactions.

    Ø I schedule showings around your schedule, and to respect your personal and family time. This requires special planning and forethought most agents do not consider.

    Ø Each day, I speak with over 80 people directly related to real estate buying or selling. My Middle Tennessee network, built over a 31 year business career is a key to my “making things happen.” This allows me to create a communication link of properties to people.

    Ø Most Importantly: I generate over 80% of my clients through referrals alone. I do very little traditional marketing. Instead, I focus 110% of my efforts into providing such outstanding service, my clients are inclined to refer my services to family, friends and acquaintances.

    On the surface, it may seem there are lots of Realtors® to choose from. But just because there are lots of Realtors® out there doesn’t mean they can all do the same job for you.

    All Realtors® Are NOT The Same!

    I have enclosed with this report a special coupon. By simply calling 615-425-2255, I’ll share with you my exclusive “Maximum Home Value Audit.” Here’s what you’ll get, absolutely FREE and without obligation whatsoever:

    Ø I’ll conduct a careful, thorough valuation of your home, based on real world facts, in a EASY to understand format. You won’t get any inflated values just to pressure you into listing with me. Remember, I guarantee the sale of your home in less than 60 days.

    And you won’t get anything like “I have a buyer right now who’s interested in your specific home, and if you list with me, I’ll bring him by right now.” With me, you’ll get NO pressure. No arm twisting. Just a real world, honest, fact-filled analysis.

    Ø I’ll tour your home to identify items that could negatively affect your selling price. As I mentioned earlier, many of my findings could bring as much as $10 in extra sales price for every $1 you invest. By the end of my tour, you’ll have a checklist of strategies designed to “position” your home to sell for the most money possible.

    Ø I’ll share with you my 28 Step Exclusive Home Marketing Plan. My plan will give you insider secrets on how to promote your home properly, how to handle buyers, how to avoid crime, and much more.

    Ø I believe in incentives, so here’s one just to “sweeten the pot.” If you call before the expiration date marked on the coupon, AND if you select me to market your home, I’ll provide a FREE HOME INSPECTION by a licensed inspector to identify potential problems that could kill a sale. That’s a $400 value I’ll include absolutely FREE.

    Ø PLUS, I guarantee everything I do. If any other agent won’t guarantee their services, ask them why? You’re staking the successful sale of your home on their abilities, why shouldn’t they stake their commission the very same way? I place my priorities in the same place as yours. We’re in this together!

    Ø When selling your home, the LAST thing you need is added pressure. That’s why I’ll answer all of your questions. And give you one less thing to worry about during these hectic times.

    But Don’t Wait!

    You’ll notice I placed an expiration date for your Free Home Inspection on the attached coupon. I did this for a very good reason. I enjoy working with clients, and sometimes my practice gets booked up fast. In order to make sure I have undivided time for you, I need to hear from you immediately so there are no conflicts in scheduling our meeting.

    Plus I know there’s a natural tendency to procrastinate. To put off important decisions. But the more you procrastinate, the more pressure ultimately rests with you.

    By Not Acting Now, You Could Open Yourself To Losing Thousands Of Dollars

    So call now at 615-425-2255 and I’ll immediately arrange a convenient time to meet, and share with you my Maximum Home Value Audit. It’s Free. It’s FAST. And it could save you thousands on your home sale.

    Sincerely yours,

    Don C. Birdwell, Jr.
    Keller Williams Realty, Brentwood Market Center

    P.S. Once you have read this report completely, make a list of areas you would like to discuss, and Call me at 615-425-2255 to schedule your Maximum Home Value Audit. My exclusive audit could save you thousands of dollars. And it’s Free, and without obligation. So before you get distracted, call now!

  7. Home Buyers Tips
    8. “You Don’t Make Money When You Sell A Home, You Make Money When You Buy It!”

    Don C Birdwell, Jr.

    “Why Most Home Buyers Lose Thousands Of Dollars When Finding, Buying And Financing Their Home…”

    Dear Friend,

    It’s true. Even savvy home buyers lose thousands of dollars…even tens of thousands of dollars they could have “pocketed” had they know about the important “secrets” that make up a successful purchase of a great home.

    They don’t lose money because someone took advantage of them. And they don’t lose money because of the economy. The problem is…

    “Most People Don’t Plan To Fail, But Fail To Plan.”

    If you’re in the market to buy a home anytime soon, and you want to find the perfect home at the best possible price, terms and financing, there are THREE things you need to do up front:

    First, understand and get control of your personal emotions about the purchase of your home. Second, get the most valuable, important information available so you make a prudent and educated decision. And third, become informed about the very best financial resources and products to fit YOUR needs…NOW, not later.

    After all, buying your home is very different from any other financial transaction. It isn’t just a “home,” it’s a transaction that affects your monthly overhead expenses…your ultimate net worth…your retirement…your kids education…and much more.

    So it’s no surprise that buying your home may involve a bit of fear, anxiety, frustration…or even excitement for that next move in your life.

    The secret is… try not to let these emotions get in the way of a prudent purchase. The tips and information in this report will help you have a better understanding of most, if not all, aspects involved with the purchase of your next home.

    So, let’s examine some of the critical questions you might have with your next home purchase…

    1. What is an “as is” sale?

    An “as is” property is sold without a warranty as to condition, repairs, or structure. With an “as is” sale, the buyer is on notice that the seller makes no promises regarding the property’s physical status. With an “as is” sale, it is extremely difficult to make a claim against a seller if something is found to be wrong with the property after closing. “As is” clauses should be seen as an absolute requirement to make the transaction contingent on a professional inspection “satisfactory” to you. With a properly written sale agreement contingency, if you are not satisfied, then the deal is dead and you can get back your deposit in full.

    2. How long must I live in a house once I buy?

    When you apply for a loan a lender will ask if you intend to use the property as a prime residence. If the answer is “yes,” then it is expected that you will physically move into the property and live there for some time. There does not seem to be a set definition in the term “some time,” but what lenders are getting at is this: They do not want to make residential loans with low rates and little down to investors.

    Thus, if someone gets a residential mortgage, instantly moves out, and quickly rents the place, lenders will be more than unhappy – they may call the loan. They may also review the loan application to see if fraud was involved. Lenders do not want borrowers to move in and then rapidly move out, but they will look at the “facts and circumstances” if such an event occurs. For instance, a sudden job change not known in advance might be a valid reason for a move after several months of occupancy. What lenders do not want are situations where a “residential” borrower is actually a disguised investor. Given that most homes are occupied for 8-10 years, a move after several months or a year is likely to set off bells.

    3. Can I buy real estate with no money down?

    Yes. Millions of people have bought real estate with no money down through the VA loan program.

    If you mean, can you buy real estate at a discount of 20 or 25% with no cash or credit, and then instantly sell or rent the place at a profit, then the answer is probably not. Why “probably” instead of “absolutely” not? Because in a marketplace with millions of transactions each year, somebody somewhere has made a deal with no money down and rented or sold at a profit. But it is also true that somebody somewhere got hit by lightening. The problem is that the term “no money down” is sometimes in the worst cases a code expression for a deal where someone without cash or credit wishes to buy property from someone who is needy, unsophisticated, and desperate, in mourning, etc. Under the guide of “helping” the owner, buyers offer to purchase property at 20% off, or more, and with subordination and substitution clauses. Of course, if purchasers really meant to be helpful, they would surely pay full market values… Let’s be clear. If no-money-down schemes are so wonderful, why do folks who engage in such investments have a need for “partners” with cash?

    Rather than get-rich-quick tapes and seminars, prospective investors are best served by using a Qualified Buyers Representative. They will be experts in financing, marketing, title, and other issues. A buyers representative doesn’t cost anymore than any other agent. Most importantly, you have someone representing only you.

    4. We made an offer on a home that was about 5% below the asking price. Our offer was rejected. What can we do to make the owners more reasonable?

    Who says the owners isn’t reasonable? They have established a market price for their home. If they can get that price within a reasonable time frame, then they have logically priced their home. If the price cannot be obtained, either they will lower the price or the property will be withdrawn from the market. Because your experience in a different market made selling at a loss acceptable, that does not mean the same logic applies in other markets, or that your choice should in any way impact the sellers. Perhaps it would make sense to restructure your offer – maybe raise your price but seek better terms.

    5. Where can I get more information regarding accessible housing options?

    Try the following sources:

    · State architectural associations.

    · Local builders.

    · State and local builder organizations.

    · Hardware and building supply outlets

    · University architectural schools.

    · The library of the National Association of Home Builders in Washington, DC.

    · Local public housing agencies.

    · Local chapters of associations that serve those with special needs.

    6. We are handy and want to buy a house using sweat equity for a down payment. Will lenders go for this?

    From time to time you hear about lenders that allow the use of sweat equity as a credit toward a down payment, but not all of it. Most lenders, however, are not thrilled with this concept. The problem is valuing labor. If a professional paints a house there is work completed to a given standard (that helps maintain the value of the home, the lender’s security if the loan is defaulted) and there is a bill for labor and expenses (paint, caulk, etc.)

    With sweat equity, there can be a cost for supplies, but what how is labor to be valued? At the same rate as for a professional? A discount? And what about workmanship?

    The best approach is to speak with as many lenders as possible to see if they have a program that allows the use of sweat equity. Ask about the maximum sweat equity contribution allowed, total cash needed to close, rates, points, etc.

    7. Can I discount the sale price to create a down payment?

    No.

    Lenders provide financing on the basis of the sale price or the appraised value, whatever is less.

    In the case of a “discounted” price, say selling a home worth $150,000 for $140,000, the sale price is $140,000. Lenders do not recognize a discount.

    A better approach is to pay full market value but to make the transaction dependent on a “seller contribution” at closing. The effect is the same, but the accounting makes more sense to lenders.

    8. What is a “due-on-sale” clause?

    When a home is financed, the borrower agrees to make regular monthly payments. However, if those payments are not made, if they are late, or if the lender’s security is reduced (by not making payments, damaging the property, not maintaining insurance, not paying property taxes, selling the property, selling a part of the property by placing someone else on the title, etc.), then the lender has the right to call for the complete and immediate (say within 30 days) repayment of the loan. The mortgage language outlining the lender’s rights is generally called a “due-on-sale” or “acceleration” clause. One effect of a due-on-sale clause is that it effectively prevents a loan from being assumed.

    Borrowers should note that state and federal law might limit the ability of lenders to enforce a due-on-sale clause. For instance, a title change in the event of an estate situation may be allowed.

    9. What is a “land contract?”

    A “land contract” or “contract for deed” or “agreement for sale” is installment sales you buy today but only get title after some or all of the payments are made. If you miss a payment, you could lose some or all your equity. Because title has not been transferred, there is nothing to foreclose. Some states, however, have special provisions protecting those who buy property with a land contract.

    Be careful in a land contract situation to look at the proposed financing. Is lender approval required? If yes, and such approval are not received, the loan could be called.

    State rules regarding land contracts vary extensively and an attorney or legal clinic before acceptance should review such arrangements.

    10. What are the pros and cons of a land contract?

    A land contract may allow a buyer to obtain real estate even if he or she is not able to obtain financing through regular loan channels. A land contract may allow a seller to market a property when interest rates are high.

    If a buyer with limited financial capacity purchases with a land contract, then a seller may have problems collecting monthly payments. However, since a buyer with a land contract does not have title until all conditions are met, it is often possible for the seller to get the property back with”forfeiture” rather than a “foreclosure.” The attraction of forfeiture is that it is much quicker to obtain than a foreclosure. It is also a complex undertaking that should only be done with an attorney.

    If a land contract involves the use of existing financing that cannot be assumed, that could set-off a due-on-sale clause. Both buyers and sellers could lose the property if the loan cannot be repaid.

    Or, suppose Seller Jones sells a property to Buyer Smith using a land contract. Title will remain in Jones’ name until Smith makes a certain number of payments. But, suppose that Jones goes bankrupt. What rights does Smith have to the property? Or, suppose Jones does not pay the property taxes? If the local government forecloses, what rights does Smith have?

    Also, what happens if Seller Jones goes off to Tahiti? How does Buyer Smith get title?

    Land contracts should be seen as complex arrangements. Both buyers and sellers should consult an attorney to assure that all aspects of the transaction are fully understood.

    11. What is a “seller contribution?”

    A sale agreement typically includes both a purchase price for the property as well as terms and conditions. It sometimes happens that a buyer will make an offer subject to certain terms I’ll buy your house but I want to keep the washer and dryer or whatever.

    One possible condition concerns “seller contributions.” For example, I’ll buy your house if you will pay the first $x of my closing costs. Lenders will generally accept seller contributions as part of a transaction providing they are written into the sale agreement, fully disclosed and only represent a limited fraction of the sale price. Different loan programs have different contribution caps. Lenders and brokers can provide specific advice.

    A seller contribution can be a useful bargaining chip in slow markets – buy my house and you can have a credit of $x at closing. It’s a thought that goes a long way with cash-strapped buyers.

    12. Can I rent out a room to help me qualify for a loan?

    Generally no. Lenders have no assurance that such income will be regular and continuing.

    13. Can we use private financing to buy real estate?

    In theory, yes. In practice, not really. The odds against private financing are substantial. In 1997, according to the NATIONAL ASSOCIATION OF REALTORS®, 74% of all first-time buyers obtained financing from mortgage companies, 19 percent from commercial banks, 1% from S&Ls, 1% from “other” sources, 1% from credit unions, and 1% from private investors.

    14. We have stock that has significant value and we think its price will increase. How can we come up with a down payment without selling our shares?

    This is an increasingly common, and delightful, problem. A home purchase typically requires either a sizable down payment, say 20%, or some form of backing by a third-party, perhaps the FHA, VA, or a private mortgage insurance (PMI) company to buy with less down. With a third-party, loans with 15, 10, 5, 3 and even nothing down are possible. So, one choice is to look for financing with as little down as possible. A second choice is to look at RAM financing – a reserve account mortgage.

    With a RAM loan you might get 100% financing. At the same time, you would deposit an asset with the lender; say the stock you do not want to sell. The lender then holds onto the stock until the property has a certain level of equity caused loan amortization (reducing the size of the loan through payments) and, hopefully, increasing property values. The borrower has 100% financing.

    RAM financing raises important questions: Who gets the interest on the account? What if the value of the securities declines? How is the new value for the property determined? What is the monthly payment? Is all interest deductible? Mortgage lenders and securities brokers can provide additional information.

    15. What is “MCC” financing?

    Because states have better credit than people, they can borrow money at low rates. Under Mortgage Credit Certificate (MCC) programs, a state lends money to first-time buyers and low-income buyers (usually) at below-market rates (but at rates that cover the interest cost of floating bond issues) and with little down (say 1% to 5%).

    MCC’s allow you to borrow money and to then write off a portion of the interest, up to 20%, as a tax credit. The remaining interest deduction is just a write off.

    For example, suppose your interest cost for a year is $5,000 and that 20% can be used as a tax credit. On your federal taxes, you would deduct $4,000 as an itemized expense, and you would deduct $1,000 (20% of $5,000) from your tax bill. See a tax pro for details.

    Speak with local lenders to see if MCC financing is now available – because funding is limited these programs often run out of money quickly.

    16. How quickly must I apply for a loan?

    Many sale agreements require buyers to apply for a mortgage within a specific time period, say 7 days after the contract is signed. This is a negotiable item, however, and can be any period agreeable to both parties.

    This is an important matter because if an application is not made, then a buyer may be in violation the sale agreement. A violation of the sale agreement, in turn, could be grounds to forfeit the deposit. Thus, buyers should go through the sale agreement with great care before signing to assure that all obligations are known and understood. Work with an appropriate professional such as a buyer broker when reviewing a sale agreement.

    When you meet with a lender, be certain to obtain a letter stating that you met and showing when. Immediately provide this letter to the seller’s broker in the manner required by the sale agreement.

    17. Can I buy a house with an award from a lawsuit?

    Sure – if the money is there. But, until the matter is finally resolved, appeals run out, and a check is cashed, how does anyone know that there will be money available for a realty purchase?

    What if someone contracts to buy a home today with $20,000 in cash due at closing in 60 days money to generated from the settlement of a suit. And what happens if the suit is delayed? Money at closing is still required and if the buyer does not close there could be substantial damages – and maybe another suit….

    18. I am getting married in two months. I have lousy credit, but my spouse-to-be has excellent credit. Can my future spouse buy a home individually?

    Yes. However, he or she can only borrow on the basis of one income and his or her credit standing. Together you might have far more income. Lenders, incidentally, will probably want both parties on the property title even if you are not on the mortgage this removes a barrier should foreclosure be required.

    19. What rules prohibit discrimination in real estate sales and financing?

    The Fair Housing Act is the major legislation prohibiting discrimination in real estate it provides that there can be no offer to sell, rent, buy, or exchange property that contains any preference, limitation, or discrimination based on race, color, religion, sex, national origin, handicap, or familial status, or an intention to make such preference, limitation or discrimination.

    This federal law applies to the sale and rental of housing, residential lots, advertising the sale or rental of housing, real estate financing, the provision of realty services, and the appraisal of real property. It also prohibits the practice of “blockbusting.”

    Other federal laws that offer protection include:

    · The Civil Rights Act of 1866

    · The Civil Rights Act of 1968

    · The Americans with Disabilities Act

    · The Equal Credit Opportunity Act

    State and local laws may also identify additional discriminatory factors that are prohibited.

    Brokers, lenders, and attorneys can explain such matters in detail.

    20. If the appraised value and the sale price of a home are different, what will lenders use when granting a mortgage?

    Whatever is lower.

    Lenders want as little risk as possible, so they will look at both the sale price and the appraised value and then make a loan based on the lower of the two numbers.

    21. What is “buyer’s remorse?”

    With some frequency it happens that buyers often have a sense of remorse after contracting to buy a home. Why?

    A home is a very large purchase. Not just in terms of dollars, but also in the sense of status, ego, and commitment. And because it is such a transforming event, it naturally and reasonably causes some concern.

    But, not to worry. Buyer’s remorse typically passes in quick order.

    22. Can I buy a house after a bankruptcy?

    Probably. There are two issues to consider.

    First, lenders like to see two years of good credit after a bankruptcy is resolved. However, there are instances where lenders will finance with a year of good credit.

    Second, lenders want to know why you have gone bankrupt. There is a substantial difference between a bankruptcy that is caused by reckless financial habits and simple financial disasters a car wreck, medical costs, the plant closed after 30 years, the town was underwater for three weeks, etc. In other words, not every bankruptcy is a by-product of financial negligence.

    23. What is a “stigmatized” property?

    There are properties that are in flawless physical condition but may nevertheless present unusual marketing issues. For instance, homes that have been the site of murders, suicides, or that are reportedly inhabited by ghosts are known as “stigmatized” properties. This is a home with a condition that is psychological in nature rather than a matter of bricks and mortar.

    The subject of stigmatized houses is complex. While some people may want a house with a ghost, others do not. The subject gets tangled even further when one is asked whether murders and suicides at a property must be disclosed.

    The rules on this matter vary by state some say a given condition must be disclosed, others say “no,” some say disclosure is not necessary after so many years, and some states say nothing one way or the other. For specifics, please speak with a broker or real estate attorney in your community.

    24. What is the difference between a co-op and a condo?

    In general terms: A co-op is a corporation that owns real estate. If you belong to a co-op, you own stock in the corporation and the exclusive right to a given unit. There is usually an underlying mortgage on the property and your co-op fee includes some or all mortgage payments as well as other costs.

    With a condo, you own real estate and you have access to certain common facilities. The condo is typically responsible for exterior maintenance and you pay a monthly condo fee. You have your own title and mortgage, so mortgage costs are not part of the condo fee.

    25. What are some of the basic questions to ask when looking at a co-op?

    Co-op ownership raises a number of issues that should be of concern:

    1. What is the value per unit of the underlying mortgage?

    2. What is the voting scheme – one vote per unit or voting based on unit size.

    3. Is there a reserve fund for repairs? If so, is it adequate?

    4. Are major repairs anticipated in the next two years? If so, how will they be funded?

    5. Is the co-op now facing or likely to face a lawsuit for any reason? If yes, what are the possible damages?

    6. What pricing trends are associated with the co-op? Are prices rising? Falling? Can you review all sales for the past year?

    7. Is a property tax rise known or expected?

    26. We are considering the purchase of a condo in a complex that has an interesting pet rule: You can only have a dog or cat that can be carried into the building. Is this fair?

    The obvious intent is to limit larger dogs since most adults can readily carry domesticated cats. The real test here is the strength of the owner rather than the size of the animal.

    Not all animals make good pets, regardless of size. Venomous creatures, wild animals, and endangered species are certainly inappropriate.

    A more difficult question concerns larger dogs. There are noise and sanitation issues, and there are special questions regarding breeds with a history of attacks. It may well be that Rover is the best of his breed, but if Rover has a bad day and mauls a child the liability could be substantial.

    The condo association, for the protection of unit owners, raises a valid issue. However, a better approach would be to speak with insurance carriers to determine how pet coverage is handled, exclude animals not covered, evolve a more precise pet standard, and make certain that owners understand both the condo policy and their personal liability.

    27. What is a broker’s “trust” account?

    In terms of a real estate sales agreement, a “trust” account is typically an account operated by a real estate broker that is used to hold buyer deposits until closing.

    Example: Buyer Smith makes an offer to purchase a home. With the offer is a $10,000 deposit. Broker Smith holds that deposit in a trust account. The money in a broker’s trust account is typically a credit to the buyer at closing. If the sale does not close, however, then several alternatives are possible:

    First, buyer and seller may agree to return the trust money to the purchaser. Second, buyer and seller may agree to give the money to the seller to resolve claims that the buyer did not perform as agreed under the sales contract. Third, buyer and seller may dispute how the funds should be distributed. In this situation, the money is usually turned over to a court or, in at least one jurisdiction, the state real estate commission.

    28. What is a lender’s escrow account?

    When homes are bought with 80% or more financing from a single lender, the lender generally requires the borrower to make monthly payments to a lender “escrow” (trust) account.

    The purpose of the lender escrow account is to accumulate money to assure that the borrower’s property taxes and property insurance are paid (and thus reduce the lender’s risk).

    Lenders typically collect 1/12th of the annual costs for property insurance and taxes each month. They are allowed to keep as much as one full year’s worth of tax and insurance payments in the account, plus a two-month safety margin, plus $50. The only time the account is likely to have 12 monthly payments plus the two-month cushion is just before property taxes or insurance are due.

    Lenders must account to borrowers annually with a statement showing how much is in the account, whether monthly payments will rise or fall in the coming year, and whether any surplus or shortage appears in the account. If the surplus is more than $50, the excess must be returned to the borrower. Note that some states require lenders to pay interest on escrow accounts, others do not.

    29. How are escrow accounts used at closing?

    It sometimes happens that not all agreed closing could fulfill promises found in a sale agreement. For instance, if closing takes place in January in a cold climate it may not be possible to test the air conditioning system.

    How does the buyer know the system works? It is best to wait until warmer weather to test the system. But, what if something is wrong with the system? To resolve buyer concerns, an “escrow” account can be created at closing. In this situation, money from the seller is held in reserve to pay for needed repairs as defined in the escrow agreement. If repairs are not required, or if the cost is less than the amount of money set aside, the difference is returned to the sellers.

    30. What is 3/2 financing?

    There are a number of loan programs directed toward first-time buyers that allow the purchase of property with as little as 3% down.

    The way they work is that a purchaser puts up 3% of the sale price and another party puts up 2%. Who puts up the additional 2%? Programs differ, but some choices include:

    · A friend or relative providing a gift.

    · A friend or relative providing a loan.

    · An employer providing a loan.

    · An employer proving a loan that does not have to be repaid if the individual stays with the company for a certain amount of time.

    · A community group providing a loan or grant.

    · A government agency providing a loan or grant.

    · Amazingly enough, a lender who provides both 95% financing and a 2% loan.

    For details, please contact local lenders and real estate brokers.

    31. How can I buy real estate with my children using “shared equity?”

    Shared equity is generally seen as a way that families can buy real estate together. The kids live on the property and get the benefits of property usage and ownership tax advantages while Mom and Dad get an investment write off equal to their proportional interest. (Shared equity arrangements, incidentally, can also be among friends, relatives, or business partners.)

    Under a shared-equity arrangement, if you own half and the kids own half, you must pay half the mortgage, taxes etc. The kids must pay their half, plus they must pay a market-rate rent for your half of the property in order for you to have a deduction. Of course, once they have paid, you can also give them a gift equal to some portion, or maybe all, their rent.

    You will need to work out an equity-sharing arrangement with the help of a local attorney and CPA. A broker can find an appropriate property. Both you and your children will need wills, living wills, and a proper equity-sharing agreement. You will need to understand what happens if your kids are laid off (you are responsible for the mortgage), or if you and your children become estranged. You will also have to consider the interests of any other children you may have.

    32. How can our family buy real estate together?

    There are a number of choices, including: Equity-sharing deals. These have potential for everyone if a home in poor condition is purchased and the adult child will put in the sweat equity required to fix it up. Partnerships. Family partnerships are common but everyone has to understand their obligations.

    A corporation could be formed, with shares for everyone. The problem here is selling shares in a small entity if someone wants out. All familial arrangements should be based on a written agreement developed by an attorney, wills and living wills for everyone, and advice from a tax professional for each party. Also, speak with lenders before making a final arrangement. Some approaches may be easier to finance than others.

    33. We are buying a home and have a copy of the seller’s disclosure form. Should we also get a home inspection?

    Most states have a mandated seller disclosure form that must be used for most properties, but not all. This form provides an opportunity for the seller to answer certain questions regarding the property’s condition. Just ask the broker or the owner for a copy.

    But, a seller disclosure form is not a substitute for an independent examination by a professional home inspector. A seller may well complete a form to the best of his or her ability, but without knowledge of home construction that ability may be limited. And, a state-written form may not ask the questions you want answered. For example, when was the owner last in the attic to check for leaks? When was the furnace last examined? Does the home have aluminum wiring?

    34. What is a “CMA?”

    When owners offer a home for sale they logically want the best possible price and terms for their property. A “comparative market analysis” or “CMA” is an estimate of value prepared by a real estate broker or salesperson that shows recent past sales for like properties and suggests a possible asking price for the owner’s property.

    35. What is the difference between a “warranty” and an “inspection?”

    A warranty and an inspection are different creations. An inspection shows the condition of a home at a particular time. A warranty provides compensation if an approved repair is required during the warranty period. Not all warranties are alike. Some cover repairs only above a certain minimum (that is reasonable). Some have defect lists – but the standards for each list vary (some lists are vastly more liberal than others). Some warranty programs charge an inspection fee for each item.

    36. What is a contract “contingency?”

    A sale agreement between buyer and seller typically outlines a series of obligations for each party. Also, usually, a sale agreement has one or more clauses that make the transaction dependent on certain events. Such contract language is a “contingency” and the agreement itself can be seen as a “contingent” arrangement
    For example, you will buy the Smith house if you can get a mortgage at not more than 8% and 1 point. If such financing is not available, if the contingency has not been met, then a contingency may provide that the deal will fall through and your deposit will be returned in full.

    The words used in a sale agreement outline important rights and terms and should be written and reviewed with great care.

    37. What stays with a home and what goes?

    In general terms, items that are physically attached to and intended to be part of a home are expected to stay. Example, if there is a built-in dishwasher it should stay – if the sellers take it there would be a large hole in the kitchen cabinets.

    Items that stay are called “fixtures” but it is sometimes difficult to determine what is or is not a fixture. Moreover, one can “create” a fixture in a purchase offer by saying that as a condition of the deal, the backyard swing set (or whatever) will stay.

    The best approach to fixtures is to list what stays in the purchase offer. For details, speak with a broker as appropriate.

    38. What is a lease option?

    It sometimes happens that a buyer does not want to purchase, or cannot purchase, immediately, and a seller does not want to sell, or cannot sell, immediately. In this situation, both parties may want a “lease option” arrangement.

    In general terms, a lease option is an arrangement where prospective buyers move into a property as a tenant. The buyer has the right to buy the property for a specific price during the option period. The monthly rent is equal to the fair market rental rate plus an additional sum. The additional sum is credited to the buyer at closing, should the buyer exercise the option to purchase. If the buyer does not buy the property, then the additional monthly payments go to the owner.

    Real estate brokers can locate lease option properties. Attorneys for each party to the transaction before signing should review lease options contracts. Also, before entering into a lease option arrangement, speak with lenders to review current financing requirements.

    39. Can all the rent paid in a lease purchase be credited toward a down payment?

    If the purchase is being financing by a commercial lender, the lender will want to know the fair market rental for the property. Anything above the fair market rental can be considered a credit toward the purchase; anything below a fair market rental represents a discounted sale price. A lower price, in turn, means the lender will not provide as much financing, as buyer and seller may have wanted. Speak with lenders for details.

    40. What is a seller “take-back” or “carry-back?”

    A seller “take-back” works like this. A home is worth $100,000 and has an assumable $60,000 mortgage. You assume the mortgage. Instead of taking $40,000 in cash from YOU, the seller instead takes back a note, secured by the property. For example, the seller might take-back a note for $30,000 if you will put up $10,000 in cash.

    A seller take-back is just like a loan from any lender. It must be repaid according to the terms and conditions outlined in the note. If not repaid, the property can be foreclosed. The rules that apply generally to mortgages may not apply to seller take-backs. For example, some attorneys argue that a seller take-back is not subject to state usury rules (interest rate caps) because a seller take-back is NOT a loan, no money changed hands.

    41. Is an owner “take-back” a good way to finance a home?

    Such financing is fine as long as it meets the usual standards you would expect with a loan – a competitive interest rate, no short-term balloon note, the right to prepay in whole or in part without penalty, a deed of trust rather than a “mortgage,” (so there is a trustee to accept a pay-off in case the owner is not available), etc.

    But, since a commercial lender is not involved, you will want many of the protections lenders require such as a title search, title insurance, termite inspection, survey, a proper deed, etc.

    42. Does it make sense to buy real estate for cash?

    Probably the best answer works like this: Is there a better place to put your money? Is there an alternative investment that will produce like returns with equal risk? Is it simply more comfortable as a matter of personal preference to pay cash? The decision to pay cash or not pay cash includes both economic considerations and personal choices. Many people simply prefer a home that is free and clear of all debt. There are several advantages the can be obtained by paying all cash. There is no mortgage application and no need for private mortgage insurance. There is also no mortgage interest to write off.

    However, if you elect to pay all cash, be sure to insist on the protections that a lender would want – a title inspection, title insurance, survey, termite inspection, appraisal, etc.

    It may be worthwhile to sit down with a tax professional or a fee-only financial planner to review the consequences of paying all cash or financing.

    43. What is a “cash-back” transaction?

    It is sometimes claimed that it is possible to buy a home and receive both the house a substantial amount of cash at closing.

    For example, a home will be “sold” for $100,000. The deal will be financing with a 95% loan-to-value mortgage. However, the seller will provide a $15,000 certificate of deposit (CD) to the buyer at closing.

    On the surface, we have a deal with a $100,000 purchase price, $5,000 down, $95,000 in financing, and a $15,000 CD. Alas, $100,000 was never paid for the house. There was a “sales price” of $100,000, but then as part of the deal the seller provided a $15,000 rebate in the form of a CD. Since a CD is a certificate of deposit that presumably is worth $15,000 in this example, this property was sold at discount – the real price is $85,000. This is a classic “cash plus” deal where the amount financed is greater than the debt to the owner.

    The surplus would be returned to the buyer at closing, if there were a closing. Lenders will decline this transaction because the amount of financing sought is greater than the discounted value of the property. Even if this property appraises at $100,000, lenders will value the deal at the appraised value or the true sale price ($85,000), whatever is less. Worse, if the lender is not told, in writing, in the loan application and in the sale agreement about the CD, there may well be grounds to consider charges involving fraud.

    Bottom line: Should someone propose a cash-plus deal, sign nothing until you have spoken with an attorney.

    44. Why does closing cost so much?

    State and local governments have discovered that real estate transfers are wondrous opportunities to tax with little political responsibility. If a politician says that taxes should be raised, the individual may well be out of work when elections next roll around. But, if real estate transfer taxes are raised, the game changes because many of those impacted by the higher tax will move elsewhere – and thus they cannot vote against the politician.

    The result is that transfer taxes and “stamps” often amount to thousands of dollars per transaction – income that is enormously profitable to states and local communities.

    45. Must I physically attend closing?

    Check with your closing provider, but in most jurisdictions – if not all – the answer seems to be “no.”

    The purpose of closing is to assure that all requirements of the sale agreement have been met. The closing papers need to be signed by all parties to the transaction, and often notarized or witnessed.

    However, the signing process need not be done at the closing table. Documents can be reviewed and signed away from the closing table and sent to the closing provider by overnight delivery.

    46. What is a “walk-through?”

    When you purchase an existing home you enter into a sale agreement at one point but only close on the sale some weeks later. To assure that the property is in substantially the same condition, as when the sale agreement was signed, a buyer will “walk through” the property just before closing.

    If you are a buyer, be sure to allocate enough time for a thorough walk-through.

    In the case of a new home, the situation is a little different. Typically there is a walk-through with the builder’s representative. Items not completed, or not properly completed, are entered onto a “punch list.” The punch-list items are then detailed at closing and the builder is obligated to make required repairs and completions.

    When going through a new home, buyers should make their own punch list and compare it with the builder’s representative to assure that nothing is missed by accident.

    47. Must real estate brokers disclose the fact that they are licensed when they buy or sell for themselves?

    All states license the practice of real estate brokerage. A common provision of such laws is that real estate licensees must disclose their license status when they buy or sell a property for themselves, for a spouse, or for an immediate member of the family such as a parent or child.

    The reasoning behind such disclosure rules is that brokers and salespeople, by virtue of the fact that they are licensed, are presumed to have a marketplace advantage over those who have not studied real estate, passed various tests, and obtained a license. To have a fair playing field, brokers and salespeople must disclose the fact that they are licensed so that consumers know about such training and experience. Speak with brokers regarding specific requirements in your state.

    48. Can a real estate broker assist me in the purchase or sale of a business?

    In some states there traditionally were “business chance” brokers, individuals specifically licensed to buy and sell businesses for another and for a fee. Such licenses in many states have been combined with real estate licenses, meaning that a real estate broker is allowed to buy and sell a business for another. Please speak with local brokers for specifics related to your state.

    49. Do people really make millions of dollars buying with no money down?

    It’s a big country and you can be sure that each year someone will win the lottery, someone will get hit by lightening, and someone will buy a home at a steep discount, with predatory terms, and no money down. The odds in every case are grim.

    The essential issue is NOT buying property with no money down, it is buying property that can produce a positive cash flow and be sold at a profit. Unless one or both of these conditions can be met, then the economics of buying a home with no-money-down are unlikely to make sense.

    Those buying under the VA program can buy with no money down, and residential financing with 5% down or less is widely available, especially for first-time homebuyers. However, all of these programs require appropriate credit and income.

    SO WHAT’S NEXT?

    Did you know that there is a home buying program that can help you locate the very best home, and the best price and financing terms possible? Yes, it’s true. That program?

    It’s my Preferred Home Buyers Program.

    How does it work? Simple. All I need is about 32 minutes of your time. I will personally teach you how to apply many home buying secrets so they can work for you NOW! I’ll also prepare a FREE Special Analysis that will literally show you how to save thousands of dollars in extra interest that your bank would love for you to pay!

    I’ll also show you how to…

    ¨ Discover Exactly What Your Resources Are For Saving Money…

    ¨ Match Your Resources To The BEST Financial Products Available…

    ¨ Get Uncle Sam To Pay You Every Month For Buying Your Home…

    ¨ Learn Why Seller’s Are Willing to Pay YOUR Cost…

    ¨ Own A Home With 0-Zero Cash Within 1 Year…

    ¨ Minimize Your Cash Investment For High Yield…

    ¨ Own A Home For Less Money Than Rent…

    ¨ How To AVOID PAYING PMI…

    ¨ Eliminate ALL Stress, In Buying A Home…

    ¨ Have Security In Knowing YOUR ESCROW WILL CLOSE…

    ¨ Become A Well INFORMED Home Buyer…

    Now I know you might be skeptical, thinking this is just another “gimmick” by a real estate agent. Please Let Me Explain…

    It’s All-True!!!

    How many other so-called “professionals” are dedicated to continuous education, and making this kind of effort to better inform and serve you? Don’t let anyone kid you. The right knowledge makes a difference. Let me share my knowledge and experience with you through my Preferred Buyers Program.

    Give Me Just 33 Minutes Of Your Time, I’ll Show You How To Save [$2,187] And Thousands More Later!

    You must call now, but only if you’re as serious about getting a perfect home as I am about getting you there! OR there is the alternative, you do nothing, and you get nothing. So what do you have to lose from me giving you FREE Advice from 30 years of knowledge and experience that you can trust?

    PS If you come in to see me within the next 14 days from receiving this report I will sweeten the offer by providing you with a 1-year Home Protection Plan on the home I help you purchase. A $300 value absolutely FREE. It’s natural to want to procrastinate but don’t do it. Call NOW 615-425-2255

    Best of luck with your next real estate investment, and I look forward to hearing from you soon.

    Sincerely yours,

    Don C Birdwell, Jr

    Keller Williams Realty, Brentwood Market Center

    PS. Call me right now 615-425-2255 and I’ll also get you a Free Confidential Credit Report. This way, you’ll know exactly how much home you can afford, and the many programs available to suit your needs.

  8. Home Sellers Guide To Moneymaking Fix-Ups
    9. Home Sellers Guide To Moneymaking Fix-Ups

    Here’s An Informative Guide To Help You Realize The Very Most Profit From Your Home, And Avoid Costly Repair Rip-Offs…

    “Homes That Sell The Fastest,

    Also Sell For The Most Money”

    Dear Friend,

    Do you see that quote above? Whether you know it or not, it’s true. Very true.

    There’s a little-known dynamic in real estate that can dramatically affect the successful, top dollar sale of your home. See…that statement all boils down to the fact that…

    The Elements That Motivate A Fast Home Sale…

    Are The Same Elements That Sell Homes For Top Dollar

    Each year thousands of homeowners needlessly lose thousands of dollars when selling their home. But they don’t lose the money for reasons you might think. They lose money because they unknowingly left it on the table…for the buyer to pocket…by failing to recognize the hidden profit potential of their home.

    And those hidden profits exist in two areas.

    First, most homeowners never discover that certain small, even inexpensive repairs to their existing home could generate many times their cost in additional home value. But on the other hand, other repairs and improvements can cost you dearly. It’s critical to know what repairs and improvements to spend money on…and which ones to leave alone.

    Second, when many savvy homeowners decide to make profitable repairs before selling, they expose themselves to the ruthless world of contractors and their deceptive schemes and potential rip-offs that drive up the costs of home repairs.

    Between not knowing what to repair to bring you maximum profit, and dealing with the world of contractor schemes, it’s easy to understand how you might become overwhelmed with the whole process. But don’t despair.

    That’s why I created this helpful report.

    In the following pages, I’m going to reveal to you exactly what areas make sense to fix and what areas to leave alone…not using “opinion,” but real world facts. Then, I’m going to give you a “behind the scenes tour” of the games contractors play when fixing your home.

    This way, you’ll be armed to the teeth with knowledge and strategies to stay one step ahead of the game…and maximize the value of your home when you sell.

    So let’s get going…

    How To Select Home Improvements That Pay Dividends

    Generally speaking, there are two ways to go about home improvements. You’re either going to splurge on your home because it’s your palace and you simply want a beautiful place to live, OR, you’re going to take a more logical, pragmatic approach designed to increase your home’s value.

    Problem is, you’ll never achieve both. In fact, many homeowners expose themselves to the very problems they’re trying to avoid in the process of home fix-ups.

    Take Carol and Tom Jenkins, who four years ago purchased a home for $190,000. Since buying their home, they’ve spent over $60,000 fixing it up and making it the “perfect” place to live. A few months ago they put the home on the market at $270,000. The best offer they received was only $235,000.

    Their mistake? Spending money on amenities and features that were ancillary to the value of the home.

    Just because you spend $30,000 on the fix-up of your home doesn’t mean you’re going to get it out when you sell. It doesn’t automatically make your home worth $30,000 more. And that’s exactly why you need to know which fix-ups pay off big, and which ones will cost you potentially thousands of dollars.

    Let’s take a look at the most common areas of fix-up…

    Painting Your Home

    Time and again, painting proves to be one of the most basic, yet most profitable of home fix-ups. There’s virtually nothing a coat of paint won’t fix, especially if you plan on selling your home within a few years.

    According to the National Association Of Realtors, professionally painting the exterior of a home costs an average of $3,250, and recoups nearly 100% of it’s cost. But that’s not the profitable part of painting.

    Studies also show that painting the exterior has a meaningful effect on reducing the time to sell. And reducing time to sell means you’re saving potentially thousands in interest, taxes, and other overhead costs required to maintain your home and mortgage during the “for sale” period.

    Rather than spending money on less visible “infrastructure” issues of your home, you’re frequently better off fixing the cracked front steps and painting the entry and front door.

    Kitchen Fix-Ups

    Here’s an area that can mean serious profit when selling your home. Even small, basic improvements to your kitchen can pay big dividends. For most buyers, the kitchen is the heart of the home. And that means it has the greatest profit potential. Here are a few suggestions for improving your kitchen without investing tens of thousands in remodeling costs:

    In the short term, consider changing floors, cabinets and fixtures. Consider sanding, staining, or painting dingy looking cabinets. Replace old cabinet hardware – a low-cost improvement that can make a huge difference in appearance.

    Take a look at your counter tops and other surface areas that draw the eye. Take a look at the kitchen sink and fixtures. If they’re old and worn, replacing them with contemporary fixtures and sink can make a world of difference…not just in aesthetics, but hard dollars.

    In some cases, spending $4,000 on a functionally outdated kitchen can add as much as $15,000 in extra value of the home.

    Adding New Space

    As a general rule, improvements that increase the functional space of a home are good profit centers. For example, one homeowner had a storage area that was accessed from the outside, and bordered the laundry room. The home owner knocked out the wall in the laundry room to the storage area, eliminated the outside door to the storage area, and added over 100 more square feet in storage and useable space – now accessed from the inside, not the outside.

    The repair, which cost only about $1,500, increased the home value an estimated 5 times it’s cost to perform.

    Converting an attic into a bedroom suite can instantly make your 4 bedrooms home a 5 bedroom home – much greater value. Waterproofing a basement for additional storage, a job that costs about $3,000, recoups well over it’s cost to perform once the house goes on the market.

    Look around your home for areas that can easily be expanded, refurbished and functionally added onto to increase the number of bedrooms, baths or useable square footage, and you’ve found a great profit center.

    Enclosed Decks And Patios

    Most outside improvement don’t fare well from a profit standpoint, but here’s a great way to increase the overall square footage of your home – and it’s value. Consider installing a redwood deck or enclosed patio off a living area.

    This not only increases the aesthetics of your home, but it’s usability.

    Decks and patios can range in cost between $4,000 to over $8,000, and in most cases recoup at least 100% of their cost in extra home value.

    Adding An Extra Bathroom

    According to Remodeling Magazine’s 1995 survey, adding an extra bathroom will, in most cases, pay for itself. The average cost of a bathroom addition is about $11,000, which includes all the trimmings – marble vanity top, molded sink, ceramic bathtub and commode, and custom tiled shower.

    And here’s another profit-pointer: a second bath to a home will add more value to a home than a third bath. And when adding baths, make sure you use skylights, windows and other ways to bring in the natural light.

    Now, here are a few areas you want to avoid…

    Replacing Windows And Doors

    Even replacing windows and doors with energy-efficient models is generally a bad idea. According to the National Association of Realtors, investments in windows and doors will return only about 36% to 53% of their cost, while $1,280 worth of caulking and insulation can return over 71%.

    If your windows are old and leaking, however, you should replace them. Consider using standard size windows, rather than custom cut models. The savings in your utility bill might pay for them alone. “The minute you get into customizing windows, with fancy shapes, bays and bows you can’t see from the street, you’re throwing your money down the drain,” says William Eccleston, a broker in Coventry, R.I.

    Standard, lower-priced, double-hung windows are usually your best bet. But all that depends on the neighborhood in which the home is located. In more pricey neighborhoods, buyers may spot windows and doors replaced “on the cheap.”

    When people look at $150,000 homes, they ask, “Are those Thermo pane?” When people look at $300,000 homes, they say, “Are those windows Anderson or Pella?”

    Swimming Pools

    Swimming pools have different value levels depending on what part of the country they’re located. The sun-belt climates tend to place a larger value on pools simply because of the number of days they can be used out of the year.

    But in either case, there’s generally little resale value. The main reason pools turn-off more buyers than they attract is that they require expensive, time-consuming upkeep. Running a close second is the fear of liability by having a pool. Pool accidents are a quick way to wind up in court as the subject of a negligence suit.

    The verdict? Be very careful before you go spending money on a new pool. If you don’t live in the Sun Belt, you could end up losing tens of thousands of dollars when it comes time to sell your home.

    Gardens, Walls and Fences

    Fancy gardens and extensive landscaping is generally another big loser. The same goes for big walls and fancy fences. Homeowners can spend tens of thousands on making the grounds of a home beautiful, but rarely get their money out. Why?

    Because unless you’ve got a horticultural buyer looking at your home, most buyers look at the required time and money to maintain lavish landscaping. However, that’s not so say that your home shouldn’t have pleasing grounds. The same situation can work against you if your home is perceived as the “dog” of the neighborhood because of it’s landscaping.

    The secret is to make your landscaping compatible with other homes in your area. If that requires spending a little money, so be it. But don’t expect to get it out from the sale price.

    Functional and Structural Improvements

    Here’s a sad paradox: Many of the improvements that have the most value for you as a home owner end up being the worst-performers as far as resale value is concerned. And usually those improvements are from a functional or structural standpoint.

    For example, adding a new plumbing system, or putting in a new air conditioning system or furnace will definitely make your life in your home more comfortable, but they’ll never recoup their costs in added home value.

    Unfortunately, when certain functional items fail, you have no choice but to fix them. This includes water heaters, HVAC units, plumbing, and foundational problems. But be careful where you spend your hard-earned dollars. If it isn’t broken, don’t fix it.

    How To Dodge Repair Rip-Offs When Improving Your Home…

    Now, by this point you’ve probably identified a number of areas you could improve on your home and start reaping extra dollars in home value. But there’s still another hurdle to overcome. And it’s an important one.

    Each year hundreds of thousands of consumers complain to their state attorneys general about home repair rip-offs. The National Association Of Consumer Agency Administrators says home repairs are second only to car repairs on the nations “rip-off” list.

    Here’s the inside story on the most common games played, plus a number of tips to help you avoid becoming another contractor victim.

    Selecting Painters

    The key to a great paint job isn’t necessarily in the painting, but in the prep work. And this is the area where you’re going to get “taken” or get a great job. If you own a two or three story home, it’s difficult to climb up a ladder to make sure every inch has been properly scrapped, sanded, patched, and primed.

    But taking the time and effort may pay off big dividends. Here are a few tips to make sure you’re getting your money’s worth out of your painter…

    1. To verify that all priming and preparation has been done, ask your painter to use a different color of primer paint than the current paint color. For example, if your current paint is white, ask him/her to use a light-gray primer.

    2. Get a detailed on-site estimate to avoid unpleasant surprises. You don’t need to go through three estimates for the same job. Just get two estimates if they’re in the same ballpark. But make sure they’re detailed so you know what you’re paying for.

    3. Don’t scrimp on paint. Get good quality paint, even if you can only afford a single coat. But don’t buy the top of the line either. Your best bet? Select a paint that’s one-step down from the top-of-the-line premium paint.

    4. Remember that painters do better on paint prices than you will. Frequently called a “contractors price,” your painter can, for example, buy paint at $22 a gallon and resell it to you for $25. Even with the mark-up, that’s still a better deal than if you bought it for retail at $28. Make certain to ask your painter how is paint pricing works.

    5. When evaluating exterior painters, ask him/her for addresses of homes they painted about 5 years ago. Then go look at them. A good paint job should last about 7 years. At 5 years, you’ll see just the beginning of paint wear around the eaves and gutters.

    6. Remember, no matter how much you bug potential contractors to lower their bids; they still need to make a living. You can push too hard. If you pressure painters into lower prices, this only means they have to find cheaper labor to do the job. And cheap labor means a shoddier job. Either way, you generally get what you pay for.

    Selecting Plumbers

    Here’s the “inside scoop” on plumbers: you won’t pay much for the “parts” they use; they make their money on labor and “mobilization charges.” Frequently plumbers will charge you a minimum of 1 hour regardless of how much time they spend actually doing the work.

    So if you’re paying a plumber a minimum fee just to show up anyhow, why not ask him to do other work involving plumbing: fixing disposals, pool or lawn sprinkler work, leaky faucets or washers that need replacing. Use up the minimum he’s going to charge you anyhow with fix-up projects.

    Plumbing problems are very difficult to estimate. To help you in the process, here are a number of tips to consider:

    1. Explain your job or problem over the phone, then ask how they will fix it, how much it will cost, and when the work will start and complete. And here’s an important tip: if you live in an affluent neighborhood, do NOT give your phone number or address until AFTER you’ve been quoted a price. Some plumbers mark up prices up to 50% more when they learn you live in an affluent neighborhood.

    2. Seek out “border bids” from tradesmen from not-so affluent neighborhoods nearby. Frequently you’ll find plumbers in a neighboring town may charge less than the tradesmen nearby.

    3. If a highly recommended plumber has no idea about a job’s cost, negotiate a flat rate for him to inspect the problem and give you a quality bid.

    4. When dealing with tradesmen who charge by the hour, ask if travel time is also included on the clock.

    5. Check for shoddy work or ways in which your plumber will try to boost their profit margins at your expense. For example, some will use a ½ inch pipe instead of ¾ inch – which means that bathrooms where there’s a shower, your toilet may not flush correctly. Or if a plumber uses L or K grade copper piping, you can expect a 5 to 10 year life as opposed to M grade piping which lasts 15 to 20 years. And some plumbers use plastic pipe, which is expensive buy noisier and less durable than metal. Make sure to ask your plumber what he’s using before he starts his work.

    6. If you suspect your plumber is overcharging you for materials, go out to Home Depot or a plumbing supply house and get a price on the same materials. Even if they don’t sell directly to consumers, you can still check the price tags.

    Selecting Electricians

    Electricians register the fewest complaints from consumers, probably because they have the most stringent national standards to meet. Before hiring an electrician, make sure he’s a member of the National Electrical Contractors Association or a local electrician’s trade union.

    You should also check (along with all tradesmen you consider) that 1) he’s licensed and insured, 2) he has no complaints with the Registrar of Contractors in your area, 3) he’s driving a truck or van with a painted-on sign and logo, and 4) he’s willing to write you an estimate on his own printed invoice, which should reveal a street address rather than a post office box.

    If you’re looking for an affordable electrician, consider checking your local Penny saver publication. You can also drive by new housing developments, since builders try to find the best deal when building their homes.

    But electricians can easily rip you off on parts. A cheap electrical switch costs your electrician 29 cents compared to $2 for a longer lasting one. When getting parts from your electrician, make sure he’s using “specification grade or better” products – a standard set by the National Electrical Manufacturers Association.

    Selecting Roofers

    State attorneys general have their files stuffed with stories of roofers who ripped-off consumers and skipped town.

    If you’ve got a leaky roof, chances are it’s a flashing problem. This is the material, usually copper or galvanized steel or aluminum, that joins your roof to the chimney with a black sticky substance called asphalt cement. If you need flashing fixed, plan on spending about $30 to $50 per hour to have it fixed correctly.

    Be wary of the roofer who gazes up at your roof and announces “your roof is 15 years old and it’s gonna leak soon if you don’t replace those shingles.” The only way to determine whether or not you need a new roof is to get up there and look. Worn out shingles, which have lost their oil and thus water repellency, look brittle, curl up at the edges and often crumble into powder when broken.

    A new asphalt shingle roof should cost $30 to $50 per “square” (a roofer’s square is 100 square feet), depending on the quality of the shingles and the slope of your roof. A shingle roof should last 15 to 20 years.

    If you plan on moving out of your home soon, you might want to consider a “second coat” of shingles. This will avoid having to strip off the first layer, and should save you about 20% in labor.

    Selecting HVAC Specialists

    The most common rip-offs with HVAC (acronym for “Heating, Ventilation, Air Conditioning, and Cooling”) include substituting used parts for new ones and replacing parts that simply don’t need replacement.

    The solution? Always ask to see the old or broken parts before they’re replaced and examine the packaging and documentation of any new parts that are used.

    And here’s another tip: try to have any HVAC repairs performed off-season. Air conditioning and heating work is up to 10% cheaper during the off-season.

    Also, stay away from extended payment plans. There’s no free lunch and it’s assured you’re paying for the costs of money somewhere in the job. And if you buy a service contract, make sure your contractor details everything that will be performed under the contract, and he has the most up-to-date equipment to do the job.

    And if you need to replace an air conditioner or furnace, eliminate the bidder who estimates the job off-the-cuff, without measuring your windows, asking what type of insulation you have and looking at the direction your home faces – and plugging all this information into a form or computer called Manual J. This calculates heat loss and gain of your home, and ensures the correct size air conditioner or furnace.

    Should You Get A Written Contract?

    Written agreements certainly help keep a tradesman to his word, so long as they’re detailed enough. But a piece of paper doesn’t protect you from getting ripped-off.

    If you get “duped” by a licensed contractor, you can complain directly to your local Registrar of Contractors or other local or state licensing board, and request a hearing or arbitration. If you’re dealing with an unlicensed tradesman, your regional Better Business Bureau may help in arbitrating the situation, but if the contract was large enough, you may be forced into the courts for satisfaction.

    Whether or not you get a contract, make sure at the completion of work you receive a written statement stating all work performed has been paid in full. Or, better yet, when you submit your final payment, write that statement in yourself and ask the tradesman to sign it as well.

    How To Get Expert Advice And “Hand Holding” Guidance In Getting The Most Value Out Of Your Home…

    There’s no question about it, getting top dollar out of your home can be tricky. One false move can costs you thousands of dollars.

    That’s why I created a proprietary program meant specifically for homeowners looking for a fast, top dollar sale. I call it my…

    Maximum Home Value Audit…

    And it’s completely different from what any other real estate agent can provide for you.

    Here’s what I’ll provide for you, absolutely FREE and without obligation whatsoever:

    Ø I’ll conduct a careful, thorough valuation of your home, based on real world facts, in an EASY to understand format. You won’t get any inflated values just to pressure you into listing with me.

    And you won’t get anything like “I have a buyer right now who’s interested in your specific home, and if you list with me, I’ll bring him by right now.” With me, you’ll get NO pressure. No arm-twisting. Just a real world, honest, fact-filled analysis.

    Ø I’ll tour your home to identify items that could negatively affect your selling price. As I mentioned earlier, some of my findings could bring as much as $5 in extra sales price for every $1 you invest. By the end of my tour, you’ll have a checklist of strategies designed to “position” your home to sell for the most money possible.

    Ø I’ll share with you my 28 Step Top Dollar Marketing Plan. My plan will give you insider secrets on how to promote your home properly, how to handle buyers, how to avoid crime, and much more.

    Ø I believe in incentives, so here’s one just to “sweeten the pot.” If you call before the expiration date marked on the coupon, AND if you select me to market your home, I’ll provide a FREE HOME INSPECTION by a licensed inspector to identify potential problems that could kill a sale. That’s a $400 value I’ll include absolutely FREE.

    Ø PLUS, I guarantee everything I do. If any other agent won’t guarantee their services, ask them why? You’re staking the successful sale of your home on their abilities, why shouldn’t they stake their commission the very same way? I place my priorities in the same place as yours. We’re in this together!

    When selling your home, the LAST thing you need is added pressure. That’s why I’ll answer all of your questions. And give you one less thing to worry about during these hectic times.

    Incidentally…do you remember the old riddle that goes, “What do you call the person who graduated dead-last in their medical school class?”

    Answer: “DOCTOR!”

    Well, it’s the same with REALTORS®. Someone with vast experience and extraordinary professionalism usually costs the same as someone with little or no experience, or with compromising standards. You need to know how to tell the difference up front.

    Bringing competence and experience into your transaction may mean the difference between a higher negotiated sales price and losing money, selling in less time or in more time (costing you potentially thousands in added interest), and experiencing problems and hassles or a problem-free transaction.

    Our community is loaded with Realtors who are WRONG for you, your area, and your home. Some agents are in business part time for a little extra cash. Others are subsidizing other businesses or careers. And then there’s your “cousin Harry,” whom you feel obligated to because he “really needs your business.”

    Selling your home is probably the most important financial transaction you will ever make. That’s why I take my business so seriously. It’s also why I have developed customized home marketing programs meant specifically for your situation.

    BUT…WHY ME?

    Here’s why you should consider my services to market your home:

    Ø Our team includes a full-time office manager, agents who serve as buyers’ representatives and open house specialists. Two offices, state of the art networked computers, PDAs, 5 cell phones, pagers and 9 voice messaging hotlines keep us in constant contact with clients, Real Estate professionals and vendors.

    I’m not telling you these things to impress you, but to impress UPON YOU the difference between agents who simply “sell” real estate, and those who COMMIT to whatever it takes to serve a client beyond their expectations!

    Ø I’ve been in real estate as an investor, tax advisor and/or agent for over 30 years. I am intimately familiar with Davidson and Williamson Counties and specialize in selling homes and investment properties in your price range.

    Ø I am a full-time Realtor. Having served as founder and managing partner of one of the countries largest CPA firms, I bring a depth of business and tax knowledge unavailable else where in the real estate industry.

    Ø I have a list of references, past clients, and professional associations whom you can call at any time to discuss the quality of service I have provided to other people just like YOU.

    Ø I have developed an EXCLUSIVE 28 Step marketing plan that is unequalled by anyone in the business. I do this because my dedication to selling your home is also unsurpassed. There’s no other way I can live up to that expectation without extraordinary marketing capabilities.

    Ø I have specifically designed marketing tracking systems for every home I sell. I also have specific update systems so you are fully aware of ALL activity and progress updates on your home on a weekly basis. You will NEVER feel out of touch with me!

    Ø I guarantee everything I do! If you’re not happy with me, you may fire me. This places the burden of risk to perform on ME, not you.

    Ø I have references for reliable title companies, escrow companies, financing sources many agents are clueless about, insurance companies, inspectors, attorneys, and others directly relating to your transaction. If you choose to use any of them, you won’t be dealing with arbitrary people. These are professionals I have used personally in other transactions.

    Ø I schedule showings around your schedule, and to respect your personal and family time. This requires special planning and forethought most agents do not consider.

    Ø Each day, I speak with over 80 people directly related to real estate buying or selling. This allows me to create a communication link of properties to people.

    Ø Most Importantly: I generate over 80% of my clients through referrals alone. I do very little traditional marketing. Instead, I focus 110% of my efforts into providing such outstanding service; my clients are inclined to refer my services to family, friends and acquaintances.

    On the surface, it may seem there are lots of Realtors to choose from. But just because there are lots of Realtors out there doesn’t mean they can all do the same job for you…

    All Realtors Are NOT The Same!

    I enjoy working with clients, and sometimes my practice gets booked up fast. In order to make sure I have undivided time for you, I need to hear from you immediately so there are no conflicts in scheduling our meeting. Plus I know there’s a natural tendency to procrastinate. To put off important decisions. But the more you procrastinate, the more pressure ultimately rests with you.

    By Not Acting Now, You Could Open Yourself To

    Losing Thousands Of Dollars

    So call now 615-425-2255, and I’ll immediately arrange a convenient time to meet, and share with you my Maximum Home Value Audit. It’s Free. It’s FAST. There’s no obligation whatsoever. And it could save you thousands on your home sale.

    Sincerely yours,

    Don C. Birdwell Jr.

    Keller Williams Realty, Brentwood Market Center

    P.S. Once you have read this report completely, make a list of areas you would like to discuss, and Call me at 615- 425-2255 to schedule your Maximum Home Value Audit. My exclusive audit could save you thousands of dollars. And it’s Free, and without obligation, pressure, “pitches,” or games. So before you get distracted, call now!

  9. How To Avoid 7 Costly Mistakes When Selling Your Home
    10. Selling Your Home Can Expose

    You To A Number Of Potentially

    Costly Problems

    Here’s A Guide To Avoid Those Problems, And

    Sell Your Home For Every Bit Of Its Worth In the

    Least Amount of Time…

    A Free Consumer Service Compliments of The Birdwell Realty Team

    How To Sell Your Home For The Most Money

    The Market Will Pay!

    Dear Home Seller:

    The decision to place your home on the market can involve a number of stresses and strains. Many home sales are motivated by circumstances outside your control: Job relocation, family problems, financial issues, divorce, and more. Others are related to family issues: The need for a bigger home, a better neighborhood, schools, etc.

    Whether you’ve lived in your home 2 years or 20, you know it’s not just a shelter, or even another investment. It’s the place where your dreams come to life. In flower gardens and family rooms. Backyard barbecues and home-cooked Sunday dinners. It’s the place we raise our children. The nest we nudge them out of, and welcome them back to again and again.

    And for some, it’s even our place of business.

    But there comes a day when it’s time to move on. Time to reflect on old memories, and prepare to build new ones. Time to leave the past behind for a new future. It’s no wonder why buying or selling a home is often emotionally charged and potentially overwhelming.

    That’s why I created this report. Regardless of your reasons for selling, your goal is to sell your home for the most money, and in the shortest amount of time. And for the least amount of hassles and distractions.

    Unfortunately, The Way Many Sellers Go About Selling Their Home Leaves Them Wide Open To The Very Problems They’re Trying To Avoid.

    When you’re getting ready to put your property on the market, there are a number of things to think about, to prepare for, and to organize. Here’s a list of 7 costly pitfalls to look out for…

    Mistake #1: Failing to DRESS Your Property For Sale

    Buyers look for HOMES, not houses. They buy homes, which they FEEL they would like to live. One of the major factors in getting your home to sell quickly is very simple: MAKE IT FEEL LIKE “HOME.”

    Most buyers select their home based on EMOTIONS. Once their decision is made to buy, they justify their purchase with LOGICAL reasons: facts and features. So, it’s most important to make your home appeal to all senses. Your property is NOT the only home the buyers will see. You are competing with other homes in the market, and some of them have been professionally decorated.

    The Way You Live In A Home, And The Way Your SELL A Home

    Are TWO Very Different Things

    When you’re showcasing your home for sale, it’s going to look very different from the way it looks when you’re living there. Here are a few tips for showcasing your home for sale:

    Ø First impressions set the tone for a buyer visit, and they’re LASTING! Approach your home in your car like any buyer would. Examine the outside as you’re approaching. How does it look? Are shrubs away from the home? Oil in the driveway? How does the grass and landscaping look? Cluttered looks detract from the architecture of the home. A clean, polished landscape says your home is valuable and well maintained!

    Ø Take a look at your actual home. Is the paint fading or chipping? Is the color outdated or impersonal? How does the roof look? As you drive up to or away from your home, what do you see first?

    Ø Now go inside just like a buyer would. You want to be aware of 4 senses: smell, touch, sight, and hearing. Go through room-by-room and test all 4 senses. Check flooring and carpet for stains and odors.

    Most importantly: Pack away all appliances, get rid of excess furniture, put away useless dishes – and make your home neat and orderly. If you’ve ever visited a model home, you’ll notice it’s clean and uncluttered. You have to move anyway, so you might as well pack early, and make your home more saleable. Go to the garage and make sure it’s neat.

    Ø Hire someone to professionally clean your home. Top to bottom! Cleaning and cosmetic fix-ups, especially in the Kitchen, bathrooms, and master bedroom can many times yield you up to $10 in extra sales price for every $1 you invest.

    Ø Pets should be out of sight (and smell!). Get rid of pet odors for showings. Remember the 4 senses. Also, some people are uneasy around pets, and they may distract attention from the features of your home.

    Ø Pay particular attention to lighting. During the day, open all your blinds and curtains. If it’s cloudy out, turn on all lights for showings. At dusk, leave your front drapes open and turn on all the lamps and lights.

    At night, do the same, but close your blinds and curtains. When showing your home, turn off all appliances, television, radio, and anything that will distract attention from your home. You might want to play a little light music to enhance the emotional experience for your buyer.

    Mistake #2: Pricing Your Home Incorrectly

    Every seller wants to realize as much money as possible when selling their home. The natural inclination is to price the home high, thinking you can always come down in the future.

    But a listing price that is too high frequently nets the seller LESS money than an original price at market value. Why is this? Because people looking for homes in your price range will reject your home in favor of other homes in a reasonable price range.

    And here’s the real clincher: Agents who would readily bring buyers through your home will automatically cross it off their showing schedule because it’s priced too high. They’re only motivated to show homes with the highest probability of selling. Agents simply will NOT show overpriced homes because they work by commission. They know market values because it’s their job to know. And they don’t want to waste their time.

    So you price your home high, thinking you can come down. Problem is, the agent and buyer community doesn’t look at it that way. They see it as an overpriced home. After a few months go by, 8 or 10 open houses, signs, Realtor® tours…and not a nibble. So you decide to lower your price again. But it’s too late…your home has already been “branded” by the Realtor® community. So you reduce your home a little more. And little happens.

    Finally, in order to attract attention back to your home, you’ve reduced your home price more than you ever thought you would, and you’re now netting much less than if you had priced it correctly in the beginning. And think about this: the money you lost is not just the lower sales price, but all the extra interest you paid on your mortgage…all the extra property taxes and other carrying costs that accrue while your home is waiting to sell. I’ve seen it happen time and again!

    Real Estate Fact: The Seller Is Solely Responsible For

    How Much, And How Quickly Their Home Sells!

    Overpricing almost always increases time to sell, and adds to your carrying costs. That’s why I provide a complete, no obligation evaluation of your home. I call it my “Maximum Home Value Audit.”

    Unlike many agents who will give you an inflated value just to seduce you to give them your listing, I’ll give you a real world home value analysis. Based on verifiable facts and figures. I’ll also physically inspect your home to identify those areas where spending small amounts of money can yield many times return in sales price.

    I’ll be straight with you, and tell you precisely why it’s worth what it’s worth. I’ll also show you how to net more money in your home sale. Here are a few more areas my exclusive Home Marketing Plan can help you with…

    Ø How to set the asking price to maximize exposure and a profitable sale…

    Ø How do you really define and compare market value between homes?

    Ø How the principle of “substitution” affects the value of your home…

    Ø How to protect yourself from crime when selling your home…

    Ø How to handle buyers during a showing to help yield the highest price.

    Once you understand these important issues, you’ll know how to price and sell your home for the fastest, most profitable sale. Also, with this information, you’ll never pay too much for any home you buy for the rest of your life.

    Mistake #3: Limiting The Marketing Exposure Of Your Property

    The most obvious marketing tools everyone uses (Open Houses and classified ads) are only moderately effective. Successfully marketing of your home (getting the highest price, at the right time, and with no hassles and problems) requires much more.

    Surprisingly, less than 1 percent of homes are sold at an open house. Agents use open houses to attract buying prospects, not to sell your home. And advertising studies show that less than 3 percent of people purchased their home because they saw it in an ad.

    That’s why the most competent Realtor® will have a broad spectrum of marketing activities, emphasizing the specific strategies that will work best for YOUR particular property or area. In fact, I use an unprecedented 28 Step Marketing Plan in selling your home. If you like, I would be happy to share every one of those 28 strategies with you at your convenience.

    ONE MORE THING… Did you know that most home inquiry calls come in during business hours when agents are away from their offices? That’s why if I’m not in the office, I have a highly trained staff of experienced assistants who can take those calls, and respond immediately.

    This way, your home is NEVER put “On Hold” or a showing is delayed for a single minute when a hot inquiry surfaces.

    Mistake #4: Thinking Your Appraisal Is The Market Value Of Your Home

    An appraisal is an opinion of value for an entirely different purpose than selling your home. Usually an appraisal is to provide bank or mortgage institution information to fund a loan. If a lender is motivated to loan you money, his appraisal may come in higher than the true market value of your property. The appraiser might ignore other issues in his analysis, such as foreclosures in the market or distressed sales.

    When a buyer looks at a home, they look at all the factors: foreclosures, distressed sales, bankruptcies, divorces, and area fluctuations. Don’t make the mistake of thinking the “appraisal” value of your home is what a diligent buyer would pay.

    If you like, I will provide you with ALL of the information you need to make a competent, reliable market value for your home. I’ll research your area, gather specifics on recently sold homes, discuss trends, and answer questions you have about the value of your home – with market facts, not opinions.

    Mistake #5: Not Understanding Your Rights And Obligations

    Real estate law and regulations can be very complex. When you sign a contract for the sale of your property, it’s a legally binding document. An improperly written contract can create many problems for you: a sale could fall through, cost you thousands in forced repairs, inspections, and remedies for items included or excluded in the purchase offer.

    You must understand what repairs and closing costs you are responsible for in a contract. And you must know whether the property can legally be sold “as is,” or how deed restrictions or local zoning will affect your transaction.

    You also need competent review of your title, and whether or not your property is in conflict with local restrictions or laws. If you have to remedy these items yourself, you can spend thousands on legal bills, fines, contractors, and other costs. Using a competent Realtor® up front can help identify and avoid these issues before they become “problems.”

    Mistake #6: Signing A Listing Agreement With NO WAY OUT!

    Just about every agent has good intentions about helping you sell your home. But situations and circumstances change. The agent might have personal problems, or simply decide to retire or get out of the real estate business.

    Or other situations may arise where the agent isn’t doing his or her job as you expected. The home may not be getting the exposure you desire. Or perhaps you haven’t heard from your agent in 6 weeks! What do you do now?

    When this happens, you should have the right to fire your agent. But the listing agreement you signed is with the BROKER, not the agent. If you’re unhappy, the broker may assign your home to another agent – someone you neither personally selected, nor do you want. But you’re stuck with him or her until the listing agreement expires.

    And that can cost you a lot of money.

    Always protect yourself by 1) carefully selecting the right Realtor®, and 2) make certain that in a “worst case” situation, you have the flexibility to cancel your listing agreement.

    [That’s why I offer a compete 100% Guarantee of my services. I place my priorities with yours – to do everything possible to sell your home for top dollar, as fast as possible, with no hassles or headaches. If at any time you’re unhappy with my services, please let me know. If I cannot rectify the situation, you can FIRE ME. No questions asked. Ask any other Realtor® to match my guarantee. You’ll find most get very uncomfortable when you put their feet to the fire to perform.]

    Mistake #7: Selecting The WRONG Realtor®

    Do you remember the old riddle that goes, “What do you call the person who graduated dead-last in their medical school class?”

    Answer: “DOCTOR!”

    Well, it’s the same with Realtors. Someone with vast experience and extraordinary professionalism usually costs the same as someone with little or no experience, or with compromising standards. You need to know how to tell the difference up front.

    Bringing competence and experience into your transaction may mean the difference between a higher negotiated sales price and losing money, selling in less time or in more time (costing you potentially thousands in added interest), and experiencing problems and hassles or a problem-free transaction.

    Our community is loaded with Realtors® who are WRONG for you, your area, and your home. Some agents are in business part time for a little extra cash. Others are subsidizing other businesses or careers. And then there’s your “cousin Harry,” whom you feel obligated to because he “really needs your business.”

    Selling your home is probably the most important financial transaction you will ever make. That’s why I take my business so seriously. It’s also why I have developed customized home marketing programs meant specifically for your situation.

    WHY ME?

    Here’s why you should consider my services to market your home:

    Ø Our team includes a full-time office manager, agents who serve as buyers’ representatives and open house specialists. Two offices, state of the art networked computers, PDAs, 5 cell phones, pagers and 9 voice messaging hotlines keep us in constant contact with clients, Real Estate professionals and vendors.

    I’m not telling you these things to impress you, but to impress UPON YOU the difference between agents who simply “sell” real estate, and those who COMMIT to whatever it takes to serve a client beyond their expectations!

    Ø I’ve been in real estate as an investor, tax advisor and/or agent for over 30 years. I am intimately familiar with Davidson and Williamson Counties and specialize in selling homes and investment properties in your price range.

    Ø I am a full-time Realtor. Having served as founder and managing partner of one of the countries largest CPA firms, I bring a depth of business and tax knowledge unavailable else where in the real estate industry.

    Ø I have a list of references, past clients, and professional associations whom you can call at any time to discuss the quality of service I have provided to other people just like YOU.

    Ø I have developed an EXCLUSIVE 28 Step marketing plan that is unequalled by anyone in the business. I do this because my dedication to selling your home is also unsurpassed. There’s no other way I can live up to that expectation without extraordinary marketing capabilities.

    Ø I have specifically designed marketing tracking systems for every home I sell. I also have specific update systems so you are fully aware of ALL activity and progress updates on your home on a weekly basis. You will NEVER feel out of touch with me!

    Ø I guarantee everything I do! If you’re not happy with me, you may fire me. This places the burden of risk to perform on ME, not you.

    Ø I have references for reliable title companies, escrow companies, financing sources many agents are clueless about, insurance companies, inspectors, attorneys, and others directly relating to your transaction. If you choose to use any of them, you won’t be dealing with arbitrary people. These are professionals I have used personally in other transactions.

    Ø I schedule showings around your schedule, and to respect your personal and family time. This requires special planning and forethought most agents do not consider.

    Ø My Middle Tennessee network, built over a 31-year business career is a key to my “making things happen.” This allows me to create a communication link of properties to people.

    Ø Most Importantly: I generate over 80% of my clients through referrals alone. I do very little traditional marketing. Instead, I focus 110% of my efforts into providing such outstanding service; my clients are inclined to refer my services to family, friends and acquaintances.

    On the surface, it may seem there are lots of Realtors® to choose from. But just because there are lots of Realtors® out there doesn’t mean they can all do the same job for you.

    All Realtors® Are NOT The Same!

    I have enclosed with this report a special coupon. By simply calling 615-425-2255 I’ll share with you my exclusive “Maximum Home Value Audit.” Here’s what you’ll get, absolutely FREE and without obligation whatsoever:

    Ø I’ll conduct a careful, thorough valuation of your home, based on real world facts, in an EASY to understand format. You won’t get any inflated values just to pressure you into listing with me.

    And you won’t get anything like “I have a buyer right now who’s interested in your specific home, and if you list with me, I’ll bring him by right now.” With me, you’ll get NO pressure. No arm-twisting. Just a real world, honest, fact-filled analysis.

    Ø I’ll tour your home to identify items that could negatively affect your selling price. As I mentioned earlier, many of my findings could bring as much as $10 in extra sales price for every $1 you invest. By the end of my tour, you’ll have a checklist of strategies designed to “position” your home to sell for the most money possible.

    Ø I’ll share with you my 28 Step Exclusive Home Marketing Plan. My plan will give you insider secrets on how to promote your home properly, how to handle buyers, how to avoid crime, and much more.

    Ø I believe in incentives, so here’s one just to “sweeten the pot.” If you call before the expiration date marked on the coupon, AND if you select me to market your home, I’ll provide a FREE HOME INSPECTION by a licensed inspector to identify potential problems that could kill a sale. That’s a $400 value I’ll include absolutely FREE.

    Ø PLUS, I guarantee everything I do. If any other agent won’t guarantee their services, ask them why? You’re staking the successful sale of your home on their abilities, why shouldn’t they stake their commission the very same way? I place my priorities in the same place as yours. We’re in this together!

    Ø When selling your home, the LAST thing you need is added pressure. That’s why I’ll answer all of your questions. And give you one less thing to worry about during these hectic times.

    But Don’t Wait!

    You’ll notice I placed an expiration date for your Free Home Inspection on the attached coupon. I did this for a very good reason. I enjoy working with clients, and sometimes my practice gets booked up fast. In order to make sure I have undivided time for you, I need to hear from you immediately so there are no conflicts in scheduling our meeting.

    Plus I know there’s a natural tendency to procrastinate. To put off important decisions. But the more you procrastinate, the more pressure ultimately rests with you.

    By Not Acting Now, You Could Open Yourself To

    Losing Thousands Of Dollars

    So call now 615-425-2255 and I’ll immediately arrange a convenient time to meet, and share with you my Maximum Home Value Audit. It’s Free. It’s FAST. And it could save you thousands on your home sale.

    Sincerely yours,

    Don C. Birdwell, Jr.

    Keller Williams Realty, Brentwood Market Center

    P.S. Once you have read this report completely, make a list of areas you would like to discuss, and Call me at 615-425-2255 to schedule your Maximum Home Value Audit. My exclusive audit could save you thousands of dollars. And it’s Free, and without obligation. So before you get distracted, call now!

  10. 10 Questions You Should Ask Before Hiring Any Realtor
    11. “10 Questions You Should Ask

    Before Hiring ANY Realtor®”

    Dear Consumer,

    If you’re in the market to sell your home, OR purchase a home, there’s something you should know…

    All Realtors® Are NOT The Same!

    Your decision to place your home for sale involves more than simply running an ad, holding a few open houses, and waiting for the sales proceeds check. And your decision to buy a home clearly involves more than looking at 2 or 3 homes, making an offer, and moving in.

    Hiring the wrong Realtor® can mean the difference between making or losing money, selling or buying quickly or taking a long time, a trouble-free transaction or a living nightmare.

    Unless you have experience interviewing people, and Realtors in particular, you won’t always know what questions to ask. Further, you won’t always know what answer will best suit your needs for buying or selling. So here’s a list of 10 important and insightful questions you should ask ANY Realtor® BEFORE you sign anything…

    Question #1: What Qualifications Do You Have To Sell Real Estate?

    This question looks for their overall commitment and dedication to building their personal skills. If they’re not willing to commit to improving themselves, they may not commit to your needs and satisfaction either.

    First, look for their overall education. Did they go to college? Do they have any Realtor® or professional designations? How often to they invest in improving their skills and keeping up with technology and other industry trends?

    Experience should also carry over to negotiating and financial skills. And don’t forget the ancillary experience required for real estate.

    Question #2: Tell Me About Your Personal Real Estate Operation?

    This is an open-ended question designed to get your Realtor® talking about their business. You want to know how much they’ve invested into their business as relates to giving you competent and quality service. For example, do they have an assistant to take home inquiries when they’re not in the office? Do they have a pager, cellular phone, email, and other methods of reaching them? Do they have a private office either with the broker or on their own (a tell-tale sign of a top producing agent)?

    Here’s what you’re looking for: The more an agent invests into their own success, office, and systems, the more they’ll be able to commit to you.

    Question #3: Can You Give Me A List Of Client References To Call?

    An agent who doesn’t accumulate a list of satisfied references either doesn’t do much business, or isn’t providing the kind of service or follow-through you need. References don’t always need to be past clients. Get professional references as well: Bankers, mortgage lenders, appraisers, attorneys, etc.

    Question #4: Do You Have A Formal And Written Marketing Plan For Selling Homes?

    This question applies more to sellers than buyers, but both should ask. Your agent’s marketing plan needs to be comprehensive and specific – not just holding open houses, entering your home on MLS, or running classified ads.

    The key to selling a home is CONSISTENCY. Your home must be consistently marketed to those people capable of buying. This cannot be accomplished if an agent doesn’t have a diversified arsenal of marketing strategies. Look for special ideas, consistency, and persistence in their marketing plan.

    Question #5: What Systems Do You Have For Tracking The Home Market (Buyers)/ or Tracking My Home Listing (Sellers) On A Regular Basis?

    This is a very important question. If you’re a buyer, you want to know their competence in understanding values of certain areas. They also need systems to keep you continually up to date with opportunities in the market. You want them to have more than “access to Multiple Listing Service.” How much do they actually preview homes in your price range or desired area. How much do they talk to neighbors, or participate with other activities in those areas.

    If you’re a seller, you want to price your home correctly, and be regularly updated with important buyer activity. How many calls did you get on your home this week? What marketing strategies did you use? How many home visits from other agents did you have (and what were their comments)? How many people visited your open house?

    If an agent does not have specific systems for measuring and reporting these items, perhaps you should consider someone else.

    Question #6: Do You Guarantee Your Performance?

    Some agents will give you a blank stare at this question. If they do, you might want to consider taking your business elsewhere. Why? Because you need to know if your interests are aligned. Is your agent willing to stake their successful outcome with yours?

    Why shouldn’t your agent also guarantee their performance?

    Great Realtors® guarantee their services for 2 reasons: 1) They’re confident they can perform for you because of their experience, commitment, and work ethic, and 2) It’s smart marketing for a Realtor® to guarantee their services. If you buy a television, it’s guaranteed. If you buy a car, it’s guaranteed. These days, nearly everyone must offer a guarantee to help stimulate a sale. Agents on the cutting edge of marketing guarantee their services.

    Question #7: Can You Refer Me To A Reputable Mortgage Lender, Banker, Appraiser, or real estate Lawyer?

    This question reveals how active the agent is, and how well connected they are professionally. At some point in the buying or selling process, you will need the services of a reputable, competent lender, appraiser, title company, etc. If your agent is active, committed, and diligent with their practice, they’ll be able to give you a few names of each right on the spot.

    Question #8: What Percentage Of Your Business Comes By Referral?

    Here’s the “$64 thousand dollar question.” Competent, well-known agents get a large part of their business from satisfied past clients and members of their sphere of influence.

    If your agent gets less than 25% of new business through referrals, it may be because 1) The quality of service they offer is not up to standard (hence, people don’t feel compelled to refer to them after a transaction), 2) They lack the marketing experience or skills required to market for referrals (which means they may not bring strong skills to your transaction), or 3) They don’t cultivate contacts in their business (which means they won’t have many people to speak with about your home).

    Clearly, the best way past clients show their gratitude for outstanding service is by referring their family, friends and associates.

    Question #9: Do You Personally Spend Money Advertising Your Services Or Homes For Sale?

    This question pertains more to listings, but it’s also a question a buyer should ask to determine an agent’s commitment to invest in the successful outcome of their client. There are 2 situations to identify here: 1) Agents who are very busy, and who produce a lot of income for their broker will frequently receive advertising allowances from their broker. If your agent receives allowances, that’s generally a good sign.

    2) However, if an agent is not as busy, OR if their broker does not have an ad allowance for top producers, you want to learn their commitment to “put their money where their mouth is” when it comes to marketing your home.

    You should also ask to see samples of ads they write for homes they list, and for their own services. Do the ads appeal to you? Would they make you act? If not, don’t expect their marketing of your home to be any better.

    Question 10: Will You Personally Handle Contract Negotiations For Us?

    Surprisingly, many agents simply submit or receive offers, and act as a conduit between you and the buyer (or seller). That’s not good enough. You want an agent who has reasonable negotiation skills. You want an agent who’s committed to your interests.

    They’ll need to represent you to other agents and buyers/sellers. It’s a good idea to follow-up the above question by investigating specifically HOW their negotiation skills saved other clients money, hassles, or help a deal come together.

    There Are “Real Estate Agents”…

    And Then There Are Committed Professionals.

    Which One Do YOU Want Representing Your Interests?

    The answers to the above questions should give you a good feel for the commitment and competency of the Realtor® you’re thinking about using. Remember, all Realtors® are not the same!

    Recognizing this fact, I wrote this special report, and structured my practice around giving the most competent service possible.

    Ø Our team includes a full-time office manager, agents who serve as buyers’ representatives and open house specialists. Two offices, state of the art networked computers, PDAs, 5 cell phones, pagers and 9 voice messaging hotlines keep us in constant contact with clients, real estate professionals and vendors. To the untrained person, this looks like a lot of overhead. But to me, every person and system pays off dividends in satisfied clients. They’re PROFIT centers, not costs.

    Ø There’s a difference between agents who simply sell real estate, and those who COMMIT to serve a clients beyond their expectations. I’ve been in real estate as an investor, tax advisor, CPA, and/or agent for over 30 years. I am intimately familiar with Davidson and Williamson Counties and specialize in selling homes and investment properties in your price range.

    Ø I also make it a priority to educate you on every aspect of buying or selling a home in your area. I have a long list of past clients and professional references whom you can call at any time to discuss the quality of my service and follow-up.

    I have an unprecedented (and EXCLUSIVE!) 28 Step marketing plan that is unequalled by anyone in the industry. I have specifically designed marketing tracking systems for buying markets, and for homes I list and sell. And I have a reporting system so that every client is regularly updated and informed.

    I guarantee everything I do in writing. This places the burden of risk and performance on ME, not you. I also have references to reputable people in mortgage lending, appraisals, title and escrow companies, tax specialists, and attorneys. These are people I have used in other transactions.

    I receive over 80% of my new clients through referrals and repeat business. My personal marketing involves such outstanding and continued service to my existing clients and personal network; they are inclined to share my services with family and friends.

    I’m Not Saying These Things To Impress You,

    But Impress UPON You The Difference Between A Realtor®

    And A Competent, Dedicated Professional

    Buying and selling real estate can be tricky business. And selecting the wrong Realtor® can cost you a lot of money, headaches, and wasted time. That’s why I have enclosed 2 coupons for you to TRY my services, RISK FREE, to see…

    Ø How much money I can save you on your next transaction…

    Ø How I can reduce your time to sell your existing home, or locate a great home at the right price…

    Ø How I can help refer you to competent real estate services: Special loan packages, title and escrow services, appraisers, and more…

    Ø How I can make your sale or purchase problem FREE!

    All you have to do is locate one of the coupons applicable to you (buying or selling), and call me at the phone number on the coupon.

    But Don’t Wait!

    You’ll notice I placed an expiration date on the attached coupons. I did this for a very good reason. I enjoy working with clients, and sometimes my practice gets booked up fast. In order to make sure I have undivided time for you, I need to hear from you immediately so there are no time conflicts in helping you.

    Plus, I know there’s a natural tendency to procrastinate, to put off important decisions. But the more you procrastinate, the more pressure ultimately rests with you.

    By Not Acting Now, You Could Open Yourself To

    Losing Thousands Of Dollars

    So call now at 615-425-2255 and I’ll immediately arrange a convenient time to meet, and share with you my exclusive buyer and seller marketing programs.

    Sincerely yours,

    Don C. Birdwell, Jr.

    Keller Williams Realty, Market Center

    P.S. Knowing the right questions to ask any Realtor® can save you an enormous amount of money, time, and hassles. And clearly, not all Realtors® are the same! That’s also why I enclosed the buyer and seller coupons with this report. So when you’re finished reading this report and reviewing the attached coupons, give me a call at 615-425-2255 for a Free, no obligation review of how I can save you time, money, and hassles on your next real estate transaction. I look forward to hearing from you!

  11. Secrets For Selling Your Home For TOP DOLLAR With or Without A Real Estate Agent
    12. How To Sell Your Home For The

    Most Money The Market Will Pay, AND

    On Your Terms And Time Frame

    By: Don C. Birdwell, Jr.

    There’s No Such Thing As “Luck” In Real Estate!

    Dear Homeowner,

    Do you remember the good old days, when anyone could sell their home at any time and make thousands…perhaps tens of thousands in profit?

    Maybe you do or don’t. But I do.

    Even though today’s financing programs make it easier than ever to buy a home, times have changed. Buyers are more sophisticated. They’re more discriminating in what they buy. They’re more skeptical.

    And they have information sources available…like the internet…that simply weren’t available 5 or 10 years ago.

    No question about it…the “easy sell” days are over.

    If You’re Trying To Sell Your Home Today

    …With Or Without A Realtor®…

    You Could Lose Thousands Of Dollars, And

    Take An Enormous Amount Of Time

    If You Don’t Know What You’re Doing

    That’s why I wrote this report. Every day I see home sellers lose money, and waste precious time because they make critical mistakes they didn’t have to make. Here are just a few…

    ¨ Not getting accurate information about how to price your home correctly

    ¨ Not getting a “total picture” of the entire market before you start to sell your home

    ¨ Selling your home in the 21st Century using the outdated marketing techniques and methods from the 80’s and 90’s

    ¨ Trying to add costs of home improvements on top of your sales price

    ¨ Not understanding how to “dress” your home so it shows like a model home, and commands top dollar

    ¨ Using worn-out, ineffective “stage” advertising to promote your home

    ¨ Opening yourself up to crime by not tracking visitors to your home

    ¨ Hiring a real estate agent who tries to sell their “multi-million dollar producer” pitch instead of demonstrating skill and proficiency in marketing homes

    ¨ Letting a real estate agent seduce you into their services by promising you an over-inflated sales price

    ¨ Not having bridge financing or other contingencies if you are on a time deadline

    ¨ Hiring anyone who isn’t willing to educate you on a systemized approach to selling your home…AND can back up their analysis with FACTS, not opinions!

    ¨ Not understanding whether you should sell your home yourself (it may be to your advantage to go it alone, OR it may save thousands, and end countless headaches to use a Realtor. How do you know?).

    There are a lot of “old school” real estate companies who still believe all you need to do is put your home in MLS, pop up a sign, and the sellers will flock to your door. Or who say things like “we give you the highest level of quality, trust, integrity and service.” (Isn’t that the LEAST you should expect from a Realtor®?)

    Or those agents who inflate your home’s value to “trick” you into listing with them. Or the ones who tell you, “I’ve got a buyer right now who would love your home, and if you list with me right now…”

    You Need To Watch Out For These Dinosaurs, Because As Well-Intended As

    They May Be, They’re About To Cost You Thousands And Waste Your Time!

    Selling a home today requires a total integrated approach many real estate agents are simply not aware of.

    You should expect detailed FACTS…not simple promises, opinions, and fancy pictures. And you should expect straight answers, not “sales pitches” or other hype that seduces you to hire a company who boasts they’re “the biggest” or “the best.”

    In fact, there are 6 important marketing steps in the home selling process YOU need to know about. We’re going to delve into each one right here, so you’ll know what you’re doing, and can receive Top Dollar proceeds for your home – whether you use a real estate agent or not.

    Step #1: Understand What The TOTAL Market Is Doing, And Get The FULL FACTS.

    One of the biggest mistakes people make when selling homes is they rely solely on “local neighborhood market analysis information” to determine the right price to list their home.

    Your local real estate agent shows up with a “canned” analysis they took right off a computer screen. They typed in a few parameters, and out popped a report showing the homes that sold in your area.

    They put it into a fancy folder with their “Colossal Real Estate Company” name on it, and try to pass it off on you.

    In most cases, they didn’t view the homes. They didn’t call anyone. They don’t know WHY one home sold for $105 a foot, and another sold for $89 a foot. They don’t know how construction materials, siting, location, or other features have affected each home they just found.

    In most cases, they simply haven’t taken the time to do their homework. They just average them all together and tell you that’s what you’re home’s worth.

    Who are they kidding?!!

    First and foremost, before you list your home for sale, INSIST on seeing a “total market overview” of exactly what is going on in the ENTIRE market. Then narrow your analysis to local market information.

    Why do I say this? Because you want to know 2 things: 1) What is the ENTIRE market doing with values? Are they going up? And by how much? 2) What is the specific area doing with market values? How does it compare to what the total market is doing? Are the growth rates the same, lower, or higher than the overall market?

    Next, insist on real world FACTS to justify the various sales prices of comparable homes. Was there a home that sold out of financial distress? A Divorce? If so, it’s going to affect how you price your home.

    Was an add-on or remodel completed poorly? Was one of the homes on the best or worst lot in the subdivision? Is one made out of CMU (concrete masonry) compared with a frame/stucco home?

    Understanding these parameters will save you thousands of dollars when list your home for sale. I perform both of these analysis for my sellers, in an easy to understand format, so you know EXACTLY what your home is worth.

    With real world facts, not opinions!

    Step #2: Set The RIGHT Price For Your Home From

    The Start

    Every seller wants to realize as much money as possible when selling their home. The natural inclination is to price your home high, thinking you can always come down in the future.

    But a listing price that is too high can be a disaster, and frequently nets the seller LESS money then they ever anticipated – even after paying a real estate commission!

    Why is this?

    Because buyers will reject your home in favor of other homes in a reasonable price range. And if that doesn’t frustrate you, think about this: Buyers will use YOUR home to compare and justify the purchase of a similar, but correctly priced home.

    But the problem gets worse…

    It’s a fact that 96% of all homes are sold by Realtors®. So whether you sell your home yourself, or through a professional, you MUST be able to attract the Realtor® community to your home.

    Problem is, agents who otherwise would readily bring buyers through your home will automatically cross it off their showing schedule because it’s priced too high. They don’t make money showing homes…they make money SELLING them.

    They know market values in your area. And if your home is priced too high, they’re not even going to waste their time showing it.

    And word spreads with the agent community. If your home gets “branded” as overpriced, not only will agents NOT show it, BUT you’ll have to lower the price further than you ever expected…just to get them back!

    Agents Simply Will NOT Show Overpriced Homes

    Because They Work By Commission.

    Showing Overpriced Homes That Will Never Sell

    Means They’re Working For FREE

    But we’re not out of the woods yet…

    You see, your home is MOST valuable when it’s new on the market. And if you delude yourself into thinking you can price it high and come down later, you’re in for a big surprise.

    Here’s what’ll happen: After months on the market without even a nibble, you or your agent will decide to reduce the price. Even with your price reduction, there’s still little activity because your home’s been “branded” as overpriced.

    So after a while longer you decide to lower the price a little more. Now you’re pushing the limits on what you wanted to receive in the first place.

    Finally, you start to get a nibble or two.

    Problem is, your home’s been on the market for months now. And when you finally receive an offer, you can bet your bottom dollar it’s going to be discounted further.

    Why?

    Because buyers usually want to know how long a home has been on the market before they decide how much to offer. And the longer your listing has been sitting unsold, the more desperate your home looks.

    Like sharks smelling blood, buyers will see your home as prey.

    And their offers are going to knock you over. But you’ll have little choice but to negotiate. You have no other options.

    How could this all have been avoided?

    By simply pricing your home correctly in the first place.

    Homes That Sell Fast Also Sell For The Most Money!

    It’s a known fact: the very same reasons that make a home sell fast will make a home sell for the most money. Homes are best positioned to sell when they’re new on the market.

    Here’s a little help for pricing your home…

    The first thing you need is VALID local market information. Take a look at homes that have sold in your area. Compare the price sold as a percentage of list price. This will help you get a feel for the average discount in the area.

    Generally, your list price will be within 2.5 to 5 percent of what you expect the final selling price will be. But be careful!

    The amount of discount should be dictated by real world FACTS from YOUR AREA, not some real estate agent’s guess on what he or she expects offers to come in at. If the selling market is hot in your area, there will be little or no discounting. There may even be bidding wars, and homes selling for more than list price.

    On the other hand, if homes are not selling well, you will need to be flexible.

    Next, DO YOUR HOMEWORK to determine what your home is worth. You don’t just use a CMA like many agents use. Do a total market analysis.

    When you narrow down your area, you need to correct values for distressed sales, divorces, remodeled homes, and other events that affect the value of other homes that have sold.

    Each factor (distressed sale, condition, siting, location, etc.) will add to or detract from the value of your home. And in most cases, the only person who can really give you this information is a GREAT agent – someone who has extensive experience valuing homes.

    Notwithstanding all your hard work, in the end…

    The MARKET Is the Only Determinant Of The VALUE Of Your Home

    There’s an old saying in real estate: “Sellers are NOT the deciders of what their home is worth, but they ARE the deciders of how quickly their home will sell.”

    The REAL value of your home is what a willing buyer will pay for it, and what you will accept. Nothing more. Nothing Less.

    OK, so let’s say you’ve determined that the average discount on homes in your area is 2.5 percent of expected selling price. And sales information shows that your home is worth $300,000. To determine a list price that is within 2.5 percent, divide $300,000 by .975 (1.00 less .025 = .975). This gives you a list price of $307,000.

    But remember this: Markets and the economy change. If interest rates rise by a point, people who could otherwise afford your home may not be able to any longer.

    And this will ultimately affect the value of your home. So you may need to adjust your price over time. Stay on top of market events, both nationally and locally.

    If the market’s declining, it’s best to discount your price up front. If the market’s rising, be prepared for full price offers, or even bidding wars.

    Step #3: Calculate The NET Proceeds From The Sale Of Your Home.

    Here’s a fact you need to understand up front: Never attempt to price your home based on what you “want or need” to net out of the proceeds.

    If you spent $40,000 on a remodeling job that will only increase your homes value $30,000, you will lose $10,000. If you paid too much when you bought your home, and need to sell it within a year or two of buying it, chances are (unless your market is red hot) you will lose money on your net proceeds.

    I’ve seen these sad situations, but there’s nothing anyone can do about it.

    Never Confuse The Difference Between Cost And VALUE

    That said, however, you DO need to understand what your net proceeds will be from a sale of your home. And to calculate them, you need to consider 5 factors.

    1. Take the gross listing price of your home.

    2. Subtract the amount buyers will discount to arrive at sales price (Step #2 above)

    3. Subtract your estimated real estate commission

    4. Subtract contingency costs and repairs/personal property stipulated in a contract

    5. Subtract closing costs: appraisals, attorney’s fees, escrow and title fees, etc.

    In many cases, the net proceeds can be as much as 10% or more off your listing price. And interestingly, this amount does NOT change even when sellers attempt to sell their homes WITHOUT a Realtor®.

    Guess what the first thing any buyer is going to do with a “For Sale By Owner?” They’re going to knock off the equivalent of the real estate commission you would normally pay anyhow. They hate the fact that you’re trying to pocket that money…and they’re going to fight over it.

    Then they’re going to keep discounting based on other home and market criteria.

    Before you know it, you’re back at the same place as if you used a professional. Only now, you’ve lost the resources a Realtor® could have brought to the transaction…negotiation power, important home value information, market power, marketing resources…and much more!

    So be careful. There’s a reason why 94% of all For Sale By Owners end up using a professional to market their home…it pays off in the net proceeds!

    Step #4: Advertise And Market Your Home For

    Maximum Exposure

    I want to reveal 4 marketing secrets that can help you make thousands more profit from your home. And the first one is this…

    Purchase Decisions Are Emotional, Not Logical

    Think about that. People never buy homes because of logical reasons. If they did, one 4 bedroom, 2 bath home would sell just like any other. But they don’t.

    They don’t because people discriminate by nature. One home will always appeal to them over another based on their DESIRES.

    They buy homes because of the FEELINGS the home gives them. Nearly everyone buys a home thinking of the LIFESTYLE BENEFITS they’ll get by living there.

    Lifestyle benefits are the memories of watching your children play in a safe area. While getting a good education at local schools. Where your home is decorated as an extension of your individual personality. Where you enjoy Sunday dinner with the family. And Thanksgiving reunions.

    It’s the place where you relax in your favorite hammock on Saturday afternoon. The place where you can hold summer barbecues under the shade of a beautiful Birch tree.

    The place where you finally send your children off to college…and eventually off to live a life of their own.

    Your house is NOT going to be evaluated as a “house.”

    It will be evaluated for it’s potential to become a HOME.

    So it’s important to recognize and appeal to buyers EMOTIONS when marketing your home.

    Now, the second marketing secret you need to know about marketing your home is this…

    Buyers Are Looking For A Bargain

    And looking for a bargain is again, subjective. What one person sees as a bargain, another may see as an overpriced.

    Notwithstanding, you need to “position” your home as “priced right” in the market…another reason to do your homework when pricing your home.

    If you price your home right, you can promote it as such. Buyers clearly respond to promotions that state, “Priced to sell,” “a unique bargain at this price,” “act now, won’t last long at this price.”

    And getting as many buyers to respond is your goal, right?

    The third marketing secret you need to know about is this…

    Buyers Are Attracted To Affordability

    Affordability appears the same as a “bargain,” but it’s not…

    Affordability relates to how inexpensively someone can live in your home…more to do with FINANCING than anything else.

    What have you done to make your home affordable? If you’re selling your home without a real estate agent, are you willing to carry back financing on your purchase price? How EASY will you make it for a buyer to buy your home?

    And if you use a Realtor®, they should put together several financing “packages” with a local mortgage lender. This will make the home appear special, and affordable to buyers.

    The fourth and final marketing secret you need to know is this…

    The Best Way To Motivate A Sale Is To Create URGENCY

    Have you ever noticed the dynamics of a bidding war?

    Buyers are scrambling like lunatics to put in the highest offer in order to get the home they desire. But what’s really happening is the bidding war takes on a momentum of it’s own.

    In other words, the mere shortage of the home makes people frantic to WANT it. People naturally value what’s in short supply…what they cannot readily have. And what more could a seller want than a bidding war on their home!

    But did you know that you could create the very same dynamic with YOUR home?

    Anytime you want to increase the value of your home, or the overall demand, CREATE A SHORTAGE.

    A shortage can be limited time, limited supply, or limited financing. Anytime you create a limit, you motivate people to act.

    Very few real estate agents know about this, yet it’s one of the most important elements of successful marketing.

    Successful Marketing Of Your Home Requires

    A Complete, Systematic Approach

    The 4 marketing secrets I mentioned above are very important. But to motivate a successful sale, you need to employ a systemized approach to marketing your home. There’s no ONE single method that will automatically make your home sell immediately.

    Here’s a checklist of my 28 points Top Dollar Marketing Plan I employ. You’re welcome to use any of these elements to market your home.

    1. Submit your home listing for exposure to over 8,500 active agents in Middle Tennessee via Multiple Listing Service databases,

    2. Present copies of your home listing to 103 of our office active agents who each day work with bona fide buyers,

    3. Provide you with PROVEN professional advice on dressing your home to show exceptionally well, and to sell for the highest possible price,

    4. Place your home on Keller Williams Realty weekly tour schedule to be examined by 103 agents working with motivated buyers,

    5. Promote your home with at least 4 company-sponsored local magazine and newspaper advertisements targeted specifically to home buyers – with a combined circulation of [1,200,000] readers,

    6. Create custom publicity flyers about your home for personal distribution to active agents in the community,

    7. Promote your home on our community Realtor® tour schedule to be examined by the market’s most active agents.

    8. Create a custom color flyer of features and lifestyle benefits of your home for use by cooperating agents showing your home,

    9. Create a custom “listing book” to be placed in your home for buyers to reference home features, lot, utility and tax information, neighborhood benefits, schools, shopping, medical and other buyer advantages of your home,

    10. Promote your home to our company-exclusive “Top 250” selling agents PERSONALIZED mailing list’

    11. Maximize showing exposure through professional signage – ALSO specifically designed with proven strategies to motivate buyer calls,

    12. Enhance convenience of buyer viewing, yet maintaining security for you and your family by placing your home on a MLS Electronic Lockbox.

    13. Promote your home through public Open Houses,

    14. Promote your home by distributing color flyers, brochures, and making personal announcements to real estate board meetings,

    15. Educate you and your buyers on the numerous financing plans to make buying your home EASY!

    16. Suggest constructive changes to your home to make it more appealing…and a higher-priced sale more likely to interested buyers. Many of my suggestions can capture up to $10 for every $1 invested.

    17. Send a personalized letter to all residents in your neighborhood promoting the features and lifestyle benefits of your home – studies have shown many homes sell because neighbors referred friends and acquaintances,

    18. Personally speak with your neighbors about your home, neighborhood benefits, and their knowledge of potential buyers,

    19. Keep you educated and up to date on listing and selling market conditions in your area,

    20. Update you on all activity regarding your home: agent showings, open house attendance, agent tours, sign inquiries, etc.

    21. Promote your home through our Keller Williams Network: over 20,000 agents around the country,

    22. Place your home with our exclusive Web Site, which is consistently one of the first 5 sites to open when people key word our city. This way, you’re home will have maximum exposure potential buyers

    23. Ensure your home security by tracking all home showing agents and the public using the newest electronic key box technology

    24. Follow-up on all agent showings to gather feedback, answer questions and motivate interested buyers to pursue your home,

    25. Ensure that any offers from buyers are pre-qualified and capable of closing on the purchase – thus saving you time and money from unqualified buyers,

    26. Actively represent YOU in contract negotiations with buyers to help get the highest selling price for your home, and minimize any stress incurred in selling your home,

    27. Coordinate escrow, financing, and closing activities on your behalf to ensure a smooth, hassle-free closing,

    28. Personally deliver your proceeds check at the closing of your home.

    Step #5: Prepare Your Home To Show And Sell For

    Top Dollar

    Here’s another moneymaking marketing fact you need to know…

    The Way Your Live In A Home, And The Way You SELL A Home

    Are TWO Very Different Things!

    When you’re showcasing your home for sale, it’s going to look very different from the way it looks when you’re living there. Here are a few tips for showcasing your home for sale:

    Ø First impressions set the tone for a buyer visit, and they’re LASTING! Approach your home in your car like any buyer would. Examine the outside as you’re approaching. How does it look? Are shrubs away from the home? Oil in the driveway? How does the grass and landscaping look? Cluttered looks detract from the architecture of the home. A clean, polished landscape says your home is valuable and well maintained!

    Ø Take a look at your actual home. Is the paint fading or chipping? Is the color outdated or impersonal? How does the roof look? As you drive up to or away from your home, what do you see first?

    Ø Now go inside just like a buyer would. You want to be aware of 4 senses: smell, touch, sight, and hearing. Go through room-by-room and test all 4 senses. Check flooring and carpet for stains, overall wear and odors.

    Most importantly: Pack away all appliances, get rid of excess furniture, put away useless dishes – and make your home neat and orderly. If you’ve ever visited a model home, you’ll notice it’s clean and uncluttered. You have to move anyway, so you might as well pack early, and make your home more saleable. Go to the garage and make sure it’s neat.

    Ø Hire someone to professionally clean your home. Top to bottom! Cleaning and cosmetic fix-ups, especially in the Kitchen, bathrooms, and master bedroom can many times yield you up to $10 in extra sales price for every $1 you invest.

    Ø Pets should be out of sight (and smell!). Get rid of pet odors for showings. Remember the 4 senses. Also, some people are uneasy around pets, and they may distract attention from the features of your home.

    Ø Pay particular attention to lighting. During the day, open all your blinds and curtains. If it’s cloudy out, turn on all lights for showings. At dusk, leave your front drapes open and turn on all the lamps and lights.

    At night, do the same, but close your blinds and curtains. When showing your home, turn off all appliances, television, radio, and anything that will distract attention from your home.

    You might want to play a little light music to enhance the emotional experience for your buyers. Remember, you want it to feel like “home.”

    Most importantly, if there are any problems with the home or clear title, you must DISCLOSE them to any potential buyers. If you’re using a Realtor®, they can help you sort out these issues, and disclose them in a way that will minimize their impact on a buyer.

    Step #6: Negotiate The Best Deal And Close Your Sale

    You’ve been handed an offer. It’s so close to your desired price, but not quite there.

    What now? How do you negotiate your way to the deal you’re looking for?

    If you’re using a Realtor®, they will guide you though the negotiation, providing support documentation and other helpful back up to justify your price. But if you’re going it alone, you will have to hone your bargaining skills.

    The first step to a successful home negotiation is when you priced your home to begin with. If you set a fair asking price, you should have the confidence to justify it.

    If you overpriced your home (remember… “So I can come down in the future”), you will have trouble convincing a bona fide buyer to up their offer.

    Now, the second step for negotiating is to KNOW THE BUYER.

    Years ago a real estate expert told me that the party who is less motivated almost always gets the better deal. The ONE single element that will determine how well you negotiate your offer is…

    How MOTIVATED Is The Buyer,

    And How MOTIVATED Are YOU?

    And if you’ve been trying to sell your home for 9 months, your kids are late for starting school this year because you haven’t found a home yet, your spouse has moved on to another city to start their job, and you now have a bona fide offer, YOU may be very motivated to sell!

    Nevertheless, here’s a tip you MUST bring to any real estate transaction…

    Move Heaven And Earth To AVOID Emotional Attachment

    To The Transaction

    If you’re desperate. If you found another home, and can’t hold back your excitement about buying it, then you’re going to get clobbered when negotiating your current home’s sale.

    And that’s ONE reason why you need a Realtor® representing you during any transaction. The middle person alone will help save you money.

    So take a look at your BUYER. Pay attention to their comments and body language when they’re visiting your home.

    Ø Did they make positive comments when viewing your home?

    Ø Did they come back to visit your home at least 3 times?

    Ø Did they make positive sighs and other body language when walking through your home?

    Ø Here’s an important tip: TAKE NOTES about the features buyers like about your home. Then, turn the features into Lifestyle Benefits of living there to “wet their appetite.”

    If a young couple looks starry-eyed because they feel they’ve found their dream home, YOU will most likely have more negotiating power. Clearly, THEY are more emotionally motivated.

    So you decide to make a counter offer to your buyers. Make sure you back up your offer with FACTS…real reasoning. Show examples of similar home sales in your neighborhood. Look at the notes you took by observing the buyers, and REMIND them of the features and benefits they like about your home.

    You may go back and forth several times before arriving at a price. But remember; if a buyer comes within $1,000 of what you want for your home, you’d better think hard before turning it down!

    Once you’ve agreed upon a price, you should call in the help of a professional, such as a real estate attorney. If you have a Realtor®, they’re usually trained to handle further items for negotiation, and have excellent contract forms that have been tested for years.

    But remember; NEVER sign a contract until you completely understand ALL of the terms and conditions. A lot of real estate “mumbo-jumbo” can make you feel overwhelmed. Using a real estate attorney or a Realtor® can make the process easier for you.

    OK, you’ve now arrived at a sales price. You’re now about to enter into a new phase of the transaction: ESCROW and CLOSING YOUR SALE.

    If you’re using a Realtor®, they will be worth their weight in GOLD with the next phase of the deal (if they haven’t already saved you thousands in pricing, dressing and negotiating your home).

    Here’s a list of items you (or a Realtor®) needs to handle:

    1. Opening of an Escrow account with a reputable and affordable escrow/title company,

    2. Examination of Title of the home, and the purchase of title insurance to protect against any flaws or deficiencies in clear title,

    3. Coordinating the completion of contract requirements: Home Inspections (be very careful), Termite Inspections (be very, very) careful Seller property disclosure statements, etc. – with reputable inspectors.

    4. Verifying buyer financing is secure (this one is HUGE!)

    5. Ensuring any contingencies has been completed: Remodeling, repairs, etc.

    6. Ensuring any hold-backs or reserves are met,

    7. Coordinating cleaning and maintenance that may be stipulated in the contract,

    8. Handling any other special contingencies that may arrive up to the final hour.

    It can be an awesome task. Don’t take this process lightly. If you’re going it alone, make sure you get educated, and use a real estate attorney if you’re not using an agent.

    Now, at this point, you’re probably wondering how on earth you’re going to handle all of these tasks all-the-while maintaining your job…

    …Packing your home

    …Interviewing moving companies

    …Getting the kids in school

    …Coordinating repairs and cleaning

    …Stressing out about the new job, or community

    …And searching and buying a new home.

    It’s absolutely daunting, and you will need all the help you can get.

    That’s one reason why I wrote this report: To help you sort out the important issues that translate into a Top Dollar and Hassle Free sale of your home.

    And to know whether you should do it alone, or hire a competent professional for your needs. And speaking of competent professionals…

    Do you remember the old riddle that goes, “What do you call the person who graduated dead-last in their medical school class?”

    Answer: “DOCTOR!”

    Well, it’s the same with Realtors®. Someone with vast experience and extraordinary professionalism usually costs the same as someone with little or no experience, or with compromising standards. You need to know how to tell the difference up front.

    Bringing competence and experience into your transaction may mean the difference between a higher negotiated sales price and losing money, selling in less time or in more time (costing you potentially thousands in added interest), and experiencing problems and hassles or a problem-free transaction.

    Our community is loaded with Realtors® who are WRONG for you, your area, and your home. Some agents are in business part time for a little extra cash. Others are subsidizing other businesses or careers. And then there’s your “cousin Harry,” whom you feel obligated to because he “really needs your business.”

    Selling your home is probably the most important financial transaction you will ever make. That’s why I take my business so seriously. It’s also why I have developed customized home marketing programs meant specifically for your situation.

    WHY ME?

    Here’s why you should consider my services to market your home:

    Ø Our team includes a full-time office manager, agents who serve as buyers’ representatives and open house specialists. Two offices, state of the art networked computers, PDAs, 5 cell phones, pagers and 9 voice messaging hotlines keep us in constant contact with clients, Real Estate professionals and vendors.

    I’m not telling you these things to impress you, but to impress UPON YOU the difference between agents who simply “sell” real estate, and those who COMMIT to whatever it takes to serve a client beyond their expectations!

    Ø I’ve been in real estate as an investor, tax advisor and/or agent for over 30 years. I am intimately familiar with Davidson and Williamson Counties and specialize in selling homes and investment properties in your price range.

    Ø I am a full-time Realtor. Having served as founder and managing partner of one of the countries largest CPA firms, I bring a depth of business and tax knowledge unavailable else where in the real estate industry.

    Ø I have a list of references, past clients, and professional associations whom you can call at any time to discuss the quality of service I have provided to other people just like YOU.

    Ø I have developed an EXCLUSIVE 28 Step marketing plan that is unequalled by anyone in the business. I do this because my dedication to selling your home is also unsurpassed. There’s no other way I can live up to that expectation without extraordinary marketing capabilities.

    Ø I have specifically designed marketing tracking systems for every home I sell. I also have specific update systems so you are fully aware of ALL activity and progress updates on your home on a weekly basis. You will NEVER feel out of touch with me!

    Ø I guarantee everything I do! If you’re not happy with me, you may fire me. This places the burden of risk to perform on ME, not you.

    Ø I have references for reliable title companies, escrow companies, financing sources many agents are clueless about, insurance companies, inspectors, attorneys, and others directly relating to your transaction. If you choose to use any of them, you won’t be dealing with arbitrary people. These are professionals I have used personally in other transactions.

    Ø I schedule showings around your schedule, and to respect your personal and family time. This requires special planning and forethought most agents do not consider.

    Ø I receive over 80% of my new clients through referrals and repeat business. My personal marketing involves such outstanding and continued service to my existing clients and personal network; they are inclined to share my services with family and friends.

    Ø Most Importantly: I generate over 80% of my clients through referrals alone. I do very little traditional marketing. Instead, I focus 110% of my efforts into providing such outstanding service; my clients are inclined to refer my services to family, friends and acquaintances.

    On the surface, it may seem there are lots of Realtors® to choose from.

    But just because there are lots of Realtors® out there doesn’t mean they can all do the same job for you…

    All Realtors® Are NOT The Same!

    I have enclosed with this report a special coupon. By simply calling 615-425-2255, I’ll share with you my exclusive “Maximum Home Value Audit.” Here’s what you’ll get, absolutely FREE and without obligation whatsoever:

    Ø I’ll conduct a careful, thorough valuation of your home, based on real world facts, in an EASY to understand format. You won’t get any inflated values just to pressure you into listing with me.

    And you won’t get anything like “I have a buyer right now who’s interested in your specific home, and if you list with me, I’ll bring him by right now.” With me, you’ll get NO pressure. No arm-twisting. Just a real world, honest, fact-filled analysis.

    Ø I’ll tour your home to identify items that could negatively affect your selling price. As I mentioned earlier, some of my findings could bring as much as $10 in extra sales price for every $1 you invest. By the end of my tour, you’ll have a checklist of strategies designed to “position” your home to sell for the most money possible.

    Ø I’ll share with you my 28 Step Top Dollar Marketing Plan. My plan will give you insider secrets on how to promote your home properly, how to handle buyers, how to avoid crime, and much more.

    Ø I believe in incentives, so here’s one just to “sweeten the pot.” If you call before the expiration date marked on the coupon, AND if you select me to market your home, I’ll provide a FREE HOME INSPECTION by a licensed inspector to identify potential problems that could kill a sale. That’s a $400 value I’ll include absolutely FREE.

    Ø PLUS, I guarantee everything I do. If any other agent won’t guarantee their services, ask them why? You’re staking the successful sale of your home on their abilities, why shouldn’t they stake their commission the very same way? I place my priorities in the same place as yours. We’re in this together!

    Ø When selling your home, the LAST thing you need is added pressure. That’s why I’ll answer all of your questions. And give you one less thing to worry about during these hectic times.

    But Don’t Wait!

    You’ll notice I placed an expiration date for your Free Home Inspection on the attached coupon. I did this for a very good reason.

    I enjoy working with clients, and sometimes my practice gets booked up fast. In order to make sure I have undivided time for you, I need to hear from you immediately so there are no conflicts in scheduling our meeting.

    Plus I know there’s a natural tendency to procrastinate. To put off important decisions. But the more you procrastinate, the more pressure ultimately rests with you.

    By Not Acting Now, You Could Open Yourself To

    Losing Thousands Of Dollars

    So call now at 615-425-2255 and I’ll immediately arrange a convenient time to meet, and share with you my Maximum Home Value Audit. It’s Free. It’s FAST. There’s no obligation whatsoever. And it could save you thousands on your home sale.

    Sincerely yours,

    Don C. Birdwell, Jr.

    Keller Williams Realty, Brentwood Market Center

    P.S. Once you have read this report completely, make a list of areas you would like to discuss, and Call me at 615-425-2255 to schedule your Maximum Home Value Audit. My exclusive audit could save you thousands of dollars. And it’s Free, and without obligation, pressure, “pitches,” or games. So before you get distracted, call now!