Broker Reciprocity The IDX System--Or It's Not Really My Listing

IDX stands for "Internet Data Exchange" commonly called Broker Reciprocity.

IDX allows non-listing brokers and agents to freely engage in cooperative brokering whereby listing agents and brokers agree to the sharing of proprietary information with other MLS members belonging to a specific MLS Board.

The IDX system allows an agent or broker to show you the entire database of properties listed in a specific MLS Service region even though the broker or agent dispensing the information is neither listing agent or broker. This is a critical point to digest.

The real estate community has determined that the IDX system is a legal way of profiling listings that are not specifically owned or controlled by an individual broker. This widens the playing field so that a seller's property gets broader exposure to all MLS members.

In practical terms, this means for example:

You, the real estate consumer, are researching the Bay Cove area of Anywhere New York State. You've found a super website that lists every property in Bay Cove. You hit the link for a parcel you have interest in.

Immediately, you are taken to 2345 Wavecrest Avenue, Bay Cove, Anywhere, NY. A detail sheet appears profiling 2345 Wavecrest Avenue. Taxes, the school system, bed and bath numbers, square footage, and more enrich your understanding. You are a happy consumer because you've found out a lot about the property you wanted to research.

After reading the information, viewing static photos and perhaps a slide show or video, you scroll down to the bottom of the information sheet. The IDX mandatory disclaimer reads something like this

© 2010 Multiple Listing Service of The ABC County Board of Realtors. All rights reserved. Information deemed to be reliable but not guaranteed. The data relating to real estate for sale on this website comes from Multiple Listing Service of The ABC Board of Realtors and the Broker Reciprocity Program. Real estate listings held by brokerage firms other than XYZ real estate firm are marked with the BR logo and detailed information about them includes the name of the listing brokers. Listing broker has attempted to offer accurate data, but buyers are advised to confirm all items. Information last updated on 2010-11-19.

The disclaimer actually announces that you, the consumer, are reviewing a listing presented by a cooperating MLS member and NOT NECESSARILY the listing broker. Although there are many instances where the information will be offered by the listing broker, more often than not, the information sheet will originate from a different source.

Those sources are somewhat contentious from the broker and agent view. Let's suppose you have found some real estate of interest on Zillow, Trulia, or a similar site and, I am a member in good standing of my MLS board.

Furthermore, I also advertise on Zillow. Due to my status as a paid advertiser, my name and contact information show up on every listing in a specific zip code. In other words, no matter what broker owns the listing, my contact information is presented.

You may wrongfully assume I am the listing agent, where in reality, I am simply an MLS member who advertised well. My ad campaign successfully engaged your business.

Now extend this main principle to just about every conceivable on-line real estate information aggregator. My name and contact information is appearing AS IF I am the owning broker/agent. I am receiving your lead based on the IDX principle of Broker Reciprocity because I have employed a clever marketing strategy.

Since this marketing technique works with and against individual listing agents and brokers, I suppose you may surmise the IDX System a zero sum game. The seller benefits greatly, the buyers are exposed to the widest content for research purposes, and the broker/agents get the opportunity to slice the pie in half instead of eating it whole.

You may have other ideas about the Internet Data Exchange (IDX platform). When you call-you may want to ask if I am the listing agent or broker-or, you may not care. I know as an agent, I care a lot.

John Kavaller

Example of IDX Sheet

The MLS and You,The Real Estate Consumer

As a real estate consumer, you may be interested in understanding how competing brokers and agents really do business with relation to the MLS System.

Let's get into a fairly typical example of a home-buyer lead coming into a broker's office.

Joe Q. Public calls the ABC Real Estate Brokers Exchange on Monday morning, 9:00 a.m. sharp. An agent named Mary Lou answers the phone. After a brief hello, Joe asks Mary Lou about a property he's seen advertised on-line.

Mary Lou does not recognize the property in question. It is not an office listing, company listing, or personal listing. “Hm Mary Lou muses, wonder whose listing it is?” In less than 2 seconds, Mary realizes that Joe has called her office based on a listing owned by a competitor.

Mary Lou needs to buy a little breathing room here so she can keep Mr. Public as a client. Since the information is not readily available, Mary Lou says: "Joe, I'll get that information right out to you. Just give me your contact info. By the way, what did you say the MLS listing number was--perhaps you have the address as well?”

Joe responds politely with a bit more info on the property in question and leaves his contact info before the conversation ends. The call is over and Mary Lou gets to work quickly.

She has the MLS number or the address of the property Joe wants to know about. The MLS number, or Multiple Listing Service Number makes researching the competitor's listing a snap. In several minutes, Mary Lou brings up all the data she needs to get back with Joe Public.

Mary Lou emails Joe the MLS information sheet with all the details Joe wanted to know. Pictures, tax information, school district, number of bedrooms, baths, pool size, and so on. On the emailed info sheet, Mary Lou’s name and company affiliation stand proudly so Joe knows who to contact when he requests more info or wants to schedule a showing.

Mary Lou has done such an efficient and professional job relaying helpful information to Joe that he schedules a home tour of the same property with Mary Lou. Joe and Mary Lou tour the property and two hours later, Mary Lou receives a purchase offer on the home just viewed.

End of story? No, not by a long shot. First off, this is an over simplified description of just one situation that frequently arises in the real estate business. Secondly, even within this scenario, other factors come into play that can confuse a client or customer and cloud the relationship between agent and consumer.

The Multiple Listing Service is a well-known data provider to most consumers. The idea is to gather all broker listings in an electronic format featuring every Member Broker's (read dues paying in good standing) listings. (BTW--in NY State, the broker "owns" a specific listing no matter what agent actually sells that service.)

All members of the MLS have proprietary access to every listing of all the individual MLS Board Members. By express agreement of all the member brokers, all brokers and their agents also have the express permission to access all data collected.

Hence--the MLS system actually sanctions, allows, and encourages co-brokering whereby unaffiliated agents and brokers can share commissions based on one party bringing a buyer and the other bringing the seller to the table.

Statistically, it is far more likely for a property to be sold using the cooperative nature and spirit of the MLS system. Most sellers are aware of this system and ask prospective listing agents if their brokerage firm participates in the MLS system in their respective area.

It is interesting to note that many prospective buyers are unaware that properties are routinely co-brokered. MLS listed agents consistently stress that, no matter what broker or agent actually booked the listing, any MLS agent in good standing has the legal authority and right to co-broker a deal.

To sum this up: If you, the real estate consumer pass a property with a sign that advertises the XYZ Real Estate Company, and you call Mary Lou at the ABC Real Estate Brokers Exchange, it's perfectly acceptable, legal, and honorable to do so as long as both belong to the MLS system. Most brokers and agents do participate.

If you see a listing on other web hosts like Trulia, Zillow, Active Rain, Hotpads, etc., the same principle holds true. You should feel free to contact any agent or firm for more information and a showing as long as they are members of a specific MLS.

OK - So Maybe Giving Directions to The Catskills is Loony!

Hello Friends--

You may think this post ridiculous, but I've found many a veteran driver from Metro NY, uninformed about the best route and times to travel up here to the Sullivan County, NY Catskills.

Yes, I know there are a number of programs, websites, and routing software (including GPS) that provide directions.

What follows is the very best route I've found to get to Wurtsboro through to Roscoe/Cooks Falls on Route 17. (Soon to be Interstate 86)

Get to the George Washington Bridge- I am originally from Queens and still travel back and forth there frequently. My favorite route out of the City is to take the Grand Central Parkway to the Harlem River Drive. When you get to the GW-(take the TOP-DON'T GO TO FORT LEE!) and over to the Palisades Parkway be sure to stay in the second lane to the right when traveling over the bridge. Make the turn onto the Palisades in the same lane--why slow down? Take the Palisades all the way up. DO NOT GET OFF AT THE THRUWAY!

Go past the Bear Mountain Bridge exit and proceed to the traffic circle. Go 1/2 way around and make right up the Long Mountain Parkway. The Long Mountain Parkway runs from the traffic circle you just went round directly to State Route 17 West (86 West). It's about 7 or 8 miles. Since the interchange was redone, it's a breeze to enter 17.

At night--it is quite easy to wind up on the road to 9W. If you're not paying attention and you are in the right hand lanes-- you'll be a happy Sullivan County camper later rather than sooner. Stick to the two left hand lanes passing by the Anthony Wayne Recreational Area in Harriman Park.

You've effectively eliminated using 87 North or South (coming home). The drive is more interesting and varied, and if you're driving your ragtop, a great way to smell life.

The best times to drive up: Well again--most city folk know all about rush hour. If you can't start out on Thursday, begin before dawn on Friday. If that doesn't work--try to hit the Palisades no later than 2:00 pm. Or--suffer all the BS entailed going to the mountains during peak traffic time.

Constructions at Middletown is a problem and expect slow downs coming both ways during peak travel times to the Sullivan County Catskills on Route 17 (86). Finding your way around by circumventing 17 in Middletown can be a real loser if you don't know the back roads out of Middletown--for instance-Do You want to Get Lost in Otisville? No one lives in Otis and the founding family simply added the ville because it was politically correct. But you could stop and tour one State Prison and one Federal Prison while you're lost there. Better call first to make an appointment though.

Now coming on home, read this post backwards. Be sure to leave before everyone else does or Whammo--you get to sit in traffic for hours again and rue the day you decided to buy that second home.

By the bye-- If you need help with the back roads, call me.

Do You Need A Real Estate Pro?

Do You Need A Real Estate Pro?


I asked the question because it is absolutely critical for consumers to define our legitimacy and value for themselves. Hopefully, by offering our own ideas of how our service expedites and smoothes the process, the consumer comes away with sound reasons for using real estate agents.

Some people prefer to walk the new or used car lot alone with no help (read interference) from a sales person. Others want a full-blown tour of the lot as the sales person explains different makes, models, and options.

Much like home shopping, car shopping involves many of the same issues of home ownership. Big-ticket item, insurance, registration, taxes, paperwork and a myriad of other details attended to by the salesperson and dealership.

In essence, the car salesperson expedites the sale and transfer of a vehicle to the end consumer. For that service, he or she receives a commission. Those who know the auto sales business understand that good moral fiber, honesty, and sincere service are rewarded by repeat business from the family and friends of the buyer.

How different is this process from introducing folks to our listings or working as a buyer’s agent? We have a copious amount of proprietary information we can easily access for answers. The consumer can also access the same information, albeit more slowly and perhaps less accurately.

Buying and selling real estate is not rocket science. As real estate professionals, we should be careful to define what our functions are and how they serve to benefit our clients and customers.

A good agent wears many hats and is an expediter. Quite often we act as the middlemen/women between two views that need melding and agreement. Whether negotiating price, getting tax information, scheduling and conducting viewings, we certainly perform valuable services for those who understand how special knowledge lubricates the buying and selling process.

John Kavaller

Other People’s Money or Why You Need A Real Estate Pro

The Real Estate Industry is flush with jokers, red herrings, and fast talkers. As with most businesses, the opposite is also true. Professional and ethical sales people are legion as well.

The professional real estate sales person, especially those who earn a living based on commission alone, barter time, energy, and hopefully expertise, for a payday upon closing. The agent performs a valuable service in return for substantive remuneration.

Conceptually, what could be better than using other people’s money (OPM) to earn your own living? Typically, the seller pays a commission upon the successful completion of a sale. The listing broker and or agent leveraged the seller’s resources to gain specific financial gain without risking a dime.

Sounds like a super model to me. Much like the auctioneer who receives a seller’s premium, buyer’s premium, or both, the broker/agent gets a cut off the top thereby earning a healthy living for his/her trouble.

Buyer’s agents often represent clients for a stipulated commission that is akin to a professional consulting agreement. Much like an attorney receiving a specific award percentage for services rendered, the buyer’s agent gets paid by successfully completing a sale for his/her client.

Opening shop requires a license, perhaps a sponsoring broker, phone, computer and access to listings. Start-up costs can be minimal when compared to the expenses borne by other business models.

Is it any wonder why so many seem to be involved in real estate sales? Of course not. And—why the heck do you need one of these people to represent you? What can a real estate agent possibly do that you can’t?

Glad you asked. Let’s use the attorney example. You can represent yourself pro se in court if you choose to. If you believe you have the skill, experience, and determination to win a tort case, you may opt to argue your case as a layman.

Chances are, you won’t win, but you certainly are welcome to state your case without a professional at your side. Most personal injury lawyers don’t get paid unless they win your case. So, you aren’t paying for services unless there is an award in your favor.

Where is the downside? Oh yes—if you manage to win an award pro se, you get to keep the entire award. And, if you lose, you get zilch. Would you truly consider representing yourself after your auto accident?

This logic also holds true for representing yourself in personal real estate transactions. Of course, you have the right to carry out the mission. If you are a buyer, why would you try to navigate the real estate tide by yourself? The seller is paying out the commission, not you.

You may reason you can cut a better deal with the seller by cutting out an agent. Let’s say the seller must pay a 6 percent commission upon the successful completion of his home. Makes sense to ask the seller to reduce his price by a minimum of that amount because of the commission savings. Right?

Not a bad strategy, but you, the potential buyer are leaving a whole lot of money in the seller’s pocket if you haven’t correctly assessed the market. If you’re negotiating 6 percent below asking price, you’re probably paying too much—especially in today’s market.

So go ahead and lowball the price and negotiate up from your first offer? Sound right? Could be a good strategy, but maybe not. Maybe the owners will just tell you to get lost. Maybe you don’t care if the seller’s walk away; but I’ll bet if it’s a home you really want, it makes a very big difference.

Now what do you know about obtaining a mortgage? What do you know about points, application fees, FHA programs, Fannie Mae, Freddie Mac, home inspections, title companies, deed filing, transfer taxes?

Who writes up the sales contract and why? What happens if you don’t understand the contract or want revisions? What the heck is agency anyway and why does that affect you? Should you hire an attorney? Is it mandatory to hire a lawyer for your transaction?

There’s an oil tank in the ground. Should it be tested? Is it leaking? If it is, who is responsible to get the mess remediated. What the heck is a binder and what happens to it if the deal falls through? Leach field, your own well, colliform? Hm? “Ah-just dump some bleach down the well head”—“say what”?

Sure—there are a lot more situations and circumstances that arise in real estate transactions. And frankly, with a computer and some commons sense, you can probably find the answers for yourself. It may take you substantial time, but you certainly can go it alone if that makes sense for you.

For the Seller—Want to save on the commission paid out? May not be a great idea. You may wind up saving a few percentage points, and losing out on a much higher selling price because you don’t do this sort of thing for a living. You may wind up pricing incorrectly for the market place and sit twiddling your thumbs whistling Dixie.

Or you could get lucky—really lucky and have a buyer come along and give you exactly what you want. In today’s market, that is even more unlikely than it was several years ago.

For the Buyer: What is the downside of using a professional real estate agent? I can’t think of one. I could send you a link to the National Association of Realtors site listing all the benefits, but then I’d be accused of be a talking head for NAR and entirely unoriginal—perish the thought.

At any rate, share your ideas as to why or why not using a real estate pro is the way to go or not go. There will be those that consider the logic here entirely self-serving with no merit whatsoever. If you are among that tribe, craft a response that presents your side of the issue. I am sure the public will appreciate your perspective.

Big Smiles Make Me Cry

Big Smiley Faces

Are not particularly good at defining quality or excellent service. If your specific tastes run with how an agent is packaged, then I suppose, a big smiley face is an important aspect of choosing a real estate representative.


Big Smiley Faces

Are not indicative of substance. It is not difficult, nor does it require any real estate knowledge to sit for a fashion photograph. Gleaming white teeth and perfectly matched accessories don’t mean you, the client or customer, achieves excellent pricing for the property being purchased or sold.



Big Smiley Faces

Are not necessarily stylish or graceful in person. Calmness in the face of challenge, negotiating skill, rational thinking, and research based on analysis are some factors that actually DO translate to credible service for your commission dollar.

Big Smiley Faces

Work well for used car salesman some of the time. Shiny gold colored cuff links, monogrammed shirts, and paisley ties certainly do have their place in the business world; but do you want this sort of representative when you are buying or selling a top asset?

Big Smiley Faces

Are often displayed in other ways besides good looks or lack thereof. Hiding behind paperwork, making up answers without having the real answer, hesitating too long when a direct question is asked, and ignoring your requirements often go hand in glove with the grand smile approach.

Big Smiley Faces

Indicate, at least to me, that the advertiser is more concerned with themselves and how they look than they are with how best to represent your interests. Those who know this business are not likely to brag. I keep my personal and intimate life off the Internet—regardless of the social networking milieu that’s the current social idiom. Big, splashy presentments are usually lies covering up truthful representation.

Big Smiley Faces

For some reason, have become part of traditional real estate web design. I don’t know why. Being beautiful, having brilliantly white teeth, perfect accessories, sturdy face with just enough ruggedness to portray the manly approach are fine. These attributes, however, should not be the main focus. Mr. Clinton, then vying for the presidency used: It’s the customer and client stupid, not you, who is important." Well- I did take just a bit of poetic license to adjust the slogan.

And--I am going to remove my photo soon--promise!

What you need to put a deal together

What you need to put a deal together

Conceptually, buying and selling property is no different than buying or selling any other commodity. Basically--a product, buyer, and seller define the process. Why then does it seem difficult, especially in current climate, to bring a fair deal to the table?

Kick these around and see if they ring true for you.

1) Lenders are not being especially cooperative or efficient: If the former rule of thumb was to lend to almost anyone, the current climate now often denies individuals who are credit worthy.

Where no documentation was required, the lending institutions now require several paper mountains to accumulate and be reviewed by over worked underwriters. My recent dealings with lenders demonstrates a lack of motivation to lend.

(Side note on single and double wide manufactured homes: In our rural area, single and double wides abound. Single wide mobiles are totally off the table. If a client can't buy for cash, they are out of luck. Double wides are extremely difficult to get through. The interest rates are 1.5 to 2 points higher for funding than conventional loans. Additionally, loan terms are generally a maximum of 20 years. Lenders often require 30 or more percent down. Although some financing programs still do exist (FHA)the stringent requirements, soon to be even more stringent, disallow our working populace the pleasure of owning a home.)

2) In my home market of Sullivan County, NY, sellers still remain somewhat unrealistic in their expectations. New listing prices are often not supported by current market conditions.

3) Buyers, knowing it is indeed their market, are lowballing offers that simply don't make the grade. It is one thing to offer a certain percentage below realistic pricing, say even 20 percent for starters; it is quite another to slash a well documented price tag by 50 percent. Recent data in our county suggests that 12% percent below adjusted asking prices (prices revised downward from original listing price) are the number at which most consummated deals are made.

4) Our economy is not conducive to buying homes. Home inventory is quite high and serious buyers are scant. Prices may yet fall further. What are the incentives to move quickly on a purchase?

5) Appraisers seem afraid of using the higher comparables available for analysis. Experience in my home market demonstrates that deals fall through based on properties not apprising out--a mortgage killer in many circumstances.

Although many other factors are involved in real estate transactions, the points discussed here are more than enough to make seasoned veterans bite their nails.

So--I closed a deal on Monday

The saga started in February 2010 Yes ma'am, that's right. 4 months later, Wells Fargo Bank decided they would fund the loan and allow my clients to close.

The transaction went smoothly at first. Both buyer and seller came to a quick agreed upon price. The FHA inspection went very well. My client scrupulously dotted her I's and crossed her T's. She should have said more Hail Marys though.

The owner traveled up from Florida to arrange the selling details. Little did he know that the couple of week trip would burgeon into a full-fledged two-month ordeal of sleeping in an empty house on the floor. His patience went south as the process kept dragging on.

My clients were living out of cardboard boxes and eating cereal-- all three meals-- while their lender sliced, diced, mixed, pureed, and heavily salted the lending file. They could not have been working on my client's file in a professionally seasoned way. This loan was not getting cooked at all--it wasn't even thawed.

I did what any self-respecting realtor would do. I called the loan officer at Wells Fargo numerous times and was assured all requirements were met. Then, I'd call and asked: "When will the loan come through?"

Ms. Loan Officer replied: "Oh, it's in underwriting and out of my hands." I'd call again and inquire as to the loan status. Ms. Loan Officer said: "Oh, so glad you called we need 50 more documents. Underwriting sent it back to us."

I responded: "Oh, you want us to send the 50 documents we sent you 2 months ago?" Ms. Loan Officer responded: "Yes, somehow, they never got to the file." My last two calls to Ms. Loan Officer never were returned.

It's pretty evident to me that Wells Fargo isn't interested in mortgage lending. I don't know what they are interested in doing, but helping buyers into homes is certainly not on their current agenda--don't know if it ever was.

It's pretty evident the loan officer wasn't doing her job well, professionally, or attentively. I suppose you can just file your nails and get paid for doing that.

My clients were furious with the entire procedure. I was furious with the entirely hostile lending environment and attitude of Wells Fargo and their representatives. Needless to say, I will not suggest any of my clients use Wells Fargo.

And you know something? I think that's exactly what Wells Fargo had in mind.

P.S:  Oh yes, we did close yesterday--thanks Wells Fargo

Business is Business-All Is Fair in Real Estate, Love & War

If I may take a very hard stance here: My opinion is based on business reality. The fact that you renovated beautifully, sunk a ton of money into your Victorian, and are receiving mildly interested offers at 15% or more below your asking price is a common problem in today’s real estate market here in Sullivan County, NY.

These facts pertaining to your home for sale are important to be sure. The pricing model, however, needs to be reworked.

Buyers understand current market condition to be in their favor by a wide margin. The psychology is fairly simple: " I am the buyer (a rare breed these days). I have the cash and financing, and if these sellers won't negotiate down to what I consider a bargain, I'll find another seller that really needs to get out."

Sitting at the poker table with your last $20.00 bill means one thing to an experienced player--you're out of the game next hand. If you cannot afford to keep your Victorian due to financial difficulties and telegraph this to anyone, you have a problem. In essence, you too are out of the game and will not get an acceptable offer on your terms.

If I were a potential buyer, I'd preview your house, get your financial situation clarified, (and there are a number of ways to investigate your financial condition.) and low ball my offer and leave it stand. As harsh a reality as this is, deals are being consummated based on buyer awareness that there are a ton of properties out there and the price can be negotiated down, down, down--business is not supposed to be emotional. It's supposed to be factual.

A caveat here: No sellers are anxious to divest at fire sale prices; but, in order to move the property, it is the only option. If you are, however, in a desirable market where inventory is low, you may be in a much better sales position--even considering today's climate.

It is my sense that deals are being made based on the "blood in the water" model. Easy prey gets eaten first. In order to sell YOUR property, you must know how the other side operates and counteract that "play" with your own strategy.

You must always negotiate from strength or you lose out. What power position(s) can you legitimately present to a potential buyer? How can you portray that your Victorian is just the right home, at the right price, and you are willing to consider some creative selling options?

Can you hold paper at an attractive interest rate? Are there comps that justify your asking and final negotiated price target? How is your agent marketing your home? How should it be marketed? Can you delay selling?

There are thousands upon thousands of homeowners who got caught up in the house flipping frenzy and are now experiencing difficulty hanging on. I am not suggesting that you fall into this category, but many do.

And--this is MY perspective at this time in my market place of the Sullivan County Catskills. Your question is one that seller's are always asking and it is a great opportunity to address just a few of them here.


John Kavaller
Licensed NYS Agent & REALTOR®
845-482-3200 Ext. 13: Office
845-492-0261: John’s Cell
john@catskillsales.com
http://www.catskillcountryrealestate.com/

To Call or Not To Call, That is the Question

Mike Nastri, on Active Rain, Raised this question HERE


The quote below is from Realtor ®Mag and referenced by Mike. It is repeated below for clarity.


Best Practice #2: Don't Call Them

If you've somehow acquired a prospect's phone number and you're tempted to pick up the phone, stop yourself. It's generally a bad idea. Why? You risk driving that potential client away because in all probability, he or she just wanted information, not a salesperson trying to set up an appointment.

Most human beings feel vulnerable and defensive when they're on the phone with a salesperson with whom they don't have a relationship. That's one reason why Internet is such a popular place for prospects' to gather information before speaking to a real estate professional.

So, is it ever appropriate to call an online prospect in response to an online inquiry? Yes, there are a couple of exceptions.

•If the prospects explicitly ask you to call them and provide their phone number.
If it is clear that the lead has come directly from your highly targeted Web site, and the prospects offered their phone number voluntarily (in other words, they were not forced to reveal it in order to access information on your site or order a report). It's so important the lead comes from your highly targeted Web site because then it's more likely they've already learned about your business and have started trusting you. That's a contrast from most inquiries from third-party lead generation services or "one size fits all" sites are actually quite cold.

--------------------------------------------------------------------

Since this is such a hot topic, I asked the Trulia Audience the following:

There is a debate raging within the professional real estate ranks. The conundrum centers on this question: Should real estate professionals take the initiative to call people who register on their websites?

As a real estate consumer, your opinion is highly valued. What follows is a prominent dilemma we face as professionals in this very competitive field.

Scenario: You (the real estate consumer) arrive at a super real estate website. You have come to the site because you want to search home listings for a certain area. You click on FREE Search and arrive quickly at the search area. Here you input your search criteria, press search, and there you have it--a parade of listings that hold your interest. When you press for the next page-a registration page appears. You are asked for contact information. Please give us your name; telephone number, and email address are the basic questions. In order to proceed with your search, you have to input your information.

Question: Is this a fair trade off in your mind? You are trading your personal information for the opportunity to continue searching. You realize that the outfit asking for the information will probably contact you. Do you want to be contacted? If yes, in what way? Via email? Via Phone? Both?

Question: It is difficult to know what consumers want and or expect. When you leave your personal contact information are you leaving it so you are contacted? Leaving it as the price of admission and feel coerced? Angry that the website owner/sponsor requires you leave personal information.

As a legitimate consumer seeking real estate services, what approach should real estate professionals use to gain your business? This is the central issue.

Your responses are truly appreciated and will open up thousands of eyes in our field. Thanks for your help folks.

John Kavaller
Licensed NYS Agent & REALTOR®
845-482-3200 Ext. 13: Office
845-492-0261: John's Cell
john@catskillsales.com
http://www.catskillcountryrealestate.com/

I have cash and it seems no one wants it!

From Trulia Home Buyer Swimhikesky SAID:
I am looking for a second home in Sullivan County NY. I'm getting so frustrated because it seems that sellers are not being realistic in this market and are being very firm in their asks. What makes it even more difficult is the fact that nothing is selling up there and there are no real comps. I've been bidding about 15 or 20% off the ask and willing to negotiate from there. Is it me who's being unrealistic? I have cash and it seems no one wants it!

I answered:
Hello Swim-Hike-Sky--So you like to swim, hike, and maybe skydive or rock climb. Great handle there. Great question. Here's my take:
Comps are difficult to come by for certain properties. We don't have large row house developments or hundreds of tract homes from which to draw. Acreage varies substantially from property to property. Water front factors also contribute to lack of clarity in the general pricing model. Almost every parcel is unique in character, age, and disposition.
Local homeowners are very different from second homeowners. Sullivan County is not known for high salaries and luxury condominiums--although, we do have some of each. We locals may be bit more negotiable if we intend to sell.
Second homeowners, however, are much different. Since, in many instances, there is no financial pressure, the seller just crosses fingers and hopes to get an unrealistic higher price. These are not serious sellers. They are casual sellers unmotivated to move their property.
Some second homeowners are bleeding, but not profusely enough to come to their senses. I think reducing listing price to reasonable current market conditions is certainly the way to go. Most real estate folks agree that legitimate pricing is a prime factor in bringing buyer and seller together.
When I make a listing presentation, I let the seller know that the best shot at selling has more to do with correct pricing than my skills or experience. Reasonable pricing, using the best available comps, lubricates the successful property sale.
Some of those comps may be derived from sales more than 12 months ago--perhaps even longer because of the economic malaise here and across the country. Generally, you'd want to have the most recent sale stats to gage an opening negotiating stance. Due to the lack of overall sales, comparables remain elusive. Those apples to apples comparisons we do have, show a very real decline in average sold prices.
Negotiations often ruffle feathers. Matching a buyer and seller involves misplaced feathers sometimes as well. Find out as much as you can about the seller's needs. Maybe a quick closing, or rent back clause would bridge some of the monetary issues that tend to upset sellers when they believe they are being lowballed.
Meanwhile--good luck with your search.
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John Kavaller-Licensed NYS Agent & REALTOR®845-482-3200 Ext. 13: Office-845-492-0261: John’s Cell

I Respectfully Disagree with Your Market Analysis

He Said:

DEAR JOHN

GREETINGS.
THANK YOU FOR INFORMATION, UNFORTUNATELY, I WAS INFORMED, THAT ------------------------------- (IT)IS NOT A WISE PLACE TO INVEST AT THE MOMENT, MARKET IS DOWN AND HEADING DOWN, HOUSE PRICES FALLING AND TAXES ARE SKY HIGH, PLUS MANY TENANTS DEFAULTING ON RENTS.
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I Replied:

Hello Investor:

While I respectfully understand your assessment of the the market place in the Sullivan County, New York Catskills, I'll comment that your conclusion actually applies to almost the entire country. You seem to be a very serious investor and a person who knows the rental business. My grandfather was an immigrant who made a fortune in NYC real estate prior to the Depression. After the Depression, he made yet another fortune. Why?

Because he had some cash that others didn't have and knew opportunity when he saw it. There are always tenants who will not pay the rent. That's just a simple fact. Taxes go up just like all other items. Now, can you get a better deal for your money? You may be able to find property where taxes are low and tenants always pay. When you find that situation and can guarantee it, I'd like to be your partner.

My meaning is very simple and straight forward--you've been around awhile and so have I. Tenants will always be tenants. Taxes are a sure bet. "Experts" are a dime a dozen. I can find you experts on both sides of the fence saying exactly the opposite of each other on any given topic on any given day. Those who do not follow the crowd are the most successful investors and property owners.

I can find many reasons not to buy. Everyone of them makes sense. Every one is logical. We'd still be in the stone age if those who really knew didn't take a chance and bet the bank on an idea that came of age and made an absolute fortune.

To sum up Sir/Madame-I'm not trying to convince you that this situation is right for you. I am responding to your logical comments--because they make sense, but miss the mark. It is exactly because taxes are high and some tenants may not pay (As far as I know, that doesn't happen to be the case with these apartments), that you'd get a super deal on a place that will pay for itself over time, year after year, through good and bad times. That's just the way a solid income property works if you maintain it properly.

REALTORS® Need the Moral High Ground

The public is well served by real estate representatives who truly subscribe to a moral and ethical personal view. Those with integrity behave with dignity modeling the Golden Rule.

I believe the optimal agent is one that renders purposeful service backed by experience, maturity, and client/customer focus. Expediting “the deal” means advocacy for the party you represent.

Disclosures, transparency, clarity of purpose are among the qualities defining excellent service. Why do Realtors need the Code of Ethics? Unfortunately, not all of us really conduct our business this way.

It is my hope; we all endeavor to do the same. Your thoughts are most welcome and appreciated.

Gambling In the Sullivan County Catskills of New York

HERE WE GO AGAIN-GAMBLING IS BACK ON THE TABLE

Gambling has been on and off the table here in the Sullivan County, NY Catskills for many a year. Our area is well situated for gaming, a point the players in casino development well understand.

The Catskills are closer to the NYC Metro Area than Atlantic City, Foxwoods, and the Mohegan Sun. There is just a vast pool of customers from which to draw and we’re just a couple of hours from Manhattan. Gaming makes sense, except it’s never materialized

The hotel industry, in its heyday here in the mountains, floated the idea on numerous occasions. Off reservation Indian Tribes have made deals, canceled deals, re-instated deals. New York State has been supportive of the gambling agenda at times, while other times, the political climate ran in the opposite direction.

Perhaps the most difficult hurdles to overcome were the federal and state legal requirements that would allow legalized gambling in New York State. Even those issues seemed to be overcome within the last several years only to be killed by Mr. Kempthorne, former Bureau of Indian Affairs ruled Off-Reservations Tribes did not qualify for gambling venues outside specific reservation lands.

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By Victor Whitman
Times Herald-Record
Posted: February 10, 2008 - 2:00 AM

What happened? (To Gambling In Sullivan County?)


SEE SIDE BAR from above article

The rejection

Interior Secretary Dirk Kempthorne on Jan. 4 rejected 11 applications for off-reservation casinos, including the St. Regis Mohawk proposal at the Monticello Gaming & Raceway and the Stockbridge-Munsee Band of the Mohicans project in Bridgeville. Nine other tribes were notified that their applications were incomplete.

On what basis?

The Interior Department adopted the policy of "commutable distance," denying the casinos because the tribal members could not commute from the reservation to the site of the casino, in the Mohawk's case 350 miles away. This clarifies Interior's longstanding regulation to grant more scrutiny to land into trust applications proportional to the distance from the reservation. Marking another shift in policy, Interior issued a blanket rejection of the 11 projects based on this rule, having previously notifying the tribes that each project would be evaluated on the individual merits. As to the Mohawk project, Interior ignored state and local support.
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The gaming issue has had a torturous route—at times so close to actual approval, developers, architects, and serious plans were set before the formal political machinery of Sullivan County.

Actual tribe negotiations took place, planning and zoning boards reviewed site details. Yes, we almost had the opportunity to tap into a tremendous entertainment reservoir perfect for our County—at least, that’s what gambling proponents claimed.

A wealth of relevant information exists on-line. Suffice it to say, I’ve opened up this topic because, yet again, gaming in The Catskills is heating up again.

Here’s the article explaining why gaming may be back on the table in the Catskills:


Here is a timeline for the Casino Gambling Issue in the Catskills of Sullivan County, NY.

John Kavaller
Licensed NYS Agent & REALTOR®
Catskill Sales Associates, Inc.
http://www.catskillcountryrealestate.com/
845-482-3200 Ext. 13: Office
845-492-0261: John’s Cell
845-482-3632: Evening
john@catskillsales.com and catskillsrealestate@gmail.com

You Just Want To Sell Me Something . . .

Actually, you’re right—but I want to sell you what you want, not what I want. We’re talking about a home not a used car. In order for me to “sell” you that home, you must be “sold” yourself.

Experts suggest you find an agent that fits well with your personality. This professional relationship is central to good service and finding you the right property. You’ll want to work with a realtor you trust—one working to meet YOUR objectives.

The realtor actually helps you sell yourself by providing information relevant to your specific goals. The wide array of important details like, tax information, neighborhood pricing comparisons, school district locations, mortgage lenders, home inspectors, attorney or title company recommendations play an important role in the process. And, these services are only a few necessary components to consider when purchasing a property.

You want clear and relevant explanations to your questions. You want guidance in the negotiating arena; you want solid opinions based on experience. You want a personal accommodation indicating YOUR needs come first.

I won’t tell you how to spend your money, but I will work diligently to earn your trust by providing excellent and timely information. Buying a home is not a hard sell proposition in my book. I PROMISE NOT TO SELL YOU. I WILL PROVIDE SERVICE ALLOWING YOU TO SELL YOURSELF.

Want To Live Privately, Comfortably, and Affordably?

These are not idle words simply meant to peak your curiosity. These descriptive terms define the essence of what the Sullivan County Catskills of NY really mean to me.

Being married to a native daughter of these mountains gives me some perspective on the life style here. My very own dairy princess comes from a farming family in the Beechwoods Area of Western Sullivan County.

These Beechwoods, defined locally as the road that runs over the mountains between Jeffersonville, NY and Callicoon, NY (County Route 164) are home to majestic views, somewhat isolated property parcels, and my wife’s home farm.

Many second home residents have chosen to live on this rural route and extend their abodes to the surrounding hills, dales, and glens of this truly bucolic and serene landscape. Of course, the original families and local folks also share the bounty of this land.

The rural nature of Western Sullivan County lends itself to privacy. We have a small year round population which means fewer neighbors.

Comfort is a personal concept. I’m positive you have already interpreted how you want to relax. I am reinforcing that privacy and comfort are often critical factors in wanting to be here in the mountains.

Affordability is also a key element for those wanting privacy and comfort. Not much has changed since your parents and perhaps grandparents made off to the mountains in search of a cooler summer and a swim in the Delaware River.

Western Sullivan County, NY is awaiting your exploration. When you settle down here, be prepared for a slower, sweeter, and more affordable life style. You deserve it.

John and Marilyn