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.

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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.
Visit The Sullivan County Catskills Now
Contact Me Here For More Information
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