kenculbertson.com

Now and then I remember back to the days when I was a young boy enjoying sunny days at my grandfather’s lake. I can also remember standing by his side one day as he worked to get my fishing pole set for me to take a stab at reeling in the biggest fish in the lake. Just before we climbed into the boat together, he paused to share with me one of the greatest secrets of success — the “Golden Rule of Fishing”.  “It’s as simple as this …” my grandfather explained, “if you want to catch fish, you have to fish where the fish are.”  

He was right – that is simple, but it’s also powerful advice. It’s important to have all the right gear and all the skills to catch a fish, but if you don’t fish where the fish are, you’re wasting your time and effort.  The same holds true in the business of real estate. We’re fishing all the time.  

One type of fish we’re after are real buyers – ready, willing and able to actually buy a home. In some markets, these fish are first-time buyers, typically renters, who are not faced with concerns about the selling an existing home. Another possibility is identifying move-up buyers who are willing and able to price their existing home for a quick sale – allowing them to take advantage of a tremendous deal on another home that better suits their tastes and needs.  Another type of fish we’re looking for are those sellers who are seriously motivated – ready, willing and able to price it right and get it sold. Although there’s an abundance of “sellers” out there, finding those who will to come to market at a truly competitive price is still a challenge. 

So where else to fish? The great news for many of us that we have some well-stocked ponds right around the corner – new home communities! In many markets from coast-to-coast there’s an inventory of brand new homes available from extremely motivated sellers. Whether large builders with hundreds of homes on the books, or small builders with only a few … these homes have to be moved. Even one unsold home on the books is too many for a small builder.  Not only are these new homes priced to sell, they typically offer excellent designs, great locations, the latest features, materials, and equipment along with brand new product warranties. For most of those buyers seriously in the market, these brand new homes are the homes they want to buy. What’s important to recognize is that developing your expertise in new home sales offers not only short term business, but long-term opportunities as well. Ken Culbertson, CNHS, RCC of Coldwell Banker Elite in

 “I began working as a new home buyer specialist,” Ken explains, “and soon had builders asking me to take over their sales and marketing. We’re successfully growing our new home division as we continue to take advantage of these opportunities.”  Keep in mind that as new home inventories continue to level off, builders are eager to get back to the business of building. This has already begun in many markets. Falling land prices and construction costs will allow them to come to market with brand new homes at extremely competitive price points. Will you be positioned to help them market and sell these homes?  While some stand on the shore waiting for fish to swim to them, you can get out on the water and make sure you’re fishing where the fish are. Armed with the right tools, skills and knowledge, you can join those who are well-positioned to enjoy these opportunities for sales success both today and tomorrow. Based in Newport Beach, CA, Dennis Walsh & Associates, Inc. is recognized as a leading source for training and sales tools for success in both new home sales and resale real estate business. More than 70,000 real estate professionals have enjoyed Dennis’ presentations including his Certified New Home Specialist™ and Residential Construction Certified™ designation courses. For more information, visit www.sellnewhomes.com or call 800.428.122.

A typical homeowner who is looking to move up in the real estate world will typically spend about 25% more on the home they are purchasing. For example, a home owner who is selling a $285,000 will then be looking to buy a home worth approximately $355,000. 

Now think about this - if you are in a down market and the property values have come down about 10%, that would mean your home once vauled at $316,600 (which is now $285,000) has lost about $31,000 in value. However, the home you are planning to purchase for about $355,000 was once worth about $394,500, and has experienced a loss of about $44,500.

Furthermore, if you choose to wait until the market begins rising, then the more expensive home will rise by more dollars than your existing home - therefore you will not experience as much of an equity gain if you stay put until the upswing has already begun.

Consider This! This is a great time to buy new construction. Buyers are realizing even more benefits when purchasing new construction because many builders have not only cut prices by the areas market price declines, but they are also willing to include more options as incentives because they can do so at a reduced cost to themself - delivering a greater benfit to the buyer - for instance, a typical $3500 fireplace upgrade may actually only cost the builder $2,500 - thus the builder is giving up less than the buyer is actually gaining. This becomes a win-win incentive program.

If you have any comments on this Blog, please present your comments. If you are interested in long-term equity growth, don’t hesitate to call me at the office which is 856-222-9030.

Listing another large Subdivision is always a goal - however I truly enjoy working with buyers when it comes to finding their new construction home.

Whether a buyer is looking to custom build, buy a “spec”  home, or work with a builders plans, it is extremely valuable to work with an agent who has experience with selling such properties. Experience is when that agent has worked with a variety of builders, house styles, and financing terms. Furthermore, that agent should understand the build process, construction terminology, which deadlines need to be met, and blueprints, before considering themself a new construction specialist. 

Buying a new home can be an overwhelming task when you do not have proper representation. Builders’ Representatives are there to negotiate for and support the builders best interests. While most builders’ reps are helpful to buyers, I have found that oftentimes, unless asked specific questions, many questions can be left unanswered. 

Working with a qualified new home specialist can save a lot of aggrevation and money. Communication is key when building a house, and having a professional monitor the process and make certain all parts to the contract are being upheld is very important for managing a smooth tranaction. Also, having a buyer agent properly negotiate the terms, upgrades and specs can save you lots of money. 

 If you would like to learn more about the benefits a new construction buyer represnative can give you, please feel free to contact me at 856-430-8250. Thank You!

 Ken Culbertson - Certified New Home Specialist

Staging has become a huge buzz word in the real estate industry - And while it can cost little money or lots of money, the benefits are usually there.

The first step in staging any home, is to de-clutter! What does that mean? Simply, if you do not use something on a weekly basis (minimum), there is probably little need to having that item out for display when someone is looking at your home.  If you have a coffee maker out on your kitchen counter, but you buy ice coffee from Starbucks on your way to work, why not store the coffee maker?  If you are heading toward the cooler season, and your closet is loaded with golf shirts and capri’s, package those warm weather items up in storage bins.

I tell customers that if you don’t need something until you move to your next home, why not pack it now, prior to showings, since you will need to pack it anyway - assuming your home is going  to sell.

When looking at homes, buyers want to feel the sense of space -  lots of it! Countertop space, storage space, relaxation space, whatever it may be, they want a lot of Space! And what does it cost you? Typically nothing when decluttering, accept time.

When selling a home, the job for a professional stager (or homeowner not wanting to pay out the money for a stager), is to make the home appear better than it really is. When this task is accomplished, a showing will experience much more success.

When staging, a staging company may want to ADD lots of attractive decorations and pleasant smells - but first off, it is important to make room for these pleasant ADD-ONS by TAKING AWAY unpleasant clutter.

What is a broker open house?

 A broker open house is an open house designed for Realtors who work in the subject property’s territory to visit the home, so they will be more familiar with the condition, layout, and features, in the event they have or obtain a customer for that property. 

When done correctly, broker open houses can be a useful tool in the marketing plan of a well priced listing.  The absolute objective is to get as many realtors as possible familiar with the property, so they know your listing. Agents feel more comfortable showing properties they are familiar with… therefore, they can appear more intelligent about the listing when mentioning it to their client.

In order to get a significant attendance at a broker open house - it must be marketed and conducted as an event. For instance, various sources of marketing must be done, including, but not limited to e-mail, post cards, flyers, phone calls, and faxes. Many agents respond via different means of marketing - so use them all to ensure a hit. Finally, entice agents to come by offering a catered meal, goody bags, and raffle items.  Before you know it, agents will be waiting to visit broker open houses conducted by you.

When building a home, it is important to keep up with the trends for personal reasons and for resale in the future. Building in todays market offers so many benefits because homes are built today with character, efficiencies, and technolgy which recent building years have lacked.

Home character is important, because customers want to build homes which are unique to their neighbors home - making the entire neighborhood more attractive - when done tastefully.  Changing front elevations, adding brick, stone or cedar shakes, or adding a custom farmers porch with a variety of column styles, makes homes in newer neighborhoods very appealing. Also, creative landscaping and curb appeal is very important in making a home feel welcoming and unique.

Home efficiency and quality is also very popular amongst quality builders and discrimanating buyers. Buyers want homes built with top quality materials, from studs to siding, to roofing materials.  Higher efficieny heating and cooling technology has proven to save homeowners money when used during the building process.  The ability to place your furnace on timers and zones, low E windows, and properly insulated homes create savings for many.

Technology in itself is where the future is in new construction. Flat screen televisions, surround sound, recessed speakers throughout the home, internet access throughout, photo-eye activated lightinging fixtures,  and so much more are features offered in many of today’s new developments.  The possibilities are endless.

In terms of cosmetics…Hardwood and Granite take the cake.  These “upgrades” are becoming the “standard” in the industry. Other cosmetic trends are 9 foot ceilings, nichol hardware instead of brass, Open foyers, large master suites with separate shower and jet tub, cherry cabinets, neutral and earthtone colors, maintenence free exteriors (including decks), central air conditioning, television hook-up over fireplace, extensive finish trim, in-home study instead of formal living room, and large family rooms open from Kitchen.

While new construction can appear pricey at times, the cost of building and including things up front can save alot of money then when adding later or compared to remodeling. Also, your resale value and time on market will most likely be in your favor.  But most importantly, quality of life should increase as enjoyment will be had by all those living at and visiting the home you have created.

I am delighted to be speaking this week at the Hooksett Kiwanis meeting, Wednesday morning. I will be speaking about the real estate market and how it is affecting certain people, some new home trends, and what we have to look forward to - assuming there is a crystal ball.  Also, I will be able to address quiestions from the audience.  If you are attending the meeting, and want to submit any questions now, please feel fee to comment on this post. I hope to see many there.

The meeting will be at 7:30 am at the Hooksett Public Library.

In today’s New Hampshire marketplace, pricing your home correctly is more critical than ever… from the start.  If a seller is interested in getting top dollar for their house, they need to be certain that their home is priced competitvely in comparison to the best home on the market within their price range. Or else, you are waiting for that house to sell 1st, before you are top house on the list.

Homes selling quickist in today’s market are either priced well and are in good condition, or offer something unique in comparison to the competition - such as waterfront, immaculate landscaping with a pool, or a unique, yet functional floor plan.

Buyers are out there - the “sense of urgency” is what appears to be missing! To sell your home quickly, it is paramount to come up with a stategy that creates urgency on behalf of the buyer in realizing that your home will not be available for ever, or that there is not another similar house value just around the corner!

Come visit Carriage Hill Estates as we are down to our last group of lots. Sauturday and Sunday we will be open from noon-3pm at Peak Development’s beautiful custom spec home.