Matthew Maschler:
Welcome to the Real Estate Finder podcast. I’m Matthew Maschler, the real estate finder@realestatefinder.com. And with me as always, Stacey Garcia. Hi, Stacey, how are you? I’m good. How are you? And we have a special guest today. You’re the probably the most often repeated guest on the Real Estate Fund, real Estate Fund podcast, Jill Glenser. How are you, Jill? I’m great. How is everybody out there? Uh, can’t answer. We don’t know <laugh>, don’t we hope. Good. You stumped me. She doesn’t usually stump me, but she, but she did. She did. So I had an interesting conversation the other day. I was, uh, heading to a listing appointment and, uh, Preston was coming with me. Um, I said, Preston, you’re already, cuz you’re gonna have to take the lead on this one. He said he was. And we were, we were at my house. So, uh, my wife Wendy says to me, so how did you do that?
How did, how, how does it start? Because, uh, the listing point was, was a, a friend of hers. And, uh, so I said, Preston, why don’t you tell, uh, Wendy what the process is? So Wendy explained the whole process. Uh, so Preston explained the whole process, how he made a cma, which is a comparative market analysis. You’d wanna see what other houses, similar houses are sold for, um, or are asking what your competition is. And he went through, you know, the, the whole process with Wendy. And then, then I looked at them and then, and I said, well, I think a very, very different approach. It’s, it’s not right or wrong. It, it’s just different. And they looked at me and they said, what is it? And I said, well, uh, what I do is, and someone called me up and said that, you know, they were someone I hadn’t spoke to for a while, called me up and wanted me to come over, right?
So they must wanna sell their house, or buy a house, or, or need me for something, right? So they know what they wanna tell me. They’ve been thinking about it for a while. They’ve been thinking about me for a while. Um, I was honored and happy that they called, but my mission, uh, wasn’t to go over there and show them a cma, show them what their house was worth. My mission was to go over there and say, oh, what’s up? My mission was to go over there and listen, because whatever their plans were, um, they, they’ve been thinking about it for a long time. Uh, you know, the, the couple, the partners, uh, the owners in the, of the house, um, and it’s a, it’s a very important move that they’re making. They didn’t, they didn’t just decide one day to, you know, buy a new car.
Cause they like the color. Uh, so my goal was to go over there and not sell me. I’m, I’m already being called, I’m already in the house. It’s if I, you know, I, one, one I once went on a listing appointment years ago where someone wanted me to sell them on me. And I’m like, listen, I’m not the real estate fair where you click your heels three times, say, I want to sell your house. I’m in your living room. If you don’t think I’m the best person to sell your house, what am I doing in your living room? If, if you don’t think I’m the best person to, uh, to represent you, if you don’t think I’m, uh, I’m good enough, um, good enough marketer, I’m standing in your living room. Like, that’s proof. But I didn’t just appear here because, you know, you’re like the Martian from the Jetsons. You just appeared <laugh>.
Staci Garcia:
It’s funny, the real estate fair, I just imagined you with wings.
Matthew Maschler:
Pick your hair heels three times. I want someone house Matt Pearson. Right? Like, no, that’s not what happened. You know, but the per the person literally said, I don’t know you <laugh>. Like, that was so funny. Well, I’m in your living room, <laugh>. So, so my, my plan was to go over there and listen, find out what the plan is. Are, do they definitely wanna sell their house? Are they just thinking about it? They’ve, they’re just curious what the market is. Can they really get more for their house than they think it is worth based on everything that they’re hearing in the news? Um, you know, maybe, unfortunately, maybe, maybe it is the relationship over and they need to find two new houses. I mean, I have no idea. No idea what they want. Um, so my goal is to just go over there and listen and figure out how I could help.
And, and sometimes that means, uh, you know, the people wanna stay. I went on a listing appointment and, and they weren’t a hundred percent sure if they wanted to stay or not. So, um, you know, and I think people who know me know I’m not pushy, right? So I’m, I’m not trying, trying to just make my commission if you wanna stay. And then I gave ’em advice on what to do if they wanna stay. Um, so, so I went over there and, and, and my, my goal was to listen to what it is that they had to tell me, because that’s the most important. So that’s how, that’s how I to answer Wendy’s question. You know, how do you start? Um, I, I think it starts by that. I think it, it starts by answering the phone call. So that’s what I wanted to talk about today is how do you start, as you’re a home seller, you wanna sell your house, what is the process like? And, and what is the process like on the real estate, uh, agent’s end. And that’s why we’ve brought Jill and to say, okay, Jill, uh, we have a listing appointment on Tuesday. Mm-hmm. <affirmative> at a house in the bridges. Mm-hmm. <affirmative>, what do you do to prepare for that listing appointment?
Jill Glanzer:
So to prepare for the appointment, you know, sometimes that conversation that you’re talking about in person, I’ll have over the phone a little bit. Like, why do you wanna sell your house? I wanna, I do wanna understand that before I start going to work,
Matthew Maschler:
And we, and we won’t disclose that to people, but the motivation of why you want to sell your house to really understand do, are you, are you, you know, job transfer, you’re moving? Are you definitely selling, maybe selling? What’s
Jill Glanzer:
Your timeline?
Matthew Maschler:
We need to know that motivation, because
Jill Glanzer:
All of those things make a huge difference when you’re meeting with them on how you’re going to present yourself. And so, really, you know, it’s having that conversation with them. And then it’s really knowing the market. You know, it used to be years ago, you would just pull up the comps from the last 90 days and you would know exactly what’s sold and you know, the price per square foot and whether it had a pool, and you could just like make a c m It’s a little more complicated today because things that may be sold in the last 90 days might be inaccurate because the market’s changing so quickly. So I like to look at what’s sold in the past 90 days like I used to. And then also looking at what’s pending and what’s active. Because what’s pending and how long it’s been on the market when it went pending, is really gonna tell you like, what is the going price right now?
Right? Because if something sold for a million dollars 90 days ago, and now that exact model is pending at 1,000,002, but it penned it three days ago, within three days of it being listed, we know that it probably went for close to ask price or maybe a little more. So that gives me an indicator as to what the going price is. And maybe I raise it a little bit more. I mean, at this point in that market, you might even, you know, list listed at a little bit higher than what it’s pending at. And then you’re gonna go look at last what’s active. So you’re really doing a complete marketing analysis based on solds, pendings and what’s active on the market now. Because if something, the same model is active, I just wanna know that going in. So I don’t know what their house looks like. So now I’m like, okay, let’s meet, I do all that work. I talk to them, I did the work for the marketing, I understand the, you know, what’s going on in the market, and now I’m gonna sit with them and try to understand them a little deeper and look at their house and see what the condition of their house is.
Matthew Maschler:
One of the things I like to ask when I’m at the house is, what is it about this house that made you buy it?
Jill Glanzer:
That’s a great question, right?
Matthew Maschler:
Because there’s, you know, sometimes, you know, every house got a bathroom, got a kitchen, right? But what is, you know, I wanna know what they loved about the house. What is the, what is the what, what is the thing that made it special to them? Um, you know, sometimes there’s always a deficiency in a house too. Yeah. And right. Some people don’t care as much. So some people don’t mind if it’s near a road or near a highway, or, or if it, some people want it in the cul-de-sac. Some people don’t, don’t mind if it’s, you know, the, some people don’t mind a deficiency, and some people really mind it. Um, and sometimes someone doesn’t notice the deficiency that the next, you know, every time we we go to sell the house, there’s always, you know, everybody, I find
Speaker 4:
That’s absolutely true. Yeah. Like, just what you said about the railroad checks mm-hmm. <affirmative>, um, people don’t know what they can’t see. Right. And you know that the railroad tracks might be behind your house or in front of it, or on the next street. And an a buyer won’t know that, but you wouldn’t, you wouldn’t know. And if the buyer’s
Matthew Maschler:
Coming from a city, the, the noise isn’t, it doesn’t
Speaker 4:
Bother them. Right.
Matthew Maschler:
Problem. It’s really not that bad. The other thing, what, what also can change is if, if they bought in a different market, right? Right. In this market, we’re buy, people are just buying anything. Yes. Um, when you go to sell and, and there’s that deficiency that makes it very difficult to sell. Mm-hmm. <affirmative>, it’s not that bad in a buyer’s market. It, it could be impossible. So, so that, that’s interesting. So, all right. So we, we go on the listing appointment. Uh, I wanna see the house, I want, I want the homeowner to show me the house. Yes. Right. Because I’m gonna use those words in my marketing. I’m gonna capture some of the words that they tell me. Uh, when I, when I go to sell the house, when I go to describe the house, because I, I need content for my marketing. So I want the homeowner to show me the house.
I want them to tell me what it is that they love about the house. Um, and then, you know, we, we need to, the, the, we need to create our listing agreement. Um, and then we need to create our marketing plan. Uh, sometimes we bring in bridge at the stager who you saw, who you, you guys might have met a few episodes ago, uh, maybe two episodes ago. We had Bridget at the stager who, who my very next listing appointment after, uh, the Bridget episode. We brought Bridget in right at when we saw the, the right after we signed the listing agreement, she out great. We got the house, uh, cleaned and staged nicely. It was, um, just a really perfect, really wonderful part of me is wondering if I should bring her on listing appointments. Oh, really? Like, yeah. Right. Like, I don’t, I don’t, you know, to, you know, even if I don’t get to listen Right. Showing up, you know, in force with a couple of agents and my stager. Um, but then again, you never know what the people want.
Jill Glanzer:
And maybe they wanna divulge some information that’s personal and they’re right. They don’t want, so it really just depends on that first conversation. Yeah. Even over the phone, you kind of know,
Matthew Maschler:
You kind of know,
Jill Glanzer:
Because if they’re like, Matt, I’m ready. This is my story. Mm-hmm. <affirmative>, I’m ready to list, then you could just write up your listing agreement, send it to them, and, you know, they could review it and they might not sign it right away, but at least you’re prepared. But then some people might not be quite ready for that. So you kind of gotta read your audience, right? So
Matthew Maschler:
After the listening agreement is signed, um, then we go to work, right? I try to schedule my photographer right away, all, although sometimes I might have to wait if they need to clean or declutter or stage. But I wanna, you know, I can’t do anything without my photos. Yeah. So I wanna get my, I, I wanna get the bridge in, I wanna get the cleaners in. I wanna get, uh, the house photographed, drone photographs, aerial photography, get all my marketing together. There’s always a discussion about showings, right? Mm-hmm. <affirmative>, um, if the property’s vacant, you could put a lockbox on. Uh, and a lot of markets are, you know, they, the lockboxes, um, you know, the are on all the properties and, and the buyers can show themselves. Buyers agents can show themselves. Very rarely do I find in Boca, uh, are we using lockboxes?
Um, and, you know, and the listing agents in here, mostly in Palm Beach County. The listing agents generally show there are, there are other areas of Florida, other areas of the country where the listing agent doesn’t show up at the, at the show, which is true. Uh, actually I was, um, I was showing in Coconut Creek, and I’d say about half the time the listing agent was there. Yep. Um, so, um, you know, generally our practices that the listing agent is there. Um, but you have to have a conversation. Sometimes it’s the right property for a lockbox. You want to go over with the seller, the, the parameters of how much notice do they need before showing, and any anything you want to
Jill Glanzer:
Add. Yeah, no, definitely. You gotta go over what, what do they expect from showings? Can they get their house ready in two hours? Do they want to be available all the time to show? Are they like, Hey, I’ll get the dog out. I got the kids out. Show it whenever you can. Like, I wanna show it with two hours notice because I want this to sell. Other times they’re like, I need 24 hours notice. I need two days. And the cleaning ladies here on Wednesdays and Fridays, you can’t show during that time. And it’s best to show right after that. So it really just depends on the customer. But besides showing while all that’s going on, like when you’re scheduling, when you’re getting the photographer, and while all that’s happening, there’s some other things simultaneously you need to do so that you’re ready for the live, you’re ready to turn it on and put it in the mls.
So first you have to write the description, because usu I could usually be impressed with any house, no matter what it is. I can fall in love with a house. So I always try to figure out what do I love about this house and what makes it special. And that comes from the owner’s words, and it also comes from my impressions of the home. So I start writing the copy, and then in addition, I contact the HOAs. I contact, if it’s a country club, I contact the country club. What are the things I need to know? You know, what are the restrictions in that club? Cuz I need that for my listing, and this is all things I need to do to prepare. I can’t just wait until the photography’s ready, or, or they’re ready. I have to do all this work in the weeks that I’m getting prepared and know everything because I am a listing agent that wants to know the answer to every question.
Speaker 4:
So I, I love that because when you look through the mls, people lately haven’t been putting the answers to any questions. And they just basically, they half asset, they don’t put anything. So if, if you need to know the restrictions, whether you can rent it in the first year or the first two years more than once a year or in three times a year for whatever amount of days. All of those questions nobody’s putting the answers to, so they haven’t done the work, then the buyer’s agent needs to do the work. And the buyer’s agent, you shouldn’t load it on them, even though they do need to, um, double check it. Obviously it’s on them to follow through. But if you provide them with all the documents and, and also a seller’s disclosure and attach everything to your listing, then the less work they have to do, the more I think that they will be interested in your property.
Matthew Maschler:
All right. So I don’t know if we ever did, um, an episode on the seller’s disclosure, and I don’t know that, um, it would take a whole episode. So, because we’re talking about the seller’s side of the transaction, right? I’m gonna take that cue and talk about the seller’s disclosure, okay? Okay. A seller. First off, uh, there’s no requirement for a seller’s disclosure In Florida. Florida law requires a seller to disclose all known material facts that can negatively affect the value of the house. So if there’s a problem with the house, but it doesn’t affect the value, right? Then you don’t have to disclose it. So it has to be known material defect that negatively affects the value of the house. Uh, so if the seller didn’t know, but the sellers can’t play with that, right? Like, you know, if, if the wife knew and then, you know, she, um, uh, somehow said, and the cell and the, and the husband, you know, signed the seller’s disclosure, you can’t, you can’t play like that, right?
Um, if the agent knows that counts. So that’s one of the reasons why, like, with, with inspection reports, a lot of times the, the, the listing agent doesn’t want the buyers to send the inspection report because now the seller knows, right? Um, so if, uh, the known material defects have to be disclosed, otherwise, if someone buys a house afterwards, they find out something negative, um, they can sue, um, because of a failure to disclose a known material defect. So what we do at the signature, uh, real estate companies and a lot of real estate companies do, is, uh, we have what’s called the seller’s disclosure. And the seller can disclose all of this information, and by an answering the seller’s disclosure, truthfully, fully, honestly, what it does is it protects the seller from any future claim that says, you didn’t tell us that, right? So the seller’s not required to do a seller’s disclosure.
Sometimes the buyer’s offer will ask, we want a seller’s disclosure within the next number of days. And if the contract’s signed, then the seller’s required to do the seller’s disclosure, because it becomes a contractual term between the buyer and the seller. So, sellers have to be careful not to sign that term. If they don’t agree to that term. You have, you know, that’s a listing agent. We have to point that out to the seller. But good practice is for the seller to complete the seller’s disclosure when we do the listings so that we know all the facts, the age of the roof, the age of the acs, what utilities are needed, and it protects the seller from any future claim from a buyer that says, you didn’t tell us that. It also helps us sell your property. But a seller’s disclosure is not required. If the seller doesn’t, if the seller says to me, I’m not filling, filling the seller’s disclosure, well, I say, that’s your choice, right? It’s, it, it’s not required. Um, and that’s my 2 cents about the seller’s disclosures.
Speaker 4:
And in addition to seller’s disclosures, I like to attach documents that are helpful to the buyer’s agent. So the buyer’s agent doesn’t have to do the research. So if there, if I have any documents related to the house, I’ll attach ’em. If they’re not as current, I will even write that the buyer’s agent can contact and then put the management company’s information for the, uh, community. If there is no community, and it’s no hoa, I write, it’s no hoa, and you’re not missing anything. You know,
Matthew Maschler:
I showed a property out of county, right? So it was a couple counties away where I didn’t have access to their mls, uh, for a customer over the weekend, customer said, I’d like to see this house. So, um, so I emailed the listing agent and I said, Hey, I’d like to make an appointment to see this house today at one o’clock. I wasn’t a hundred percent sure how I was gonna show it, but I wanted to get the listing, I wanted to get the showing first, and then I’d figure that out. And then, uh, the listing agent emailed me back, uh, make the appointment on showing time.
And I even said in my initial email that, uh, not I, I just joined the mls and, uh, I don’t have, uh, everything set up. Everything’s set up, just set up just yet. I’d like, you know, would’ve been possible show at one o’clock, made the appointment showing time. And actually, now that I think of it, I should have went to showing time and tried. I assume that I couldn’t be, I’m like thinking about this right now on air. I assume that I couldn’t because I’m not a member of that mls, but I don’t think that the showing time app would’ve prevented me from making that appointment. Uh, but anyway, um, I found a, a local agent that I partner with, uh, in that area. She made the appointment, showed my, showed my clients, uh, they had a couple questions. So then I said to the next day, I sent, I sent the listing agent, hi, thank you for letting me show it yesterday, letting me computer lobby me.
Right? She didn’t, she didn’t really let me Thank you for letting me show it, show it yesterday, had a couple questions. I listed three questions. Listing agent replied, check the seller’s disclosure. It’s in documents <laugh>. And I’m like, <laugh>, this li kitchen is really working hard for her customer, right? And I’ve been there, I’ve been in her shoes, right? You know, make appointments on showing time and, and trying to put the answers in, in, in, in documents. But I, I still would’ve, I’m a joke. What do you think? Would I have? Would I have, depends my mood? Would I have answered that way or would I, no, I think how old is the roof check the self disclosure.
Jill Glanzer:
I think you would, I think, I don’t think you would ever say that. I think you would answer the question. You would say, Hey, even if you didn’t know the answer off the top of your head, you’d say, Hey, let me get back to you. And you’d ha and you might even have like Preston or I call the person back, get the answer and call them back. Or you might text them back later. I don’t think you would say, I, I think why would you? You’re trying to sell a property. I agree. Why are you making it difficult for the person who’s trying to buy it, to get information on your property? It’s like me walking into the Apple store and asking a bunch of questions about something and they’re like, uh, you need to like, go online and look this up. Like, I, I, I’m not gonna tell you anything, right?
Matthew Maschler:
When I’m the listing agent, I spend a lot of time, money, energy, and effort marketing my property in hope. Someone comes to show it in hope, someone comes to buy it. And, and when you, when you get that person, you can’t just reject them. You can’t. But that’s the strength of the seller’s market.
Jill Glanzer:
That is the strength. Another very important thing I thought of during this whole process that you need to do for your seller, you need to do a seller’s net sheet. Yes. Or you need to discuss like, what is it that you owe? Because I’ve had people, like, let’s say you don’t do a seller’s net sheet. In the end, you get to it and they’re at the settlement and they’re like, oh my God, this is all I’m getting. They really don’t know what the fees are involved for the title owner’s title policy. If they’re paying the owner’s title policy in our county, we pay it. In other counties you don’t. And then all the other little fees involved, like dock stamps, all of that, these are th basic things that we do every day. And we kind of take for granted. Like, we don’t know about the, they don’t, might not know that there’s a tax probation and that taxes are paid in arrears and they’re gonna have to credit the, the buyer or whatever it is.
So I think that doing that seller’s net sheet, whether it’s you using an app to do that, like our signature title, and I’ll give them a plug, has a wonderful app to do a seller’s net sheet. It’s super easy to use. It makes me look like a rockstar <laugh>, when I type, when I know what does the seller owe, I can type all that in based on the county. They’ll spit something out that basically shows what they’re gonna net. That’s awesome. It’s awesome. Now, if you’re working with a different title company that doesn’t have that, you kind of gotta partner with the title company and say, Hey, can you do, uh, uh, a draft settlement statement for my seller so that know they get everything, they get what it’s going to be at the end now instead of waiting till the end.
Speaker 4:
No, I think that’s great.
Matthew Maschler:
I, I think it’s very important to do a seller’s net
Jill Glanzer:
Sheet and knowing who the title company is that’s gonna close.
Speaker 4:
And, and do you put the title company in your listing?
Jill Glanzer:
Um, I don’t, but I think it’s great practice. I haven’t recently, but I think it is great practice. Okay. I think it is because, because then maybe the buyer would put that as holding escrow. Now, now, buyers don’t have to hold escrow with the, with the lister’s title company, right? They can hold escrow with their own, you know, choice. But it makes it easier. You don’t have to transfer escrow at the end. And if they’re open to it, they could just put the escrow in the title company that the seller’s usings account rather than picking their own. So I think you do have to ask that to your seller. Who are you comfortable using to close this deal? And sometimes they might say, I don’t know. And then you suggest,
Matthew Maschler:
Yeah, no, it’s Palm Beach County where the seller chooses title. Correct. And, and it is since we have to That’s true, that’s true. Since we have to ask anyway, we might as well ask at that listing appointment so that we, we know we can even put it in the broker remarks or the documents, uh, which title company that the seller is choosing. But I’d say Florida’s evenly split. I have a chart above my desk of of which counties, uh, most of the country, the buyer picks, uh, title. And, and that’s the way it really should be. Um, I like when I’m the buyer, I like to pay for ti pay for title and choose the title company. Tell
Speaker 4:
Them why, because I didn’t know why in the beginning. And I think it makes sense why
Matthew Maschler:
You ever hear, uh, you ever hear the line, um, hey, if they’ll believe that, maybe they’ll buy the Brooklyn Bridge mm-hmm. <affirmative>. Well, that comes from swindlers in the 18 hundreds trying to sell the Brooklyn Bridge. Um, if I make an agreement with you to sell the Brooklyn Bridge, I can write a deed transfer all my rights, property rights and interests in the Brooklyn Bridge to you. Right? Matthew Marshall Granter transferred all his rights, rights and privileges from Brooklyn Bridge to this address to Stacey Garcia. And I paid for that to buy. And, and you’re gonna buy it from me. You go to the courthouse, you record it. But I didn’t have any rights mm-hmm. <affirmative>. Right? I didn’t own it. So I transferred all my rights. You got what I had, which is nothing. Right? You could record that down at the, at the title company’s office. They’ll stamp it, they’ll record it, but it doesn’t give you title.
Speaker 4:
So when I walk away and I used your title company, then I paid for, or you paid for.
Matthew Maschler:
So now I’m the seller. I’m the person selling you the Brooklyn Bridge, right? So yeah. The seller could, you know, I could have, if I, the conman can have a beautiful office with, with beautiful library books and you know, really nice receptionists and wonderful smart looking attorneys, and you sign all the documents, you pay all the money, you sign all the documents, they stamp everything. And if everything looks official, what do you walk away with? Nothing. You have a file. It’s not even a file anymore. It’s a, then they, they made a USB thumb drive. Now it’s just an email. So you put, you, you, you got an email. How do you know that you own the property you just bought?
Speaker 4:
Right? That’s what that, when you said that to me, I understood, I think as a buyer, I’d wanna use my own title company, therefore I paid for it. Therefore, I
Matthew Maschler:
Know, I know that they’re not trying to screw me, right?
Speaker 4:
Cuz I’m their customer.
Matthew Maschler:
Right. The seller is in cahoots with this person. The seller chose their person. Right. But if, but what are the, if I cho chose, even if I, even if I didn’t know the title agency, if I chose a random title agency off the street mm-hmm. <affirmative>, what are the odds that the seller’s gonna be able to bribe them to con me out of my money? Right? Right. But, but choosing a title company that I’ve worked with before, I know that the seller’s not going to, but letting the seller choose their title company. How do I know, how do I know that they’re giving me title? How do I know that they’re not gonna, they’re not gonna do this close up shop the next day. How do and now, so there’s title, right? There’s the deed and then there’s the insurance aspect of it. If there’s any problems with the deed or if somebody makes a claim on the deed, you have the insurance to protect you.
How do I know that they have proper, even, even filed the insurance registered with the, with, with the Chicago title or, or, or, or Fidelity National. I don’t know if they’re who they are. I didn’t choose them. If they were in the cahoot cahoots to rip me off, I would never know because, and it, it takes a few days for the title to get recorded down in the, uh, contact. You see things, all the, I heard of story recently where somebody contacted a listing agent, Hey, could you list my property? And um, and it wasn’t the owner. It wasn’t the owner. They were trying to just list some someone’s property they didn’t own. And if they can get the title and they can get the wire mm-hmm. <affirmative>, they get the wire. But if it’s the, if this, if that fraudulent seller picks the title company, they’re gonna pick a title company that’s in cahoots with them.
Now that odd if that’s happening are astronomical. But let’s go, let’s go over to, let’s go over this one. What if there’s a small title defect, right? What if there’s some kind of claim on the property, the hands off title company that the seller chose? They, they can do an exception, right? They can write mm-hmm. <affirmative>, they could write in the file a little disclosure that’s, that says th there’s a deficiency. And unless me as the buyer, I read that and say, Hey, what is that? They, they note the deficiency in the paperwork. The title insurance excludes the deficiency. And if someone makes a claim later, a month later, a year later, 10 years later, right? They’re gonna point to that closing documents. Hey Matt, you signed this. You knew that there was this outstanding $10,000 lien. You, you signed this, that, that Right? We that it was okay.
Yeah. And, and, and the word that they use, that the type company used, they, they, they accepted it. Exceptions exception. E e Exc Epat, not ccc, not a C c E pt. Right? They’re not accepting this and giving you insurance. They’re accepting it from the insurance. Right. Um, if they tell you on the phone that they’re Oh yeah, we’re gonna accept it as is. I say, great. Yeah. But if you notice it, oh no, they’re not accepting it. They’re making it an exception. Right. But if it’s my title company, the one that I chose that’s looking out for me, they’re gonna say, Hey, Mr. Seller, there’s this $10,000 issue. Now maybe the seller’s in dispute, maybe it’s not a real $10,000 issue, but maybe they’re gonna have to hold $10,000 in escrow just in case, lower the purchase price by $10,000 just in case there’s a problem later down the road. Um, and the the time that I let the seller choose the title, there was this very, very issue. And I asked the title company about it, and they told me that they don’t represent me and they’re not giving gimme any advice about it. And I’m like, what the fuck? I am ne <laugh>, I am never going to, it’s a very
Speaker 4:
Good,
Matthew Maschler:
Have my
Speaker 4:
Argument there for the buyer to choose and pay. And the buyer should have their own attorney. But that’s a whole other
Matthew Maschler:
Well, you don’t need to Yeah. If, if, if you’re choosing the title company, that’s true. Because the, the the, you know, the role of the attorney, some of the role of the attorney is, is, is used by the, so, um, so, so you don’t necessarily need to, um, it, you should definitely have your own attorney if it’s not your title company. Yeah, yeah. The sellers choose. Right. I had a, an issue recently where, um, one of my agents represented the buyer, the seller’s lawyer title company negotiated a term. And, uh, and they got it in because they got it negotiated against, you know, against the buyer without, without representation. The buyer thought the title agency was, was a neutral. That’s the thing. Some title
Speaker 4:
Agencies, I think people think that, right? They’re some
Matthew Maschler:
Title agencies act as a neutral mm-hmm. <affirmative> and some title agencies act as representing the, the, the side that hired them. Right. So, um,
Speaker 4:
We should do a podcast about that. Unless you we
Matthew Maschler:
Have, we’ve had Bob Schwartz on. Yeah, yeah, yeah.
Speaker 4:
It’s, it just, I it’s in, it’s in your best interest to, as a buyer, have your, to pay for title and choose the title agency.
Matthew Maschler:
And before this market, I would let my price of reflect that. Right? Right. In this market, I just use that as a cherry to get my offer accepted. And that
Speaker 4:
Works too. I told you that our offer and an escalation, uh, addendum got chosen because we chose to pay. And she’s title as a buyer. And the listing agent told us that made the extra like $8,000 on top of the other deal.
Matthew Maschler:
Right? So before this market, you would offer just a little bit less offer, $2,000 less because you’re, the buyer was taking $2,000 obligation in this market. The seller just two equal offers. But the buyer’s taking this obligation and it, and in your situation, it wasn’t even just the money, it was also the effort.
Speaker 4:
It was the effort. It was the effort. Yeah. The sellers were busy moving to a assisted living and they didn’t wanna do it.
Matthew Maschler:
Okay. So we’re talking about the seller’s, um, side of the deal. We, we have the listing agreement signed, we have the property staged decluttered. We’ve decided that we’re not using a lockbox. We’re going to show, um, we’re, you know, usually it’s 24 hours notice if it’s occupied, especially it’s occupied by a family. Um, but we’re gonna use this, um, you know, the seller’s direction on, on showing is the seller. Can the seller be there for the showings?
Jill Glanzer:
It’s better if they’re not. It’s
Matthew Maschler:
So bad when the sellers are there, it’s
Jill Glanzer:
Really bad because people feel weird. They wanna walk into a house that could feel like theirs. They don’t want some guys over there. And now they can’t even express how they feel about the house.
Matthew Maschler:
And that’s one of the problems with for sale by owner, I mean everybody for sale by owner, they think they know everything. I get it. But when you own the house and you are showing potential buyers, they can’t see the house as theirs. You’re talking about, you’re talking about, you talk about you, you’re talking about your wife, you’re talking about your kids. You’re talking about everything you did in the house, how proud you are of this renovation, which the buyers are going to demolish and redo <laugh>. And it is super uncomfortable, super uncomfortable for a buyer to be shown a house by the owner. Um, ev even, even if the owner is, is, is a listing agent, um, I think it’s better. My agents, I tell ’em, listen, just get any of my other agents to, to do the showings. Yep. It’s not even about the money.
You don’t wanna show your own house and you don’t wanna be deceitful. If, if it’s your house, you should disclose that to the other party. So if you’re walking around your house as if you are the listing agent and you’re not saying it’s your house, it’s weird. It’s weird. To can even be deceitful. You have to dis Yes. An agent has to disclose if they have an interest in, in, in, in a property, in a, in a contract. So if you’re walking around your house and pretending it’s not your house, that, that, that, that’s not, that’s not comfortable either. So if you’re showing your own house as a for sale by owner hire or one of us, our signature agents to, to show the property, it is totally worth every penny. Because you are not and you’re not
Jill Glanzer:
Paying for it. The buyer is,
Matthew Maschler:
Yeah. All and all the studies show that with an a, you get more money with an agent. And I’m telling you the reason why. Nobody wants to hear the owner of the house talk about how much they love the house. The buyers can’t, buyers can’t picture themselves in your house. They don’t wanna move in with you into your house,
Jill Glanzer:
<laugh>. And they need mental space when they walk into the house to feel the house. Even an agent who’s too much, even if it’s not their house. You need mental space to absorb the house. Can you picture yourself here? If someone’s constantly just saying a bunch of facts about the house to you while you’re walking through it and trying to get a feel for it. It doesn’t help.
Matthew Maschler:
When I’m showing houses, I don’t like to go into the master bedroom. Right. If the, if the, if the, if the buyers walk into the master bedroom, now I have to, because as a listing agent, I have to, um, make sure that like the owner’s possessions Yeah. Are safe. I can’t let these people walk into closets and unsupervised, but I give them space. I let them walk in, I give them space. I don’t follow ’em right behind them. I let them walk through the, the, the master bedroom part. I’ll stand maybe just at the doorway or in the hallway, but no, there’s no situation in the world where a couple wants go with me into the master bedroom. <laugh>. I need to let them have their space, also the master bathroom, let them go into the master bathroom themselves. They don’t need me in the master bathroom with them. That does not help sell a
Jill Glanzer:
House. That is very strange. And, and really it’s just about presenting the facts when they first walk in and then giving them space to absorb the house and then maybe afterwards giving them more facts. But if you’re trying to give them facts while they’re walking around deciding, you know, they have a lot of thoughts in their head. And I feel like that’s the biggest downfall of agents is that they’ll literally just overload somebody with facts. You can’t absorb facts if you’re trying to understand a house and what the layout is. And if you could imagine yourself living there, you can’t do any of that while someone’s talking constantly.
Speaker 4:
I agree.
Jill Glanzer:
So that’s something that I’ve learned. It took me a while to learn it, but it, it, it really became very clear to me after showing a lot of listings that people need their space.
Speaker 4:
I do say during an open house, I’m Stacy, if you guys have any questions, be feel free to scream my name and I will answer any questions. But if you wanna walk around, um, you know, help yourself and if you have any questions, just ask. And some people will just stand there and stare at me because they think that I need to tell them every single fact. Exactly. And then I, I have the listing sheets on the table, but if they don’t wanna read ’em and they want me to tell them all about it, I will. But I also won’t because I, at the same time, I want them to tell me what they want. Yeah.
Jill Glanzer:
You and you don’t wanna, cuz you don’t wanna assume everybody’s the same either.
Speaker 4:
And when I walk into my house, I don’t want someone to tell me 50 facts. I wanna go check out the house and if I have a question I’ll ask. So I assume that people will be that way. If they’re not, they do say to me, can you tell us, can you take us all around? And I was, oh, of course I can. But yeah, I need to know right away when they come in, whether they want me to take them around or whether they wanna walk and I’ll be behind them. I’m not hovering either, but I am doing, uh, making sure they don’t take anything obviously. But, um, I want them to be able to talk freely. Yeah. I don’t like this. I do like this. I, and and you know what with the hate is when someone is listening, cuz they Yes. Some people, my clients, I as buyers, I say, let’s talk outside after we get out of the house. Let’s talk not in front of the other agent. Yeah. That’s a great, that’s a good, then we can discuss what we like and what we don’t like. Not on their time
Matthew Maschler:
And, and, and not on the porch either. Cause if they have a ring doorbell, they can hear
Speaker 4:
You. That
Jill Glanzer:
Happens. Happens all the time. And they see the ring doorbell and they’re going on and on about the house at the ring doorbell. And then the, the owner’s like, Hey, did you see what these people said about the house <laugh>? It’s crazy. Yeah. But another thing that you need to, I think going on on that, like for the first showing or for the first open house, we need to also prepare and have like, I like to have a fact sheet. Right. You know, of everything. You know all the facts about the house. And then I also like to have like some type of collateral, nice collateral presentation showing pictures of the house and a description of the house that I could hand to the person. So it does take a lot of that off your plate. Once you do those things for the first showing or for the first open house, when you have that fact sheet, that way you could just hand it to ’em mm-hmm. <affirmative> and they could walk around and then any questions they have beyond that they can talk about
Speaker 4:
And they can look at it after they leave. Yes. A lot of times they’ve seen so many houses in the, in the one day, they don’t know which house is which. If they walk away with a listing sheet, they can see what they, oh yeah, this house has this, this, and they can have it in their hand. And sometimes, like at Fairfield, you can leave your listing sheet at the guard gate as they drive in, they give in their credentials or their id, the guard gives the listing sheet to the person. So they’re walking in with it and they usually have it in their hand and then they, as they’re leaving you make sure they take it with them. Oh, that’s great. So they can remember that this is with the house because they’re, in my opinion, they’re gonna see five houses, not remember anything except like a couple things. And then they’ll be like, okay. And they have to choose a house all in one day. Right, right. The biggest purchase that you’re gonna make in your life and you’re rushing to beat another offer to get an offer written to sign and submit it. And you get to look at that house for five
Matthew Maschler:
Minutes. All right. So now we have the house listed, stage shown offer. You mentioned offer. Mm-hmm. <affirmative> as a seller, what are you looking for in the offer?
Jill Glanzer:
So, you know, first of all, as a listing agent, what I do when I receive an offer, can we talk about that a little bit first? Cuz like I get the offer, I immediately look at it and outline it. I don’t just forward it to my seller. You can’t
Matthew Maschler:
Just forward it to the seller. No, you gotta read
Jill Glanzer:
Without reading it. You have to know what’s in that offer. So I have like a format where I present the offer to my seller, whether it be in person or whether it be, usually it’s email at this point. So we send an email with the offer with the terms. Then, you know, you call right away, we got it received an offer. It’s in your email box, let’s discuss it.
Matthew Maschler:
All right. And right now, what am I looking for right now? We’re gonna do the top 10 list. The top 10 terms you’re looking for in the offer when you re when, when you represent the seller or when you want the seller. Okay. Right. We’re gonna, and we’re gonna start with number one. Not, not like Letterman going 10 10 through one. Number one term we’re looking for is the price. Price, right. Number two, I I, I always talk about the second thing I look for when I, when I get an offer, I look at the other agents,
Speaker 4:
The name,
Matthew Maschler:
Who is it, who’s the other agent? Do I know ’em, what, what, what the agent and the brokerage firm do I do I know them? Have I have I do I know the, do I know the brokerage firm? Do I know the broker? Uh, is this a producer? Is this someone that I’ve worked with in the past or are they on my no-no list. And yes, I have a no-no list. And it’s not that I can’t work with. Like, I, I won’t work with someone on the no-no list. Um, because you have to Right? You have to work with everyone. But I’m gonna be on guard. <laugh>. Yes. Someone on on Nono list. Definitely on guard. Yeah. So yeah, first, first. So we’re gonna look at the, we look at the price, we’re gonna look at who the agent is on the other
Speaker 4:
Side. And also is important if it’s a limited listing, uh, limited service listing. Limited service, yes. On
Matthew Maschler:
The, if the buyers use limited, that’s
Jill Glanzer:
The services
Speaker 4:
Side. Oh, sorry. Yeah. I’m just always aware of it. Yeah, yeah, yeah.
Matthew Maschler:
Okay. No, it makes a difference. Number three, we’re gonna say closing date
Speaker 4:
As a, I just wanna ask Jill, as a listing agent, do you ask your sellers, do you have a particular closing time in mind that you wanna close on? So, or do you need time to stay in the house? Yes. Yeah. And so would you put the preferred closing time on the mls? I
Jill Glanzer:
Don’t know if I would. I
Matthew Maschler:
Mean, it depends. It, it
Jill Glanzer:
Really depends because sometimes you don’t wanna deter somebody from looking at it. Cuz what if they fell in love with the house and that thing would’ve stopped them from looking at it and now they’re looking at it and they’re more negotiable and more,
Matthew Maschler:
It’s, it’s June flexible, it’s June. And if someone tells me Uhhuh that they wanna sell their house, but they’re making Thanksgiving in the house, that they’re gonna have all their friends and family in the house for Thanksgiving. Right. And they’re between, you know, between now and Thanksgiving, I gotta find them a buyer. And as soon as, as soon as Thanksgiving’s over, um, they’re out, you know, they’re out. They don’t wanna wait till after Thanksgiving to list the house. So when should we list the house? I wanna list it now because there’s buyers out there and I wanna get that next buyer, right? I don’t wanna wait till September and list it to find the buyer that’s willing to wait for December. I, if I could have found that same buyer three months ago. Right? So I wanna open it up to the world. So in that situation, I will, I’ll list it now. And in the, in the broker remarks, I will say, you know, um, you know, closing, you know, we can close and have a post-oc occupancy agreement, you know, buyer to buyer to remain the, the, the sellers to remain in the house through Thanksgiving. So we can do a, a, you know, closing with a post-OC occupancy through the end of November or December, or a December 1st closing date.
Jill Glanzer:
So you would put that in the broker remarks, but not in the public remarks.
Matthew Maschler:
Not in the public remarks, no. But in the broker remarks, I would, I would say, um, I would, I I would, I would, I would craft that sentence right? Buyer to remain in the house through the end of November through, you know, through either a post occupancy agreement or a December 1st closing. Um, and, you know, you didn’t lose anything because if that’s not gonna work for the buyer, it’s not gonna work for the buyer. Mm-hmm. <affirmative> versus not marketing it and waiting until service or September and then that a buyer that would have bought, bought something else. I’d hate to, I’d hate to lose that buyer. So I, I, so there are, there are situations where I would put the, the seller’s preferences in. Um, but sometimes if they’re a little bit more flexible, I wouldn’t want to use that as a, as a, to, to negotiate against my seller. Right. In, in, in more of a buyer’s market sellers how to be flexible with their, with their closing dates.
Speaker 4:
Sometimes I’ve seen it says, um, closing anytime after January 1st. Yeah, yeah. You know, that kind of thing.
Matthew Maschler:
Um, so we’re making a list or top 10 list, possibly top five list of terms that we’re looking for when we represent the seller. Are you looking,
Speaker 4:
Looking to see whether it is a cash or, oh, financing.
Jill Glanzer:
Oh yeah. Financing.
Speaker 4:
So I think that’s really important right now. Mm-hmm. <affirmative> cash is king.
Matthew Maschler:
Um, the, uh, deposit how much of a deposit you want a sufficient deposit. Deposit
Jill Glanzer:
So they have skin in the game, right?
Matthew Maschler:
And, and there’s usually two deposits. There’s one deposit with the initial offer, or three, when I was growing up in the business, you would actually enclose the thousand dollars check with the offer, but there’s no way to send a check over email. Um, um, you could sell, but it’s not reversible. The check if, if, if the offer’s not getting accepted, you don’t want that check deposited. Um, so now it’s like within three days. Uh, and then a larger deposit, usually after the inspections, you, you know, where after five days or 10 days. Um, so even if that first deposit’s a thousand dollars, uh, you want that second deposit to be considerable, um, for a seller to take their house off the market. People always ask me, what should it be? You don’t know, right? On a cash deal, gimme a 20% deposit, that’s a solid deal.
There’s a reason to take that versus someone who’s gonna give you $5,000 deposit. Um, but it doesn’t have to be the whole 20%. Now you can give, you know, you can finance, you can give a large deposit, and if you’re financing a hundred percent, you can just get your deposit back at the end. So, um, so you can, you know, you want a, a large deposit is definitely very attractive to the seller. Um, who, who’s, uh, number six, we’re gonna go with, um, who, uh, is gonna hold the deposit and who’s gonna do the, um, the escrow
Jill Glanzer:
Agent?
Matthew Maschler:
Yeah, the escrow, the escrow agent. The title agent’s. Not always. And so, so number six, it’s who is the escrow agent? I wanna make sure that the escrow agent is someone acceptable. Usually the buyer picks the escrow agent. Uh, I want to clarify, the escrow agent is not the title agent, the seller in Palm Beach County? Or, or, and it’s just custom. It’s not a law that the seller picks. So, um, so the seller, the buyer who drafts the contract is going to say who the title agent, uh, uh, who’s going to pay for the title, who’s gonna pick and pay. But it doesn’t. But the, but it doesn’t name the title agency. So the buyer’s offer will say who picks and pays for the title, but it doesn’t name the title agent. The buyer’s offer does name the escrow agent who is going to hold the money, and it does not have to be, and it, it’s not always the same person.
So at signature, very often our buyers will name signature title as the escrow agent, regardless of who’s paying for title. So number six is who’s the escrow agent? Number seven, uh, which party picks and pays his title for title? A lot of people, um, confuse these two things. The escrow agent and the title agent, uh, had a situation recently where the, uh, agent listed put the escrow agent as the escrow agent, the name of the seller’s preferred title agent, because they thought that they had to Yes. They didn’t realize that this is, these are two different things. Who’s the escrow agent? That’s
Jill Glanzer:
A common misconception, by the way. Yeah. Uh, I was representing a buyer a while back and we were putting the escrow deposit with their, and the tight, the actual listing agent thought that it was a non-negotiable that that escrow money should go with their closing agent that they picked and paid for. And, um, I had to literally educate her. I felt kind of bad cuz I didn’t wanna her to feel like I was being her boss. I remember that. She just, she didn’t get it. Yeah. And then, then she was fine once I told her, I’m sorry, this is what they prefer. And then she was fine with it. But a lot of agents don’t know that.
Matthew Maschler:
All right, so now we’re on number eight and I’m gonna say the, um, inspection, inspection period. And it’s, and it’s how many days are we, uh, is the buyer asking for in an inspection? And the seller can counter if they wanna shorten up the inspection period. Um, there are different types of contracts in Florida, I don’t, I think we did a show on the As is versus the standard contract. If we didn’t, we should do one. Uh, generally people use the as-is contract, which has, is as is with the right to inspect, uh, in this crazy market, people are waiving the inspection contingency. Um, and that’s a little bit dangerous. Um, but it, it can happen,
Speaker 4:
But it’ll win you the, the offer you
Matthew Maschler:
Say if, if it can win you the offer. So, um, so yeah, so we have, that’s, uh, another essential term that we look for when we, uh, get the offers. And, and we as agents, I want to know this before the offer is sent to the customer, to the seller, I wanna make sure I’m familiar with all these terms. Cause we’re gonna go over this with, with the customer. So this,
Speaker 4:
And one of the reasons I think that is important, let’s say that the inspection period for one offer is three days. Mm-hmm. <affirmative> and I’m, I’m guessing they have their inspector on standby and they’re gonna have three days and get their inspector in. And let’s say another offer is a little bit higher, but their inspection period is 15 days. Uhhuh <affirmative>, imagine if you went with the higher offer and it was technically off the market. Basically it’s
Matthew Maschler:
Off the market 15 days. 15
Speaker 4:
Days for 15 days, and then all of a sudden, for any reason at all,
Matthew Maschler:
They could the war in Ukraine.
Speaker 4:
Right? The war in Ukraine could make them decide not to buy you the house. It could have nothing to do with the house.
Matthew Maschler:
You do not have to give any reason whatsoever during the inspection period.
Speaker 4:
So hypothetically, the higher offer with the longer inspection period decided they didn’t wanna buy. And now your house has been off of the market for 15 days and it comes back on. And the first thing that every single person that sees and was previously interested or is now interested in that property, the first thing they think is, wow, why has it been on the market for so long? Because 15 days right now is an eternity. So, um, now they’re gonna, every other person’s gonna say, if it came back to market, they’re gonna see it’s under back to market. And they’re gonna say, what’s wrong with it? Or
Jill Glanzer:
Why did it fall through? And it’s just
Speaker 4:
A, it’s just an inspection. Yeah. Uh, period. But, but obviously you can, not, everybody knows that you can back out of an inspection period for any reason at all. So they’re gonna say, well, clearly there’s something wrong with this house. That’s the first thing that really thinks Right. Right. Very true. So now they’re not gonna wanna offer the full, they’re gonna say something’s wrong with it, someone didn’t want it. And the house has, like this black mark, you might wanna choose this shorter inspection period at the lower price, right? Because your house is only gonna be off the market for three days or no inspection at all, right? At an even lower price, you know,
Matthew Maschler:
Or, or just counter and try to lower those 15 days, right?
Speaker 4:
Mm-hmm. <affirmative>. Okay. So what’s your number? Nine. All right. What,
Matthew Maschler:
What else? We,
Jill Glanzer:
Well, I, I think we sh I think there’s two other things I would look for. Go ahead. I would look in additional comments. What other terms are they adding to it? Do they want somebody to give them closing costs? Do they want a credit for closing costs? Do they want you to install a new roof? Right? I mean, those things are super important to know. Mm-hmm. <affirmative>, right?
Matthew Maschler:
There’s like five blank lines, uh, uh, in the additional terms. And you have to check those additional terms. Um, because sometimes you’ll find seller to credit buyer 2% of the purchase price seller to credit buyer $10,000. And you know, if you, if the offer is for 200,000, but the additional term says that the, that the seller’s gonna give a credit to the buyer, uh, significant credit to the buyer. That’s, um, uh, yeah, that’s huge difference. Huge difference. Price. So, so, so we definitely have to check the additional terms.
Jill Glanzer:
And then really all, another thing that I think, and I don’t know if you agree, I wanna know who the buyer is. Is it an llc?
Matthew Maschler:
You know, we, it’s crazy. We didn’t talk about that. Yeah. Is who is the buyer llc? Is it, how’s their credit? Yeah.
Jill Glanzer:
Like, do they have a pre-approval letter? But that’s not on the offer. If we’re just talking about what’s on the offer, I wanna know who the buyer is. It, is it a married couple? Because it’ll say
Matthew Maschler:
You can’t ask, you can’t ask or make a decision based on that. You can’t ask, you
Jill Glanzer:
Can’t. But I wanna know, like, is it a couple or is it an investment?
Matthew Maschler:
No, it doesn’t matter if it’s a couple.
Jill Glanzer:
It doesn’t, it
Matthew Maschler:
Doesn’t matter. It’s a
Jill Glanzer:
Couple. I
Matthew Maschler:
I’m saying you wanna know if it’s a residential buyer. I’m
Jill Glanzer:
Not trying to violate fair housing here, but you
Matthew Maschler:
No, no, no. What you’re, I, I think what you’re saying is, is this a buyer? Yes. Is this someone who’s going to live in the house, invest, or is it, or is this an investor or someone who’s gonna rent or flip? And does it really matter?
Jill Glanzer:
Um, sometimes it depends on either one. Either one could be better than the other. Depend
Speaker 4:
In the situation. In the mls, sometimes it does say no corporate buyers, but that’s not based on the seller. That’s based on the, um, association. Oh,
Jill Glanzer:
Yeah. So those kind of things do make a difference with the association. Cuz it could also help you advise the buyer’s agent on how to fill out the HOA application. Mm-hmm. <affirmative>. So just knowing who the buyer is can help you advise the buyer’s agent. And
Matthew Maschler:
Usually, and sometimes we see that at the showing we see the buyer, you know, and a lot of times the listing agent wants to know is, is is this a real buyer? Yes. They’re moving to, they’re, they’re moving to, uh, Boga, they have a new job that they’re, they’re moving from, from New York. They have family in the area. But if you give me, um, if you tell me that someone has, if someone is moving to the area because they have family in the area and, and one of the people has a new job with F aau, I know that’s a real serious buyer, right? Yes. Now, who’s the other buyer? If it’s, you know, maybe you don’t know who they are, right? Then you don’t have that story. So maybe you don’t have that. Maybe you don’t have that.
Jill Glanzer:
Or if you have 10 offers, like you can in this market, you do find out all of that for your seller when you’re presenting them. All 10 offers this, this buyer’s buying for this reason, and this is who they are. This buyer’s buying for that reason. So it does help them make a decision. Doesn’t mean they’re discriminating, it just means it’s helping them make a decision on who’s going to be the most viable buyer, who’s going to close.
Matthew Maschler:
Right. And I’m not, you know, I’m not the type of person that’s always, you know, thinking about fair housing. I mean, I don’t want to break any fair housing about this. People talk about the, uh, the, the buyer love letter mm-hmm. <affirmative>, I, I don’t mind the buyer love letter. I if a buyer wants to use it. I think that’s great. I, you know, I, I’ve always been a word guy. I’ve always thought, you know, th there has to be, when you said, who’s the buyer, right? There has to be an appeal to the seller. Dear Mr. Seller, my name is Matt. I’d love your house. Wonder where I’m, where
Jill Glanzer:
I’m gonna put our space back,
Matthew Maschler:
My dog. I, this, this is great. The danger of fair housing and what people trying to, trying to pictures. The reason picture, the reason why people are against it is there could be an implicit bias. You could show, you know, that there could, you know, people could use this as evidence of why an offer was picked or another offer wasn’t picked. It doesn’t always have to go there. I definitely think part of salesmanship is selling and the cold terms of the 13 or 20 page contract. A a, a love letter from the buyer, or a thing about the buyer. The buyer. The buyer came in, they love your house, they’re starting a new job, they can’t wait to move in. Um, I think it’s definitely, definitely an important, um, important consideration. And
Jill Glanzer:
I’ve heard seller heard, and I’ve heard stories of like older people selling their house after they’ve lived in it for 50 years, and they, they might have not sold it to the highest bidder. They may have sold it to the thing that appealed to their heart. Most absolutely. The buyer that appealed to their heart because this is their home that they’re now going to sell and it’s part of their life. So it is an emotional thing. It is a human decision. It’s not just about numbers and words on a, on a contract.
Matthew Maschler:
Right. Um, so we’re, uh, we’re at the end of our time here. Um, we’re going to, we’re gonna, we’re gonna have to have Joe, we’re gonna have to have you back, uh, next week. Okay. Um, um, we’re gonna take it from, uh, the seller got a contract. Yep. Um, and they chose the buyer. B you know, they got 10 contracts. They got one contract they chose based on all of these 10 terms they chose which, uh, um, person is going to buy the contract. They’re ready to sign the contract. Um, it, we, we, we should talk about counters, right? If the seller wants to do a counter mm-hmm. <affirmative>. Um, we, we we’re gonna start next week with counters, the seller countering. We’re gonna talk about whether you counter in writing or negotiation or, or, or verbal or, or, or, or, or or whatnot. So next, next week we’re gonna start on counters, uh, the seller, the buyer’s offer, and then we’re gonna get get you from counter to close. All right? Great. Sounds great. All right. So thank you for joining us on the Real Estate Finder podcast. I’m Matthew ler, real estate finder, real estate finder.com. With us today, Jill Glanzer, she’s worked for, uh, real Estate Finder for 37 years now, <laugh> 11, 11 years going on 37. And Stacey Courtesy. Thank you. Bye. All right, bye.
Speaker 5:
The future looks bright and the storms pass by the skies dog blue. When it’s almost that time, light shows cameras flash when I pass living in the moment, forget about the past. They saved the best for last. Matthew Mania. We about to make a splash. Life is a marathon full of sharp terms. Gotta keep pace. Hands on the hot sticks. Five star real. I run show you can tell the boss, center plate, electricity, energy, vibrate. I’m always on time. Even if I’m late, I make dreams come true. Living my life. Hope the same for you. My sight’s got a real clear view. If you don’t know the time, I’ll give you a clue.
Speaker 6:
You know, what time, you know, what time, you know what time it is. You know what time, you know what, you know what time is, you know what, you know what, you know what time Its, you know what, you know what, you know what time it,
Speaker 5:
You know what time. Its, you know, time. Its, you know what time it says, you know what it, you know whose time its, you know, look.
