CENTURY 21 JRS Realty

Fed Vows to Keep Rates Low Until 2014

2012-01-27T11:17:00.001-05:00

Daily Real Estate News | Thursday, January 26, 2012
The Federal Reserve announced that short-term interest rates will likely stay near zero for nearly three more years, a move that is expected to spillover to long-term mortgage rates for home buyers and home owners.

In August, the Fed had made a rare move to say it would keep rates near zero until at least mid-2013. The Fed said Wednesday that the economy still needs more help and it will now extend that period to 2014.

Fed Chairman Ben Bernanke said in a news conference that the Fed isn’t happy with the modest economic recovery and that the Fed may need to take additional steps to spur recovery. He did not comment further on what those steps might be, though.

While the economy has improved somewhat in recent weeks, Fed officials say it’s worried about “strains in global financial markets” and the still high unemployment rate.

Some critics say that the Fed’s vow to keep mortgage rates longer won’t do enough to help the economy and the housing market. They argue that too many Americans are already unable to take advantage of the record low mortgage rates because of the tightening of lending standards.

Bernanke shared that concern, saying that millions of home owners were unable to refinance because of damaged credit or being from underwater in their homes.

Source: “Fed Sees Low Rates to 2014,” The Wall Street Journal (Jan. 26, 2012) and “Fed Signals That a Full Recovery Is Years Away,” The New York Times (Jan. 25, 2012)

Tax Credits for Adding or Replacing Insulation

2012-01-26T11:36:00.001-05:00

The 2010 energy tax credit for adding insulation is gone, but a smaller one in 2011 is better than nothing.

Whether it’s summer heat or winter cold, insulation makes your house a lot more livable. And if you added insulation in 2011, you may be eligible to collect a $500 energy tax credit.

Tax credit limits and deadlines:10% of expenditures, up to $500 for the year, for all energy improvements combined.
Insulation must have been installed by Dec. 31, 2011.
Save receipts and labels for Uncle Sam.
Be sure to file IRS Form 5695 with your 2011 return.
The Energy Star site is your safest bet for information on how to get the credit. Energy Star has been pretty flexible on what it allows for this credit:

Batts
Rolls
Blow-in fibers
Rigid boards
Expanding spray
Pour-in-place
Products that reduce air leaks also qualify:

Weather stripping (such as fabric, foam, or metal to provide a seal)
Spray foam in a can, designed to air seal
Caulk designed to air seal
House wrap
Installation isn’t covered.

Don’t rely solely on contractors who may not know the details or who promise their products will get the credit in order to make a sale.

As of January 2012, the feds haven’t extended the energy tax credits for insulation beyond 2011.

Read more: http://www.houselogic.com/home-advice/tax-credits/tax-credits-adding-or-replacing-insulation/#ixzz1kaE2zHcz

2011 Energy Tax Credits: What You Need to Know to Collect

2012-01-25T10:51:00.004-05:00

They’re not as much as they used to be, but there are still energy tax credits to be had for upgrades made in 2011.

2011’s federal energy tax credits of up to $500 for various home improvements are a far cry from what they were in 2009 and 2010. But if you upgraded to one or more of the following systems in 2011, you may be eligible to take a tax credit on your 2011 returns. (As of January 2012, the feds haven’t extended the credits beyond 2011.)

Biomass stoves
Heating, ventilation, air conditioning
Insulation
Home Taxes & Financing
Taxes & Incentives

Tax Credits
They’re not as much as they used to be, but there are still energy tax credits to be had for upgrades made in 2011.Effort: Low 1-2 hrs (Form 5695)
Saves: Low $500 (tax credit).

2011’s federal energy tax credits of up to $500 for various home improvements are a far cry from what they were in 2009 and 2010. But if you upgraded to one or more of the following systems in 2011, you may be eligible to take a tax credit on your 2011 returns. (As of January 2012, the feds haven’t extended the credits beyond 2011.)

Biomass stoves
Heating, ventilation, air conditioning
Insulation
Roofs (metal and asphalt)
Water heaters (non-solar)
Windows, doors, and skylights
Storm windows and doors
The energy tax credits are small, but at least a credit is better than a deduction:

Deductions just reduce your taxable income.
With a credit, you get a dollar-for-dollar reduction in your tax liability: If you get the $500 credit, you pay $500 less in taxes.
Other limits on IRS energy tax credits besides $500 max

Credit only extends to 10% of the cost (not the 30% of yesteryear), so you have to spend $5,000 to get $500.
$500 is a lifetime limit. If you pocketed $500 or more in 2009 and 2010 combined, you’re not entitled to any more money for energy-efficient improvements in the above seven categories. But if you took $300 in the last two years, for example, you can get up to $200 in 2011.
With some systems, your cap is even lower than $500.
$500 is the max for all qualified improvements combined.
Certain systems capped below $500

No matter how much you spend on some approved items, you’ll never get the $500 credit—though you could combine some of these:

System Cap
New windows $200 max (and no, not per window—overall)
Advanced main air-circulating fan $50 max
Qualified natural gas, propane, or oil furnace or hot water boiler $150 max
Approved electric and geothermal heat pumps; central air-conditioning systems; and natural gas, propane, or oil water heaters $300 max

And not all products are created equal in the feds’ eyes. Improvements have to meet IRS energy-efficiency standards to qualify for the tax credit. In the case of boilers and furnaces, they have to meet the 95 AFUE standard. EnergyStar.gov has the details.

Tax credits cover installation—sometimes

Rule of thumb: If installation is either particularly difficult or critical to safe functioning, the credit will cover labor. Otherwise, not. (Yes, you’d have to be pretty handy to install your own windows and roof, but the feds put these squarely in the “not covered” category.)

Installation covered for:

Biomass stoves
HVAC
Non-solar water heaters
Installation not covered for:

Insulation
Roofs
Windows, doors, and skylights
How to claim the 2011 energy tax credit

Determine if the system you installed is eligible for the credits. Go to Energy Star’s website for detailed descriptions of what’s covered; then talk to your vendor.
Save system receipts and manufacturer certifications. You’ll need them if the IRS asks for proof.
File IRS Form 5695 with the rest of your tax forms in 2012.
This article provides general information about tax laws and consequences, but isn’t intended to be relied upon as tax or legal advice applicable to particular transactions or circumstances. Consult a tax professional for such advice, and remember that tax laws may vary by jurisdiction.

December Existing-Home Sales Show Uptrend

2012-01-23T12:35:00.000-05:00

December Existing-Home Sales Show Uptrend
Daily Real Estate News | Friday, January 20, 2012
Existing-home sales continued on an uptrend in December, rising for three consecutive months and remaining above where they were a year ago, according to the National Association of REALTORS®.

The latest monthly data shows total existing-home salesrose 5.0 percent to a seasonally adjusted annual rate of 4.61 million in December from a downwardly revised 4.39 million in November, and are 3.6 percent higher than the 4.45 million-unit level in December 2010. The estimates are based on completed transactions from multiple listing services that include single-family homes, townhomes, condominiums and co-ops.

Lawrence Yun, NAR chief economist, said these are early signs of what may be a sustained recovery. “The pattern of home sales in recent months demonstrates a market in recovery,” he said. “Record low mortgage interest rates, job growth and bargain home prices are giving more consumers the confidence they need to enter the market.”

For all of 2011, existing-home sales rose 1.7 percent to 4.26 million from 4.19 million in 2010.

Affordability Conditions
According to Freddie Mac, the national average commitment rate for a 30-year, conventional, fixed-rate mortgage fell to another record low of 3.96 percent in December from 3.99 percent in November; the rate was 4.71 percent in December 2010; recordkeeping began in 1971.

NAR President Moe Veissisaid more buyers are expected to take advantage of market conditions this year. “The American dream of homeownership is alive and well. We have a large pent-up demand, and household formation is likely to return to normal as the job market steadily improves,” he said. “More buyers coming into the market mean additional benefits for the overall economy. When people buy homes, they stimulate a lot of related goods and services.”

Total housing inventory at the end of December dropped 9.2 percent to 2.38 million existing homes available for sale, which represents a 6.2-month supply at the current sales pace, down from a 7.2-month supply in November.

Available inventory has trended down since setting a record of 4.04 million in July 2007, and is at the lowest level since March 2005 when there were 2.30 million homes on the market.

“The inventory supply suggests many markets will see prices stabilize or grow moderately in the near future,” Yun said.

Who’s Buying What
Foreclosures sold for an average discount of 22 percent in December, up from 20 percent a year ago, while short sales closed 13 percent below market value compared with a 16 percent discount in December 2010.

The national median existing-home price for all housing types was $164,500 in December, which is 2.5 percent below December 2010. Distressed homes — foreclosures and short sales — accounted for 32 percent of sales in December (19 percent were foreclosures and 13 percent were short sales), up from 29 percent in November; they were 36 percent in December 2010.

All-cash sales accounted for 31 percent of purchases in December, up from 28 percent in November and 29 percent in December 2010. Investors account for the bulk of cash transactions.

Investors purchased 21 percent of homes in December, up from 19 percent in November and 20 percent in December 2010. First-time buyers fell to 31 percent of transactions in December from 35 percent in November; they were 33 percent in December 2010.

Contract failures were reported by 33 percent of NAR members in December, unchanged from November; they were 9 percent in December 2010. Although closed sales are holding up better than this finding would suggest, contract cancellations are caused largely by declined mortgage applications and failures in loan underwriting from appraised values coming in below the negotiated price.

Single-family home sales increased 4.6 percent to a seasonally adjusted annual rate of 4.11 million in December from 3.93 million in November, and are 4.3 percent higher than the 3.94 million-unit pace a year ago. The median existing single-family home price was $165,100 in December, which is 2.5 percent below December 2010.

Existing condominium and co-op sales rose 8.7 percent to a seasonally adjusted annual rate of 500,000 in December from 460,000 in November but are 2.0 percent below the 510,000-unit level in December 2010. The median existing condo price was $160,000 inDecember, down 3.0 percent from a year ago.

Around the Country
Regionally, existing-home sales in the Northeast jumped 10.7 percent to an annual pace of 620,000 in December and are 3.3 percent above a year ago. The median price in the Northeast was $231,300, which is 2.7 percent below December 2010.

Existing-home sales in the Midwest rose 8.3 percent in December to a level of 1.04 million and are 9.5 percent above December 2010. The median price in the Midwest was $129,100, down 7.9 percent from a year ago.

In the South, existing-home sales increased 2.9 percent to an annual level of 1.76 million in Decemberand are 3.5 percent above a year ago. The median price in the South was $146,900, down 1.1 percent from December 2010.

Existing-home sales in the West rose 2.6 percent to an annual pace of 1.19 million in December but are 0.8 percent below December 2010. The median price in the West was $205,200, up 0.3 percent from a year ago.

7 Mortgage Interest Deduction Myths

2011-04-22T09:07:00.002-05:00

Think losing the mortgage interest deduction would be no big deal?

We bust seven myths to show why the cost is bigger than you think.

Proposals floating on Capitol Hill to curb the mortgage interest deduction gloss over all the ways home owners, and even renters, would be hurt by the change. Let’s set the record straight.

Myth #1: The mortgage deduction is just for rich people.
The mortgage interest deduction helps mostly middle- and lower-income families.
65% of families who use it earn less than $100,000 per year.
91% earn less than $200,000 per year (that’s where most economists draw the line between rich and middle-class).
Only 9% earn more than $200,000 per year.
This myth may have arisen because of a related fact: If you buy a house, you’re much more likely to accumulate wealth by the end of your life. Home owners have an average net worth of $200,000, while the average renter’s net worth is $5,000, according to the Federal Reserve’s Survey of Consumer Finances.

Myth #2: I'm not affected by the mortgage deduction because I don't own a home.

If the mortgage interest deduction goes away, home values would fall by 15%, the NATIONAL ASSOCIATION OF REALTORS® estimates. When home values fall, tax revenues follow suit, giving your local government two choices:

Raise property taxes. Not only will home owners pay more in taxes, renters won’t escape unscathed either as landlords raise rents to cover their costs.
Cut services that everyone—renters and owners—enjoys.

Myth #3: Switching to a 12% mortgage interest credit would be a wash for most.

One proposal floating around Congress is to replace the mortgage interest deduction with a 12% nonrefundable mortgage interest tax credit. (Deductions reduce your taxable income; credits reduce your tax liability.) This plan would increase taxes for many home owners.

Example: If you paid $10,000 in mortgage interest, and you’re in the 25% bracket, you’d pay $1,300 in extra taxes.

The $10,000 deduction you have now saves you $2,500 on your taxes (25% x 10,000).
The 12% credit would save you only $1,200 (12% x 10,000) on your taxes.
In this scenario, if the mortgage interest deduction is changed to a 12% credit, you’d lose $1,300 (the current $2,500 savings minus the $1,200 you’ll save under the 12% plan).

Myth #4: Not that many people take the mortgage interest deduction.

There are 75 million American home owners, and 38.5 million of them take the mortgage interest deduction. The average mortgage interest tax deduction is $12,200, and a typical benefit for home owners is $3,050 a year.

The mortgage deduction is a key benefit to first-time home owners and trade-up buyers because you pay the most mortgage interest when you first take out a mortgage. (You won’t pay equal amounts of principal and interest until year 13 or later, depending on your interest rate.)

People with large families also get a lot of bang from mortgage interest deductibility—they buy relatively big houses for their big families.

Myth #5: Getting rid of the deduction won't affect me or my housing market.

It will mean lower property values for all American home owners, including the one-third who own their homes outright and the 12 million who take the standard deduction.

Even if you don’t have a mortgage, getting rid of the MID will affect how much home you can afford to buy—and how much a buyer will pay for your home.

Myth #6: People will still buy my house without the mortgage interest deduction.

Yes, people will still value home ownership, but it will be harder for them to buy your house. The mortgage interest deduction makes it cheaper to buy a home because it saves real money at tax time.

If you bought a home last year with a $200,000, 30-year, 5% fixed-rate mortgage and you’re in a 25% tax bracket, you’d save about $2,500 from the mortgage interest deduction alone in the first year you own your home. That’s money you can use to pay down other debts, save for your children’s college education, or put away to buy a move-up house.

Myth #7: Solving the U.S. budget problems requires everyone to sacrifice.

Home owners already pay 80% to 90% of the federal income tax collected. If mortgage interest deductibility disappears, you and your fellow home owners could foot 95% of federal income tax.

If you’re at the beginning of your mortgage, losing the mortgage deduction will cost you a bundle:

$26,685—a 15% drop in value for the median home valued at $177,900.
A proportionally smaller gain in overall home equity over your lifetime, because your home now starts from a lower value.
Dona DeZube has been writing about real estate for more than two decades. She lives a suburban Baltimore 1970s rancher on a 3-acre lot shared with possums, raccoons, foxes, a herd of deer, and her blue-tick hound.

When to Get a New Real Estate Agent

2011-03-24T09:24:00.001-05:00

Real estate agents come in all different stripes, but it takes a personal experience to hammer that home. As my bio says, I'm a management consultant for institutions in the real estate industry, and have been working in the real estate space for several years. But recently, my wife accepted a tremendous opportunity for her career in Houston, so I've been busy doing consumer things in the consumer world: trying to find a place for us to live, at least for a year, while we get to know the area to decide where to purchase.

The experience of looking at the real estate industry through a normal consumer's eyes is... interesting. I'd like to relate a few of the experiences I've gone through and am still going through here, starting with...

The Subscriber's Voicemail Is Full

So I travel down to Houston, taking a couple of days, to locate a house that my brood and I might transform into our lair while we settle in. I find a pleasant, professional real estate agent to help me with my search (wave to everybody, Sara Nguyen of Prudential Gary Greene), and use the various online tools on HAR.com to conduct the search. I'll have a word or two about that experience later.

Together, Sara and I narrow our options down to a couple of neighborhoods, and a dozen houses or so. We start going through them rapid-fire style on Monday, so I can narrow the choices down. We get to one house that looks
Find Local Homes for Sale
Browse through photos of millions of home listings on AOL Real Estate
See Homes for Sale
Search Foreclosures for Salepromising, and Sara turns to me in the car and makes a confession. (Much of the dialogue below consists of me putting words in people's mouths, but hey, I didn't have a tape recorder on me or anything while, y'know, just being a consumer. But the facts are absolutely true.)

"I'm so sorry, Rob, but this house... I need a few more minutes," she says.

"Why is that?"

"Well, I've been trying for the last four hours to get a hold of the agent here to make an appointment, and she's not answering her phone."

I had noticed that Sara was awfully busy while we were touring the four previous houses. Now I knew what she had been trying to do.

"I tried to leave her a message to call me back as soon as possible, but her voicemail is full."

Say what now? I pull my Blackberry out of the holster and check: yep, it says right there that this is year 2010. For a moment, I thought I was back in the days when Motorola RAZR was the hot phone, and voicemail was this new thing that people didn't know how to use.

By sending her a couple of emails, leaving messages with her office, and perhaps by divine intervention, Sara gets a call back, and we're able to go in and see the place. I like the house, seems like it'll do for a temporary hideout, and talk it over with my wife that evening. We decide that we'll take it.

The next day finds me in Sara's office filling out applications and lease agreements. We're not in the least bit worried about approval; my wife and I are homeowners, have been for some nine years, have good credit, and the rent is cheap to our New Jersey eyes. We send the forms over, and I hope to have cashier's checks ready to go by the afternoon.

In the age of instant communication, of Twitter, Facebook, email, email on mobile phone, text messages, and so on, I figure it'll be a couple of hours before we hear back and can start negotiating the fine points of the lease.

Four hours pass without a word. Sara, in a near-panic, tells me that she's tried the other agent's phone a dozen times. "Her voicemail is still full, so I can't leave her messages, and she's just not getting back to me at all."

I'm about two minutes away from deciding to say screw it, and move on to our second choice house, when the other agent finally calls Sara back.

If Your Agent's Voicemail Is Full... Fire Her

I'm not going to bore you with the details of the negotiation, which still has not concluded, because, guess what, the other agent rarely answers the phone, and her voicemail is still full. But as a trespasser in Consumer World, let me suggest something: If your Realtor's voicemail is full, you've let her know this, and it's still full after an hour... fire her.

This agent, whose name I never learned, came within two minutes of losing her client the deal. In my case, he almost lost out on a great, stable tenant who would take care of his property, pay the rent on time, and won't make a fuss (without a very, very good reason). If I had been a buyer, her client might have lost the deal completely, simply because she can't be bothered to delete old voicemail messages (or answer the phone for that matter).

Let me be charitable and assume that perhaps the other agent is Hillary Clinton, moonlighting to supplement her income, while she tries to negotiate some treaty with Azerbaijan. That might be great for Azerbaijan and American foreign policy, but if you are Realtor Clinton's client, you're gettin' screwed.

Within the industry, we've heard that consumers are getting more demanding. Consumers want answers immediately, we hear. You'd better get on Twitter, and get that iPad, and have four mobile phones to deal with the impatient consumer - that's what we hear. Well, from Consumer World, let me suggest that the reason why consumers might be impatient is that we live in 2010, and we have jobs, and we have clients, and we know that we have to respond when our boss or our client calls us. We have mobile phones and voicemail too, and we know how they work. We're pretty reasonable folks, I think, but not when your damn voicemail has been full for two days and you can't be bothered to take five minutes to delete your three-month old messages!

There are complexities to being a real estate agent these days, I get that better than most people. But the essence of being an agent is to represent the client. Tell you what, it's awfully hard to represent your client when you don't pick up your phone, and people calling you with offers can't leave messages because your voicemail is full.

As a buyer/seller, or a landlord/tenant, your financial future might hang in the balance in a real estate transaction. Even if you are renting for a short-term, like I am now, you have to make decisions, and usually with very little time. Using a real estate agent who can't even be bothered to check (and delete!) voicemails might be your choice as a consumer, but don't be surprised if you're having trouble selling that house of yours.

Oh, and if you happen to think that technology is the solution -- well, someone who can't even be bothered to pick up phone calls and deal with a full voicemail inbox is not exactly a prime candidate for using avatars in SecondLife to do real estate transactions. Yes, the industry itself needs to do better at pruning out bad agents. Brokers need to do more to train, educate, and discipline agents who (in theory) work for them. But you, as the consumer, can do more too: stop hiring morons.

One clear sign? Her voicemail is full. Move on, friend, move on. Find someone else. Because I, and millions of consumers like me, will find another house instead.

Why Home Buyers Can't Evaluate Real Estate Agents

2011-03-24T09:14:00.004-05:00

What do home buyers expect from a real estate agent? The answers might surprise you, and go a long way to explain the reasons why buyers are ultimately disappointed with the one they pick.

An interesting result from the good people at the National Association of Realtors from their survey of home buyers on what it is that consumers value in a Realtor: Honesty and integrity. Knowledge of purchase process. Responsiveness. And so on.

These all sound like wonderful things to want in the professional you're hiring to help you spend the most you've ever spent on anything, if you're in the 99.999 percent of the population who doesn't own a private jet.
But there are some odd things about this survey and its results.
Of the nine skills/qualities listed, over 79 percent rated eight of them as "Very Important," while only 40 percent rated tech skills as "Very Important." I find that bizarre. What's more bizarre, though, is that only 85 percent of respondents rated communication skills as Very Important.

Judging by these results, it seems to me that the survey question probably asked, "Rate the following skills and qualities of a real estate agent from Not Important to Very Important." Clearly, people weren't asked to rank these qualities in order of importance, as that would not result in four of the qualities scoring above 90 percent. So... who the hell are the 15 percent of See photos of homes for sale in your area and across the country on AOL Real Estatepeople who thought communication skills were not very important? Are there that many people walking around saying, "Hey, it's okay if my agent mumbles on the phone and writes nonsensical emails"? According to the results above, one out of four single male buyers couldn't care less if their real estate agent has no people skills and has the manners of a Taliban enforcer attending a Women's Rights Rally. Really?

But there is a more fundamental problem, and one that actually impacts the consumer experience.

Assuming you do think things like honesty and integrity are Very Important to you... how exactly would you know if your agent has them?

It isn't as if people -- even if they're Realtors -- walk around with signs around their necks saying, "I'm not really honest all the time, and my integrity is somewhat shaky." Until you work with someone for a while, go through some ups and downs, and have reason to verify that the person is in fact honest and has integrity, how could you tell?

Professional services are full of these problems, which I call the "Great Lover" problem after an illustration by Marty Neumeier. Someone comes up to you and claims, "I'm a great lover." Is there some way of knowing whether he or she is right or wrong, short of going to bed and experiencing it for yourself? Lawyers say they're competent -- but short of having them handle a case for you, how could you tell? Doctors might tell you they have great judgment under pressure of a crisis in the operating room, but how would you know? References from past clients (or lovers) help, as does diplomas, degrees, credentials ("Black Belt Lover, Third Degree"), but all of those are substitutes for personal knowledge, which only comes from working with that professional.

For real estate transactions, the problem is compounded by lack of experience of the consumer. Most people buy or sell a house once every seven years on average. If you buy your first home at 30 (which is sort of on the early side), you're ready for retirement by the time you've had your fifth transaction. During that same period, you may have dealt with a doctor hundreds of times.

Consider some of these "Very Important" skills and qualities. "Knowledge of the purchase process" is one. If you've never bought a house before (as I strongly think would be the case for single men and women), how in the world are you going to be able to evaluate how much your real estate agent knows or doesn't know about the purchase process? Exactly what part of the process will you able to step in and say, "Hey, wait a minute - you're not doing that right"?

What about knowledge of the real estate market? If you, a random consumer, know more about the real estate market than your real estate agent who does this day in and day out, why on earth would you (a) hire her, and (b) not work as a real estate agent yourself? It's like my saying that a heart surgeon's "Knowledge of the cardiopulmonary system" is Very Important to me, except for the fact that I don't know jack about the cardiopulmonary system and would have to take whatever Doctor House has to tell me at face value.

This is the reason why I don't believe various consumer ratings of real estate agents have much value at all, even when it comes from past clients. They simply lack any basis to form judgments about the quality of service they received. Sure, they can tell me things about basic customer service issues, like Responsiveness or Communication Skills. But unless they've been actually ripped off, defrauded, or caught their agents in a baldfaced lie, they're going to assume that the agent was honest and had integrity. And unless they are real estate professionals themselves, there's no basis on which they can evaluate an agent's knowledge, negotiation skills, or transaction management skills.

In fact, something that experienced real estate agents talk about all the time is the fact that the opposite is more likely to be true: that consumers think the agent who put forth heroic efforts on their behalf is awesome, even though that heroic effort was necessary because the agent screwed something up badly, while smooth, trouble-free transactions make them think the agent was lazy or didn't negotiate hard enough, even though the reason why everything went so smoothly was due to the agent being a master at her craft.

So consumer reviews of real estate agents is not particularly meaningful. You know what would be meaningful though? Real estate agent reviews of other real estate agents. I, for one, would like to see what qualities and skills Realtors think are important, ranked in order of importance, and then see them rate each other on it after each transaction.

Of course, I would also like to have Steve Jobs leave his fortune to my favorite charity: The Rob Hahn Foundation for Education (Of Rob Hahn's Children)....

Closing Techniques To Master Closing in Sales

2011-02-11T13:10:00.002-05:00

Your investment in yourself is the best investment you can make. I recommend you spend the bulk of your energy and efforts learning about things that make money so that you can be financially free to do the things you want and to help those that you care about. Every little bit you learn makes you more valuable in assisting those around you and yourself. That’s true even if you stay at a company you’ve been with for a long time.

Okay so I realize that real estate isn’t really “selling”. The truth is that there is probably more negotiating involved. A lot of people don’t want to learn real selling because they think it isn’t relevant to their field of work, it is beneath them or most of the time because we have a learned image of a high pressure salesman that we just don’t really like. That person is so uncomfortable to be around that we don’t understand why anyone would want to be like them. The good news is this, those high pressure sales people are generally very poor at their job. They also generally sell people a bunch of shit (excuse my language) that people don’t want. Usually behind the scenes you will find that their customers are rarely satisfied and life is a continuous struggle for them to meet quotas they can’t reach. I’m not going to teach you to be like them because the truth is that type of selling doesn’t work.
The Misconceptions About Selling

Remember that people buy products all the time. People also buy services all the time. A lot of times people don’t need sold on the value of those services as they’ve already made up their mind to purchase them. I don’t know about you but when I went to buy my last computer, I knew what I basically wanted. All I needed the salesperson to show me was the best laptop for my price range. The salesperson advised me, I bought my computer and that was the end of it. I didn’t require high pressure sales to close, I needed advice. In fact, if he had tried to sell me via high pressure selling, I probably would have left to another store to find someone who was able to listen to my request and advise me accordingly. I knew what I basically wanted and needed the salesperson for their knowledge on the specifics. If you can learn to effectively lead people’s conversations to where they had already decided to close the deal with you and you simply had to advise them on the specifics, wouldn’t that be a lot easier? The good news is that this is just what you’re going to learn today.

I suppose a small minority of people would disagree with me but McDonald’s does not make the best hamburgers. However, McDonald’s is the best selling hamburger joint in the world. What McDonald’s does have though is the world’s best system of marketing and selling to deliver their product to their customer. Do you think McDonald’s has ever tried to force you to buy a hamburger against your will via some high pressure sales pitch? Or could it be that their success in selling hamburgers is due to something more subtle and powerful?

Becoming a successful real estate investor isn’t about being the most intelligent, motivated or attractive, it is all about who can consistently close the deal. If you want to consistently close deals a big part of it will be your learning resources like this. Every little bit you invest in yourself will only serve to make you a more powerful and confident individual.
The Great Myth

“I’m not in sales, so why should I learn selling?”

Yes you are!

Suppose you never take any of this information on this site and you never use it to become a successful real estate investor. Suppose you are content with your current job and you don’t see a need to change what you’re doing. When you went in for your job interview, a huge part of whether or not you obtained the desirable job was due to your ability to sell yourself at your job interview. Next time you go for a promotion, your success or failure will be determined by how well you’ve sold yourself and your value to your company all along. Next time you hope to attract a mate of the opposite sex, it will all be in how you present and sell yourself. Trust me when I say that I have many friends who fail miserably with women simple due to their inability to sell themselves. They often have poor communication skills and poor self belief. This leads me to…

The Great Truth

Everyone is involved in selling – all the time, no exceptions
The problem with this is that we as a society have a learned perception that a great sales master is one who talks a lot and is boastful. The reality is that a great salesperson closes deals. The even lesser understood reality is that great selling involves great listening. I want to remind you that McDonald’s has never (via high pressure sales) sold you a hamburger but the average person will go there over 1800 times over the course of their life. I should elaborate to say that McDonald’s has never “sold” you a hamburger in terms of our preconceived view of selling. However, McDonald’s has marketed and communicated effectively enough that you have decided you would like one of their products and simply went in to the store to complete your order. That is what selling really is. You need people to have already decided in their mind to buy your hamburger so to speak so that you can simply advise them about the specifics.

In real estate, you only get paid if you close deals so understanding the psychology of people helps you drastically. Let’s simply change the term “selling” to a better more fuller term – “effectively communicating”. Communicating is a great deal different than talking even though some people use them interchangably. It encompasses your body language, the emotion behind what you say, your tone of voice and most importantly, your listening skills. If you only learn one skill the rest of your life, master communication and every aspect of your life will improve accordingly.

When I originally wrote this information a while ago, I had written it for sales people. I urge you to read it with an open mind even if you are not currently selling anything (except yourself because you will never be done selling that). All of the information is still relevant to you if you ever plan to move towards any sort of a desired outcome in your life. In real estate, you need to close deals for your desired outcome of wealth to manifest but in real life, there are 100s of daily examples where persuasion can lead you to a better result.

So What Stops People From Closing?

The vast majority of salespeople fear potential objections so much that they don’t even ask for the close. Over 90% of most sales presentations actually end without the salesperson asking for the close even just one time. Think of all the ineffective salespeople you’ve dealt with in your life. How is their demeanor? What kind of closing questions do they ask?

Closing should be a natural outcome to a well done presentation. Before we look at techniques, let’s understand the difference between poor performing and well performing salespeople. Which one are you now? Which one are you going to choose to be from now on? If you’re not already a great salesperson, make a goal to become one in the next 30 days. All the techniques in the world mean nothing without being applied.

Closing With Ineffective Salespeople

When most people picture a person who should be in sales, they picture someone who is a smooth talker. They are very cunning with their words. In reality, rarely does this type of person ever actually excel at selling. People buy products from people they feel comfortable around and even friendly with. Have you ever went to buy an electronic part and the salesperson wouldn’t stop droning on about every single technical detail and specification of it?

The three most common closing techniques of ineffective salespeople:
- They hint that you could buy the product if you want
- The fantastic and well thought out “So… what do you think?”
- They just keep talking about the product waiting for the potential client to make the first move.

None of those work for a few reasons:

- Most notably, their lack of belief is translated to you
- You can get the feeling that they’re just trying to get you to buy for their benefit, not yours
- Chances are they haven’t actually listened to you through the duration of the presentation
- They give you a sense of mistrust in them
- They are rarely passionate about the product they are selling
- They are rarely passionate about seeing you make the best choice for you
- It seems as if they’re hiding something
- If they just listened to you just a little bit, they might actually understand what you’ve said
- Seriously would you buy something from someone who just won’t shut up if you didn’t previously want the product?
- More often than not, they don’t have money themselves so they are afraid to ask assuming everyone else is as limited as they are
- They project their beliefs onto the other person instead of listening to the other person’s unique problems and circumstances

If you are one of these people, then fear is the primary motivation that holds you back from elite selling. Generally you either have money issues yourself and project that unto others, you are a poor listener, you overwhelmingly fear rejection or probably a combination of all of them.

Fear of rejection can be overcome. The key is to realize that by being scared of rejection, you get rejected all the time. Can you say irony? How do you handle this now? If you realize that this is the most rejection that you can possibly experience can we move on?

What if you could change the world for only a day so that you knew ahead of time that 99% of the people you saw would purchase a large order or in our case, do the deal with us.. The catch was you had only 24 hours to see them. How many people would you see then in 24 hours? If the answer is a hell of a lot, then clearly it is fear holding you back. Learn to master your fears. Mastering fear altogether is a whole different topic but if you’re looking for help on it, having the knowledge to be prepared for any outcome should will make your fears subside. You’ll realize that it doesn’t matter what the other person does, only what you do in response to them. If you know you can handle all the possible outcomes, then you won’t be afraid ever.

Effective Salespeople

First off, if you are looking to be effective in selling. Step 1 is to ensure that you are passionate about your product. Because everybody needs to live somewhere, I think there is always something within real estate to be passionate about. It is your space after all. When you legitimately believe that your client will be better off for having purchase your service/product, your persuasive power goes up immediately. It is true that sales techniques will allow you to be more effective in selling any product and in communicating in everyday life. However, it’s much better to do it with integrity, right? Not to mention much more fulfilling when you see other’s lives improved. The bottom line is to sell something you are passionate about.
In my own personal life, I am very pro health. I eat a lot of organic fruits and vegetables and never have any health complications. I persuade people to do more for their health all the time. In the future I will open up a business related to health and I’m already positive it will be successful because I’ve been persuading people all this time to better their lives. I’m already selling them, I’m just not getting paid for it yet. You’ll find a much easier path to success when you find out what that is for you instead of selling what you must do for a living. There is always a niche or two within real estate that you find passion with.

Here are some of the characteristics of proven winners in sales and the associated techniques. Although any 50 techniques may work, you only need a few of them that work for you and suit your individual personality:

1. They Continually Use Assumptive Language

If your presentation went as it should, it is only natural to assume they would want to make a purchasing decision. Again, being passionate about your product, you’d like to help them. They also use assumptive language throughout the presentation. Choose one that you yourself would feel comfortable and natural saying.
- Mr. Prospect, how would you like to take delivery?
- Mr. Prospect, should I write up this order for the red or the blue?
- Mr. Prospect, how do I spell your middle name on this order form?
- Mr. Prospect, I wouldn’t be doing my job if I didn’t ask, why don’t you get it?
- Mr. Prospect, what’s the easiest way to write this part up? What type of credit card are we going to use?
- Mr. Prospect, are we going to get one or two of them?
- Mr. Prospect, ok I’m filling up the order for 400 of them. No I’m just kidding. One or two will be fine. Standard delivery is ok?
- Ms. Prospect, how many am I going to fill out the order for?
- Mr. Prospect, I’m going to ahead and fill out a contract for the house for ____, is that correct?
- Mr. Prospect, I’m still a little new at this. How many of them is the order going to be for?
- Mr. Prospect, who should I invoice this to?

Take your assumptive language further. Every time your customer agrees to a benefit of a product, write it down on your order form. The first time they will stop you and they will ask what you’re doing. You just calmly respond “Oh don’t mind me Mr. Prospect, I just like to keep my thoughts organized on paper. I write stuff down as I hear it to help keep it organized”. Or you can use some humour “Oh I’m not supposed to tell you this” and then pause, lean forward and whisper, “but the IRS thinks you’re cheating on your taxes again and I’m taking notes on you.” Pause again and in normal tone again “No I’m just kidding. I just keep all my thoughts organized by writing them down on paper. Don’t mind me doing it throughout because it’s just what I do. I do it all the time.” By the time you get to the close, you’ll have all of the information ready to go. Now that’s assumptive power.

2. They Rarely Ask Yes or No Questions

There’s a serious problem with yes or no questions. Most notably, the person can say “No”. Aside from the obvious, when a person asks you “How are you doing?” you automatically say “good” without even giving it a real thought. This is true, right? A lot of yes or no questions will be responded to with “no” without the other person giving it a real honest thought. People are taught to have natural sales resistance even when the product is in their best interest. A lot of times, they are especially like this when it is in their best interest. it’s crazy, wouldn’t you say? Your job is to get them thinking again. They are always infinite choices to choose from so your job is to lead your prospect to the right product choice just like McDonald’s would. Choose questions that either have specified options as answers or make a statement that you believe in followed by “right?” or “isn’t it?” as a token of their agreement.

Mr. Prospect, would you prefer your order in the white or the black?
Mr. Prospect, would you prefer one or two of them on this order?
Ms. Prospect, would you prefer to take delivery on Tuesday or Thursday?
Ms. Prospect, are we going to be paying for this with Visa or Mastercard?
Mr. Prospect, you’re going to go with this order in the black, right?
Ms. Prospect, I just want to get this order information accurate. The correct spelling of your last name is €˜P€¦ R€¦.’ (etc.), isn’t it?
Ms. Prospect, would you prefer if I we ship the order to your home address or work address?

3. They Act As Your Advisor Instead of Selling You

This is the secret of secrets in selling. Don’t sell anything, advise. Great salespersons know that sales will come. They are greatly attached to long term outcomes but not bound by individual sales one way or another. They are very keenly aware that their long term success is assured. Knowing that enables them to play more of the role an advisor.

What if whether the person bought the largest order, the smallest order or nothing at all you got paid the same money either way? What if it made absolutely no difference to you at all what the customer purchased or if they purchased at all? How would your demeanor change?

Most people have a natural barrier to sales because so many people in various markets are trying to sell them junk. Most often after making a large purchase, buyers go through what it is called buyer’s remorse. Typically, they doubt their purchase and they often even regret their purchase.

Have you ever bought from a really professional salesperson? You’ll know it because you actually felt good about it. Let me explain this with a story. I was with a friend and had the benefit of watching a real pro of a car salesman work his magic. She had said that she wanted to spend no more than $5000 on a used car. She wanted it to be good on gas and she didn’t want an ugly car. Most car salesman walk up to you and awkwardly initiate conversation. Then they try to lead towards some car while they smile and nod “isn’t this the car for you?” They might ask a few questions first if you’re lucky. Not this pro. This is how the scenario played out.

Firstly, he came up to us and asked us if he could help us with anything to which her response was a typical “oh no thanks, we’re just browsing”. He very calmly said “if you guys don’t mind, I’d like to tag along with you. It looks bad on us if we don’t show some good hospitality to people who pay us a visit. I won’t bug you guys at all.” He was so calm and nonchalant about it that her reply at this point was “yeah sure ok”. He went on further “It’s such a nice day outside anyways and I’ve been cooped up in the office all morning.” At this point, she sort of began walking again and partly ignored the comment, giving it no response.

We casually walked around for a while making small talk until she finally came to a car that she actually liked. “Wow this one’s pretty cute” she said. She leaned towards the salesman and asked him “how much is it?” It wasn’t posted anywhere on the window. His reply was a very calm “to be honest, this one’s new here and I’m not really sure. I can find out for you in just a minute. Can I ask you something if you don’t mind? It’s the front up here that makes it look cute, isn’t it?” he said referring to a custom decal on the front of the car. He smartly suggested something so that she would offer her own evaluation of the situation.

A little aside, if your prospect won’t tell you what’s going through their mind, suggest something and they’ll correct you with what’s really going on in their mind.

It was a very cunning move for a man who had patiently waited almost 10 minutes without being part of the conversation. “Actually” she replied, “that’s the only part I’m not really fond of”. “Oh, so what do you think is cute about it?” he inquired. She replied, “definitely the colour and the look of it over here. I’m not going to buy a car today though,” she said which is another very typical response or objection which wasn’t at all true for starters. He calmly replied, “my job is to make people happy with their time here even if they don’t purchase. If you don’t come back for ten years I’ll still be looking to make your day worthwhile here” he said very matter-of-factly. He then paused, “I’ll tell you what. I know you’re not looking to purchase but these are fun cars to drive. Let’s take it for a spin for 10 minutes before you guys are on your way. You guys have 10 minutes, right?” The enthusiasm about how fun it was hit you when he said it.

He then came back with the keys and we went for a ride. She obviously loved the car but was still struggling with the usual natural sales barrier. Though this particular gentleman could not have been more dead on which how he had handled her, ultimately the decision still weighed with her. He then went on to ask her a few clever questions to uncover what particular aspects mattered most to her decision, including how it was on gas. There were other factors but I’m trying to keep the story brief.

When he got to price, he very calmly asked her “is price a factor in your decision or can you spend whatever you want within reason?” to which she replied “Yeah, well I can’t spend any more than $5000 on a car before taxes.”

We got back to the lot and he commented to her on a series of points she agreed to. “You like the car? It’s cute enough for your taste right? It’s good on gas as you said you wanted. I haven’t checked the price yet but I’m sure it’s within your budget. Why don’t you get it?” he asked. “Oh I don’t know” she replied. “I wasn’t looking to make a decision today and we’ve still got a few other places to go.” He replied, “I see. You’ve been to a few other places. Where does this car rank so far?” Well to be honest she said, “It’s at the top right now but I still want to shop around.” His response was “I agree with you. It’s important to make a sound decision instead of an impulse emotional buy. Is that why you’re looking some more to be sure that this is your best available option?” She replied, “Yes that’s why. I just want to be sure.”

He came back “well I see that and for this model and shape, I’m confident this is the best you’ll find.” He paused again, “I don’t know the exact sticker price on this car but I’m sure I could let it go for $4500. Although, I don’t want to rush you guys to a decision. It’s your money and it’s smart to be wise with it. I see that you guys just need time to think about it, right?” She responded, “Yes just a little bit”.

He cleverly replied, “I’ll tell you what, why don’t you take it for another drive without me just to sure it in your memory before you guys leave today. You just loved the way it felt behind the wheel so one more trip will help you remember it. Take your time” She couldn’t resist, we grabbed the keys and on we went.

Upon our return she had her check book ready. She bought the car. Before we drove off, he said “I’ll get those decals taken off for you at no charge since you said you preferred it without them.” At this point she felt like royalty and called everyone she knew to brag about her new car. Even mentioning how awesome the guy was there in helping her. No buyer’s remorse there.

The Moral of the Story

When you buy from a pro you leave fulfilled and happy. They have you in mind. The lesson to be learned here: Top sales pros act as advisors.

He didn’t talk about mileage because she wasn’t concerned with it. We didn’t waste time talking about payment methods because he already knew how she was going to pay for it. He only advised on her the criteria she said was most important to her choosing. He let her name the terms and price and simply fulfilled it. We never haggled over price at any point. In fact, the car might have only been worth $3000 but what does it matter if she loved it?

I am a little more observant than her. I happened to notice his picture on the wall as the top salesman in their rather large branch. No coincidence there I might add.

As a technique to take the advisor role a little further, if you’re seated, slide your chair over to be on the same side as your customer. Advisors don’t sit awkwardly across from people, they work together. When they ask why you’re doing it just say “it’s just easier for us to figure stuff out if as it comes up”. I usually throw in a bit of humor and say “don’t worry, I won’t bite you” or “don’t worry, I don’t eat people”.
4. They Listen Well and Their Presentations Continually Invoke Customer Involvement

The simplest way to handle objections is to deal with them before they even come up. Did you know the average person has only a 3 sentence attention span? That means as soon as you say 4 things in a row without their involvement, they’re probably not listening to you anymore. How can you stop this? Very simply by getting them included. If you have an obvious point to make say it but add a simple “right?”, “isn’t it” or “isn’t that right?” at the end of your point. Use their name if you can.

“Mr. Prospect, this is the best quality product on the market today. Top quality is important, isn’t it?”

Another more effective way to do this to ask a question before you make the point.

“Mr Prospect, what would you rather have, top quality or average quality?”
He’ll reply to the obvious point and you show him why your product is the top quality.

Momentarily pause your presentation after a key benefit and say “Mr. Prospect, I just want to make sure I’m explaining this the right way to you, does that make sense how I just explained that?”

Assuming you do this correctly, you’ll deal with numerous objections before they even come up. You can deal with it here and now.

Lastly, this one is this most powerful. Illustrate the benefit. Don’t say your car has the most power, floor it and show them. Don’t say your knives cut the best, take them out and have the customer slice. The more out of the ordinary it is, the better.

There was once a man who was number one in selling hurricane-proof windows. People asked him how he became number one in the entire country in such a fast time beating out every top salesperson the company had in less than one year. He showed them that everyone claimed the windows were hurricane-proof. At his presentation, he paused, pulled out a hammer and hit the window as hard as he could which left no mark on it. How would that impact you if it happened right before your eyes? That’s how you get customer involvement and make your point.

The reason this works is that knowledge and wisdom are two different things. Wisdom is knowledge applied through experience. You may realize how great your product is but the customer does not. Further still, they may not realize how great it is the first time through. By asking them, you get them to stop and think and pull their mind back to thinking about your product where it tends to wander. As that happens, they’ll be forced to agree with your conclusion or not but one way or another they’ll have their own wisdom right then and there.

5. They See Top Prospects

A prospect is someone who has the means to afford the product or service and can definitely benefit from its use. This may seem like an obvious point but you may have a great product, a great presentation and a great close and still not generate the sales you need. If you’re a top salesperson and you’re seeing run of the mill prospects, how are you going to succeed in sales?

6. They Paint Visual Pictures Throughout the Presentation

As stated above, one way to make your benefit clear is to have it used right then and there during the presentation. However, there’s more to great selling than just that. Besides that, some products, like say investments, are too abstract to visually demonstrate. What reasons do you think people buy from you? In a poll I read, over 90% of customers said they purchased because of the salesperson’s enthusiasm and only 7% said it was because of the salesperson’s technical knowledge. You should be technically sound on your product, right? But understand that it is the picture you paint that makes the difference and not the technical detail. You give the technical detail life but illustrating its benefit. If you can’t be passionate about your product, again, find one that you can be passionate about.

Paint visual pictures in the other persons mind. When a person agrees to a benefit get them to picture using it. I start all my sentences with “Ms. Prospect, you’re going to love…”
- the way this car handles in the mountains
- being so relaxed at night in bed when you know the bank isn’t beating your down door anymore
- going to the bank to find out your investments made you this much
- the way this house feels to show off when the family comes to visit
- the way this looks right over there in that room

You break down their natural sales barrier by picturing them already owning it. If you were excited about driving a card in the mountains and you were a prospect, wouldn’t you buy it too? As you they tell you they can use a benefit, throw in a visualisation about how they can use it.

7. They Are Calm and Relaxed During Closing

This may seem like another obvious point but top salespeople are very calm and relaxed during the closing. If you drastically fear the rejection of closing to the point where you can’t even ask, you’re causing yourself a whole lot of rejection.

Success is preparation meets opportunity. The more you’re prepared with handling objections, the less you’ll worry. When you realize that you can handle every possible outcome, it’s much easier to be relaxed. It’s only how it’s going to play out that is the interesting part.

Ask to follow a top salesperson in your company (or in our case a top investor at the investor club) or through someone you know so you can watch them work. The more you see them do it, the more you’ll realize €˜hey, I can do that too’. It is a quick way to turn your knowledge into wisdom. This is a must even if you are at the top. Spend a day with someone else just to learn.

Take responsibility for your results. Everything is in your control. Even the sales that got away, it was you who didn’t find the right prospect or it was you who didn’t build enough excitement in the other to warrant a buying decision. You either didn’t find the right buyer or didn’t handle the circumstances properly. All of it is within your control so when you see that, you see the big picture instead of the individual sales. They are just a reflection of your larger goals playing out. No great salesperson ever needed one individual person to say yes.

There are only about 10 really mean people in the world. They just get around a lot. You can deal with the same 10 idiots. Really, can’t you? Learn to be calm.

When people ask for the close, you’re almost always faced with an inevitable pause. Rarely does a person say yes the very first time without any hesitation.

Poor salespeople take this pause after asking for the close as a no and begin talking again. I bet you’ve all done this at some point. In all selling and negotiating, be patient. I’ve looked potential clients as long as 60 seconds in the face without any conversation to let them decide. How’s that for patience anyways? Can you imagine how long that felt in my head? If anything goes that long and you feel the need to say something, ask for the close again. A huge number of people actually talk themselves out of sales by not just keeping quiet. Your only move should be to lean back and relax. This is good practice for a good poker face too, right? Learn to keep your big mouth shut when it’s required.

Learn 5 closes you can use and how to handle every objection, when you’re prepared, being calm is a natural conclusion. One thing’s for sure, as long as you fear rejection, you’ll get rejected. As long as you know you can handle it, you’ll rarely get rejected.

8. They Are Empathetic But Not Sympathetic

People are going to give you objections during closing and throughout the whole presentation. This is just how things are. When customers give you objections, it does not mean no but rather that they are unclear on a benefit. They have the knowledge but not the wisdom. That is they understand what you have said but their experience does not lead them to see how it will save them money, make them more energetic or whatever benefit you have said it will cause. It is simply a different point of view that is neither right nor wrong. If you are selling a $5000 product that saves them $10,000 then they are simply not clear on how that’s going to happen if they give you an objection. They are not clear on the benefits as you stated them.

A lot of sales people get frustrated when people don’t immediately see a benefit. Life is wonderful because they are so many different points of view. Learn to be empathetic. That means learn to understand their point of view from their unique perspective. That doesn’t mean to be sympathetic. If they say they can’t afford it doesn’t help either of you to say “oh I know times sure are tough”. That is sympathy and allows both of you to stop thinking.

Empathy allows you to strive to see their point of view so that together you can arrive at a new conclusion. If you strive to see their point, it is natural to agree instead of argue. Never ever ever argue in a sales presentation. “I see where you’re coming from Mr. Prospect. No one ever said our product was cheap”. That’s very different than saying “It’s not that expensive” which is disagreeing and arguing. At that point your goal is to show them how the use of its benefits far outweighs the cost and how they can afford it. Poor salespersons will actually get frustrated and say, “No it’s really not that expensive at all”. If you aren’t empathetic, you’re already losing.

The way to be empathetic properly is to always agree with their point as they make it. In fact, you can even compliment them on it sometimes. “Mr. Prospect that’s really clever of you to notice. Most people don’t ask that question”. Agree with it as their truth and clarify with a question to see that you see it as they do. From there you can invite them to a new point of view on it.

9. There’s Lots of Humour In Their Presentation

Smart salespeople know that the close begins long before the close. It begins the moment first contact is initiated, generally on the phone. Most salespersons are forgettable. It’s the unfortunate but honest truth. Adding humour breaks tension, increases trust and makes you more memorable. How funny are you? My presentations are always funny. People don’t realize though that the things I say that seem very spontaneously funny are the same jokes I make again and again given the right opportunity to use them. They work for me, they’ll work for you. Feel free to steal them without crediting the source (ME! Matthew David). When I call people on the phone, regardless of what I’m doing I have a few funny ones that I use repeatedly.

“How Long Will It Take?”

It takes about 24 hours. Don’t worry though, I bring my sleeping bag over. I make eggs in the morning. How do you take your eggs? (pause) No I’m just kidding. It takes only about …

“What are you selling?”

We sell farm animals. I only need to bring over about 5-10 live animals to show you our top notch livestock. They hardly make a mess at all. (pause) Mr. Prospect, I’m just kidding. It’s actually €¦..

In the presentation, you can use things like:

Ok so it does happen to cost $10,000 dollars (or some very large figure for your product) to which they’ll object. (pause) No I’m only kidding. It really only costs…

Yeah and you can use the money you saved to play the lottery. Just when you win, don’t forget us little people. I don’t ask for much though. You just owe me lunch.

It’s going to take a little creativity here but have 5 funny things you can say in every presentation you use but that seem as if they’re spontaneous. It has to be unique to your product and your presentation.

10. They Actually Ask For the Sale

90% of sales end without the salesperson asking for the sale even one time. Also, the average person purchases after the fifth time of the salesperson asking. All you’ve go to do is ask, handle objection, ask, handle objection, etc 5 times and you’ll be a pro. This is exactly I told you that you need at least 5 closes to use. If you know 4 or less closes, that’s why you’re not at the top yet. Are you choosing to get there now? What are your long term and short term goals?

11. They Sell Benefits, Not Products

Customers don’t buy products, they buy benefits. Pros sell the emotion behind the technical detail. This ties in with visualization. If a customer finds that the product makes their life easier, illustrate this with “you know what’s going to be great? Just picture the way the kids will still be whining about dinner and the husband will still need a good kick in the pants but you’ll comfortably know your investments are well taken care of. You won’t need to call me to add to the stress”. That goes a heck of a lot further than saying that it’s an easy to use investment plan, doesn’t it?

12. Continuous Improvement

Top people in anything always strive to better themselves through reading books, taking courses, attending seminars and listening to audio. Your car should be a mobile university on wheels. As little as twenty minutes per day can make all the difference in the world if you’re committed and low on time. Being a pro isn’t a sometimes thing, it takes lots of practice of the fundamentals whether you see or not. Being the best is not a sometimes things, you have to choose it every moment of every day. What’s in your personal development library? Hopefully at least you’re using the material on this website and access to my courses.

13. The Lucky 13 All Else Fails Technique

Ok so you’ve used your 5 closes and you still haven’t finished with this person. They’ve agreed to all the benefits, its use, its price and the whole shebang but at the end of the day haven’t agreed to purchase. Your stalemate at this point should just be a result of their indecision. You’ve added humour, visuals and everything but they’re just indecisive. It happens from time to time. They’re so paralyzed with fear that they can’t decide one way or another.

Repeat after me and memorize this word for word.

“You know, we have long considered Benjamin Franklin one of our wisest men. When Ben felt stuck with a problem as you do right about now, right? (pause for agreement) Do you know what old Ben did? He would grab a piece of paper and draw a line down the middle and put the reasons for the decision on this side and the reasons against the decision on this side (draw the lines). At the end he would simply tally them up and found the decision was made for him. Why don’t we try it and see what happens?”

Some people in sales may even recognize the close but it’s perfectly ok because it is sound logic. They can’t disagree with logic, can they? You grab a sheet and draw a line down the middle. On the left you go through all the benefits they’ve agreed to. You said it would be relieve their stress, be easier, save money, be fun to use, pay off quicker, be higher quality, etc. You know your product better than anyone else. You should easily be able to spout off 7 or more. Have them name the reasons against it and for God’s sake don’t help them. Agree with them on the points they make. Usually they will get stuck at 3 maximum if they even get that far which they rarely do. There’s only a few reasons against like cost, already own a product of the same type, etc. Tally them up and it generally shows something like 9-2. Close again. Mr. Prospect it seems obvious from this, why don’t you get it? Be quiet and let them speak next.

All that’s left from this article is to use it. Turn this knowledge into wisdom through experience.

Congrats to CENTURY 21 JRS Realty

2011-02-01T12:53:00.002-05:00

Congrats to CENTURY 21 JRS Realty agents for signing up 21 listings in the month of January 2011. Amidst all of the wonderful snow we are having in the North East CENTURY 21 JRS Realty agents have been working. Agents from the Clark and Rahway offices have put up 21 new listings this month, which is a great accomplishment in this weather and economy. These same agents have also worked with 7 buyers that have signed contracts to purchase homes in the near future. CENTURY 21 JRS Realty is always looking for more agents to add to the roster of well trained sales professionals.

Increase your Productivity EASY as 1 2 3

2011-01-10T00:49:00.000-05:00

Increase your Productivity (Members Only) (edit/delete)
A real estate agent's day is filled with showing houses, gathering marketing materials, posting advertising, following up with prospects, as well as spending many more hours on the phone. The average real estate agent makes thousands of calls a year following some leads that never even pan out. This can cost time and money. Yet, being available to speak live with your clients can mean the difference between gaining a buyer or losing them to the next agent in the yellow pages. With all of these jobs and responsibilities falling on the shoulders of the real estate agent, any tool that can help them alleviate some of the time and money they spend is an investment worth making.

Call capture systems are becoming the preferable choice of leading real estate and mortgage professionals in the country because they allow them to be out and about showing properties and not tied up on the phone. Yet at the same time, it allows agents to capture the necessary information to make a sale later. A typical call capture session would go as follows: a potential client sees an advertisement with the call capture number on a business card, billboard, flier or sign rider and if interested, they will call it.

They are then greeted with a pre-recorded message from a real estate agent with options to listen to several other pre-recorded details about available properties or other real estate information. At the end of the personalized recording, there could be an option to either speak to an agent directly by transferring the call, or to leave a message for the real estate agent. If they decide to transfer to an agent, then they have already shown interest in what the agent has to offer. This type of call is better than a "cold call" in which the client's interests have yet to be determined.

An agent can use call capture features in this way to be sure there is interest in a property or service provided by the agency and can proceed from there. The conversation will become streamlined, quickly covering the details of the property or service required, and really getting to know what the client is looking for. If they decide to leave a message instead, or even if they simply hang up, the client's number and what extension or property they were calling on is saved through the call capture system. An agent can then call them back for a follow-up.

When the return call is placed, a real estate agent can be ready not only to answer the questions which were left on the call capture message, but can also be prepared with answers for further questions the client may have. This makes customers feel like they are being listened to, and this has always been a basis for making sales. Clients who feel that their agent values them by answering their questions directly and being quick to respond to their calls are far more likely to use the agent for purchasing or selling a home, and are more likely to return again in the future.

There are several different call capture features that help enhance the systems and in turn help agents make more sales. With instant notification when someone calls the call capture line, the agent can be informed of every lead in real time. Studies show that the majority of people end up working with the first real estate agent they speak with so being able to act quickly can mean the difference between getting a new client or losing them to the next agent in line. Secondly, mirrored ad tracking extensions allow agents to advertise the same property in multiple places quickly and easily. This way they can streamline their advertising by weeding out ads that don't bring in the leads.

No matter the home or service being sold, and no matter the price involved, it is imperative that call capture be pared with top-notch client-focused interaction to help boost up sales. Call capture hot lines are being used every day by thousands of top real estate, mortgage, and financial agents and professionals all over the country to give them more influence in the market, more clientele, and to improve their earnings for themselves, their business, and their families. Click to learn more about using a call capture system in your real estate business. Or for a 15 Day Free Trial visit http://www.RealtyOne800.com, a leading provider of real estate call capture systems today.

The Top 5 Ways to Become a Millionaire – How to Become a Millionaire

2011-01-10T00:32:00.000-05:00

Anyone Can Become a Millionaire by Following a Few Simple StepsBecoming a millionaire isn’t all that difficult and there are countless ways to achieve that milestone. Some people do it through real estate, others start their own business, while some simply get lucky by winning the lottery or winning big on a game show. What is even more interesting is that you don’t have to be wealthy to begin with nor do you have to earn six figures to reach this goal.

I know some people who earn well over $100,000 and all they have to show for it is a large mortgage payment and a fancy car that depreciates faster than a glass of milk left outside in the summer sun. Anyone can become a millionaire and there are five things you need to do to have the best shot of making that a reality.

1. Earn Income.
Clearly, the more money you make, the faster you can reach that milestone, but that doesn’t mean your average Joe with a average income can’t obtain millionaire status. The current median income in this country ranges between $35,000-$60,000, depending on where you live. Better yet, get married so you have dual incomes. The wonderful thing about having dual incomes is that even with two people in the household, your income may double, but your expenses typically don’t.

If you don’t earn even an average income, all is not lost. It is up to you to do something about it. A negative attitude about your job or your earning potential won’t change anything. Be proactive and make the decision to improve your situation. It is your life, so take control and realize that things don’t change overnight. It may take a few years of slow growth before you reach the point where you want to be, but you can do it if you try. Remember, short of inheriting money from a relative or winning the lottery, you will need income to become a millionaire.

2. Live Within Your Means.
Ok, so you have income but now what? It doesn’t matter how much money you make if you spend it all or spend even more than you make. It might be nice to eat out at nice restaurants every night, or to always be on the cutting edge of designer fashion but, this will only make you feel like a millionaire. This doesn’t mean you have to live a miserable and miserly lifestyle, but you simply need to live reasonably.

Start by purchasing a home that you can comfortably afford and drive vehicles that suit your lifestyle without straining your budget. You don’t have to be pulling down $75,000 a year and drive a 1992 Civic Hatchback or live in a dump, but throwing your money at a 4,000 square foot home in a gated community with luxury cars or SUVs that cost as much as one year of your salary won’t help you become a millionaire. Some may argue that an expensive home and real estate in general is a good way to become a millionaire, but I will touch on that later.

3. Save Money.
This isn’t rocket science but if you earn a reasonable income and you live within your means, guess what, you will probably have money left over to save. The problem most people have is they put savings last, as an afterthought. People pay bills, buy things and then whatever is leftover they try to save. That is the wrong way to save. I’m sure you’ve heard it before, but pay yourself first. Whether it is $100 a month or $1,000 a month, think of the savings as a bill that needs to be paid and do it regularly. If you are unable to save money you will find that your only wealth is in the form of material things. Start saving today with a high-yield online savings account.

4. Invest Wisely.
Now that you are saving money, you need to invest it wisely. Sticking it under the mattress isn’t going to help you reach your goals any faster. You don’t have to read the Wall Street Journal or watch CNBC everyday while actively managing your portfolio in order to be a good investor. Some of the best investment advice is to simply buy and hold and to buy low and sell high.

It is also important to remember that real estate is part of your investment picture, but it shouldn’t be all of it. Too many people stake almost everything they have into a primary residence and expect it to appreciate in value. Just like any investment, generally speaking, over time you will make money. There isn’t much debate about that, but relying heavily on real estate is no different than if you rely on one stock to fund your retirement. Start investing for free – trade stocks for free at Zecco. The Free Trading Community. www.zecco.com

You can become a millionaire by simply buying a single stock and holding onto it for 20 years if it goes up significantly just like you can buy a home $500,000 home and have it double in value in 20 years. Take a lot of the risk out of the picture by making sure all of your eggs aren’t in the same basket and develop an investment strategy that will provide steady growth.

5. Stick With Your Plan.
If you have done the previous four items the only thing left to do is to continue doing it and stick to the plan. As far as income is concerned, always be on the lookout for ways to increase your income, whether it is through climbing the ladder at your current job, finding work elsewhere, or maybe even starting a business on the side. Increased income will mean you can save even more, provided you aren’t foolishly spending the additional money. As that additional money gets tucked away into savings or investments it will continue to grow even more quickly.

It Isn’t Hard to Do if You Work at It
Unfortunately, most people are looking for a way to get rich quick or to capitalize on the next big thing. It is true that some people have made their wealth through playing the real estate market, while others have done so by investing in a few stocks that exploded, but this is the exception and not the norm. If the above list seems overly simplistic, that’s good. There are no secrets to becoming a millionaire and almost anyone has the chance to make it happen. The process is simple:

1. Make money
2. Don’t spend all of your money
3. Save some money
4. Invest that money
5. Repeat

Certainly, there are many factors in play that can make this easier or more difficult for different people. This is simply the process that you can use in order to reach that goal, whether it is in 5 years or 50, if you follow a few basic steps you can do it.

8 Simple Steps to Setting Your Priorities in Life

2011-01-10T00:24:00.001-05:00

Setting priorities is very important to having an efficient life, but it doesn’t always have to be difficult. When you take the time to set your priorities, you’re more likely to reach your goals and reach them faster. Who wouldn’t want that?

You can learn how to set priorities by following the steps below. While you might not want to follow all of them exactly as they’re stated here, you should come away with a better idea on how you should personally start to set your priorities.

Try these simple steps:

1. Determine Your Goals. The first thing to consider when you’re learning how to set priorities is to determine what your goals and priorities are. You might have big ones and small ones, and you may have one goal or many goals. You just need to figure out what they are and write them down if that helps you. It’s the first step just because you can’t set your priorities without knowing what you want to achieve in the first place.

2. Get Clear. Once you’ve decided on your goals and priorities, work on their clarity. State them as simply as you can. While you don’t want to leave out details, you also don’t want to be too wordy and confuse yourself in the future.

3. Learn How to Balance. Chances are that you’ve got many different goals and priorities. Learning how to balance them all is just a part of life. If you pay too much attention to one priority, your others may begin to suffer. Strive to be aware of your priorities at all times. At the end of the day or week it’ll help to evaluate how things are going for you. If something is lacking, you can tweak your schedule to make a change.

4. Get Organized. Organization is also key when you’re learning how to set priorities. There are different organizational styles that you can adopt. It doesn’t really matter what you choose as long as you’re not just leaving things up to chance. With organizational skills comes efficiency. You can eventually learn how to do more with less time, which will allow you to get to more of your priorities.

5. Realize that You Can’t Do Everything. After you get organized with your priority lists, you might be tempted to have your attention on too many things at once. You need to realize that there are only 24 hours in a day. There are things you wanted to accomplish that you won’t be able to just yet. Schedule it for another day and don’t sweat it.

6. Keep Your Focus. Strive to remain focused on your priorities. Everyone’s mind begins to stray every now and then, which is okay sometimes. But you don’t want to allow procrastination to creep up on you. Keep your eyes on your priorities.

7. Keep Your Enthusiasm. Enthusiasm is very important to setting priorities. If you’re not jazzed up about your goals, you may end up losing interest. Achieving priorities and goals is very difficult without a decent dose of enthusiasm. You can keep it up by remembering what’s really important to you. If you’re working towards a specific goal, keep in mind how great you’ll feel once you achieve success.

8. Reward Yourself. It’s important to reward yourself for setting priorities and following through. If you’ve made an achievement towards a priority or goal, don’t just cross it off your list and move on to the next thing. Take some time out to reward yourself for a job well done. You deserve it!

Congrats to Joe Piizzi

2011-01-05T09:03:00.001-05:00

Congrats to JOE PIIZZI, Joe is the #92 agent in all of NJ and Delaware for 2010. Way to Go Joe!!!! Now if you would just get back to work maybe you could get higher on the list for 2011..LOL

How to Negotiate Your Home Purchase

2010-12-06T12:29:00.001-05:00

No matter how low of an offer you put in for a home, it almost never fails that at some point you get buyer's remorse wondering if you could have purchased it for even less. Some realtors might tell you that the fair market value is what you did pay, but we all know that some times buyers can, and do, over pay. Often that's because they are thinking with their emotions rather than with their head. On the other hand, did you offer too little that you might lose the deal?

Just ask Donita Nurse how she feels about home negotiations and you'll get an ear full of her experiences. When the 29-year-old was ready to move out of her rental in the historic Bronzeville neighborhood of Chicago into a place of her own, she didn't want to leave the area, which is rich in African-American history and a short commute to her downtown job at the East Bank Club.

She also wanted to purchase a short sale with a minimum of three bedrooms and with about $100,000 of equity above the purchase price. Her reasons were logical: This single woman with no kids wanted a place she could grow into, and that she would not likely lose money on, even if it went down in value.

And why the short sale (other than for a great value)? When owners are selling their homes without outside pressures, like from banks, Donita says that she has found that sellers are too attached and unwilling to negotiate a fair price. She prefers to target short sales that have been on the market awhile.

"At that point they have to sell it or they'll go into foreclosure," she says. "It has been on the market long enough for the owners to accept that."

So Donita did her research to find a great value on short sales. (She felt that homes already in foreclosure would be a bigger hassle with the banks). She studied the sale prices for comparable homes and over a two-year period Donita found her dream home -- three times. She made an offer each time, only to run into problems on all three. But a turn of events just may make the third time the charm.

Here are seven tips for purchasing a home at your price:

1. Be prepared to walk away.

If the home meets all of your criteria related to design, convenience, amenities, etc. don't go in with the attitude "I can't lose this house." That's a sure way to overpay. Instead, be prepared to walk away if the sellers don't meet your maximum price point for that home or for other major concessions that you want. The first home that Donita made an offer on took six months to get approved, then she learned upon inspection that some upgrades and electrical fixes weren't done to code, so she backed out. Know that there will always be other homes. However, be realistic about your maximum purchase price. How much you can afford to spend is not the seller's problem. It could just mean that you need to set your sights on a less expensive property.

2. Crunch the numbers.

When determining what price to make your initial offer, you need to be familiar with the "comps" -- the prices that similar homes in the neighborhood (about a one-mile radius) have sold for in the past three to six months. Sometimes you might need to search back as far as a year, but of course more recent data is most valuable.
On the second home, Donita made an offer of $128,000 on a well-upgraded, first-floor unit listed at $139,000, in a small multi-family building. The bank accepted the offer but ultimately sold it for less money -- $119,000 -- to someone who made a cash offer. The bank said they'd approve her for another unit in the building at her original $128,000 offer, but given the very recent lower comp for a similar unit, Donita said that she'd only accept if they upgraded the unit. They said no, so again she walked.

The sold price is more relevant than list prices for similar homes, because the list price can always drop. "Solds" are the most accurate gauge of the market. You will want to compare your offer price to each comp's sold price, its price per square foot, and even how much its sold price differs from its list price to help you best determine a range where your offer should be. (It might be drastically lower than the seller's list price if they have overpriced their home). If you don't have a real estate agent who can provide you with the sold data, websites such as CyberHomes.com and ListingBook list them, with the latter allowing you to display the data by price per square foot, sales data and other criteria.

3. Drive by the comps.

It's important that you go see the comps in person, because a photo can sometimes mask whether a home needs an exterior paint job, a new roof or fresh blacktop on the driveway. If you were doing due diligence during your home search, some of these comps are probably homes that you toured earlier in your quest.

4. Determine a price.

Once you've determined, that say, the comps sold on average for about 95 percent of the asking price, you might want to make your first offer at 90 percent of the asking price, with your limit being that you'll pay 97 percent of asking price.

For example, if the home has a list price of $250,000, you might make your first offer at $225,000, which is 90 percent of the list price. The sellers might counter, and you might counter again and ultimately settle at $237,500, which is 95 percent of the asking price -- the norm for nearby comparable homes. Also, you might be surprised and buy the home for the lower amount, especially if it has been on the market for 90 days or longer, or a previous sale for the owner has already fallen through.

Donita currently has an offer in on a large, and move-in condition duplex unit, with four bedrooms and three baths. It has a list price of $100,000 and an appraised value of $196,000. She offered $90,000, but it was rejected for a better one. The deal isn't over, however. The other offer fell through, and the bank's negotiator called Donita to ask if she was still interested. Now she's waiting for the banks to approve her offer.

5. Set a tone with earnest money.

If you opt to make an offer on the lower end of the scale, but you are truly interested in the home, you may want to give the appearance of sweetening the deal by giving a larger amount in earnest money. Now, technically, so long as you close the home, the sellers will get the earnest money regardless of the agreed-upon sales price. Perhaps the earnest money on a $250,000 house would be given at 1 percent, or $2,500. You might try offering $4,000 in earnest money. A higher amount gives the impression that you are more committed.

6. Set an expiration date for your purchase offer.

When you put in your offer, you don't want the seller to have plenty of time to entertain other contracts and go with the highest offer. So what you do to fend off competing offers is ask a seller to respond within 24 or 48 hours. In many cases, using a tight expiration date will get negotiations started quickly and get you a better price on the home. This strategy, however, may not work when you're negotiating with a bank handling a foreclosure.

7. Ask for financial concessions.

Even though some fees are typically split between the seller and the buyer, in a buyer's market you can negotiate these, too -- simply ask the seller to pay for all the fees, including city transfer taxes, inspections and appraisals, or to give you cash back at closing to cover these fees. You can also ask for credits when repairs need to be made, a house needs paint or new carpet, or even significant upgrading. However, in a buyer's market, you can simply ask for one as a financial concession to close the deal. Many banks allow a credit up to 6 percent of the purchase price.

Regardless of an offer price or the concessions you may receive, you might not be able to totally eliminate that sinking feeling that remains intertwined with the joy that accompanies your home buy. But if you do your research well, you'll feel more comfortable with your purchase price -- and have a better chance of getting a return on your investment down the road.

"It's all about research, research, research," says Donita. "I realized from these experiences that no one was really in it for my best interest and they were trying to get whatever they could to sell the property," she said. "You have to think of yourself and know what you need."

Tax Credits for Replacing Heating and Cooling Systems

2010-11-19T10:43:00.001-05:00

Upgrading to an energy-efficient heating and cooling system can save hundreds on your utility bills and earn you a tax credit worth as much as $1,500.
Replacing an aging heating and cooling system can save you money over time. According to Energy Star, a federal program that promotes energy efficiency, about half of what the average household spends on energy bills goes toward heating and cooling.

Upgrading your heating, ventilation, and air conditioning (HVAC) to energy-efficient units can cut utility costs by about 20%, or $200 annually, on average. A tax credit for heating and cooling systems can make the project more affordable.

This type of home improvement doesn’t come cheap. Prices vary widely based on where you live, unit specifications, and the condition of your home, but figure a high-efficiency furnace will start at around $3,500, including installation, estimates Corbett Lunsford, executive director of Chicago-based Green Dream Group. A standard furnace may cost $2,400. To help offset the price difference, the IRS allows a tax credit worth up to $1,500 on eligible HVAC systems put into service during 2009 or 2010. Consult a tax adviser.

Pay attention to efficiency ratings
To earn an Energy Star rating, furnaces must be more efficient than standard units, with annual fuel utilization efficiency ratings, or AFUE, of 85% for oil furnaces and 90% for gas furnaces. The Energy Star seal of approval alone isn’t enough to garner the federal tax credit. Credit-eligible gas furnaces (either natural gas or propane) must have AFUE ratings of 95% or greater; oil furnaces, 90%. A boiler must have an AFUE of 90%.

Heating by burning a fuel is inherently inefficient. Simply put, high-efficiency furnaces have components that are better designed to get more heat out of the combustion process, Lunsford says. You’ll need to hire an HVAC contractor to calculate the size of the equipment needed for your home. Beware bidders who take a one-size-furnace-fits-all approach. Air source heat pumps and advanced main circulating fans can also qualify for the $1,500 tax credit.

Technically, a homeowner could replace either a furnace or a central air-conditioning unit and be eligible for the tax credit. Practically speaking, you probably will have to replace both for the A/C to qualify, says Enesta Jones, a spokeswoman for the U.S. Environmental Protection Agency. Most homes have split systems made up of an outdoor condenser and compressor that are connected to an indoor air handler that’s part of the furnace. Split systems must have a SEER rating of at least 16 and an EER rating of at least 13. The higher the rating, the more energy efficient the unit. A package A/C system, which houses all of its components outdoors, requires lower ratings.

HVAC’s value goes beyond savings
It typically takes about a decade’s worth of energy savings to recoup the investment in a new HVAC system, Lunsford says, though that time frame can vary greatly depending on how much fuel prices fluctuate. Less apparent in dollar terms are increasing the comfort level in your home and lowering your household’s drain on non-renewable fossil fuels. Then there’s the effect on your home’s value when it comes time to sell.

You’re going to enhance a home’s salability by moving to a more energy-efficient heating and cooling system, says Frank Lesh, president of Home Sweet Home Inspection Co. in Indian Head Park, Ill. That doesn’t mean adding a $5,000 furnace will add $5,000 to the sale price. Rather, potential buyers are less likely to push for repairs or negotiate a credit if the HVAC is in good shape. Evaluate systems older than 10 years for possible replacement.

But before you do, conduct a wider energy audit of your home. Lunsford, also manager of consumer education for the U.S. Green Building Council’s Chicago Chapter, says he rarely recommends replacing a furnace as the first step in making a home more energy efficient. Instead, start by sealing it against air leaks. Do-it-yourself caulking and weather-stripping help, as does adding insulation in the attic. Professional air sealing, which is more effective, can cost as much as $5,000 for a large house, he says. The payoff: Energy costs should go down, and you might be able to get by with a smaller HVAC system.

Getting tax credit for your upgrades
The federal energy tax credit is based on 30% of the cost of an eligible HVAC system. Installation charges count too. A $5,000 bill would max out the credit. You’ll need to owe more in taxes than you’re trying to claim in credits to qualify. Use IRS Form 5695. Save receipts for your records, as well as manufacturers’ certification statements. If part of a new HVAC system qualifies for the credit but another part doesn’t, ask the contractor to itemize the receipt.

The tax credit is aggregated for all qualifying energy upgrades—insulation, roofs, windows, and so on—so you can’t claim separate $1,500 credits for each project. Only improvements to your existing primary residence count. New homes and second homes are excluded.

Tax Credits for Storm Windows and Storm Doors

2010-11-19T10:40:00.001-05:00

Storm windows and storm doors are eligible for tax credits, and offer an economical alternative to replacement windows and doors for your home.
Storm windows and storm doors are much cheaper to add to your home than full replacement windows and doors. Compounding the appeal, installation is easier and energy savings are comparable.

The federal tax credit for energy-efficient windows and doors applies to storm windows and storm doors too. As long as the windows and doors meet efficiency standards, homeowners can earn a tax credit worth 30% of the cost of materials. The credit maxes out at $1,500.

Storm windows are a fraction of the cost
Storm windows make the most sense if your home has single-pane windows. They’re designed to fit in existing openings, on either the inside or outside, and newer models open and close. It’s an immediate and inexpensive way to eliminate drafts and cut energy costs. The insulation gain from storm windows is nearly identical to most energy-efficient, double-pane windows, says Chris Dorsi, author of “The Homeowner’s Handbook to Energy Efficiency.”

While you would pay between $500 and $1,000, including installation, per tax credit-eligible replacement window, a storm window only runs about $100 to $300 installed. Contractors can outfit a typical house with storm windows in a day or two, vs. two to three days for replacement windows.

Storm doors, which limit energy loss from leaks around existing exterior doors, cost about $200 to $300 apiece. Another big benefit of a storm door, assuming it’s equipped with a retractable or interchangeable screen, is allowing air flow between the inside and outside when the weather is nice. However, because storm doors make up such a small percentage of a home’s total exterior compared to windows, the energy savings are minimal.

Qualifying for the energy tax credit
You can claim a federal energy tax credit of up to $1,500 for adding storm windows and storm doors in your primary residence during 2009 and 2010. File IRS Form 5695. The credit is based on 30% of the cost of materials only. Ask your contractor to itemize the bill. Typically, two-thirds of what you pay goes toward materials, one-third toward labor.

Storm windows and storm doors must meet energy-efficiency standards to earn the tax credit. Look for efficiency ratings on product labels. However, that’s just the start.

According to Energy Star, to qualify a window or door opening retrofitted with a storm window or door must have a total U-factor of 0.30 or less and a Solar Heat Gain Coefficient of 0.30 or less. U-factor measures how well a window or door keeps heat in; SHGC tells you how well heat from sunlight is kept out. In both cases, the lower the number, the better.

The problem lies in the fact that the standards are for the entire opening. In other words, a calculation needs to be made as to whether, say, a storm window combined with an existing window meets the U-factor and SHGC thresholds.

Karen Schneider, an Energy Star spokeswoman, says to be safe homeowners should ask a window retailer or contractor to determine the insulation value of the opening once a storm window is installed. The IRS doesn’t require homeowners to provide proof of insulation value with a tax return, but get it in writing if you can. It’s also smart to save receipts and the manufacturer’s certification statement for the product.

Homes in colder climates benefit more
You get more bang for your buck with storm windows if you live in a colder climate. Keeping heat in and drafts out adds up in energy savings. In warm climates, storm windows’ benefits are more limited unless they’re made of reflective glass that deflects the sun’s rays, says Adam Winter, co-founder of Recurve, a San Francisco company that does home energy audits and green remodeling.

Like replacement windows, storm windows can save you about 15% to 40% on energy bills, or from $126 to $465 a year. That’s assuming a 2,000-square-foot home with single-pane windows, according to the Efficient Windows Collaborative. Those living in colder climates should see savings closer to the top end of the range. Since storm windows are cheaper than replacement windows but the energy savings are similar, the payback period for storm windows should be a lot shorter.

When weighing storm windows vs. replacement windows, Mark Meshulam, author of the Chicago Window Expert blog, says homeowners should note that storm windows may not provide as much of a return at resale. They aren’t as attractive as full replacement windows, they’re less convenient since you need to open two windows to get fresh air, and they’re more prone to moisture problems. According to Remodeling Magazine’s 2009-10 Cost vs. Value Report, replacement windows recoup about three-fourths of their cost at resale. The magazine doesn’t track storm windows.

Tax Tips for Homeowners Looking Ahead to 2010 Returns

2010-11-19T10:36:00.002-05:00

From energy tax credits to vacation home deductions, check out these tax tips for homeowners looking ahead to 2010 returns.
Tax planning for homeowners should start well in advance of the April 15 filing deadline each year. If you delay until the last minute, it might be too late to maximize tax credits and tax deductions. These tax tips for homeowners looking ahead to 2010 returns explain some of the things you can do now that’ll pay off later on your 1040.

Take a day to formulate a tax plan for the year. Depending on your circumstances, you might want to take advantage of energy tax credits or max out your vacation home deductions. The “What’s New in 2010” section of IRS Publication 17 offers a sneak peek at tax changes that might affect homeowners.

Claim remaining energy tax credits
It’s time to get cracking if you didn’t exhaust your full allotment of residential energy tax credits during 2009. Although tax credits for big projects like residential wind turbines and solar energy systems have no upper limit and are good through 2016, energy tax credits capped at $1,500 expire at the end of 2010. Eligible capped projects include new windows and doors, insulation, roofing, water heaters, HVAC, and biomass stoves.

Here’s how it works with capped federal credits: You can earn energy tax credits worth 30% of the cost of qualifying improvements, but the total tax credits can’t exceed $1,500 combined for 2009 and 2010. So if you only took, say, $700 worth of capped energy credits on your 2009 tax return, you’re still due for another $800 in credits in 2010. Some projects include the cost of installation—a furnace, for example—while others, such as insulation, are limited to the cost of materials.

Max out tax benefits of a vacation home
Use a vacation home wisely, and it’ll provide a break from taxes as well as the hustle and bustle of everyday life. The rules on tax deductions for vacation homes can get a bit tricky, but understanding and adhering to them can yield many happy tax returns.

If your vacation home is truly a vacation home meant for your personal enjoyment, as opposed to a rental-only income property, you can usually deduct mortgage interest and real estate taxes, just as you would on your main home. You can even rent out the home for up to 14 days during the year without getting taxed on the rental income. Not bad.

Now, let’s say you want to rent out your vacation home for more than 14 days in 2010, but also use it yourself from time to time. To maximize the tax benefits, you need to keep tabs on how many days you use your vacation home. By restricting your annual personal use to fewer than 15 days (or 10% of total rental days, whichever is greater), you can treat your vacation home as a rental-only income property for tax purposes.

Why is that a big deal? In addition to mortgage interest and real estate taxes, rental-only income properties are eligible for a slew of other tax deductions for everything from utilities and condo fees to housecleaning and repairs. Deductions are limited once personal use exceeds 14 days (or 10% of total rental days), so get out your calendar now to strategically plot your vacations.

Take advantage of tax breaks for the military
In salute to members of the armed forces serving overseas who want to purchase a home, the IRS is extending a lucrative tax perk for military personnel. If you spent at least 90 days abroad performing qualified duty between Jan. 1, 2009, and April 30, 2010, you have an extra year to earn a homebuyer tax credit. In addition to uniformed service members, workers in the Foreign Service and in the intelligence community are eligible.

Thanks to this extension of the homebuyer tax credit, qualifying military personnel have until April 30, 2011, to sign a contract on a new home. The deal must close before July 1, 2011. Just like non-military buyers, first-time homebuyers can earn a tax credit worth up to $8,000, and longtime homeowners can earn a credit of up to $6,500. The same income restrictions and $800,000 cap on home prices apply.

Military personnel can also get a break if official duty calls and they’re forced to move for an extended period. Normally, the homebuyer tax credit needs to be repaid if you sell your home within three years, but this requirement is waived for uniformed service members, Foreign Service workers, and intelligence community personnel. The new extended duty posting doesn’t need to be overseas, but it must be at least 50 miles from your principal residence.

Challenge your real estate assessment
You can’t do much about the rate at which your home is taxed, but you can try to do something about how your home is valued for taxation purposes in 2010. The process varies depending where you live, but in general local governments conduct a periodic real estate assessment to determine how much your home is worth. That real estate assessment figure is used to calculate your property tax bill.

You can usually appeal your real estate assessment if you think it’s too high. Contact your local assessor’s office to find out the procedure, and be prepared to do some research. There’s often no charge to request a review of your assessment.

Look for errors. You probably received an assessment letter in the mail, and many local governments provide the information online as well. Make sure the number of bedrooms and bathrooms is accurate, and the lot size is correct. Also check the assessed value of comparable homes in your area. If they’re being assessed for less than your home, you might have a case for relief.

Even if your assessment is accurate and comparable homes are being taxed at the same rate, there might be another route to tax savings. Ask your assessor’s office about available property tax exemptions. Local governments often give breaks to seniors, veterans, and the disabled, among others.

Drawbacks of Home Equity Loans

2010-08-12T20:08:00.002-05:00

Taking out a home equity loan against the value of your property can backfire if you fail to avoid these common pitfalls in the borrowing process.
When you need a quick source of funds, a home equity loan can be tempting. Done wisely, you can use the lower-interest debt secured by your house to pay off debts with high interest rates, like credit cards. It’s also a good choice if you know exactly how much you need to borrow for a big expenditure like a vacation home or a new kitchen.

Often you can even write off the interest you pay on the loan. Consult a tax adviser. But home equity loans aren’t always the best choice for accessing cash. The fact that you’re staking your home against your ability to pay off the debt is just the beginning of the potential drawbacks.

Money doesn’t come cheap
A home equity loan is a second mortgage on your house. Interest rates are usually much lower for a home equity loan than for unsecured debt like personal loans and credit cards. But transaction and closing costs, similar to those for primary mortgages, make home equity loans a pricey way to finance something you may want but don’t absolutely need, like a fur coat, exotic vacation, or Ferrari. The average closing costs on a $200,000 mortgage are $2,732.

To compare offers on competing home equity loans, look at the annual percentage rates. These take into account closing costs and fees. On a $30,000 second mortgage, you’ll save $210 a year with a 5.5% APR vs. a 6.2% rate. Keep in mind that lenders might be willing to waive some upfront costs and fees, especially if you already have your first mortgage with them, which will reduce the APR.

Early payoff can be costly
Home equity loans almost always have fixed interest rates. Although that can bring peace of mind, if you borrow when rates are high, you may find it’s expensive to try to refinance to a better rate later on. That’s because lenders make money when you pay back the interest on a loan. And since some lenders are absorbing the upfront costs, they make it up on the back end by charging a prepayment penalty if you refinance or sell your home.

Such early-termination fees are typically a percentage of the outstanding balance, such as 2%, or a certain number of months’ worth of interest, such as six months. They’re triggered if you pay off part or all of a loan within a certain time frame, typically three years. Despite the penalty, it may be worthwhile to refinance if you can lower interest rates sufficiently.

By refinancing a $30,000 loan you took out two years ago at 9% down to 8%, you’ll break even in six years and nine months. This assumes both loans have 15-year terms, and you’ll pay $3,000 in closing and early-termination costs. Refinance at 7% and you’ll recover those costs in four years and nine months.

If you need money during a period of high interest rates, but expect rates to fall soon, it may make sense to go for a home equity line of credit instead of a lump-sum second mortgage. Although more lenders are charging stiff prepayment penalties for HELOCs too, these are triggered when the line is closed within a certain period, such as three years, not when the balance is paid off. Bear in mind that interest rates on most HELOCs are variable.

Beware predatory lenders
Some lenders don’t act in your best interest. Theoretically, lenders are supposed to follow underwriting guidelines on appropriate debt and income levels to keep you from spending more than you can afford on a loan. But in practice, some unscrupulous lenders bend or ignore these rules.

Others urge you to take out up to 125% of your home’s value, a practice that puts you at risk of foreclosure should you lose your job or your home fall in value. Still others work with shady home-improvement contractors who pressure you into taking their loans at above-market rates—and jack up the price if you don’t. According to the U.S. Department of Housing and Urban Development, you should avoid anyone who insists on only working with one lender or who encourages you to do things like overstate your income.

Your house is at stake
A home equity loan is a lien on your house that usually takes second place to the primary mortgage. As such, home equity lenders can be left with nothing if a house sells for less than what’s owed on the first mortgage. To recoup losses, secondary lenders will sometimes refuse to sign off on short sales unless they’re paid all or part of what they’re owed.

Moreover, even though they lose their secured interest in the house should it go to foreclosure, they can send debt collectors after you for the balance, and report the loss to credit agencies. This black mark on your credit score can hurt your ability to borrow for years to come.

June Fletcher is a real-estate columnist for WSJ.com, the online version of the Wall Street Journal, and author of “House Poor: How to Buy and Sell Your Home Come Bubble or Bust.” A graduate of Princeton and Oxford universities, sheís written about housing for more than three decades.

Avoid Home Equity Loan and Refinancing Scams

2010-08-12T20:02:00.002-05:00

Home equity loan and refinancing scams can cost you more than money—these scams can cost you your house.
Progress K
Effort Low 1-2 days (research loans)
Investment Low $37 (avg credit report fee)
Scammers will often try to charge you for services they'll never actually perform. They may even use your personal information to commit identity theft. Image: Plattform/Getty Images

Refinancing a mortgage to a lower interest rate can make sense for some homeowners. So too can taking out a home equity loan against the value you’ve built up, perhaps to finance a kitchen remodel or pay Junior’s college tuition. What doesn’t make sense is losing your home because you fall for home equity loan and refinancing scams such as loan flipping and equity stripping. Although scam artists can be very convincing, homeowners who know what to look out for are less likely to become victims.

Loan flipping
Loan flipping is a scam targeted at homeowners looking to get money back when they refinance a mortgage. This is often referred to as a cash-out refi. Scammers take advantage of this desire to tap the equity in a home to pay for things the homeowner couldn’t otherwise afford.

A cash-out refi in itself isn’t a scam. For some, it’s a smart way to borrow. What is a scam is when a lender, after receiving a few payments, comes back to you with an offer of another refinance, this time to fund a vacation or a new car. The easy money is difficult for some homeowners to turn down.

Many borrowers don’t realize how much they’re paying in fees to refinance. The U.S. Federal Reserve estimates the settlement costs on a typical refi to be 3% to 6% of the loan amount. Loan flippers often charge much more, plus they may quietly roll the settlement costs into the loan to disguise the total charges. Take a day or two to get quotes from several lenders and compare terms.

Loan flipping ultimately leaves you with more debt and more years that you’ll owe on that debt. When the equity finally dries up, you might not be able to afford your higher monthly payments and another refinancing will be impossible. You could be forced to sell your home.

Equity stripping
Equity stripping can occur in several ways, but at its heart is a scam artist who gains ownership of your home, borrows against it or sells it, pockets the proceeds, and disappears. You’re often left with a hefty mortgage balance and no place to live.

A telling sign of equity stripping is a lender that offers more loan than you can afford or that encourages you to pad your income on a loan application. Homeowners with low incomes but a good amount of equity built up are prime targets because they otherwise would have a hard time borrowing. According to the U.S. Federal Trade Commission, a lender that’s pushing a home loan with too-high monthly payments is likely counting of foreclosing on the property when you fall behind.

A variation on equity stripping has a scam artist talking you into selling your home at a discount or signing over the deed, perhaps with a promise of securing better loan terms if your name isn’t on it. The scammer promises to let you stay in the home as a renter until the refinancing is finalized, then you can buy back the home. In reality, the scam artist drains equity by borrowing against the house or selling the house, perhaps after evicting you.

According to Consumers Union, don’t agree to a home equity loan if you can’t afford it. A good rule of thumb: Your combined home loan payments shouldn’t exceed 28% of your gross income. The nonprofit publisher of Consumer Reports magazine also warns against signing any documents unless you understand them and turning over you property to anyone without first consulting a trusted adviser.

Phantom help
Watch out for unsolicited offers to refinance from companies claiming government affiliations. In particular, don’t be fooled by the use of official-sounding acronyms like “TARP” or official-looking website addresses. Scammers use these to gain your trust. Once they do, they’ll likely try to charge you for access to government assistance. Worse, they might extract enough personal information to commit identity theft.

You never need to pay to find out about legitimate government programs. A housing counselor approved by the U.S. Department of Housing and Urban Development can point you in the right direction. For federal refinancing and loan modification help, check out the Making Home Affordable program.

New disclosure rules make spotting scams easier
Many unscrupulous lenders have relied on confusing paperwork to dupe borrowers into paying excessive upfront fees on loans. Others would pull last-minute rate switches at closing. Still others would disguise prepayment penalties, which can prove costly if you ever try to refinance again or retire a loan early.

Balloon payments, which come due at the end of a loan term, can also catch borrowers off-guard. A lender may offer a low monthly payment on an equity loan, but only because the payment is interest-only. The principal is due in one lump sum. Surprised homeowners must scramble to refinance again, tap other assets, or sell.

Disclosure rules that went into effect Jan. 1, 2010, make spotting these types of deceptions easier. All lenders are required to use redesigned Good Faith Estimate and HUD-1 Settlement Statement forms that clearly disclose key loan terms—including interest rates, prepayment penalties, and balloon payments—and closing costs.

The GFE is an estimate of loan terms and closing costs, while the HUD-1 is a final accounting of terms and costs. The redesigned forms, cross-referenced by line number, must be used for mortgage refinancing and home equity loans (with the exception of home equity lines of credit, or HELOCs). The only fee a lender is allowed to collect to issue a GFE is a charge for a credit report, which averages $37.

If you don’t receive the new forms, don’t do business with the lender. If the estimates on the GFE don’t match the final figures on the HUD-1, ask why. Some, but not all, fees are allowed to increase within a fixed range.

Who's Responsible

2010-08-09T12:01:00.002-05:00

We all know what is going on in Real Estate across this great country of our. But who is ultimately blamed for for a deal falling apart. The listing Agent, that's who. No matter how and phone call are made, no matter how many hours Realtors put it, it comes down to the Listing agent being held responsible by the seller to get to a closing. Yes, the same 6 major things have to be done buy most of the are the buyers Realtors responsibility to set up and attend. So you get through attorney review, do you home inspection, you insect inspection, and your back inspection. Then 2 days before the closing the buyer losses their job, decides to co-sign for a car loan for their sister. Better yet the closing took so long the bank does another appraisal and the value of the home has gone down $10,000 or $20,000 in some cases and the mortgage company pulls the loan. Both seller and buyer are packed and ready to move. Some sellers are even buying and now that deal falls apart as well. The answerer's from our Government have been to raise the fees that and FHA buyer must pay by 1.75 %, to make it even harder to purchase in NJ. I don't know if these thing are going on in other states, but in NJ it sure seems like the Government is working against us not with us to help this housing crisis.

The listing agents need to take more responsibility and be in touch with not just the sellers people, but also the buyers people as well. No more can you trust that a buyers realtor is going to do their part for their client. The listing agent is ultimately responsible to get to the closing table. Does a seller want to hear their agent point the finger at all the other people involved or do they want and agent that takes the bull by the horns and makes sure everything is done the right way. If you were a seller interviewing agents and one told you this, this, and this are the buyers agents responsibility, would you chose that agent? Then a good agent comes in a says the same things but tells the seller I will be on top of every step no matter who I have to call and how many times I have to call they I will get it done. Also, listing agents should have the power to continue to show the property until all contingency's are met, especially the mortgage contingency. Well there are to many poorly trained agents out their that do not do what they are supposed to do. I believe the listings agents have to do or follow up on everything, no matter who represents who. And buyers have to stop lying about their income and debts.

I might not know much, I was only a top sales man for CENTURY 21 for 10 years, but I know this. Agents are getting worse, buyers are not honest, are the Government is not helping to fix the problem AT ALL.

Today's Mortgage Rates at an All Time Low

2010-08-09T11:47:00.003-05:00

Wary of a volatile stock market and concerned about by European debt woes investors moved to bonds last week pushing bond prices up and mortgage rates down. Mortgage rates, which move the opposite direction of mortgage-backed securities prices, had wavered just below 5% for much of the year until last weeks big decline. Mortgage rates today are even lower than levels December of last year, what's now the previous all time low.

Today's official FreeRateUpdate.com conventional 30 year fixed mortgage rate, available to well-qualified borrowers paying about a point origination, is 4.5%. Today's conventional 15 year fixed rate is 4%, with some lenders reported "squeezing" out 3.875%.

Today's FHA 30 year fixed rate is 4.375%. APR (closing cost) on an FHA loan is typically much higher than that of a conventional mortgage because of MI and other FHA fees.

Today's jumbo 30 year fixed rate, for jumbo mortgages exceeding jumbo conforming loan limits, is 5.5%. It's reported 5.375% is available to borrowers with an extremely low loan to value ratio.

Wells Fargo, the nations largest volume mortgage originator, is currently offering a conventional 30 year fixed rate of 4.875%, with an APR of 5.065. Wells Fargo mortgage rates are available on their website.

FreeRateUpdate.com researches over 2 dozen wholesale lenders' rate sheets for brokers on a daily basis to determine the most accurate mortgage rates for well-qualified borrowers paying a standard origination fee of about 1 point.

Today's Mortgage Rates - currently available to well-qualified consumers at a standard .07 to 1 point origination.

•30-yr fixed-rate - 4.500%

•15-yr fixed-rate - 4.000%

•5/1 ARM rate - 3.500%

•FHA 30-yr fixed-rate - 4.375%

•FHA 15-yr fixed-rate - 4.00%

•FHA 5/1 ARM rate - 3.500%

•VA 30-yr fixed-rate - 4.625%

•Jumbo 30-yr fixed-rate - 5.500%

•Jumbo Conforming 30-yr fixed-rate - 4.750%

Tax Deductions When You Work from Home

2010-08-02T07:53:00.001-05:00

Working from home can offer many advantages including tax deductions, just take care what you try to write off for your home office on your return

If you work from home, even on a part-time basis, you can probably save a few dollars come tax time. That's because if you itemize your deductions on your federal tax return, you can write off as a business expense part of the cost of owning and operating your home. Everything from electric bills to property taxes may be fair game.

Those tax deductions can add up, thus lowering your taxable income and reducing the amount you owe Uncle Sam. Before you start spending that refund, however, there are a few rules you need to understand and heed. It's a good idea to consult a tax adviser to be sure that you're filing the right schedules and maximizing your deductions.

Passing the IRS litmus test

To meet IRS guidelines, your home office must be your principal place of business, or the place you see clients in the normal course of business. Parts of your home you use to store products or equipment for your business also count. That doesn't mean that all your work has to be done from home. If you're an outside salesperson, you probably spend most of your work time elsewhere. But if you do you billing and return customer calls primarily from your home, your home office should qualify.

You can also qualify for the deduction if your employer requires you to work from home, as long as you don't charge your employer rent. One big catch is that you can't deduct expenses for your home office if you choose to work at home even though your employer provides you with an office. IRS Form 8829 can be used by self-employed workers to calculate the home office deduction, which should be reported on Schedule C.

Measuring your home office

The amount you can deduct for your home office depends on the percentage of your home used for business. Your work space doesn't need to be a separate room-a table in a corner qualifies. But it has to be an area that's used solely for business. The tax break also covers separate structures on your property, like a detached garage you've converted to an office. Unlike an office inside your home, a separate structure doesn't have to be your main place of business to qualify for a deduction. That's because the IRS believes your family is less likely to use a separate structure as a part-time play area or den, says Mark Luscombe, principal analyst for tax and consulting at CCH.

To calculate what percentage of your house the home office occupies, divide your home office's square footage by the total square footage of your home. If your home is 3,000 square feet and your office is 150 square feet, for example, you'd use 5% to calculate your deductions. Not sure how big your house is? Check the documents you received when you bought your home-there's probably a detailed rendering-or measure the outside of your home and multiply length times width.

What can you deduct?

Once you've figured out what percentage of your home you use for business, you can apply that percentage to different home expenses. These include:

•Mortgage interest
•Real estate taxes
•Utilities (heating, cooling, lights)
•Home repairs and maintenance (painting, cleaning service)
•Homeowners insurance premiums
Just take each expense and multiply it by your home office percentage (the 5% mentioned above). That's the amount you can deduct as a business expense. So if you spend $150 a month on electricity, you can deduct $7.50 as a business expense. That adds up to a $90 deduction per tax year. If your annual business expenses total $10,000, your deduction is $500. In 2009, lowering your taxable income by $500 to $99,500 would've cut your tax bill by $113.

Save bills or cancelled checks to prove what you spent in case of an IRS audit. Take an hour a week to file them away. Also, only repairs can be expensed; improvements must be depreciated. One catch: You can only deduct expenses if your business generates income. Expense deductions are limited if they exceed your gross business income, says Mark Steber, chief tax officer at Jackson Hewitt Tax Service.

Don't forget depreciation

Depreciation is based on the idea that everything-even something like a home-wears out eventually. To figure home office depreciation, start by calculating the tax basis of your home: generally the purchase price plus the cost of improvements, minus the value of the land it sits on. Next, multiply the tax basis by the percentage of your home used for work. This gives you the tax basis for you home office. Finally, multiply that by a depreciation percentage that's set periodically by the IRS. There are caveats. For a crash course, read IRS Publication 946 or talk to a tax professional.

One reason to think twice before taking depreciation on your home office is that it reduces the capital gains deduction you can get when you sell a home. If you've deducted depreciation, you have reduced your capital gains exemption ($250,000 of profit if you're a single filer, $500,000 for joint filers) by the depreciated amount. That could mean you'll owe taxes when you sell, especially if you've lived in your home for a while.

This article provides general information about tax laws and consequences, but is not intended to be relied upon by readers as tax or legal advice applicable to particular transactions or circumstances. Readers should consult a tax professional for such advice, and are reminded that tax laws may vary by jurisdiction.

Homebuyer Tax Credit: What You Need To Know

2010-08-02T07:36:00.001-05:00

Long-time homeowners and first-time homebuyers may benefit from a new federal tax credit when purchasing a home.

Do You Qualify? You qualify for the Extended Homebuyer Tax Credit if:
You meet IRS income and homeownership rules. .
You signed a binding contract by April 30, 2010. .
You close on a home purchase by Sept. 30, 2010. .

There’s happy news for current homeowners: If you intend to sell your home and buy another in 2009 or 2010, you may be eligible for a federal tax credit of up to $6,500. The Extended Homebuyer Tax Credit legislation, passed in November 2009, also shares the wealth with first-time homebuyers—up to $8,000.

Are you eligible?
You’re considered a current homeowner under IRS rules if you’ve used the home being sold or vacated as a principal residence for five consecutive years within the last eight. You’re a first-time homebuyer if you or your spouse haven’t owned a home for the three years before your purchase.

In both cases, keep in mind that the credit amount you’re eligible for begins to decrease for joint filers if your modified adjusted gross income is $225,000 ($125,000 for individuals); it disappears at $245,000 ($145,000 for individuals).

The ultimate amount of your credit depends on the price of the home and your income.

To claim your benefit:
Close on a new principal residence between Nov. 7, 2009, and April 30, 2010. You can settle as late as Sept. 30, 2010, as long as you have a binding contract by April 30.

Don’t spend more than $800,000 on your new home.

When you submit your tax return, attach a copy of the settlement statement you received at closing. Check with the IRS or your tax adviser to confirm what additional documentation may be needed.

Decide whether to:

Apply the credit to your 2009 tax return, filed on or before April 15, 2010,
File an amended 2009 return; or
Apply the credit on your 2010 return, filed on or before April 15, 2011.
First-timers who purchased a home between Jan. 1, 2009, and Nov. 6, 2009, may also be eligible for the $8,000. Keep in mind that the income limits in this case are tighter than for those who purchased after Nov. 6.

Apply the credit to your 2009 taxes
To claim the credit on your 2009 tax return:

Complete IRS Form 5405 to determine the amount of your available credit.
Apply the credit when you file your 2009 tax return or file an amended return.
Attach documentation of purchase to your return or amended return.
Which properties are eligible?
You can apply the credit to primary residences, including single-family homes, condos, townhomes, and co-ops.

Do I need to repay the tax credit?
No, not if you occupy the purchased home for three years or more. However, if the property is sold during this three-year period, the full amount of the credit will be recouped on the sale.

States Offer Cash Rebates for Clunker Appliances

2010-08-02T07:34:00.001-05:00

Buying a new Energy Star appliance can lower your utility bills and perhaps even earn a cash rebate from your state.

There’s another reason besides saving on utility bills to replace your clunker appliances with energy-efficient models: a cash rebate. States, using up to $300 million in federal funds, are offering rebates on Energy Star-qualified washers, refrigerators, air conditioners, furnaces, and more. A handful of state programs got underway in December 2009; the rest are expected to debut in early 2010.

Typical appliance rebates will range from $50 to $250, though each state sets the specifics of its own program including rebate amounts, claim procedures, who’s eligible, and which appliances qualify. Don’t delay. States have until February 2012 to use up the funds, but most are expected to burn through the cash long before the deadline.

Rebates plus energy efficiency equal savings
Funding for the appliance rebates comes from federal efforts to encourage energy efficiency and stimulate consumer spending. States applied to the U.S. Department of Energy to get a share of the money. Check with your state for specifics, including when the rebate program officially begins. Purchases made before the start date generally won’t qualify for rebates.

Swapping out old appliances for new ones is a smart approach to reducing household energy bills. According to the DOE, 70% of a home’s energy consumption goes toward appliances, refrigeration, heating, cooling, and hot water. The latest Energy Star-qualified appliances typically use one-third less energy than outdated models.

The savings can be felt immediately. Trading in a refrigerator manufactured before 1993 will net an annual energy savings of $65, the DOE estimates. Replacing a washing machine made before 2000 with a new Energy Star model can save up to $135 a year. Throw in a rebate, and payback on an investment in a new appliance can come in just a few years.

Let’s say you buy an Energy Star-qualified washing machine for $750, the average price in 2009. Your state offers a $100 rebate on the purchase. Thanks to the $135 you could save annually on utility bills, the payback period could be less than five years. Not bad for an appliance that should last at least a decade.

Appliance rebates vary by state
Before you rush out to your nearest appliance retailer, brush up on the exact terms of your state’s rebate program. Although appliances must be Energy Star-qualified, some states might only give cash back for dishwashers and refrigerators, while others might include high-efficiency furnaces and tankless water heaters as well. Some states require that you trade in an old appliance to get the rebate, while other states make recycling mandatory. Some states even limit rebates to economically disadvantaged households.

If you live in Alabama, for instance, you’ll get a rebate worth between $25 and $150 on qualifying clothes washers, dishwashers, refrigerators, and room air conditioners. The Alabama program is scheduled to begin in April 2010 and expire less than a month later. You’ll need to replace an old appliance to get the rebate.

Starting in March, residents of California can get a $100 rebate on a new clothes washer, a $75 rebate on refrigerators, and a $50 rebate on ACs. Recycling is mandatory. Delaware’s program is underway, and some rebates worth up to $200 are even retroactive. Check the state’s appliance-specific rebate forms for details.

How to claim rebates will vary depending on where you live. Some states like Delaware require use of a mail-in rebate form. Other states are working with appliance retailers to issue rebates at the point of purchase. It’s a good idea to save receipts and the Energy Star product labels that came on your appliances. It shouldn’t take more than an hour or two to research and claim rebates.

Other ways to save on appliances
Although the new rebates are welcome, don’t overlook other existing ways to lower the cost of energy-efficient appliances. Some local utility companies offer rebates to encourage their customers to consume less energy. Call the telephone number or visit the website listed on your monthly bill. Manufacturers and retailers also offer rebates from time to time to entice appliance owners to upgrade. In most cases, you can combine rebates.

In addition to rebates, some states give tax incentives for qualifying energy upgrades. Virginia, for example, lets some taxpayers recover a portion of the sales tax paid on Energy Star appliances.

The IRS offers federal energy tax credits to homeowners for major appliances and equipment ranging from solar water heaters to geothermal heat pumps. A good source of information on rebates and tax incentives is Energy Star’s rebate locator tool.

This article provides general information about tax laws and consequences, but is not intended to be relied upon by readers as tax or legal advice applicable to particular transactions or circumstances. Readers should consult a tax professional for such advice, and are reminded that tax laws may vary by jurisdiction.

Tax Tips for Homeowners Looking Ahead to 2010 Returns

2010-08-02T07:26:00.002-05:00

Deduct Mortgage Interest and Home Equity Loans

2010-06-25T08:39:00.002-05:00

Deducting mortgage interest, as well as interest on home equity loans and HELOCs, can save money on taxes. Deducting mortgage interest is a great tax benefit that can make homeownership more affordable. Your first mortgage isn’t the only loan that qualifies, either. In many cases, you can also deduct interest on home equity loans, second mortgages, and home equity lines of credit, or HELOCs.

If you want to deduct all of your mortgage interest, there are limits on both how much money you can borrow and on what you do with the money you get. You also need to itemize your return to reap the benefits of these deductions. Calculations can be complicated, so consult a tax adviser.

Know your loan limits
A good place to check out what you can deduct before you borrow is the chart on page 3 of IRS Publication 936. It’ll walk you through the requirements you must meet to deduct all of your home loan interest. It’s an hour well spent.

The first hurdle you’ll run into is the total amount of your loan or loans. In general, individuals and couples filing jointly can deduct the interest on up to $1 million ($500,000 if you’re married and filing separately) in combined home loans, as long as the money was used for acquisition costs, that is the cost to buy, build, or substantially improve a home, explains Scott O’Sullivan, a certified public accountant with Margolin, Winer & Evens in Garden City, N.Y. Any interest paid on loan amounts above the $1 million threshold isn’t deductible.

The same $1 million limit applies whether you have one home or two. Buying a vacation home doesn’t double your loan limits. And two homes is the max; you can’t deduct a mortgage for a third home. If you have a mortgage you took out before Oct. 13, 1987, you have fewer restrictions on claiming a full deduction. The calculations for “grandfathered debt” can get complex, so get help from a tax professional or refer to IRS Publication 936.

Whatever you do, don’t forget that you can also deduct the points and fees associated with a first or second mortgage when you initially buy your home, says Jeff Rattiner, a CPA with JR Financial Group in Centennial, Colo. If you refinance the same house, you have to deduct those costs over the entire term of the loan. If you refinance again, you can deduct all the costs from the earlier refi in the year you take out the new loan.

Spend loan proceeds wisely
The other limitation on how much you can borrow and still get your deduction comes into play when you take out a home equity loan or HELOC that you don’t use to buy, build, or improve your home. In that case, you can deduct the interest you pay only on the first $100,000 ($50,000 if married filing separately). This loan limit also applies in a so-called cash-out refi, in which you refinance and take out part of the equity you’ve built up as cash, says John R. Lieberman, a CPA with Perelson Weiner in New York City.

That means if you decide to take out a $115,000 home equity loan to buy that Porsche, you can deduct the interest on the first $100,000 but not on the $15,000 that exceeds the limit. Use the same $115,000 to add a new bedroom, however, and the full amount is allowable under the $1 million cap. Keep in mind, though, that the $115,000 gets added into the pot of whatever else you owe on your other home loans. In many cases, points and loan origination costs for HELOCs are deductible.

Consider this simplified scenario: You borrow $250,000 against your home at 8% interest. That means you’ll pay $20,000 in interest the first year. Spend the $250,000 on home improvements, and all of the interest is deductible. Spend $150,000 on improvements and $100,000 on your kids’ college tuition, and all the interest is still deductible.

But spend $100,000 on improvements and $150,000 on tuition, and the improvement outlays are deductible but $50,000 of the tuition expense isn’t. That’ll cost you $4,000 in interest deductions. Preserve the $4,000 deduction by coming up with the extra money for tuition from another source, perhaps a low-interest student loan or by borrowing from a retirement plan. In 2009, lowering your taxable income by $4,000 to $96,000 would’ve cut your tax bill by $988.

Beware the dreaded AMT
Even if you’ve followed all the loan limit rules, you can still get stuck paying tax on mortgage interest. How come? It’s all thanks to the Alternative Minimum Tax. Congress created the AMT, which limits or eliminates many deductions, as a way to keep the wealthy from dodging their fair share of taxes.

Calculating the AMT can be complex, but if you make more than $75,000 and have several kids or other deductions, you might well be subject to it. Problem is, if you fall into the AMT group, you may not be able to deduct interest on a home equity loan, even if the loan falls within the $1 million/$100,000 limit. If you’re subject to the AMT and borrow money against the value of your home, you’ll have to use it to buy, build, or improve your place, or you may not have a chance to deduct the interest, says Rattiner, the Colorado CPA.

This article provides general information about tax laws and consequences, but is not intended to be relied upon by readers as tax or legal advice applicable to particular transactions or circumstances. Readers should consult a tax professional for such advice, and are reminded that tax laws may vary by jurisdiction.

Mortgage rates return to 2010 low

2010-06-16T22:35:00.000-05:00

The low rates, combined with weakened housing prices, provide a great opportunity for homebuyers. Yet many markets are still far from a turnaround.

[Related content: homes, interest rates, mortgage, loans, financial planning]
By Bankrate.com
Mortgage rates have fallen to their lowest point for the year.

The benchmark 30-year fixed-rate mortgage fell 5 basis points over the past week, to an average of 5.07%, according to the Bankrate.com national survey of large lenders. (A basis point is one-hundredth of a percentage point.) That ties the 2010 low from the March 17 survey.

The mortgages in the latest survey had an average total of 0.42 discount and origination points. One year ago, the mortgage index was 5.21%; it was also 5.21% four weeks ago.

Check mortgage rates near historical lows

The benchmark 15-year fixed-rate mortgage slipped 4 basis points, to an average of 4.45%. The benchmark 5/1 adjustable-rate mortgage also dropped 4 basis points, to 4.27%.

Invisible fall
But if mortgage rates tumble across America and nobody sees the drop, does it really happen? $150 million home for sale

When the stock market suddenly plunged nearly 1,000 points in a few minutes May 6, mortgage rates also collapsed. By some accounts, rates fell to about 4.5% on the 30-year fixed and below 4% for some adjustable-rate mortgages.

But mortgage professionals say the rock-bottom borrowing costs didn't last long and went largely unnoticed by the public.

"I think it kinda sailed over everyone's heads because everyone was hypnotized by the crash in the stock market," says Jeff Lazerson, the president of Mortgage Grader in Laguna Niguel, Calif.

Chris Sipe, a senior loan officer at Embrace Home Loans in Frederick, Md., says that when rates fell, he experienced a "little pop" in refinance activity -- but mostly because he called clients to alert them to the unexpected opportunity.

Tax Breaks on Capital Improvements to Your Home

2010-06-15T09:52:00.001-05:00

Keeping track of the cost of capital improvements to your home can really pay off on your tax return when it comes time to sell. It’s no secret that finishing your basement will increase your home’s value. What you may not know is the money you spend on this type of so-called capital improvement could also help lower your tax bill when you sell your house.

Tax rules let you add capital improvement expenses to the cost basis of your home. Why is that a big deal? Because a higher cost basis lowers the total profit—capital gain, in IRS-speak—you’re required to pay taxes on.

The tax break doesn’t come into play for everyone. Most homeowners are exempted from paying taxes on the first $250,000 of profit for single filers ($500,000 for joint filers). If you move frequently, maybe it’s not worth the effort to track capital improvement expenses. But if you plan to live in your house a long time or make lots of upgrades, saving receipts is a smart move.

What counts as a capital improvement?
While you may consider all the work you do to your home an improvement, the IRS looks at things differently. A rule of thumb: A capital improvement increases your home’s value, while a non-eligible repair just returns something to its original condition. According to the IRS, capital improvements have to last for more than one year and add value to your home, prolong its life, or adapt it to new uses.

Capital improvements can include everything from a new bathroom or deck to a new water heater or furnace. Page 9 of IRS Publication 523 has a list of eligible improvements. There are limitations. The improvements must still be evident when you sell. So if you put in wall-to-wall carpeting 10 years ago and then replaced it with hardwood floors five years ago, you can’t count the carpeting as a capital improvement. Repairs, like painting your house or fixing sagging gutters, don’t count. The IRS describes repairs as things that are done to maintain a home’s good condition without adding value or prolonging its life.

There can be a fine line between a capital improvement and a repair, says Erik Lammert, tax research specialist at the National Association of Tax Professionals. For instance, if you replace a few shingles on your roof, it’s a repair. If you replace the entire roof, it’s a capital improvement. Same goes for windows. If you replace a broken window pane, repair. Put in a new window, capital improvement. One exception: If your home is damaged in a fire or natural disaster, everything you do to restore your home to its pre-loss condition counts as a capital improvement.

How capital improvements affect your gain
To figure out how improvements affect your tax bill, you first have to know your cost basis. The cost basis is the amount of money you spent to buy or build your home including all the costs you paid at the closing: fees to lawyers, survey charges, transfer taxes, and home inspection, to name a few. You should be able to find all those costs on the settlement statement you received at your closing.

Next, you’ll need to account for any subsequent capital improvements you made to your home. Let’s say you bought your home for $200,000 including all closing costs. That’s the initial cost basis. You then spent $25,000 to remodel your kitchen. Add those together and you get an adjusted cost basis of $225,000.

Now, suppose you’ve lived in your home as your main residence for at least two out of the last five years. Any profit you make on the sale will be taxed as a long-term capital gain. You sell your home for $475,000. That means you have a capital gain of $250,000 (the $475,000 sale price minus the $225,000 cost basis). You’re single, so you get an automatic exemption for the $250,000 profit. End of story.

Here’s where it gets interesting. Had you not factored in the money you spent on the kitchen remodel, you’d be facing a tax bill for that $25,000 gain that exceeded the automatic exemption. By keeping receipts and adjusting your basis, you’ve saved about $3,750 in taxes (based on the current 15% tax rate on capital gains). Well worth taking an hour a month to organize your home-improvement receipts, don’t you think?

Watch out for these basis-busters
Some situations can lower your basis, thus increasing your risk of facing a tax bill when you sell. Consult a tax advisor. One common one: If you take depreciation on a home office, you have to subtract those deductions from your basis. Any depreciation taken if you rented your house works the same way. You also have to subtract subsidies from utility companies for making energy-related home improvements or energy-efficiency tax credits you’ve received. If you bought your home using the federal tax credit for first-time homebuyers, you’ll have to deduct that from your basis too, says Mark Steber, chief tax officer at Jackson Hewitt Tax Services.

More Time For Homebuyers

2010-06-14T10:59:00.002-05:00

Homebuyers could get more time for tax credit

NEW YORK (CNNMoney.com) -- First-time homebuyers looking to land an $8,000 federal income tax credit may have a little more time to close on their purchases if a Senate amendment unveiled Thursday makes it into law.

As it stands now, homebuyers must have signed contracts by April 30 and must close the deal by June 30. They could be eligible for an $8,000 tax credit if they are first-time buyers or a $6,500 credit if they owned and lived in their previous home for five of the last eight years.

362diggEmail Print CommentThe closing deadline, however, could be pushed back to Sept. 30 under an amendment offered by Senate Majority Leader Harry Reid, D-Nev., Sen. Johnny Isakson, R-Ga., and Sen. Chris Dodd, D-Conn. The senators said they want to make sure banks have time to process the transactions -- especially short-sales, which is a more involved process.

"By extending the transaction deadline, we can ensure that everyone taking advantage of this credit can complete the purchase of their new home, Reid said.

It remains to be seen, however, whether the amendment will go anywhere. It's part of a controversial jobs and tax bill that may be radically changed before the Senate approves it. Lawmakers are not scheduled to vote on the bill until next week at the earliest.

Rahway Hot Rods & Harley Day Success

2010-05-18T08:20:00.006-05:00

Congrats goes out to all the agents in the CENTUTRY 21 JRS Realty Rahway office that helped make the annual Hot Rods & Harley Day a GREAT SUCCESS.

Low-Maintenance Lawn Alternatives: Ground Cover

2010-04-18T12:02:00.000-05:00

If you want a yard that demands less time, money, and water, consider ground cover rather than a traditional lawn. Americans have long had a soft spot for lawns. Turf grass covers nearly 47 million acres in the U.S., according to the Lawn Institute. But there’s plenty that’s not green about all that green. For starters, the average household dumps 60 gallons of water a day on conventional lawns. Toxic lawn herbicides and pesticides run off into lakes and streams. Gas-powered mowers spew pollution into the air. And then there’s all that time spent watering, weeding, seeding, sodding, thatching, and mulching.

If you’re looking for an alternative, consider replacing some or all of your high-maintenance turf with ground covers that form walkable “carpets,” and innovative grasses that require little or no water or mowing once established.

In turn, you’ll reduce the need for irrigation, stop washing harmful chemicals into the watershed, add depth and texture to your landscape, and spend your spare time enjoying your yard instead of manicuring it.

Creeping perennials, clover, and other ground covers
There’s a ground cover to meet most needs, whether you’re planting a pathway, a hedge, or a broad swath of green. They run the gamut of foliage textures and colors, and many have wonderful flowers. Some varieties are ground-hugging and feel delicious under bare feet. Others grow up to two feet tall, making them ideal as barriers or landscape punctuation.

Look for attributes that meet your needs: child-durable, deer-resistant, drought-tolerant, shade-loving. Mixing them up is not only aesthetically pleasing, it’s also good for the landscape: Diversity increases resistance to pests and disease and reduces the need for fertilizer and pesticides. Here are some popular choices.

Creeping perennials: Tight to the ground, these plants are especially good for cushy green carpets. They keep out weeds and allow air, water, and nutrients to get to plant roots. Many work equally well in rock gardens or in crevices between stepping stones, in full or partial sun. These include mat-forming New Zealand Brass Buttons (Cotula squalida) and Scotch or Irish Moss (Sagina subulata), which isn’t a moss at all but a perennial that forms a cushiony blooming carpet.

Some, like Blue Star Creeper (Laurentia fluviatilis), which has tiny green foliage, bear up to heavy foot traffic. Creeping Jenny (Convolvulus arvensis) has an extensive root system that makes it quick to spread and tough to kill. That’s a good thing if you’re looking for a tough turf alternative but a problem if it creeps into beds where you don’t want it.

Besides being good creepers, many ground-hugging perennial herbs are often nicely scented, hardy under foot traffic, and even edible. These include chamomile (Chamaemelum nobile), which has fern-like foliage and white flowers with yellow centers; Corsican mint (Mentha requienii), which thrives in shade, exudes a minty smell when trod upon, and is edible; and various thymes (Woolly, Red, Prostrate), which feature dainty flowers and work well between pavers or as a low mounding carpet.

Creeping perennials cost $6 to $10 per plant. A 15-by-20-foot area with plants 2 inches apart (for instant density) requires 300 plants. But if you’re patient enough to wait a year or so for them to spread, you can buy fewer plants and space them 12 inches apart.

Clover: Although clover has gotten a bad rap as a weed, it’s actually not a weed at all. In fact, a clover lawn (or, for high-traffic areas, a clover-grass mix) has many advantages. Sweet-scented, inexpensive, and quite durable, white clover (Trifolium repens) grows in any kind of soil, stays green even during low-water periods, and feels lovely underfoot.

Low-growing clover doesn’t need regular cutting, nor does it need fertilizer, but an occasional mow will encourage new growth and discourage bees. If you don’t mind the bees, consider letting your clover bloom, which benefits the bees and the environment. Clover is one of the least expensive groundcover options, costing about $4 to seed 4,000 square feet.

Laura Fisher Kaiser writes about architecture, design, and sustainability. She is in the process of letting clover, moss, and creeping jenny take over what’s left of her Washington, DC, lawn.

7 Smart Strategies for Kitchen Remodeling

2010-03-17T09:29:00.001-05:00

When planning a kitchen remodel, keep the same footprint, add storage, and design adequate lighting so you preserve value and keep costs on track.

Value Added High $16,100 - $43,000
Effort High 6-12 mos (including planning)
Investment High $21,400 - $57,200

If you’re contemplating a kitchen remodel, you’re also weighing a considerable investment. But a significant portion of the upfront costs may be recovered by the value the project brings to your home. Kitchen remodels in the $50,000 range recouped 76% of the initial project cost at the home’s resale, according to recent data from Remodeling Magazine’s Cost vs. Value Report. To make sure you maximize your return, consider these seven smart kitchen remodeling strategies.

1. Establish your priorities
Simple enough? Not so fast. The National Kitchen and Bath Association (NKBA) recommends spending at least six months planning before beginning the work. That way, you can thoroughly evaluate your priorities and won’t be tempted to change your mind during construction. Contractors often have clauses in their contracts that specify additional costs for amendments to original plans. Planning points to consider include:

•Avoid traffic jams. A walkway through the kitchen should be at least 36 inches wide, according to the NKBA. Work aisles for one cook should be a minimum of 42 inches wide and at least 48 inches wide for households with multiple cooks.
•Consider children. Avoid sharp, square corners on countertops, and make sure microwave ovens are installed at the heights recommended by the NKBA—3 inches below the shoulder of the principle user but not more than 54 inches from the floor.
•Access to the outside. If you want to easily reach entertaining areas, such as a deck or a patio, factor a new exterior door into your plans.
Because planning a kitchen is complex, consider hiring a professional designer. A pro can help make style decisions and foresee potential problems, so you can avoid costly mistakes. In addition, a pro makes sure contractors and installers are sequenced properly so that workflow is cost-effective. Expect fees around $50 to $150 per hour, or 5% to 15% of the total cost of the project.

2. Keep the same footprint
No matter the size and scope of your planned kitchen, you can save major expense by not rearranging walls, and by locating any new plumbing fixtures near existing plumbing pipes. Not only will you save on demolition and reconstruction, you’ll greatly reduce the amount of dust and debris your project generates.

3. Match appliances to your skill level
A six-burner commercial-grade range and luxury-brand refrigerator might make eye-catching centerpieces, but be sure they fit your lifestyle, says Molly Erin McCabe, owner of A Kitchen That Works design firm in Bainbridge Island, Wash. “It’s probably the part of a kitchen project where people tend to overspend the most.”

The high price is only worth the investment if you’re an exceptional cook. Otherwise, save thousands with trusted brands that receive high marks at consumer review websites, like www.ePinions.com and www.amazon.com, and resources such as Consumer Reports.

4. Create a well-designed lighting scheme
Some guidelines:

• Install task lighting, such as recessed or track lights, over sinks and food prep areas; assign at least two fixtures per task to eliminate shadows. Under-cabinet lights illuminate clean-up and are great for reading cookbooks. Pendant lights over counters bring the light source close to work surfaces.

• Ambient lighting includes flush-mounted ceiling fixtures, wall sconces, and track lights. Consider dimmer switches with ambient lighting to control intensity and mood.

5. Focus on durability
“People are putting more emphasis on functionality and durability in the kitchen,” says McCabe. That may mean resisting bargain prices and focusing on products that combine low-maintenance with long warranty periods. “Solid-surface countertops [Corian, Silestone] are a perfect example,” adds McCabe. “They may cost a little more, but they’re going to look as good in 10 years as they did the day they were installed.”

If you’re not planning to stay in your house that long, products with substantial warranties can become a selling point. “Individual upgrades don’t necessarily give you a 100% return,” says Frank Gregoire, a real estate appraiser in St. Petersburg, Fla. “But they can give you an edge when it comes time to market your home for sale” if other for-sale homes have similar features.

6. Add storage, not space
To add storage without bumping out walls:

• Specify upper cabinets that reach the ceiling. They may cost a bit more, but you’ll gain valuable storage space. In addition, you won’t have to worry about dusting the tops.

• Hang it up. Install small shelving units on unused wall areas, and add narrow spice racks and shelves on the insides of cabinet doors. Use a ceiling-mounted pot rack to keep bulkier pots and pans from cluttering cabinets. Add hooks to the backs of closet doors for aprons, brooms, and mops.

7. Communicate effectively—and often
Having a good rapport with your project manager or construction team is essential for staying on budget. “Poor communication is a leading cause of kitchen projects going sour,” says McCabe. To keep the sweetness in your project:

•Drop by the project during work hours as often as possible. Your presence assures subcontractors and other workers of your commitment to getting good results.
•Establish a communication routine. Hang a message board on-site where you and the project manager can leave each other daily communiques. Give your email address and cell phone number to subs and team leaders.
•Set house rules. Be clear about smoking, boom box noise levels, which bathroom is available, and where workers should park their vehicles.
Consumers spend more money on kitchen remodeling than any other home improvement project, according to the Home Improvement Research Institute, and with good reason. They’re the hub of home life, and a source of pride. With a little strategizing, you can ensure your new kitchen gives you years of satisfaction.

John Riha has written six books on home improvement and hundreds of articles on home-related topics. He’s been a residential builder, the editorial director of the Black & Decker Home Improvement Library, and the executive editor of Better Homes and Gardens magazine. His standard 1968 suburban house has been an ongoing source of maintenance experience.

Best Affordable Suburbs in America 2010

2010-03-04T10:04:00.001-05:00

Life with children is expensive, but in some places a dollar goes a lot further. Bloomberg BusinessWeek evaluated information provided by community data company OnBoard Informatics to determine the best affordable suburb in each state.While many of the places on this year's list are near amenities such as country clubs and golf courses, the focus is not luxury, but rather communities where families can live well for less and enjoy good schools, low crime, and reasonable commutes. The selected suburbs were limited to towns within 25 miles of the most populated city in the state, with populations of 5,000 to 60,000, median family incomes of $51,000 to $120,000, and lower-than-average crime rates. We weighted a variety of factors including livability (short commutes, low pollution, green space), education (well-educated residents, high test scores), crime (low personal and property crime), economy (high job growth, low unemployment rate, high family income), and affordability (median household income, cost of expenditures). Affordability was most heavily weighted in our calculations. We penalized places with bad weather, a lack of racial diversity, high divorce rates, and few children.
The results range from established high-income neighborhoods to growing middle-income communities. For example, the smallest town on the list, Cave Creek, Ariz., has a population of about 5,000 and a median family income of $108,546, while Moore, Okla., one of the largest, has more than 51,000 residents and a median income of $63,309, according to OnBoard's estimates. Despite their differences, all these places offer young families an attractive location to raise children and remain close to employment opportunities

10. Clark, N.J.
Nearest major city: Newark
Population: 13,862
Median family income: $97,668
Median home price: $380,500
Unemployment rate: 9.7%
Violent crime index: 4

Formerly a farm community, Clark has grown into a popular suburb at nearly full capacity of occupied land, according to the town Web site. Its school district has a preschool, two elementary schools, a middle school, and a high school. Clark is near several medical centers in neighboring communities. Amenities include a golf complex, community pool, tennis courts, and parks. A new ranking by Monmouth University's Polling Institute named Clark one of the state's best places to live, according to a report on njtoday.net.

Evaluate Your House for a Home Office

2010-02-09T11:29:00.000-05:00

When planning a home office remodel, consider the specific needs of your profession for space, light, storage, technology, and security.If you’re looking for a remodeling project that will make your house more salable in the future, a home office may well be it. When the National Association of Home Builders asked builders, architects, manufacturers, and marketing experts to predict the features that will be important to buyers of upscale properties in 2015, 94% said a home office would be “critical” or “very critical.”

That said, while an office may make your home more attractive to potential buyers, it won’t add significantly to value. According to Remodeling Magazine’s Cost vs. Value Report, converting a 12-by-12-foot bedroom into an office costs a national average of around $28,000 and recoups slightly less than half the investment. But if you’re among the more than 20% of Americans who do some or all of their job at home, a comfortable, functional work space is a must-have.

Where to put a home office
A spare bedroom is the most common place for an office, but it’s not the only adaptable space in the house. The formal living rooms and dining rooms in many older homes often don’t get a lot of use and make great offices, says Lisa Kanarek, founder of WorkingNaked.net, a service for people “stripped of the support” of the corporate office. “They’re spacious, have good light, and are easy to close off,” Kanarek says.

Architect Sarah Susanka, author of “Not So Big Remodeling,” converted her formal living room into an office for her therapist husband. It’s close to the front door and has easy access to the powder room, both important considerations if your business brings visitors into the home. Attics, basements, dens, sunrooms, garages, even laundry rooms are similarly convertible.

One important question is whether you’ll be taking the home office deduction on your taxes. If so, your work area can’t be used for any other purpose; the IRS bases the deduction on square footage used “exclusively and regularly” for business activities. Consult your accountant about whether the deduction makes sense for you.

What to spend on a home office
The home office in the Cost vs. Value report cost just over $28,000 to set up, a figure that includes custom cabinetry, 20 linear feet of laminate desktop, wall-mounted storage, upgraded electrical and data wiring, and new woodwork, paint, and flooring.

Of course, you don’t have to spend that much. By using off-the-shelf products and materials and doing some of the work, such as painting, yourself, you can transform an existing room into a home office for a lot less money. At minimum, though, budget $3,000 to $5,000 for paint, flooring, lighting, office furniture, and equipment.

Consider the needs of your profession
When evaluating space, start by making a list of the needs of your profession. An architect, for example, might want natural light and ample counter space for rolling out blueprints, while a vendor needs easily accessed storage for shipping supplies. In general, every office requires a work surface, storage, place for a computer and other electronics, and adequate lighting. Consider also your needs for the following:

Power, phone, and data wiring. A bedroom may already have enough outlets and at least one phone or cable jack, but if you’re taking over a formal dining room, you’ll likely need new wiring. It’s a relatively easy job for an electrician to add outlets (typically $100 to $250 per receptacle, depending on whether you also need to run new circuits). Internet connections can often be handled wirelessly, but for maximum reliability and security, ask your phone or cable company about installing additional lines.

Privacy. Susanka says the biggest mistake her clients make is putting their office in the middle of their home’s hustle and bustle. “The environment for work needs to be off the main living area,” she says. That doesn’t mean you need to hide out in the basement, but you’re better off out of the major traffic zones, especially with children at home.

Security. If your work involves financial or other confidential records, think about how you’ll keep them secure. “I have client credit card numbers in my office,” says Paige Rien, designer for the HGTV show “Hidden Potential.” “I close the door and lock it.” (For more on keeping important documents safe, take our home office security checkup.)

When dedicated space isn’t an option
Not everyone has a spare room to devote to an office. In that case, you need to find creative ways to carve out space. Offices can often be tucked into little-used locations, such as under stairs, in dormers, and on second-floor landings. One of Kanarek’s clients set up in a walk-in closet. “She lined the walls with counters and put in mirrors to make the space feel bigger,” Kanarek says.

Closets offer a good compromise because you can close the doors on your job at the end of the day. Another option is a computer armoire; starting at around $500, you can get one with shelves for a computer and peripherals, a slide-out keyboard tray, organizers for files, even built-in cork boards. If that’s out of your budget, set off a corner of the living room or family room with a room divider, bookcases, or a folding screen.

Whatever you do, Kanarek advises, try working in the space for a few weeks before investing any money in remodeling. “I have clients who spend thousands of dollars on built-ins,” she says, “and then sit on their bed or at the kitchen table to work because they like the light there better.”

Pat Curry is a contributing editor to HousingZone.com, a former senior editor at BUILDER, the official magazine of the National Association of Home Builders, and a frequent contributor to real estate and home-building publications.

Home Office: Return on Investment

2010-02-09T11:27:00.001-05:00

A home office adds to comfort, convenience, and salability, but isn’t among the top projects for adding home value.
If you’re one of the more than 20% of Americans who do some or all of their work at home, a comfortable, functional home office is a must-have. And it’s a feature that’s growing in popularity: When the National Association of Home Builders asked builders, manufacturers, and marketing experts what features would be important to future home buyers, 94% said a home office would be “critical” or “very critical.”

Still, when it comes to adding value, a home office ranks last among the 21 midrange projects analyzed in Remodeling Magazine’s annual Cost vs. Value report. Converting a 12-by-12-foot bedroom into an office costs a national average of $28,375 and recoups $13,648 at resale, for a 48% return on investment, according to the 2009-2010 report. Construction costs include custom cabinetry and work surface, wall-mounted storage, a wiring upgrade, and new floor and wall finishes.

Regionally, returns varied only slightly, with the highest rate of return, 56%, in the Pacific region, and the lowest, 41%, in the upper Midwest.

National average cost to convert an existing 12 x 12 room into a home office:

Job cost: $28,375

Resale value: $13,648

Cost recoup: 48.1%

Create a Marketing Plan

2010-01-22T10:46:00.000-05:00

Create a Personal Marketing Plan

Now that you’ve embarked on your new real estate career, one of the most important things to do is to let people know about it. Personal marketing is the process of getting your name “out there,” so that people think of you when they need to buy or sell a home.

How do you do that? The first step is to develop a Personal Marketing Plan, a written document that describes your business goals and how you plan to achieve them. The plan should include:

Objectives and goals. Clearly state what you want to accomplish for yourself in your new career—is it letting all of your family and friends know that you’re in real estate, attaining 10 listings in your first year, or achieving name recognition in 50 percent of your target market area? Be sure to quantify your goals so you can measure your accomplishments.

Audience. Who is your target market? Is it everyone within a particular geographic area? Is it certain type of homes or a particular group of like-minded people? You shouldn’t try to be all things to all people. It’s a good idea to select one or two groups to target with your marketing efforts.

Differentiation. What makes you unique? Setting yourself apart from other salespeople is essential in a crowded marketplace. Decide how you’ll approach real estate sales to set yourself apart from others in your market. Also determine whom you will appeal to, and tailor your message to this audience.

Media. Determine which media—print advertising, brochures, Web site, in-person marketing, community involvement—you’ll use to get the word out about your services. Focus on two or three media initially to control marketing costs and determine effectiveness.

Action plan and schedule. Establish a detailed to-do list to execute your marketing plan. You need to be consistent in your marketing and stick to a marketing approach for at least six months. Repetition is the key to having prospects remember you. For a sample action plan for a salesperson with limited marketing funds, click here .

Budget. Once you have a marketing plan, establish a budget. It may be tough to think about spending money when you may not have made much, or any, money in real estate yet. But most veteran practitioners agree that setting a marketing budget from the beginning of your career to promote yourself and your services is essential to achieving success in real estate. (See the following section, Develop Marketing Materials , for a list of the marketing materials—business cards, brochures, and so on—you’ll need.)

Determine how much you need to spend to acquire the basic marketing materials by getting estimates from vendors. To get started, you can spend a small amount to have your business cards and personal brochures made now and then allocate, say, 10 percent of your commission in the first few years to develop other marketing materials.

Once you have a marketing plan and budget in place, be sure to re-evaluate it each year. It’s important to determine if you’ve met your goals for the year, and if you haven’t, decide what you need to do differently the following year to accomplish your goals. You also should increase your goals or set new priorities each year to ensure that you continue to grow your success.

What Your Remodeling Contract Should Say

2009-12-17T10:20:00.000-05:00

Review your remodeling contract carefully and adjust it to make sure it protects you in terms of payments, work schedules, and project specifications.

Even if you never intend to pick up a hammer for your remodeling project, there's one tool that's absolutely essential-a solid contract. But just having one often isn't enough. That's because the document a contractor gives you is designed to protect him. It's up to you to add in some basic protections for yourself. Here's what you need to know to make sure the remodeling contract you sign includes solid legal protection for you and your home.

Hiring a lawyer to review and make changes to a contract is a safe bet, especially since each state has its own construction-contract statutes. But not many homeowners are willing to shell out $500 for an attorney review, plus $1,000 to $1,500 additional fees to make wholesale revisions to a flawed contract. However, you can hand-write changes and additions in plain English and make sure both you and the contractor initial each change to the document, says Tampa, Fla., attorney George Meyer, who is chair-elect of the American Bar Association's Forum on the Construction Industry. Here's what you want to add (and subtract).

Project specs

Start by reviewing your contract, a process that should take several hours. The most important element of a contract is a thorough and complete description of the project, and the materials and the products that will be used. "It should say that the contractor will secure all necessary permits and approvals as well as what walls are being moved where, what type of countertops are going in, what type of sink, what type of faucet, and so forth," says Meyer. "You can't rely on everyone's memory because if there's a problem later, people may remember different things." The contract needn't contain these specs on its pages, it can simply refer to the contractor's attached itemized bid. Avoid allowances, which are pools of money set aside for work to be determined later, and which often lead to cost overruns.

Payment schedule

The contract should also state the total price for the job, and that it's a fixed price-not an estimate. It should provide a schedule of how the payments will be made by linking them to milestones in the work-such as when the foundation, rough plumbing, and electricity will be completed-so you're paying for work only after it's done. "You should always have enough money left to hire someone else to finish the work if need be," says Meyer. In general, the first payment should be no more than 10% of the total job and the final payment should be at least a few thousand dollars to ensure that it's a big enough incentive to get the contractor back for the final niggling details. If you're unsure whether the payment schedule is proportional to the milestones your contractor suggests, ask a friend who's familiar with construction process or consult a construction attorney.

Start and end dates

A contractor's boilerplate contract rarely includes dates for when he will begin work and when he will complete the job, so make sure those details are included. It's not that he'll be penalized if it runs late, only that if you ever have a major problem and need to sue him-or defend yourself from a suit he brings-showing that the contractor is, say, two months behind schedule will help you make your case. The dates needn't be too exacting. If he says it's a six to eight week job, eight or even nine weeks is fine for the contract, says Meyer.

Statement about change orders

Make sure the contract contains a line stating that any changes that will affect the cost of the job must be priced in writing and countersigned by both the contractor and homeowner before that work commences. That ensures that an offhand discussion about a possible change to the project won't result in a huge unforeseen additional cost. It also helps you, as the homeowner, keep track of exactly how much you've added to the bottom line, so you can avoid the very common urge to keep expanding the job.

Binding arbitration

Many contractors include a line that says that rather than going through the courts, disputes will be resolved by an arbitrator. Some legal experts feel that this is a quicker and lower-cost solution to problems, so a binding arbitration clause isn't necessarily a problem. What can be trouble is if the contract requires a specific arbitrator. "There are some big, national, well-respected arbitrators, like the American Arbitration Association," says Meyer. "And there are other questionable arbitrators that always side with the contractor. If a particular arbitrator is specified, I'd do some internet research about the agency to make sure it's legit."

Warranty

Having the contractor's warranty in the contract seems like a good thing, right? Well including it is often actually a technique for limiting how much liability the contractor has. "It's usually loaded up with exclusions and time limits," says Meyer, "and you're actually better off with no mention of warranty at all because then the only limits on his warranty are what's in the state statutes." In other words, keeping the contractor's warranty language in the contract will likely mean you're agreeing to less than what state law provides. For example, state law may specify a longer warranty term than what the contractor's warranty offers. So, unless you're having a lawyer review the contract, strike the warranty clause.

Technicalities

There are numerous state-by-state requirements for construction contracts. He may have to include his contractor's license number, for example, and he may have to include a clause saying you have the right to rescind the contract within a certain time period after signing. And unless you and the contractor sign the document, it doesn't matter what it says-it's not a valid contract.

A former carpenter and newspaper reporter, Oliver Marks has been writing about home improvements for 16 years. He's currently restoring his second fixer-upper with a mix of big hired projects and small do-it-himself jobs.

When It Pays to Do It Yourself

2009-12-17T10:19:00.000-05:00

Doing home-improvement jobs yourself can be a smart way to save money, but choose the right DIY projects or you'll end up paying dearly.

Why pay someone big bucks to do something you can just as easily do yourself? That's the thinking that has gotten more Americans than ever swinging their own hammers. In a recent Time magazine poll, nearly a quarter of people said they were taking on more home-improvement projects themselves-understandably so, when you consider that it usually means a 50% to 75% discount, since all you pay for is materials.

But sometimes doing it yourself costs more than it saves, like when you decide to replace the toilet, end up flooding the basement, and have to pay a pro to fix your mistakes. Or, worse, if you become one of the more than 100,000 people injured each year doing home-improvement jobs. Here are some guidelines for deciding when DIY can save you money and when it could cost you.

Stick to routine maintenance for savings and safety

Seasonal home maintenance is ideal work for the DIY weekend warrior, since you can plan tasks in advance and get to them when your schedule allows. Because these are repeat projects, your savings will add up to big bucks over the years. Just by mowing your own lawn, for example, you can save $55 to $65 a week for a half-acre lawn during the growing season. The bigger the lot, the bigger the savings: with two acres, you'll pocket around $150 per week.

When It Pays: Look for maintenance jobs that are relatively easy and need to be done regularly, so you can hone your skills over time. In addition to mowing, other good ones are snow removal, pruning shrubs, washing windows, sealing the deck, painting fences, fertilizing the lawn, and replacing air conditioner filters.

When It Doesn't: Unless you have skill and experience on your side, stay off of any ladder taller than six feet; according to the U.S. Consumer Product Safety Commission, more than 164,000 people end up in emergency rooms every year because of ladder injuries. The same goes for operating power saws or attempting any major electrical work-it's simply too risky if you don't have the experience.

Act as your own GC on small jobs

If you're more comfortable operating an iPhone than a circular saw, you may be able to act as your own general contractor on a home-improvement project and hire the carpenters, plumbers, and other tradesmen yourself. You'll save 10% to 20% of the job cost, which is the contractor's typical fee.

When it Pays: If it's a small job that requires only two or three different tradesmen, and you have good existing relationships with top-quality professionals in those fields, consider DIY contracting.

When It Doesn't: Unless you have an established network of contacts who will show up as promised, the time to spend on oversight, enough construction experience to spot potential problems, and the skill to negotiate disputes between the various subcontractors, trying to manage your own project can quickly send the schedule and budget off the rails.

Pitch in with sweat equity on big jobs

Contributing your own labor on a big job being handled by a professional crew can cut hundreds or even thousands of dollars off the contractor's bill. Tear the cabinets and appliances out of your old kitchen before the contractor gets started, say, and you might knock $800 off the cost of your remodel, says Dean Bennett, a design/build contractor in Castle Rock, Colorado.

When it Pays: Grunt work-jobs that are labor intensive but require relatively little skill-makes the best homeowner contribution. Offer to do minor interior demolition like removing cabinets and pulling up old flooring, daily jobsite cleanup, product assembly, and simple landscaping like planting foundation shrubs and grass seed around your new addition.

When It Doesn't: If you get in the crew's way, you may slow them down far more than you help. Make your contributions when the workers aren't around, such as in the morning before they arrive, or on nights and weekends after they've left.

Put on some of the finishing touches

Unlike the early phases of a construction job, which require skilled labor to frame walls, install plumbing pipes, and run wiring, many of the finishing touches on a project are comparatively simple and DIY-friendly. If you do the painting yourself for a new basement rec room, for instance, you can easily save $1,800, Bennett says.

When it Pays: If you have the skill-or a patient temperament and an experienced friend to teach you-finish work like setting tile, laying flooring, painting walls, and installing trim are all good DIY jobs.

When It Doesn't: The downside to attempting your own finish work is that the results are very visible. Hammer dents in woodwork, for example, or sander ruts in your hardwood floors may cause you aggravation every time you see them. So unless you have a sure eye and a steady hand, it may not pay to embark on these tasks.

A former carpenter and newspaper reporter, Oliver Marks has been writing about home improvements for 16 years. He's currently restoring his second fixer-upper with a mix of big hired projects and small do-it-himself jobs.

CENTURY 21 JRS Realty Christmas Party

2009-12-16T10:26:00.004-05:00

CENTURY 21 JRS Realty had a great Holiday Party last night at Bistro 1051 in Clark NJ. CENTURY 21 JRS Realty agents had a great time eating Sushi and other sea food dishes prepared by the wonderful chief at the Bistro. Congratulations to Joe Piizzi and Eddie Kefalas for the awards they earned as the number 1 and #2 agents in CENTURY 21 JRS Realty for 2009.

7 Smart Strategies for Remodeling Your Kitchen

2009-12-10T09:50:00.000-05:00

When planning a kitchen remodeling project, keep the same footprint, add storage, and design adequate lighting to preserve value and keep costs on track.

If you're contemplating a kitchen remodel, you're also weighing a considerable investment. But a significant portion of the upfront costs may be recovered by the value the project brings to your home. Kitchen remodels in the $50,000 range recouped 76% of the initial project cost at the home's resale, according to recent data from Remodeling magazine's Cost vs. Value Report. To make sure you maximize your return, consider these seven smart kitchen remodeling strategies.

1. Establish your priorities

Simple enough? Not so fast. The National Kitchen and Bath Association (NKBA) recommends spending at least six months planning before beginning the work. That way, you can thoroughly evaluate your priorities and won't be tempted to change your mind during construction. Contractors often have clauses in their contracts that specify additional costs for amendments to original plans. Planning points to consider include:

Avoid traffic jams. A walkway through the kitchen should be at least 36 inches wide, according to the NKBA. Work aisles for one cook should be a minimum of 42 inches wide and at least 48 inches wide for households with multiple cooks.
Consider children. Avoid sharp, square corners on countertops, and make sure microwave ovens are installed at the heights recommended by the NKBA-3 inches below the shoulder of the principle user but not more than 54 inches from the floor.
Access to the outside. If you want to easily reach entertaining areas, such as a deck or a patio, factor a new exterior door into your plans.
Because planning a kitchen is complex, consider hiring a professional designer. A pro can help make style decisions and foresee potential problems, so you can avoid costly mistakes. In addition, a pro makes sure contractors and installers are sequenced properly so that workflow is cost-effective. Expect fees around $50 to $150 per hour, or 5% to 15% of the total cost of the project.

2. Keep the same footprint

No matter the size and scope of your planned kitchen, you can save major expense by not rearranging walls, and by locating any new plumbing fixtures near existing plumbing pipes. Not only will you save on demolition and reconstruction, you'll greatly reduce the amount of dust and debris your project generates.

3. Match appliances to your skill level

A six-burner commercial-grade range and luxury-brand refrigerator might make eye-catching centerpieces, but be sure they fit your lifestyle, says Molly Erin McCabe, owner of A Kitchen That Works design firm in Bainbridge Island, Wash. "It's probably the part of a kitchen project where people tend to overspend the most."

The high price is only worth the investment if you're an exceptional cook. Otherwise, save thousands with trusted brands that receive high marks at consumer review websites, like www.ePinions.com and amazon.com, and resources such as Consumer Reports.

4. Create a well-designed lighting scheme

Some guidelines:

· Install task lighting, such as recessed or track lights, over sinks and food prep areas; assign at least two fixtures per task to eliminate shadows. Under-cabinet lights illuminate clean-up and are great for reading cookbooks. Pendant lights over counters bring the light source close to work surfaces.

• Ambient lighting includes flush-mounted ceiling fixtures, wall sconces, and track lights. Consider dimmer switches with ambient lighting to control intensity and mood.

5. Focus on durability

"People are putting more emphasis on functionality and durability in the kitchen," says McCabe. That may mean resisting bargain prices and focusing on products that combine low-maintenance with long warranty periods. "Solid-surface countertops [Corian, Silestone] are a perfect example," adds McCabe. "They may cost a little more, but they're going to look as good in 10 years as they did the day they were installed."

If you're not planning to stay in your house that long, products with substantial warranties can become a selling point. "Individual upgrades don't necessarily give you a 100% return," says Frank Gregoire, a real estate appraiser in St. Petersburg, Fla. "But they can give you an edge when it comes time to market your home for sale" if other for-sale homes have similar features.

6. Add storage, not space

To add storage without bumping out walls:

· Specify upper cabinets that reach the ceiling. They may cost a bit more, but you'll gain valuable storage space. In addition, you won't have to worry about dusting the tops.

• Hang it up. Install small shelving units on unused wall areas, and add narrow spice racks and shelves on the insides of cabinet doors. Use a ceiling-mounted pot rack to keep bulkier pots and pans from cluttering cabinets. Add hooks to the backs of closet doors for aprons, brooms, and mops.

7. Communicate effectively-and often

Having a good rapport with your project manager or construction team is essential for staying on budget. "Poor communication is a leading cause of kitchen projects going sour," says McCabe. To keep the sweetness in your project:

Drop by the project during work hours as often as possible. Your presence assures subcontractors and other workers of your commitment to getting good results.
Establish a communication routine. Hang a message board on-site where you and the project manager can leave each other daily communiques. Give your email address and cell phone number to subs and team leaders.
Set house rules. Be clear about smoking, boom box noise levels, which bathroom is available, and where workers should park their vehicles.
Consumers spend more money on kitchen remodeling than any other home improvement project, according to the Home Improvement Research Institute, and with good reason. They're the hub of home life, and a source of pride. With a little strategizing, you can ensure your new kitchen gives you years of satisfaction.

John Riha has written six books on home improvement and hundreds of articles on home-related topics. He's been a residential builder, the editorial director of the Black & Decker Home Improvement Library, and the executive editor of Better Homes and Gardens magazine. His standard 1968 suburban house has been an ongoing source of maintenance experience.

Should You Convert from Oil to Gas Heat?

2009-12-10T09:49:00.000-05:00

If you're replacing your old oil-burning heating equipment, you may want to crunch the numbers on switching to cheaper, cleaner gas.

Last winter, heating a house with oil cost an average of $1,700, while natural gas averaged less than $900, according to the US Energy Information Administration. The year before, when oil prices peaked, oil heat cost an average of $2,000; natural gas was again around $900. Since 2002, oil heat has averaged 30% to 50% more than gas every year. So, if it's time to replace your old oil-burning system, you might be wondering if it makes sense to switch. Here's how to crunch the numbers.

What fuel types are available in your area?

About half of the country uses natural gas already, and only about 8% uses oil. Most of the rest use costlier heating-electricity accounts for 34%, propane 6%-typically because that's what is available locally. The vast majority of oil-burners are concentrated in the Northeast, where they account for 31% of residential heating systems. That's largely because of the region's proximity to the ports where oil barges deliver their loads and the fact that oil was a cheaper option back when these houses were built.

Unlike oil, which gets delivered by truck, natural gas gets piped right into your house by a utility company. So making the switch requires having a gas main under your street. Even in oil-dominated neighborhoods of the Northeast, most urban and suburban areas have gas lines. If yours doesn't, you may be able to convince the local utility to install a gas main if enough neighbors band together to make the request.

How much will the equipment cost?

Gas-fired equipment costs less than oil-fired gear. For a basic furnace (for a forced air heating system) or boiler (for hot-water heat), you'll pay around $1,500 to $3,000 for gas and $2,000 to as much as $8,000 for oil, says Ellis Guiles of TAG Mechanical in Syracuse, New York. If you select a high efficiency system, you'll pay $3,500 to $5,500 for gas, compared with $4,500 to $10,000 for oil. A high-efficiency unit of either kind may be eligible for a 30% tax credit, up to $1,500, as well as local incentives.

How much will the hookup cost?

There are two aspects to the connection process for gas: outside the house and inside. The utility company will run an underground pipe from the gas main to your house, where it will install a meter. This requires using a backhoe to dig a trench from the road to the house and typically costs $1,000 to $1,500, according to Jim Ranfone, managing director of the American Gas Association, a trade group. But it's possible that the utility will waive or reduce that charge as an inducement to add you to its customer rolls. Your contractor will handle the second part of the job, piping the gas from the meter to your heating plant, typically at a cost of $500 to $1,000.

What other expenses are involved?

Switching to gas may require you to line your chimney ($750 to $2,000), because the moisture in gas exhaust can damage the masonry. A liner isn't necessary with a high-efficiency gas system, which, combined with tax incentives, explains why nearly all of Guiles' conversion customers choose high-efficiency equipment. Although it's probably not required, you'll likely choose to remove your oil tank for another $750 or so if it's above ground to $3,000 if it's buried.

The bottom line

So is it worth spending potentially a few grand in conversion costs to switch to gas? Well, at last year's prices, your fuel-cost savings alone would pay you back in less than five years. But as the stock-market caveat goes, past performance is no guarantee of future results. Most natural gas is mined in North America, so some say its pricing less volatile than oil, which is a global commodity. But the truth is, there's no way to know for sure if gas will continue its substantial price advantage. The decision usually comes down to how complicated the conversion will be for your house-and how good the incentives are that the utilities and state agencies are offering, says Mark Wolfe, executive director of the National Energy Assistance Directors' Association, a trade group of state officials who help homeowners cut their energy costs.

Still, there are reasons other than money to make the switch. Gas has lower carbon emissions than oil, so it's better for the environment. Plus, once you have a gas line, you can get that commercial-style, six-burner stove you've always wanted.

A former carpenter and newspaper reporter, Oliver Marks has been writing about home improvements for 16 years. He's currently restoring his second fixer-upper with a mix of big hired projects and small do-it-himself jobs.

Best Ways to Green Up Your Kitchen Remodel

2009-12-08T09:35:00.000-05:00

If you're ready to remodel your kitchen and want to go green, here's how to create the healthy, energy-efficient, eco-friendly kitchen of your dreams.

Going green with your kitchen remodeling project means making choices based on your lifestyle and your budget. The decisions aren't always simple. For example, a certain green product may outlast and use less energy but cost more than a similar product that performs equally well. Fortunately, an expanding marketplace for smart, stylish green products is helping to lower costs-making it easier to have a green kitchen and love it, too.

If products you'd like to add to your project aren't readily available, schedule visits to showrooms or green home improvement expos to examine materials first-hand before making decisions. To help you plan, here are key products, ideas, and tips to put the green in your kitchen.

Major components

are made from wood and wood products certified by the Forest Stewardship Council to be produced using sustainable forest management practices. They feature formaldehyde-free glues and finishes with low volatile organic compounds that give off little or no toxic fumes. Check product literature closely to ensure the cabinets you choose meet these criteria.

· Sustainable kitchen cabinets
When shopping for cabinets, ask if the cabinet boxes are built with wheat board or straw board. These products are made from agricultural waste, such as the chaff left over from farmers' wheat crops. As a rule, they feature formaldehyde-free binders. They're strong and rated to exceed the standards set by the American National Standards Institute for medium density particleboard-the material commonly used to make cabinet boxes.

· Green countertops

offer variety but all share similar characteristics: recycled or sustainable content, low-toxicity binders, and eco-friendly manufacturing processes. In addition, they're highly durable. Examples: Squak Mountain Stone is made from recycled paper, recycled glass, reclaimed fly ash, and cement. The finished countertop slabs resemble limestone and soapstone. Eco-top counters consist of renewable bamboo fiber, post-consumer recycled paper, and water-based resin glue. Vetrazzo makes countertops that are 85% recycled glass-almost all the glass comes from curbside recycling programs. Craft-Art includes a line of wood countertops made of reclaimed wood from older barns, warehouses, and commercial buildings.

· Eco-friendly flooring

includes linoleum and cork. Both are made with renewable resources that make them sustainable choices. They're good-looking and durable, but require periodic maintenance.
Linoleum is made from renewable, biodegradable materials including linseed oil and cork. It produces no harmful vapors and comes in many patterns and colors. Linoleum stands up well to traffic and offers some cushioning underfoot. It's resistant to moisture but susceptible to staining, so some manufacturers add a coating to protect against spills and scratches. Without this protection, linoleum must be cleaned and polished every two years. Cost: $2 to $4 per sq.ft.; installation adds $5 to $7 per sq.ft.

Cork is a sustainable flooring product made from tree bark; the bark grows back and can be harvested repeatedly. Harvesting practices are carefully regulated to ensure future supplies, reducing environmental impact. Cork is waterproof and slightly soft underfoot, which makes it both moisture-resistant and comfortable. It's made in 12x12-inch tiles and 1x3-foot planks, each with a distinctive grain pattern. The surface is slightly textured and slip-resistant.

Treat cork flooring with a sealant every 3 to 4 years to prevent scratches and stop moisture from penetrating seams between tiles. Natural wax and water-based polyurethane work well. Cost: $2-$6 per sq.ft.; installation, $5-$10 per sq.ft.

Appliances

reduces energy consumption and saves utility costs. Energy Star appliances are tested and rated to be the most energy-efficient models in any product category. In addition, some states and regional utility companies offer rebates for buying Energy Star appliances.

· Choosing Energy Star products

· Dishwashers go green

when they feature an energy-saving or quick-wash cycle. These cycles operate for shorter periods of time, saving water and energy. Also, look for dishwashers that include an air-dry option, which dries dishes with circulation fans rather than energy-draining heating elements. Or, simply open up the dishwasher door when the wash cycle is complete and let dishes air dry.
Energy Star models are 25% more energy efficient than the federal standards for energy consumption. If you replace your pre-1994 dishwasher with an Energy Star model, you'll save as much as $40 a year on energy costs.

· Buy a new refrigerator

and you'll save on energy costs. That's because manufacturers are constantly improving technology and insulating techniques. In fact, today's new models are 75% more energy efficient than those manufactured just 20 years ago, saving about $100 per year on energy costs. An Energy Star-rated model will save an additional $20-$30 per year.
Choose models featuring the freezer on top and use 10% to 25% less energy than a same-sized model with a side-by-side configuration.

Green essentials

cleans water of contaminants before it reaches the kitchen tap; it has about 10 times the filtering capacity of a faucet-mounted purifier. A model with a top-quality activated carbon filter will remove heavy metals, bacteria, and pesticides. In addition, it removes odors and bad tastes. Expect to pay $150-$200 for an activated charcoal purifier with a replaceable cartridge.

· An under-the-counter water purifier

• Energy-efficient lighting includes fluorescent and compact fluorescent lamps that use 50% to 90% less energy than comparable incandescent lamps. In fact, according to EnergyStar.gov, a single compact fluorescent bulb will save $30-$40 during its expected lifespan of 10,000 hours over conventional incandescent bulbs of similar luminosity. However, consider the correct quality of light, such as an efficient halogen and LED lighting sources, for task areas.

• Being an active recycler is one way to ensure your kitchen is green. Most cabinet manufacturers offer options for lower cabinets that include pull-out recycling bins that keep contents organized and out of sight. In some instances, these bins are designed to be positioned conveniently beneath holes in countertops so that you can sweep food scraps into them. You can also retrofit existing cabinets with recycling bins-rotating lazy Susan-type recycling centers feature multiple bins and are designed to fit in lower corner cabinets.

John Riha has written six books on home improvement and hundreds of articles on home-related topics. He's been a residential builder, the editorial director of the Black & Decker Home Improvement Library, and the executive editor of Better Homes and Gardens magazine. His standard 1968 suburban house has been an ongoing source of maintenance experience.

5 Essential Questions to ask before hiring a Contractor

2009-11-28T10:12:00.000-05:00

You're ready to remodel but you want to make sure you get the best contractor for the job. Here's what to ask the candidates before you decide.

For all of the excitement of choosing plumbing fixtures, cabinets, and tiles for a remodeling project, the most important decision you make won't involve color swatches or glossy brochures. It's the contractor you pick that makes or breaks the job. That choice will determine the quality of the craftsmanship, the timeliness of the work, and the amount of emotional and financial stress the process puts on you. To make sure you're getting the best contractor for the job, here are five questions to ask the candidates.

1. Would you please itemize your bid?

Many contractors prefer to give you a single, bottom-line price for your project, but this puts you in the dark about what they're charging for each aspect of the job. For example, let's say the original plan calls for beadboard wainscot in your bathroom, but you decide not to install it after all. How much should you be credited for eliminating that work? With a single bottom-line price, you have no way to know.

On the other hand, if you get an itemized bid, it'll show the costs for all of the various elements of the job-demolition, framing, plumbing, electrical, tile, fixtures, and so forth. That makes it easier to compare different contractors' prices and see where the discrepancies are. If you need to cut the project costs, you can easily assess your options. Plus, an itemized bid becomes valuable documentation about the exact scope of the project, which may eliminate disputes later.

The contractor shouldn't give you a hard time about itemizing his bid. He has to figure out his total price line by line anyway, so you're not asking him to do more work, only to share the details. If he resists, it means he wants to withhold important information about his bid-a red flag for sure.

2. Is your bid an estimate or a fixed price?

Homeowners generally assume that the bid they're seeing is a fixed price, but some contractors treat their proposals as estimates, meaning bills could wind up being higher in the end. If he calls it an estimate, request a fixed price bid instead. If he says he can't offer a fixed price because there are too many unknowns about the job, then eliminate the unknowns.

"Have him open up a wall to check the structure he's unsure about or go back to your architect and solidify the design plans," says Tampa, Fla., attorney George Meyer, who is chair-elect of the American Bar Association's Forum on the Construction Industry. If you simply cannot resolve the unknowns he's concerned about, have the project specs describe what he expects to do-and if he needs to do additional work later, you can do a change order (a written mini-bid for new work).

3. How long have you been doing business in this town?

A contractor who's been plying his trade locally for 5 or 10 years has an established network of subcontractors and suppliers in the area and a local reputation to uphold. That makes him a safer bet than a contractor who's either new to the business or new to the area-or who's planning to commute to your job from 50 miles away.

You want to see a nearby address (not a PO box) on his business card-and should ask him to include one or two of his earliest clients on your list of references. This will help you verify that he hasn't just recently hung his shingle-and will give you perspective from a homeowner who has lived with the contractor's work for years. After all, the test of a quality job, whether it's a bluestone patio or a family room addition, is how well it stands the test of time.

4. Who are your main suppliers?

You've found a few potential contractors, you've talked to the happy former clients on each of their reference lists, now it's time for one additional bit of homework: talking to their primary suppliers. There's no better reference for a tile setter, for example, than his preferred tile shop; for a general contractor than his favorite lumberyard or home center pro desk; for a plumber than the kitchen and bath showroom where he's on a first name basis.

The proprietors of these shops know a contractor's professional reputation, whether he has left a trail of unhappy customers in his wake, if he's reliable about paying his bills-and whether he's someone you'll want to hire. The contractor should have absolutely no qualms about telling you where he gets his materials, as long as he's an upstanding customer.

5. I'd like to meet the job foreman-can you take me to a project he's running?

Many contractors don't actually swing hammers. They spend their days bidding new work and managing their various jobs and workers. In some cases, the contractor you hire may not visit the jobsite every day-or may not even show himself again after you've signed the contract. So the job foreman-the one who's working on your project every day-is actually the most important member of your team.

Meeting him in person and seeing a job that he's running should give you a feel for whether he's someone you want managing your project. Plus, it gives the general contractor an incentive to assign you one of his better crews since you're more likely to hire him if you see his A Team. If the contractor says he'll be running the job himself, ask whether he'll be there every day. Again, he'll want to give you a positive response-something you can hold him to later on.

It's not only the answers to these questions that will help you judge potential contractors-it's the way they answer them. Were they easy to talk to and forthcoming with details or did they hem and haw and make you ask more than once? Difficulty communicating now means difficulty communicating on the job later. But clear, timely and thoughtful responses-combined with terrific references, great completed work that you've seen, and a smart take on your project-may mean you've found the right pro for your job.

A former carpenter and newspaper reporter, Oliver Marks has been writing about home improvements for 16 years. He's currently restoring his second fixer-upper with a mix of big hired projects and small do-it-himself jobs.

Remodeling a Bathroom the Green Way

2009-11-24T09:39:00.000-05:00

If you want to make sure your bathroom remodeling project is as green as possible, here's how to save energy, conserve resources, and protect your budget.

You care about the environment. You also happen to have a bathroom badly in need of remodeling. How do you get the job done with minimal impact on both our fragile planet and your precious budget? Thankfully, the growth of the green building movement has given rise to many eco-responsible products and resources that allow you to create the water-conserving, healthy, energy-wise bath you've always wanted-all without busting your bottom line. Here's what you need to know.

It's all about the water

Thinking about greening your bathroom means considering how you use water in terms of consumption and energy. According to the American Water Works Association, your humble toilets are the thirstiest water users in the house, accounting for 27% of consumption. This fact inspired conservation schemes like placing something hefty in the toilet tank to reduce flushing capacity, and those low-flow toilets that too often didn't flush what needed flushing.

A more successful approach is the dual-flush toilet. It has two flush buttons, one for light work, one for heavy. Long a mainstay in Europe, dual-flush toilets are available in the U.S. for $250-$400, a price in line with top-quality conventional toilets. A dual flush toilet can save 17,000 gallons of water a year-about $50 off your water bill. If you wish to keep your old toilet (a very green decision), you can retrofit it with a dual flush mechanism costing only $70.

The shower is another squanderer of water. Showers use 16% to 20% of a home's water, most of it heated. The flow rate of a typical shower head is 2.5 gallons per minute. Switching it out with a low-flow head of 1.5 to 2 gallons per minute still offers adequate cleansing power with a substantial savings in water usage. (If you cherish a really forceful blast of hot water, consider a full-flow shower head with a lever that lets you shut it off while you lather.)

In addition to conserving water, you'll want to take a close look at the way your water is heated. Second only to the kitchen, the bathroom is your home's most intensive energy user, with most of that energy going towards those nice hot showers and baths. Curbing wasted energy can be as simple as adding an insulating blanket to your tank-type heater (reducing energy use by 4% to 9%) and insulating all accessible hot water pipes. In addition, most water heaters are set to 140 degrees; you can turn down the water heater temperature setting to a still-toasty 120 degrees and save up to $60 per year on energy costs.

If your old water heater is nearing the end of its 15-year life cycle and you're considering investing in a new water heater, you can achieve some handsome energy savings. One smart option is a condensing storage water heater. Using technology similar to that of high-efficiency furnaces, the condensing heater puts nearly every possible BTU into the water instead of sending it up the flue. Currently, a 50-gallon gas unit costs $1,700 (versus $380 for a standard tank-type heater), a price that is expected to drop as demand takes hold. Installation costs are around $400, slightly higher than that of standard units. Those higher costs are offset by a $300 tax credit and an EPA estimated annual fuel savings of more than $100.

A tankless water heater heats water only as it is needed, avoiding the heat loss that occurs with a conventional tank. A unit costs about $2,000 installed, and your annual energy savings will be $70 a year. Be aware that these units take some getting used to; expect a shot of cold water before the hot kicks in.

Move that air

A bathroom remodel is an excellent time to consider installing a new exhaust ventilator fan to remove odors, moisture, and mold spores. Many bathroom fans only vent to the space between ceiling joists, creating an environment for mold and dampness that can damage walls and ceilings. Make sure your new fan vents completely to the outside of your house.

Unfortunately, even properly installed fans that push the moist outdoors can carry away a lot of heated air as well. A clever solution to this problem is a heat-exchange ventilator that uses outgoing air to warm the cold incoming air. Such units cost about $250 uninstalled, twice the price of a standard fan. Whatever fan you have, avoid an on-off switch; it's too easy to forget to turn it off. Replace it with a timer switch or, better yet, buy a new fan unit with a motion- or humidity-sensing switch.

Selecting green materials

A green bathroom remodel need not stint on style. Classic ceramic tile comes in limitless colors and patterns, and is a green choice due to its low maintenance, durability, and low toxicological impact. Some tiles have high recycled content; recycled glass tiles are a lovely way to do the right ecological thing. Not buying something new can be good green idea too. Consider refinishing your old tub or sink. Use the pros for the best results. Expect to pay $500 for a tub, $300 for a sink. You'll save as much on installation costs.

LED illumination now produces pleasing light quality in fixtures that sip only 2 to 15 watts, emit little heat, and have a life span of 15-20 years. They cost about three times as much as conventional fixtures but use so little electricity that the payback can be as short as a year.

Paint and vinyl coverings often come loaded with VOCs (volatile organic compounds) that threaten indoor air quality. Look for building materials with Green Seal certification. Green Seal is a non-profit, independent organization that certifies products claiming to be environmentally friendly. Low-VOC options in paints and adhesives can be found at your local home center.

Waste not

Much of our landfill (estimates range from 22% to 40%) comes from construction debris. Any steps that reduce landfill potentially reduce the chance of ground water pollution, the odor and unsightliness of a local landfill, and in some cases the high cost of shipping waste elsewhere. Much of the debris that comes from a remodeling tear-out is not salvageable, but old toilets, sinks, light fixtures, medicine cabinets, and vanities can be donated to an organization like Habitat for Humanity's ReStore. In fact, it may be just what someone is seeking for their own green remodeling.

Dave Toht has written or edited more than 60 books on home repair and remodeling, including titles for The Home Depot, Lowe's, Better Homes & Gardens, Sunset, and Reader's Digest. A former contractor with decades of hands-on experience, Dave was editor of Remodeling Ideas magazine and continues to contribute to numerous how-to publications. He is currently putting the finishing touches on a green addition to his Olympia, Wash., home.

Congrats to Jessie Hoff-Agent fo the MONTH

2009-11-20T09:46:00.002-05:00

Congratulations to Jessie Hoff for earning the CENTURY 21 JRS Realty Agent of the Month for October 2009. Jessie has worked hard all your and finally put the right pieces together in the same month. In October Jessie had multiple listings and a sale as well. This is the second time Jessie has earned the Agent of the Month Trophy. CENTURY 21 JRS Realty is very proud to have and agent of Jessies caliber working in the company. Jessie has been a top agent for many years and will continue to help buyers and sellers reach their goals. Congratulations again to Jessie Hoff.

Bergen Catholic rolls over St. Joseph (Mont.)

2009-11-07T22:48:00.001-05:00

Bergen Catholic
(5 - 2 - 0) November 7th, 2009
2 p.m.

St. Joseph (Mont.)
Montvale, NJ
St. Joseph (Mont.)
(6 - 2 - 0)
28 7

Bergen Catholic 28, St. Joseph (Mont.) 7 (High school Football scores and results)
The Star Ledger, November 07, 2009 7:36 p.m.

There were many outstanding performers on defense for Bergen Catholic yesterday, but none better than senior linebackers Brendan McGovern and Sam Shirak.

McGovern scored the first touchdown and Shirak was all over the field, especially in the opponent's backfield, when Bergen Catholic, No. 6 in The Star-Ledger top 20, scored early and then coasted to a 28-7 victory over its rival, ninth-ranked St. Joseph, in Montvale.

Both powers will now prepare for the state playoffs that open this coming weekend. Bergen Catholic has qualified in Non-Public, Group 4 and St. Joseph will play in the Non-Public, Group 3 field.

St. Joseph quarterback Devin O'Connor was harassed and hurried all afternoon and sacked seven times. Shirak collected two and a half sacks and eight tackles, McGovern collected eight tackles and a sack, linebacker Doug Rigg and end Chris Bush collected one and a half sacks and lineman Hunter Kiselick recorded a sack and an interception.

``They have a great team. And every time we play St. Joe's we have to prepare for a battle,'' McGovern said. ``We had to shut down their skilled players (runner Kamal) Hogan and O'Connor. We did a lot of blitzing and didn't let O'Connor get comfortable in the backfield.''

O'Connor was sacked for minus 51 yards and passed for 130 yards and Hogan rushed for 103 of his team's 113 yards. He also had a touchdown.

On St. Joseph's first drive, it moved to the Bergen Catholic 31 but fumbled and McGovern scooped it up in stride and dashed 65 yards for the touchdown with 6:33 left in the first period. Mike Halligan kicked the extra point.

On Bergen Catholic's first drive, it moved 80 yards in just six plays. Spencer Kulcsar caught a 25-yard pass from Mike Halligan before Rigg raced for a 44-yard score.

The defenses dominated in the second period. The team from Oradell grabbed a 21-0 advantage on its initial push in the second half as it marched 63 yards in eight maneuvers. Three passes by Halligan totaling 25 yards helped advance the ball to the 36. From there, Kulcsar motored around the left side for a score.

But St. Joseph responded with a touchdown after Hogan returned the kickoff to the 34 and a 15-yard horse collar penalty brought the ball to the 49. Hogan churned out all the yardage on four carries including the final 15 to the end zone. Jason Checke followed with the kick.

The Montvale team made things interesting in the fourth quarter as it went 45 yards to the 13. But Shirak sacked O'Connor for a 9-yard loss and Rigg and Chris Bush combined to bring down the quarterback for a 5-yard loss on fourth down.

St. Joseph got the ball back but not for long as Kiselick intercepted a pass at the middle of the field and brought it back 22 yards for a score.

``We have a lot of quickness on defense and didn't let them get to the outside,'' Shirak said. ``We worked hard to prepare for this game and this put us back in the big three (with Don Bosco Prep and St. Peter's Prep). I can't wait for the state playoffs to start.''

1st 2nd 3rd 4th Final
St. Joseph (Mont.) (6-2) 0 0 7 0 7
Bergen Catholic (7-2) 14 0 7 7 28First Quarter

Bergen Catholic: Brendan McGovern 65 fumble return (Mike Halligan kick)

Bergen Catholic: Doug Rigg 44 run (Mike Halligan kick)

Third Quarter

Bergen Catholic: Spencer Kulcsar 36 run (Mike Halligan kick)

St. Joseph (Mont.): Kamal Hogan 15 run (Jason Checke kick)

Fourth Quarter

Bergen Catholic: Hunter Kiselick 22 interception return (Mike Halligan kick)

Top 7 Strategies for Real Estate Sales Success

2009-10-31T06:25:00.002-05:00

Top 7 Strategies for Real Estate Sales Success

With over 2 million real estate agents according to the National Association of Realtors (NAR), becoming a successful real estate agent takes more than just a license and a knowledge of current laws and regulations. The first year drop out range estimated to be from 40% to 80% demonstrates that many real estate agents are not as successful as they could be and research suggests that 90% give up after 3 years. The following 7 tips may help you avoid becoming one of these statistics.

First and Foremost YOU are a business!

Real estate agents work for a broker, but are independent, commissioned sales people. This means that you are a small business and must run your practice as a business. Again, remember you are a small business owner.

Embrace a Planning Attitude

If you don’t have a plan, then you are on some else’s plan – usually the successful real estate agent. Most people place more value in planning a trip to the grocery store or a vacation than planning their lives either professionally or personally.

Research Your Market Plan

Since you as the real estate agent are responsible for your own expenses, do your research specific to your marketing plan within your strategic plan. Time spent in constructing your marketing plan is definitely well spent. NOTE: Remember a business plan usually is data driven, while a strategic plan identifies who does what by when.

Establish Sales Goals

Using your strategic plan, establish sales goals. If you are new to this industry, it may take 6 months before the first sale. HINT: Use the W.H.Y. S.M.A.R.T. criteria for goal setting.

Create a Financial Budget

Budgeting is critical given the up and down of this volatile market place. Your financial budget should plan for your marketing costs, any additional costs such as education and your forecasted income.

Make Managing Yourself a Priority

Building a business is not easy. You must learn how to manage yourself especially in the area of time management, ongoing real estate sales training (continuing education units), real estate coaching and personal life balance. Real estate is said to be a 24/7 business much like any small business. However, it is important not to lose sight of your personal life including family, friends, physical health, etc.

Find a Mentor or Real Estate Coach

Going it alone is not easy. Take the time to find a mentor who can help you steer through some of the known obstacles and help you during the “peaks and valleys.” If you have the resources, you may wish to hire a real estate coach, small business coach or an executive coach who specializes in small business help.

Read this today to have Sales Success Tomorrow

2009-10-31T06:25:00.001-05:00

Creating Daily Success in Real Estate

The journey to a successful life should be enjoyed. True success comes from accomplishing the activities daily that will lead you to your ultimate goals in life. Failing or neglecting to accomplish the daily disciplines will lead you down the path of lost opportunities and lost income. If the penalty for not accomplishing your daily activities or disciplines was implemented or assessed today, we would look at neglecting them differently. The truth is that the penalty for neglect is more visible in the future than it is today. The person who eats fried foods does not pay the penalty at 35, he pays at 55. The person who fails to save 10% of his income for retirement is not penalized at 40, but at 60. The prospecting we fail to do today does not hurt our income today, but 90 to 120 days from now.

If we were zapped today from neglecting the daily disciplines rather than in the future, our daily disciplines would change. We need to associate pain today with not doing our daily disciplines in the real estate business. We have to make the neglect more painful than the activity pain. The truth is we have a tendency to move away from pain and towards pleasure.

There are three disciplines that must be done daily in real estate for success. They are working on growth, administration, and working ON your business. Let’s look at each individual area comprehensively.

Growth:

Growth is the part of the business that brings in the revenue for your business. The more time you spend of your day in growth, the more income that you will make. Most agents focus little time on growth activities daily. They work on growth activities at the last minute, when they are running short on funds. The problem is that is too late. To have a steady business income you need a steady approach to growth.

Growth is the prospecting that you do daily. It is the listing appointments that you have for the day. It is the lead follow-up that you are doing on the people who want to buy or sell. It is the meeting with your lender to work on your competitive advantage in the marketplace.

Growth is the critical part to any business. Without growth a business will fail. I know a lot of agents who are highly skilled in growth and poorly skilled in administration and working on their business who earn large amounts of money. I know of very few successful agents who are not highly skilled at growth. You can have huge deficiencies in administration and working on your business but still win the game. You can not be deficient in growth and win. My focus is to help our clients achieve a high level of skill in all three areas. Growth is the engine that powers the train; you must first pay attention to growth.

Growth demands a minimum of three hours daily in the activities of growth: prospecting, appointments, lead follow-up, and meeting with affiliates. Prospecting should comprise 65% of the growth time daily. If the prospecting does not happen, the other growth areas will wither. Remember the higher the hours spent on growth, the higher the income and profit.

Administration:

These are the activities that complete the income stream:

Processing the listing so agents can find it in the MLS
Processing the sold property through escrow
Communicating with your clients on a regular basis
Directing your staff and monitoring their progress

These activities done well will enable you to turn clients into fans who will look for new business for you. You will need one to two hours daily for administration. If you create a good system and have a highly trained and skilled staff, your time spent in this area will be reduced. In the perfect system administration gets done well, but the agent spends little of his personal time on it.

On your business:

This is the time that most people neglect. This working on your business really separates long-term success and growth from just running faster on the treadmill of life. Long-term financial success lies in this section of your day. The ability to earn more profit is also located here.

We are all really employees of our own little real estate business. We are the ones who bring in the business and make the system go. The more time we plan, read, strategize, practice, role play, and implement our ideas, the more ownership we gain. Becoming the owner of your real estate business only happens through diligent work on your business. Instead of being the employee who works to draw a salary and pay the bills, why not become the one who orchestrates the company? Be the one who has something to sell when he wants to try something else and/or retire.

Working on your business is truly taking a step back from the daily rat race and to look at your growth and administration areas for ways to improve them. Look at your productivity and profitability then evaluate your progress. You cannot make meaningful change without evaluation as an owner, rather than as an employee on a tread mill.

Working on your business is critical to helping you move to the next level of production, or to decrease time worked without reducing income, or finding where to cut expenses by 10%. Working on your business will help you create economies of scale in administration and new ways to produce growth and income in your business. You need one hour per day of working on time. For every minute you plan you will save ten minutes in implementation.

What do you think your business would look like in 90 days or even six months if you were to implement the below daily routine?

Growth: 3 hours

Administration: 1 to 2 hours

Business: 1 hour

Time block these activities into your daily routine. You will be amazed at the results you will achieve, even in one week. Do not allow the distractions to overtake you and your new daily focus. Do not neglect to do the things that will lead you to success. Do them daily without fail.

Types of Lenders

2009-10-30T10:00:00.000-05:00

Today's choices include banks, mortgage brokers, home builders, and Internet lenders. Each has its advantages and disadvantages, and rates vary from lender to lender.

Types of Mortgage Lenders
Type Advantages Disadvantages
Banks Regulated by state and federal agencies
Current banking relationship can get you a reduced mortgage rate
Numerous branches provide you with face-to-face access
Limited to products only the bank has to offer
May not have the best rates
May lack negotiation leverage when it comes to publicized rates

Mortgage Brokers Access to a variety of mortgages and lenders
Can save you money by shopping for the best rates
Can quickly find another lender if your loan initial application is turned down
Some function as the lender's agent and have the lenders best interest at heart
Free to set their own pricing and may mark-up wholesale rates to whatever they want
Service may vary from broker to broker

Home Builders Good way for the first-time home buyer to qualify
The buyer does not take title to the property until the home is completed
May favor certain lenders who offer higher rates
Can pressure you into getting their loan instead of using a different lender

Internet Lenders Allows you to shop for competitive rates online
A greater learning curve for the borrower to understand the lending process

Typically, most lenders do not keep money on hand but instantly sell conforming loans to third parties like the Federal National Mortgage Association (Fannie Mae) or the Federal Home Loan Mortgage Corporation (Freddie Mac). The most common source of home lending is a retail financial institution or credit union. They offer specific loan products and handle their own direct financing by taking consumer deposits and lending them to home buyers.

Mortgage brokers, on the other hand, act as the middleman and don't fund the loans themselves, but handle the mortgage financing for the borrower. Most earn their fees directly as a percentage from the lender and some from the borrower, or a combination of both. Since mortgage brokers have access to a wide variety of lenders they are usually on top of the latest rates, fees and lending practices.

Home builder financing is common in new developments where there is a single builder. The builder carries the construction costs until the homes are built. The builder works with a lender to set-up financing for the buyer and finances the construction costs. The buyer doesn't make mortgage payments until the property is finished.

The popularity of finding a mortgage on the Internet mortgage has grown in recent years. Many lenders offer competitive rates and the convenience of tracking your application through the approval process. Some can save you a significant amount in closing costs, since everything is automated and the time to get approved can be shortened.

Buying your First Home

2009-10-29T09:51:00.001-05:00

Finding the right first home starts with a price range and a short list of desirable neighborhoods. But there are many other factors you'll need to consider before investing in what may be your biggest asset.

Before You Start:

Grab your current household budget so you can consider your financial situation and your ability to make mortgage payments.
Ask family and friends if they can recommend experts, like a lawyer and an inspector, who can help with the home buying process.
Think about your lifestyle and how it might affect your choice of home and neighborhood.
Do a little research on current home prices in the neighborhoods you plan to target.

Buying Your First Home
Home ownership is the cornerstone of the American Dream. But before you start looking, there are a number of things you need to consider. First, you should determine what your needs are and whether owning your own home will meet those needs. Do you picture yourself mowing the lawn on Saturday, or leaving your urban condo for the beach? The best advice is to look at buying a home as a lifestyle investment, and only secondly as a financial investment.

Even if housing prices don't continue to increase at the torrid pace seen in recent years in many areas, buying a home can be a good financial investment. Making mortgage payments forces you to save, and after 15 to 30 years you will own a substantial asset that can be converted into cash to help fund retirement or a child's education. There are also tax benefits.

Like many other investments, however, real estate prices can fluctuate considerably. If you aren't ready to settle down in one spot for a few years, you probably should defer buying a home until you are. If you are ready to take the plunge, you'll need to determine how much you can spend and where you want to live.

How Much Mortgage Can You Afford?
Many mortgages today are being resold in the secondary markets. The Federal National Mortgage Association (Fannie Mae) is a government-sponsored organization that purchases mortgages from lenders and sells them to investors. Mortgages that conform to Fannie Mae's standards may carry lower interest rates or smaller down payments. To qualify, the mortgage borrower needs to meet two ratio requirements that are industry standards.

The housing expense ratio compares basic monthly housing costs to the buyer's gross (before taxes and other deductions) monthly income. Basic costs include monthly mortgage, insurance, and property taxes. Income includes any steady cash flow, including salary, self-employment income, pensions, child support, or alimony payments. For a conventional loan, your monthly housing cost should not exceed 28 percent of your monthly gross income.

The total obligations to income ratio is the percentage of all income required to service your total monthly payments. Monthly payments on student loans, installment loans, and credit card balances older than 10 months are added to basic housing costs and then divided by gross income. Your total monthly debt payments, including basic housing costs, should not exceed 36 percent.

Many home buyers choose to arrange financing before shopping for a home and most lenders will "pre-qualify" you for a certain amount. Prequalification helps you focus on homes you can afford. It also makes you a more attractive buyer and can help you negotiate a lower purchase price. Nothing is more disheartening for buyers or sellers than a deal that falls through due to a lack of financing.

In addition to qualifying for a mortgage, you will probably need a down payment. The 28 percent to 36 percent debt ratios assume a 10 percent down payment. In practice, down payment requirements vary from more than 20 percent to as low as 0 percent for some Veterans Administration (VA) loans. Down payments greater than 20 percent generally buy a better rate. Lowering the down payment increases leverage (the opportunity to make a profit using borrowed money) but also increases monthly payments.

How Much Home Can You Afford?
Bob and Janet's combined income is $50,000 a year, or $4,166 a month. Their housing expense ratio of 28 percent yields a monthly maximum of $1,166 for mortgage, insurance, and taxes ($4,166 x 0.28 = $1,166).

Their total debt ceiling of 36 percent is $1,583 (4,166 x 0.36 = $1,500). Their monthly debt payments include a $200 car payment, credit card payments of $100, and student loan payments of $200. Subtracting this total of $500 from the $1,500 permitted leaves $1,000 in monthly housing payments.

Costs of Buying a Home
Many home buyers are surprised (shocked might be a better word) to find that a down payment is not the only cash requirement. A home inspection can cost $200 or more. Closing costs may include loan origination fees, up-front "points" (prepaid interest), application fees, appraisal fee, survey, title search and title insurance, first month's homeowners insurance, recording fees and attorney's fees. In many locales, transfer taxes are assessed. Finally, adjustments for heating oil or property taxes already paid by the sellers will be included in your final costs. All this will probably add up to be between 3 percent and 8 percent of your purchase price.

Ongoing Costs
In addition to mortgage payments, there are other costs associated with home ownership. Utilities, heat, property taxes, repairs, insurance, services such as trash or snow removal, landscaping, assessments, and replacement of appliances are the major costs incurred. Make sure you understand how much you are willing and able to spend on such items.

Condominiums may not have the same costs as a house, but they do have association fees. Older homes are often less expensive to buy, but repairs may be greater than those in a newer home. When looking for a home, be sure to check the actual expenses of the previous owners, or expenses for a comparable home in the neighborhood.

Choosing a Neighborhood
Before you start looking at homes, look at neighborhoods. Schools and other services play a large part in making a neighborhood attractive. Even if you don't have children, your future buyer may. Crime rates, taxes, transportation, and town services are other things to look at. Finally, learn the local zoning laws. A new pizza shop next door might alter your property's future value. On the other hand, you may want to run a business out of your home.

Look for a neighborhood where prices are increasing. As the prices of the better homes increase, values of the lesser homes may rise as well. If you find a less expensive home in a good neighborhood, make sure you factor in the cost of repairs or upgrades that such a house may need.

Finding a Broker
If you are a first-time home buyer, you will probably want to work with a broker. Brokers know the market and can be a valuable source of information concerning the home buying process. Ask lots of questions, but remember that most brokers are working for the seller, and in the end, their primary obligation is to the seller and not to you. An alternative is a so-called buyer's broker. This individual does work for you, and therefore is paid by you. Seller's brokers are paid by the seller.

Make sure that the broker has access to the Multiple Listing Service (MLS). This service lists all the properties for sale by most major brokers across the country. Brokerage commissions average 5 percent to 7 percent and are split between the listing broker and the broker that eventually sells the home. Don't be surprised if your broker is eager to sell you their own listing since they would then earn the entire commission.

Home Buying Costs
Down Payment 0% - 20% of purchase price
Home Inspection $200 - $500
Points $1,000 and up for 1% - 3%
Adjustments 3% - 8% of purchase price

Once you've determined a price range and location, you're ready to look at individual homes. Remember that much of a home's value is derived from the values of those surrounding it. Since the average residency in a house is seven years, consider the qualities that will be attractive to future buyers as well as those attractive to you.

Although it can be difficult, try to remember that you will probably want to sell this home someday. The more research you do today, the better your decision will look in the years to come.

Summary:

Buying a home can mean building significant value through the years.
Think carefully about how much you can afford to spend and consider borrowing guidelines like those used by Fannie Mae.
Pre-qualifying with your lender is a good way to determine how much house you can afford.
You will need cash for a down payment and closing costs. Generally speaking, the higher the down payment, the lower the interest rate and monthly mortgage payment.
In addition to your mortgage payments, you will also need to consider the other costs of home ownership.
Schools, taxes, services, crime rates, transportation, and zoning are important considerations when selecting a neighborhood.
Brokers usually represent the seller, but they can be valuable sources of information for buyers as well. A broker that belongs to the Multiple Listing Service will be able to offer a wider variety of homes to choose from.
Remember to consider resale value when buying your home.

How Does Escrow Work?

2009-10-29T09:45:00.000-05:00

If you've ever made an informal bet with a friend, you may have asked a third person to hold the money until the wager was resolved. When you take out a mortgage to buy a home, you're doing something similar by opening an escrow account.

How it works
When you put money in escrow it is held by a neutral third party (called an escrow agent) who works for both the lender and the borrower. The agent's role is to carry out the instructions agreed upon by both parties. The money is released when all the terms of the agreement are met. Escrow can be involved in anything from multimillion-dollar building projects to purchases made on online auction sites.

When it's used
When your mortgage closes, your lender will usually require you to open an escrow account to cover property taxes and homeowner's insurance. You'll make an initial deposit, followed by payments to the account every month. (Usually these are added to your regular mortgage payment.) The escrow agent will then release these funds as your taxes and insurance premiums come due.

Its purpose
The idea is to protect the lender by ensuring that you pay your taxes and insurance on time. If you default on your property tax, for example, your municipality can put a lien on the house, which would make it difficult to sell. Or if your house burns down and you've neglected to pay the insurance, the lender would be left with no collateral.

How you benefit
Escrow can benefit borrowers by helping them spread insurance and tax expenses evenly over 12 payments. For example, assume your yearly property taxes are two payments of $1,000 each, and your insurance is $400 annually. If you paid these directly, it would mean three large payments a year; your escrow costs, however, would be a manageable $200 a month.

Escrow payments
Your escrow account will have a built-in cushion -- if you miss a payment, the lender must still be able to pay your accounts on time. However, federal law prohibits lenders from requiring more than two months. expenses in escrow. And because your tax and insurance costs will change slightly from year to year, the lender will review and adjust your escrow payments annually.

When escrow may be waived
In most states, the money you place in an escrow account earns no interest for you. For that reason, many borrowers prefer to pay their taxes and insurance directly. Lenders may agree to this if your down payment is more than 20 percent, although some will raise your interest rate slightly to compensate. Once you agree to putting funds into an escrow account, however, it is difficult to cancel it, so make sure you fully understand the arrangement before your mortgage closes.

10 Things I Wish My First Broker Had Told Me

2009-10-15T08:32:00.000-05:00

It's never to late to learn. Experienced salespeople share their valuable, and hard-won, knowledge with you. Ever wish you had a time machine test and could start your real estate career over-with all the experience and skills it's taken you years to develop? Well, you can't turn back the clock, but you move forward- with the benefits of your own knowledge, plus these great lessons learned.

Here are some of the challenges experienced real estate practitioners faced and overcame, plus some advice from practitioners, brokers, and trainers on how to leap those hurdles.

1. You can't ever know enough.
Cheryl Schlehuber, GRI, ABR, e-PRO® associate broker/owner of the Mackinac Properties Team, St. Ignace, Mich., wished she'd obtained her GRI (Graduate REALTOR ® Institute) earlier in her career. "Having the designation increased my knowledge and made me a better practitioner," she says. "Knowing you're in control and having the answers-or knowing where to get them- ;boost confidence, believability, and trust." She intends to be a lifelong learner and believes new skills can translate into more sales.

They can also translate into more dollars. Salespeople holding the GRI earn at least 35 percent more than those without it, says the Professional Realty Institute, Pasadena. Calif. NAR figures show that the 33 percent of its members who've earned a professional designation earned a median salary of $73,100, compared to $38,700 without.

"Only a tiny part of what people learn in licensing school has any bearing on what salespeople actually do. The bottom line is that brokers need to teach concrete skills-how to find clients, how to work FSBOs and expireds, how to close. Many new licensees have no idea what to even say once they get a client," comments Lynn Madison, Lynn Madison Seminars, Palatine, Ill.

2. You only have 15 seconds to sell yourself.
"It's fine to say that a salesperson should gather leads through open houses and floor time, but I wasn't adequately trained to know how to be persuasive and get critical information in a 15-second encounter," says Jeff Auen of Heritage Real Estate-Century 21, Lafayette, Calif."Without proper training, these are lost opportunities."

Personality profiling-learning to read people-is one way to build rapport quickly. "Practitioners can adapt their communications style to mirror prospects'demeanor, so there's feeling of a deeper connection. Attending continuing education classes that expand your knowledge of personality types can be beneficial," comments Joeann Fossland, a master certified coach who specializes in real estate through her company, Joeann Fossland Advantage Solutions Group, LLC, Cortaro, Ariz. Developing good listening skills and focusing on the prospects interests instead of yours will also help you make a good instant impression.

3.Some deals will fall apart.
"You can't always figure out who is ‘for real.' Someone may say they're writing an offer and will call in an hour, and then disappear," says Ruth Friedman, Troop Real Estate, Inc., Westlake, Calif. "Flaky buyers just come with the job. If they get you down or you quit, you're the one who loses."

"Even experienced salespeople sometimes miss red flags that indicate unmotivated buyers," says Harley Rouda, Jr. of Real Living, Columbus, Ohio. "For example, an unwillingness to get preapproved or to put their current home on the market before finding a new one are signals that buyers aren't committed to you or the home-buying process. "When practitioners are hungry, they're sometimes willing to work on more of a hope than a certainty. That's when they get disappointed," he adds. If buyers can't seem to make a commitment, it may be time to cut your losses and refer them to another associate-hopefully for a referral fee.

4. Don't confuse experience with skill.
"When you're new and unsure of your knowledge, it's natural to hang around more experienced practitioners, but be careful who you emulate," observes David Oliverson,e-PRO® , associate broker, West USA Realty, Phoenix, Ariz. In his early days, he discovered that successful practitioners were out hustling business, not sitting around the office. He picked a handful of top performers in his market and used them as his models. Oliverson interviewed the clients of top salespeople to find out what clients liked, then incorporated it into his business. For example, he found that clients valued salespeople who stay in constant touch. Now, he makes it a point to call them regularly. He also found that clients gave top salespeople high marks for the wealth of knowledge and statistics about the market they provided. Today, Oliverson never goes to a listing without a book full of market stats.

5. You're selling yourself as much as the home.
"I never really realized that clients had to buy you before you get the chance to sell their home," said Tony Hawkins ABR , broker and instructor, Realty World/Investment Marketing, Raleigh, N.C. As a former radio announcer, Hawkins considered himself a good talker, but " what I missed was a method to transition existing skills into techniques to help real estate clients," he says.

"A broker shouldn't paint too rosy picture of the job," says Bob Scholz, regional director of corporate training, Hunt Real Estate ERA, Williamsville, N.Y. He advises brokerage companies to spend time during training teaching skills such as personal money management and budgeting as well as listing skills. And whatever your skill level, it's critical to chose a brokerage company with regular training on both the basics and on new
industry trends.

6. Hook up with a mentor
"There is so much to learn that it's quite often overwhelming to face each day, " says Mary Pat Yarusites, RE/MAX Classic, Falmouth, Mass. "Having someone who knows the ropes can shed a light on areas that are seem unclear." Seek mentors who have demonstrated credibility in the business and are geographically accessible so you can have regular face time.

"With a mentor, you can see concepts in motion, emulate their techniques, and tailor them to fit your personality and business," says Gayle Bailey, RE/MAX Preferred Properties, Vienna, Va. "People hear good ideas in a class but can't always apply them." Even 30 years later, he considers his mentor, Harold Helm of RE/MAX Commercial, Louisville, Ky., "the key that turned the lock in my career." Mentoring isn't just for newcomers either. Two experienced people can team up, mentor each other- often referred to as parallel mentoring--and take both their businesses to the next level. "With parallel mentoring, it's not a matter of learning new skills, but finding how something old can be done better," says Bailey.

7.A transaction is made up of a million details, and you can't forget any of them.
"When you start out and you have only one transaction, you may be able to do it all. But when you have multiple transactions, it's even more difficult to keep track of every date and deadline," says Gwynn Teal Carpenter, broker, co-owner, and vice president of Home and Hearth Realty, Inc., Austin, Tex.

To help herself stay on top of transactions, Teal Carpenter developed a series of simple forms and checklists, such as "Getting From Contract to Possession" and "Contract Timeline," to give buyers, sellers, and herself an outline for every step of a transaction. "The approach not only saves me time, but also gives clients guidelines to follow," says Carpenter. The checklists also reduce phone calls between her office and clients and make her look professional and organized. And she never misses a deadline.

8. Don't overspend on technology you won't use.
"At first I thought that the ones with the best gizmos would get the farthest, the fastest," says Lori Bee, a broker with Helen Adams Realty, Charlotte, N.C. After getting her e-PRO® certification, she thinks the best technologies are the ones you understand and will use.

Stephen Canale CRB, CRS, GRI, an instructor for GRI programs for a number of state associations as well as a speaker and a technology columnist for REALTOR® Magazine, cautions that indiscriminate spending can drain precious financial resources and that time invested in learning new hardware or software can never be recovered. He suggests making an inventory of what technologies you have and use regularly. Seek their common traits (such as an indication that you're dependent on mobile devices like PDAs and cell phones) to help you decide which technologies are making the biggest contributions to your productivity.

Canale also suggests looking for holes or inefficiencies in your current technology lineup. Perhaps there's a tool that can automate what you do and boost productivity. An autoresponder, for example, might help you reply to clients quickly. Look for programs that combine two functions-managing mailing lists and creating brochures, for instance. But be leery about buying the latest technologies. They're expensive and manufacturers usually need time to work out the bugs. A year after a technology's debut often means a product is less expensive and more refined. Also, buy only what you can implement immediately.

9. Don't work without a business plan.
Marilyn Urso, CRB, e-PRO®, owner/broker of Long Island Village Realty, Inc., Syosset, N.Y. , "My husband and I got very involved in working in our business-taking listings, show homes, and other day-to-day task--and lost sight of our goals," she comments. "I can say I want to do $10,000,000 in sales this year, but if I don't have a plan to get the listings and I don't have a handle on what I spend, I'll never reach the goal."

"So many people just try to fly by the seat of their pants," observes Fossland. "A business plan helps you align your strengths and values with your business." It's also critical to create long- and short-term goals. You can make a plan quantifiable by nailing down the number of transactions, sales, and weekly working hours necessary to reach the goals. It can even include a schedule for vacations and time off.

"Check the goals monthly to see what's working and what's not and shift course if something isn't effective. From the time you set a goal, market conditions-and your plan of action--could change," says coach Joeann Fossland. She also recommends looking at weekly activities to see what has been most effective in getting you closer to your goals and what steps you can take that will provide the highest payoff.

10.Sometimes you have to say "no."
"I had a need to give clients the best service and the highest degree of expertise, says Patty Johnston, ABR, GRI , broker RE/MAX Elite, Brentwood, Tenn. "I put so much pressure on myself that I nearly burned myself out of real estate."

Patti Brotherton, who manages the Prudential California Realty offices in Santa Barbara and Montecito and is the company's district manager for Santa Barbara County, suggests managing your time efficiently and sticking to your schedule as much as possible. For instance, rather than answering each call when it comes in, she suggests answering calls in clusters--returning morning calls at 11 a.m. and afternoon calls at 3 p.m., for example.

"I think practitioners let clients dictate to them," she says. " If you control your time and efforts, everyone wins and the service you provide is exceptional." There were years when she planned her schedule so she could take summers off to be with her children. If you're booked up or want to take time off, consider referring incoming business to others in the office. And remember, the approach can yield a hefty chunk in referral fees.

#1 Homes Selling Mistake

2009-10-07T09:55:00.000-05:00

There's a great saying in the real estate business. To succeed in life, you want to be:
The First Child
The Second Spouse
The Third Realtor
And like with most sayings, there is some truth in that statement, as agents who pick up listings after sellers have made major mistakes will attest.

But We Want More Money

When the average seller sits down to interview real estate agents, it's easy to get caught up in the excitement over choosing a sales price. More money means more financial opportunities for the homeowner. Perhaps it means the seller can afford to buy a more expensive home, help pay for her child's college education or take that greatly overdue vacation. Unfortunately, uninformed sellers often choose the listing agent who suggests the highest list price, which is the worst mistake a seller can make.

Establishing Value

The truth is it doesn't really matter how much money you think your home is worth. Nor does it matter what your agent thinks or ten other agents just like her. The person whose opinion matters is the buyer who makes an offer. Pricing homes is part art and part science. It involves comparing similar properties, making adjustments for the differences among them, tracking market movements and taking stock of present inventory, all in an attempt to come up with a range of value, an educated opinion. This method is the same way an appraiser evaluates a home. And no two appraisals are ever exactly the same; however, they are generally close to each other. In other words, there is no hard and fast price tag to slap on your home. It's only an educated guess and the market will dictate the price.

Is it Too Low?

Homes sell at a price a buyer is willing to pay and a seller is willing to accept. If a home is priced too low, priced under the competition, the seller should receive multiple offers to drive up the price to market value. So there is little danger in pricing a home too low. The danger lies in pricing it too high and selecting your agent solely on opinion of value.

How It Starts To Go Wrong

The seller of the Spanish home pictured on this page didn't even interview her real estate agents. She plucked the first one off the Internet because, "He looked like such a nice guy." He priced her home at $1.3 million. This agent never heard the local agents chuckling behind his back because he worked in a different city. After 90 days, the listing expired.

Continues To Go Wrong

The next agent, also from another town, listed the home at $1.1 million. Months passed. Eventually the price dropped to just under $900,000. Still no takers. A few lookie-loos, but no serious buyers.

More Than a Year Later

By the time the last agent was hired to list this home, the seller had grown weary and exhausted. It was now 12 months later. Together, the seller and her agent priced the home at $695,000. It immediately sold for all cash. The sad part is the comparable sales in the neighborhood fully justified a price of $835,000, but the home had been on the market for too long at the wrong price, and now the market had softened.

Agents Specialize in Expired Listings

There is an agent in my office whose basic real estate practice is comprised of calling sellers of expired listings and relisting them at market value. He sits in a small room with a phone, desk and chair, dialing number after number. Last year he sold more than 34 homes valued at more than $13,600,000, and he has 18 active listings right now. He makes a pretty good living repackaging overpriced homes.

Protect Yourself

The question is how much money have those expired listings cost the sellers? The financial loss often exceeds the extra mortgage payments paid and goes beyond the uncompensated hassle factor of trying to keep a home spotless during showings. It affects the value that a buyer ultimately chooses to pay because it's not a fresh listing anymore. It's now stale, dated, a market-worn home that was overpriced for too long. Don't let it happen to you. Don't be that seller of an expired listing.

Are For Sale Signs Importanty?

2009-10-07T09:52:00.000-05:00

Hardly a day goes by that I don't receive a call from an interested buyer on one of my For Sale Signs. In some markets, buyers drive by a home, spot a For Sale Sign and slam on the brakes. The question isn't whether you should have a For Sale Sign in the yard, unless you want to keep secret the fact that your home is for sale -- and some sellers do. It's whether the For Sale Sign will generate buyer calls.

Types of For Sale Signs
Some homeowner associations do not allow For Sale Signs in the yard, or the HOA may have restrictions about size and placement. If you live in a planned community, you may want to read your HOA regulations before putting a sign in your yard.

Standard types of For Sale signs vary depending on inherent weather conditions where you live, type of brokerage that has listed your home and, in some cases, simply personal preference.

For Sale By Owner Signs
Sellers who try to sell without representation generally don't want to spend a lot of money on signage. In fact, a less expensive sign may play to a For Sale By Owner's advantage because a buyer might believe the seller is desperate to sell and the buyer can get a great deal.
You can buy a For Sale By Owner sign at a hardware store, some Boards of REALTORS or online. Most of these For Sale Signs are made from metal or plastic and secure to the ground through the usage of stakes or wires.

Real Estate Agent For Sale Signs
The two most common types are small signs with stakes, which are pounded into the ground, or larger sign panels, which generally hang from a sign post. Materials for the signage can range from wood to plastic to metal. Sandwich boards are inexpensive but portable enough that some kid might run off with them.

For Sale Sign Content
A REALTOR'S For Sale Sign will catch the eye of a buyer, and promote the real estate brokerage and the agent. It may contain the following:

Name of the brokerage
Office phone number with area code
Web site
Company logo
Brokerage address
Some agents utilize space on top of the sign post and below the sign panel. They may secure a smaller sign on top. Examples for the top of the post are:

Virtual tour web site
The actual asking price
Price reduction
Slogan
Buyer benefit such as a home warranty
Here are examples of a sign rider, which may hang by hooks below the sign panel:

Agent's cell phone number
Co-Agent's name / number
Home feature such as number of bedrooms / pool / horse property

Placement of For Sale Signs
The For Sale Sign should be easily visible from the street. If I don't like where the installers place my For Sale Signs, I call them and submit a move order. Sometimes signs can be blocked by cars parked on the street, trees or telephone poles.

It seems less intrusive to place the For Sale Sign near the sidewalk or street than close to the home.
If the home is located on a corner, consider installing a sign on each street.
For out-of-the-way homes such as those on secluded streets or in an area where traffic is limited, you might ask home owners who live on a busy street if you can place a directional sign in their yard.

Number of For Sale Signs
Sometimes problems crop up when the listing expires with one agent and the seller signs a listing agreement with a new agent. It's possible that the first agent may be reluctant or slow to remove that agent's For Sale Sign. A delay could mean more sign calls for that agent.

I'm not suggesting that you yank the sign out of the yard yourself, but if calling the brokerage leads to a dead end, you might have to do it. The absolutely last thing that you want to happen is for a buyer to call your former listing agent.

Sometimes, when agents lose listings, they develop a bitter attitude. If a buyer calls your former agent by mistake, it's possible that agent may do everything in his or her power to talk the buyer out of viewing your home.

Loan Process

2009-09-17T19:51:00.000-05:00

The Loan Application
If you're like most people, you'll probably need to secure a mortgage loan for your new house. Application for a home loan can take as little as one week and up to a month, depending on the type of mortgage.

Your lender or mortgage broker will be able to give you a better idea of the actual time it will take from application to approval. However, in general, conventional loans are processed more quickly than FHA or VA home loans.

Read more about types of mortgage loans.

The following is a step-by-step outline of what to expect during the loan application process:

1. Application
Bring all required documentation. (Also, see the Application Checklist.)
Good Faith Estimate of Closing Costs
Truth-in-Lending statement

2. Processing
Verification of employment
Verification of deposits
Credit report

3. Underwriting
Clear conditions

4. Purchase Homeowner's Insurance

5. Escrow
Determine funds needed for closing
Schedule appointment for closing
Prepare deed and mortgage note
Closing and Title Transfer

Application Checklist

To speed up the application process, bring the applicable following items to your loan application appointment.

Signed copy of Purchase Agreement plus all Addendums.
Tax and Legal description on subject property.
Residence addresses for the past two (2) years.
Past two years' W-2 statements or 1099’s.
Computer generated paycheck stubs for last 30 days.
Names, addresses and phone numbers of Employers for past two (2) years.
Past two (2) month’s statements for all Checking, Savings, IRAs, 401Ks, Money Markets, Profit Sharing and evidence of Stocks and Bonds. Document all recent large deposits.
In income received for commissions, bonuses, partnership(s), corporation(s), or if self-employed, requires two (2) year’s Personal Federal Tax Returns with all Schedules along with a current P&L Statement and Business Balance Sheets and past two (2) years’ Partnership and/or Corporate Returns, if applicable.
Cancelled checks from rent or mortgage for the last 12 months, and name and address of any landlord(s) within the last 12 months.
Names, addresses, account numbers, monthly payments and balances on all open loans and revolving credit accounts.
Copy of Bankruptcy Petition listing all creditors and copy of Bankruptcy Discharge Papers (if applicable). Please provide letter of explanation as to why the Bankruptcy occurred.
Copy of Driver’s License and Social Security Card (VA Loans Only).
Certificate of Eligibility and DD214 Discharge Paper (VA Loans Only).
Application fee (check or money order).
Copy of divorce decree and/or separation agreement.
A "Friend of the Court" letter stating the amount of any alimony/child support payments and notification that the account is current.
1040 tax forms (if you’re self-employed) for the past two years, 1120 Corporate Tax Returns (or Form 1065 for Partnerships) for the previous two years, year-to-date profit-and-loss statement and balance sheet signed by your accountant.
1040 tax forms for the past two years (including schedules) if you own income properties or if your income is based on commission or bonuses.
Fortunately, as you work one-on-one with your chosen home mortgage consultant, he/she should be able to offer valuable lending expertise and advice and answer all your questions while ensuring that your loan application process progresses as smoothly and quickly as possible.

Century 21 JRS Realty is affiliated with Century 21 Mortgage, LLC.

Loan Process

2009-08-25T20:38:00.000-05:00

Loan Process

The Loan Application
If you're like most people, you'll probably need to secure a mortgage loan for your new house. Application for a home loan can take as little as one week and up to a month, depending on the type of mortgage.

Your lender or mortgage broker will be able to give you a better idea of the actual time it will take from application to approval. However, in general, conventional loans are processed more quickly than FHA or VA home loans.

Read more about types of mortgage loans.

The following is a step-by-step outline of what to expect during the loan application process:

1. Application
Bring all required documentation. (Also, see the Application Checklist.)
Good Faith Estimate of Closing Costs
Truth-in-Lending statement

2. Processing
Verification of employment
Verification of deposits
Credit report

3. Underwriting
Clear conditions

4. Purchase Homeowner's Insurance

5. Escrow
Determine funds needed for closing
Schedule appointment for closing
Prepare deed and mortgage note
Closing and Title Transfer

Application Checklist

To speed up the application process, bring the applicable following items to your loan application appointment.

Signed copy of Purchase Agreement plus all Addendums.
Tax and Legal description on subject property.
Residence addresses for the past two (2) years.
Past two years' W-2 statements or 1099’s.
Computer generated paycheck stubs for last 30 days.
Names, addresses and phone numbers of Employers for past two (2) years.
Past two (2) month’s statements for all Checking, Savings, IRAs, 401Ks, Money Markets, Profit Sharing and evidence of Stocks and Bonds. Document all recent large deposits.
In income received for commissions, bonuses, partnership(s), corporation(s), or if self-employed, requires two (2) year’s Personal Federal Tax Returns with all Schedules along with a current P&L Statement and Business Balance Sheets and past two (2) years’ Partnership and/or Corporate Returns, if applicable.
Cancelled checks from rent or mortgage for the last 12 months, and name and address of any landlord(s) within the last 12 months.
Names, addresses, account numbers, monthly payments and balances on all open loans and revolving credit accounts.
Copy of Bankruptcy Petition listing all creditors and copy of Bankruptcy Discharge Papers (if applicable). Please provide letter of explanation as to why the Bankruptcy occurred.
Copy of Driver’s License and Social Security Card (VA Loans Only).
Certificate of Eligibility and DD214 Discharge Paper (VA Loans Only).
Application fee (check or money order).
Copy of divorce decree and/or separation agreement.
A "Friend of the Court" letter stating the amount of any alimony/child support payments and notification that the account is current.
1040 tax forms (if you’re self-employed) for the past two years, 1120 Corporate Tax Returns (or Form 1065 for Partnerships) for the previous two years, year-to-date profit-and-loss statement and balance sheet signed by your accountant.
1040 tax forms for the past two years (including schedules) if you own income properties or if your income is based on commission or bonuses.
Fortunately, as you work one-on-one with your chosen home mortgage consultant, he/she should be able to offer valuable lending expertise and advice and answer all your questions while ensuring that your loan application process progresses as smoothly and quickly as possible.

Century 21 JRS Realty is affiliated with Century 21 Mortgage, LLC.

Steps to Buying a Home

2009-08-07T20:13:00.001-05:00

Steps to Buying

Buying on Your Terms
Buying a home is all about you. What you need. What you want in the house you'll call home sweet home. So naturally the buying process should be all about you, too.

That's why working with an agent is such a good idea - it puts the focus on what's important to you. Century 21 JRS Realty agents work hard to make your home buying experience just as good as you imagined it; and since they have the most innovative tools in the industry, they're well-equipped to do so.

Here's the Century 21 JRS Realty 10-step plan to buying on your terms:

1. Conduct a Comparative Market Analysis
A Century 21 JRS Realty agent can deliver a Comparative Market Analysis (CMA), which is a breakdown of homes in a particular location that are currently on the market, expired from the market, pending a sale, or already sold. The CMA helps you accurately determine a home's value by comparing homes in the same area that have already sold.

2. Start the Financing Process
Unless you're planning to buy with cash, you'll need to secure a mortgage loan. Your Century 21 JRS Realty agent can help you select a lender and coordinate the timing and paperwork of your loan. Working with our lending affiliate, Century 21 Mortgage may be a good option for you since we can help consolidate the many aspects of the home-buying process.

3. Narrow Your Search
The right agent will work to find your new home, first by opening up your options, then by helping you narrow the field. S/he will come up with a suggested list of homes that match your needs, and can even show you homes online, before arranging for home tours, and providing maps and directions to the homes you wish to visit.

4. Document Assistance
Your Century 21 JRS Realty agent can help you write and present your purchase offer on the home of your choosing. Rely on your agent's expertise in managing the paperwork that's a necessary part of the home-buying process.

5. Evaluate and Negotiate Offers and Counteroffers
While it may be true that anything is negotiable, it may not always be in your best interest. An agent skilled in negotiation is your best ally in a competitive market, helping you get the best purchase price on your new home.

6. Get Objective Advice
Your Century 21 JRS Realty agent is a professional dedicated to guiding you in your new home purchase. While emotion might color your judgment, you can rely on your agent to provide an impartial viewpoint and advise you of options and alternatives throughout the process.

7. Set Up a Home Inspection
Some states require sellers to disclose material facts about their home's condition to potential buyers. A home inspection can help you protect your interests by determining if there are any problems or repairs that need to be taken care of before you complete your new home purchase. Your Century 21 JRS Realty agent can arrange for an inspection appointment, accompany you (or fill in for you) at the inspection, and determine additional needs.

8. Negotiate Disputes and Issues
Even the smoothest, simplest real estate transaction involves two parties with needs and objectives that often differ. Your agent should negotiate, mediate and provide conflict resolution to help you and the seller come to a mutually beneficial outcome.

9. Prepare for Contingencies
Contractual contingencies are terms that must be met before an agreement can be binding. Written contingencies must be removed (in writing and by a specified date) before a contract can be in full effect. Whether it's financing, inspection, or any other item in your agreement, your Century 21 JRS Realty agent can help you understand how to fulfill or remove any contractual conditions.

10. Get to Closing
Taking possession of your new home is always top of mind. But unanticipated difficulties at closing can be downright annoying. Your Century 21 JRS Realty agent will help you resolve issues and finalize the transfer of ownership and house keys, so you can be in the home you always imagined.

Buyer Frequently Asked Questions

2009-08-07T19:59:00.001-05:00

You Want Answers? We Have Them.
Q: I'm thinking about buying a home. Where do I start?
A: The first step for potential homebuyers is a credit check. It's best to keep an eye on your credit reports so you can spot any mistakes and dispute them. You should also avoid running up high credit card bills in the months prior to buying a home.

These two steps will help you in the next phase of your game plan, pre-approval on a mortgage. A full-service real estate broker can help you with this portion of the plan. Pre-approval includes analyzing your income, assets, and present debt to estimate how much house you can afford. This means the lender has committed to loaning you money subject to the house you choose to buy. Being pre-approved for a loan will make you attractive to sellers because the contract won't be tied up with financial issues.

After you know how much you can spend, you're in the homestretch. This is the time for you to become familiar with neighborhoods and the features of a home. Educate yourself by visiting local real estate web sites and viewing the listings. This is also the time for you to decide what you want and need in a home.

A solid game plan needs a good coach. A Century 21 JRS Realty Realtor can help you through all steps of the plan, prepare you for any unforeseen problems and eventually help you to buy the home of your dreams.

Q: What should I consider when I start to look for a home?
A: First, put together a list of features and benefits you want in a home. Think of such things as pricing, location, size, and amenities. If you can't get a home at the price you want with all the features you're looking for, figure out what features are most important to you and rank them in priority so you know what you're willing to give-and-take. For instance, you could choose to have a large kitchen and smaller bedrooms?

You should also consider your future needs. Maybe now is the time to buy a larger home rather than buying a small home and expanding it in the future. Your agent can help you compare the price of homes with the features you are looking for or suggest alternate uses of space.

Q: Should I buy first, or sell first?
A: The answer to this question lies squarely with you. Do you need the equity that's built up in your present home to complete the purchase of a new home? If so, you either need to sell first or consider a bridge loan or house sale contingency. If not, you may choose to buy first and sell later. Before making a final decision, Century 21 JRS Realty strongly suggests that you engage a real estate agent with whom you can enter a trusting relationship. Then discuss this question with him or her, touching on every aspect of what it may mean for your particular situation.

Q: How do I choose between renting or buying?
A: Owning a home offers tax benefits, as well as the freedom to make decisions about where you live. Homeowners, unlike renters, can secure a fixed-rate loan and lock in their monthly payments, so they can make investment plans knowing their expenses won't change substantially. Renters are at the whim of their landlord, who can raise the rent each year without a renter's input. Homeowners, on the other hand, are in control of their property and decide whether they allow pets, decorating, or permanent improvements.

Q: Do your real estate agents cooperate with other companies' agents?
A. Our agents work according to specific laws, regulations, and customs in their respective areas. In every market that Century 21 JRS Realty serves, brokers and agents from different companies work cooperatively, showing and selling each other's listed properties.

Q: Why do I need an agent to help me find a home with all of the technology and advertising available?
A: The Internet and newspaper are good places to start researching the current housing market. You can also find information to help answer many of your financing questions. But once you've looked at what's available, it's a good time to get a professional involved.

If you go it on your own, you might spend hours scanning newspaper ads and home magazines, driving through neighborhoods seeking "for sale" signs, or phoning about individual listings and still miss some of the best available homes. A Century 21 JRS Realty agent will save you time, money, and provide access to a wealth of information resources to help find that special home.

Q: If I'm thinking about buying a newly-constructed house, why do I need an agent?
A: Building a home often requires hours of research and decision-making. You must first decide what area you want to build in and which builder you want to use. After these initial decisions, you still have many choices of floor plans, building materials, and fixtures.

Personalization and freedom of choice are some of the benefits of building a home, but they can also be very stressful. An agent will guide you through the entire home building process and help you along the way should you need it. You'll still get to make the choices on your own, but your agent will be there to help, keeping your best interests in mind. Plus, buyer representation comes at no cost to you.

Q: Is Century 21 JRS Realty a member of the Multiple Listing Service (MLS)?
A. Yes - in every market we serve, Century 21 JRS Realty is a member of the local MLS, as well as being members of the national, state, and local Associations/Boards of Realtors®

Q: What typically goes into an agreement for buyer representation?
A: Like any contract, a buyer representation agreement needs beginning and ending dates. It also has an acknowledgement of your willingness to be represented by the company and its agent, as well as the amount, if any, that you'll pay for real estate-related services. Buyer agreements may also indicate whether you'll work with only one company/agent or several.

Q: What is an Agency Disclosure?
A: An Agency Disclosure is a state-required document, disclosing to you as a principal-in this case, the buyer-in a real estate transaction whom the agent or agents in the transaction represent. A state's Agency Disclosure simply notifies you of that state's agency laws; it does not obligate you to work with any particular agent or broker.

Q: How are buyer's agents compensated?
A: The buyer and real estate agent come to terms on which services the buyer needs and the way the agent will be compensated for providing these services. In most cases, a fee or commission is based on the seller's proceeds of sale and shared between the seller's (listing) and buyer's (selling) agents. In some cases, the buyer makes a direct payment to his or her agent.

Buyers sometimes pay their agent/broker directly for finding and purchasing a home. If a broker charges buyers a direct fee, it should be outlined in an exclusive agency agreement that the buyer signs when engaging the broker.

Payment arrangements vary, depending on market conditions, customary practices, and consumer expectation. Some eager home buyers offer an incentive to give their real estate agent additional motivation (generally a cash bonus when title transfers) to find them the "right" property.

As you interview prospective agents and weigh their respective services, consider which compensation options and terms will get you in the home you want and meet your individual needs.

Q: What do all of those abbreviations in property ads mean?
A: If you find yourself stumbling to understand a property description, you're not alone. We've composed a list of some of the most frequently used abbreviations to help you understand a BA from a BR and more.

BA FDR BR
Bath Formal Dining Room Bedroom

LR MBR=Master Bedroom Dr=Dining Room
Living Room
FP, frplc, fplc FR=Family Room
Fireplace
WBFP LL=Lower Level
Wood Burning Fireplace
Entr grmet kit=Gourmet Kitchen
Entrance
Dck Pvt=Private pwdr rm=Powder Room
Deck
Gar Brk=Brick
Garage
Upr=Upper Floor HDW, HWF, Hdwd=Hardwood Floors

Q: As a buyer, do I have the right to obtain past information about the property I'm interested in purchasing?
A: Yes. Sellers are required to disclose all known property defects. With your agent's help, you can find out what has happened to the property in the past. You should make careful observations, examine the property, and request or otherwise obtain any other important records. Put these requests in writing. If you decide to put an offer on a home, it's important to have a professional inspection completed before closing.

What to Look for in an Agent

2009-08-07T19:57:00.000-05:00

What to Look for in a Buyer's Agent
Once you've made the decision to buy a home, your next step is one of your most important: finding a real estate professional to guide you through the process. A good agent will help you avoid common pitfalls, make wise home investment decisions, and bring order to the entire buying process.

Realtors are licensed professionals who adhere to the National Association of Realtors (NAR) Code of Ethics. Those belonging to the NAR receive continuing education and are up on the latest trends, making them well-prepared to offer you the most advanced real estate advice. Your agent will provide you a variety of tools and assistance to streamline your buying experience.

At Century 21 JRS Realty, we believe that both the buyer and the seller should have professional representation. If an agent represents you, you're privy to more information and receive the benefit of someone promoting your best interests at all times – usually with no out-of-pocket costs to you.

One of the things to look for in a buyer's agent is their reputation and standing in the community. Realtors know (and are known) favorably in their territories. Because they know the neighborhoods inside and out, they can help you decide which home is right for you. For example, you might see two houses in the same neighborhood as being identical, but your agent will be well-versed in their differences – no matter how subtle. In addition, even comparable homes may differ in terms of contract, financing, inspection requirements and closing costs. Let your agent help with all the details.

You should also expect your agent to provide you with quick and easy ways to make the home search process more convenient. Look for a buyer's agent who has access to tools that can help you weed through potential homes at your convenience, online. Being able to view property photos, information and details in advance of in-person showings can help save you a great deal of time in the home search process. Technology-savvy agents should provide this type of service as part of their overall offering to you as a client.

A Century 21 JRS Realty buyer's agent actively approaches the home-buying process with enthusiasm, experience and patience. Look for an agent who will:

Work on your behalf to find your new home.
Research comparable properties to determine a fair price and terms.
Prepare your purchase agreement and accompanying legal paperwork, including disclosure documents.
Negotiate for the price, terms and conditions that are agreeable to you.
Follow up with your mortgage lender, title company, seller's agent and others until the house is legally yours.
Finding the right sales associate involves asking tough questions of yourself and your agent. For example, if you're always on the go and prefer updated listing information via e-mail, ask your prospective real estate agent if s/he is technology-savvy. If you'd prefer a "one-stop shop" where you can get assistance with mortgage, title and relocation needs, consult with an agent at a full-service brokerage company, like Century 21 JRS Realty.

Finally, remember to employ an agent with whom you have a rapport. Knowing you're in capable, trusting hands will let you enjoy the excitement of the home-buying process, not agonize over it.

Find your Century 21 JRS Realty buyer's agent now!

Back on Top

2009-08-06T08:28:00.002-05:00

Congrats to Joe Piizzi for earning agent of the month honors again. Joe is back on top for the month of July with 2 listings and 2 sales for the month. Joe is leading the way for CENTURY 21 JRS Realty this year having his best year in Real Estate. Joe is out to prove that the market does not determine the success of a Real Estate Agent. The agents work ethic is what counts. Again we are very proud of Joe and wish him the best in the future.

8 REO Tips for Buying Foreclosures

2009-07-31T10:07:00.000-05:00

8 REO Tips for Buying Foreclosures
How to Write Offers to Buy REO Foreclosures

Lots of savvy home buyers want to hit the jackpot and buy that REO foreclosed home, many of which are often under-priced. When banks price REOs under the comparable sales, multiple offers are often the response. This means you could be up against stiff competition for that bank-owned home.
It's not unusual for some REO homes in Sacramento to receive 15 or 20 offers. Sometimes the bank will throw out all but two offers and then ask the selected buyers to resubmit what is called "Highest and Final" offer. Sometimes the bank simply accepts the best offer at inception.

If you're wondering how you can make your offer shine above all the rest and be the winning offer, here are a few tips to help you select the right price and terms:

1) Get the Property History
Ask your buyer's agent to find out the bank's purchase price on the Trustee's Deed or Sheriff's Deed. Generally, it is noted on the document itself, which you can get from the tax rolls or a title company. Compare that price to the price the bank is asking.

Look at the amount of loans that were once secured to the property. Somewhere between the original mortgage balance(s) and the foreclosure sale price is the amount the bank will accept, if the home is under-priced.

2) Determine Comparable Sales
In many cases, the list price has little bearing on the value of the home. The market value carries the most weight. If you are up against competing offers, other buyers will offer more than list price.

Look at the last three months of comparable sales, a mini CMA, for that neighborhood to determine how much this REO is worth. Try to use only those homes that most closely match the REO regarding square footage, number of bedrooms, baths, amenities and condition.

Look at the pending sales. Ask your agent to call the listing agents of those pending sales to try to find out the accepted offer price. Some will share that information and some will not.

Look at the active listings. Those are most likely the listings other buyers will use to formulate a price because they are the only homes those buyers actually tour.

3) Analyze Listing Agent's REO Solds
Most REO agents work for one or two banks. Some listing agents are exclusive listing agents for REOs, and they do not list any other type of property. Since REO agents deal in volume, they typically apply the same pricing principles to all their REO listings.

Ask your buyer's agent to look up the listing agent in MLS.

Run a search using that listing agent's name to find the last three to six months of that agent's listings.

Pull the history of those listings to determine the list-price to sales-price ratio. If most of those listings are selling for, say, 5% over list price, then you may need to offer 6% over list price, and vice versa.

4) Ask About Number of Offers
If there are no offers on the REO home, you can probably offer less than list price and get your offer accepted. However, if there are more than two offers, you will most likely need to offer above the asking price.

If there are 20 offers, bear in mind that some of those offers might be all cash. Banks like all cash offers. If you are obtaining financing, then you may need to increase the price on your offer to be considered.

5) Submit Preapproval Letter
It goes without saying that you do not want a prequal letter. You want a preapproval letter. Get preapproved from your choice of lender in advance.

Moreover, get preapproved by the lender who owns the property. Do not expect to use this lender for your loan, but submit the prepproval letter from this lender, along with the letter from your own lender. Banks don't trust other lender preapprovals but trust their own departments.

6) Don't Ask for Repairs / Inspections
Sometimes banks will pay for repairs, but typically will not agree to do so at the offer stage. If there are problems found during a home inspection, renegotiate after your offer has been accepted.

7) Shorten the Inspection Period
If other buyers ask for 17 days, for example, to conduct inspections, and you ask for 10, you will be deemed the more serious buyer.

8) Offer to Split Fees
Some banks will not pay transfer fees, for example. If the buyer offers to split those fees, the bank will feel more amenable to accepting the offer. Same thing for escrow fees.

Many banks negotiate discount fees for title insurance. If the bank will pay for the owner's policy, the ALTA policy might cost a bit more. But it's still a good idea to let the bank choose title if you want your offer accepted.

Consider the Appraisal Consequences
If you offer over list price, bear in mind that the appraisal will need to substantiate that price. If you find yourself dealing with a low appraisal, you have options, so don't despair. Remember, the bank will most likely run into this problem with the next buyer who obtains financing.

Is It Better To Buy a Short Sale or Wait for the Foreclosure to Happen?

2009-07-31T10:06:00.000-05:00

Is It Better To Buy a Short Sale or Wait for the Foreclosure to Happen?
Foreclosure Prices (REOs) Can Be Better Than Short Sale Listings
Waiting for an answer on a short sale can be frustrating. A short sale happens when a seller's lender agrees to accept less than its unpaid mortgage balance to facilitate a sale between the seller and buyer, and banks take a long time to decide.
Some short sale buyers wait six months or more for a response. More than half the time, the answer is "No, and don't let the door hit you on the way out."

Short Sale List Prices are Not Real
Buyers gravitate toward short sales for two reasons. The list price is attractive and they believe the seller is desperate. However, neither of those beliefs is necessarily true.

Since not every short sale home is in foreclosure, not every seller is desperate. Moreover, sellers often set the listed price unrealistically, hoping that buyers will flock to that listing like moths to a flame.

Preapproved Short Sales
The way a listing agent finds out how low the bank will go is if an offer has already been accepted and the buyer walks away. Only then is the agent free to market the listing as an accepted short sale because banks rarely disclose a bottom-line price up front.

With a preapproved short sale, the new buyers' wait is dramatically shortened. Typically, about the time the first buyers walk away, the sellers' documents have already been submitted to the lender, and the lender may have been close to issuing the short sale approval letter. The missing documents at this point are the new buyers' offer and loan qualifications.

Short Sale Negotiations
The sellers can agree to any type of purchase offer put before them for signature, but it's not binding unless the sellers' bank approves the offer. It doesn't matter what stipulations are in the offer if the bank won't accept them. Your true negotiation does not lie with the seller; it lies with the bank's negotiator.

Banks rely on desktop appraisals and third-party BPOs (broker price opinions) to determine value. Although banks don't want to follow through on a foreclosure, they also want fair market value. It is up to the listing agent to provide comparable sales and to substantiate the price submitted by the buyer.

Is the Price Lower After a Foreclosure?
Whether a buyer should wait for the property to go through foreclosure and be deeded to the bank depends on whether the home has multiple offers. If more than one buyer has submitted an offer, the highest and most qualified offer will most likely win.

If the buyer is the sole offerer and the bank is responding negatively, or worse, not at all, it might be in the buyer's best interest to wait out the foreclosure. There is also no guarantee that a bank won't reject multiple offers, too, particularly if none is high enough.

Sometimes banks aren't reasonable and end up shooting themselves in the foot. I've had several listings where banks refused to accept short sale offers only to get title to the home through foreclosure, which then ultimately sold for tens of thousands less.

Don't get discouraged if the bank rejects your short sale offer. Be smart. Laugh all the way to your bank.

If no one else submits a higher offer -- and if you didn't, why would anybody else? -- eventually the bank will put the home up for sale as an REO. Watch for it to reappear on the market as a bank-owned home. If the price is reasonable at that point, buy it from the bank. At least buyers of bank-owned homes are relatively assured their transactions will close within 30 days or so, and most likely at a much lower price.

Buying Distressed Homes

2009-07-31T10:00:00.000-05:00

Buying Distressed Homes: Foreclosures, Short Sales, REOs
Which is More Profitable: Foreclosures, Short Sales or REOs?

Foreclosures, short sales and REOs remind me of, "Lions and tigers and bears, oh, my!" The latter are dangerous animals but different from each other -- just as foreclosures and short sales and real-estate-owned (REOs) are distressed sales but different from each other.
However, they are also similar because without knowledge about handling foreclosures, short sales and REOs, you could find yourself in dangerous territory. For example, while most short sales are foreclosures, not all foreclosures are short sales. To further complicate matters, REOs are not short sales either, but some intended short sales can end up as an REO.

What is a Foreclosure Property?

A foreclosure property is a home in foreclosure -- when a notice of default has been filed in the public records. It means the owner has stopped making mortgage payments and the lender has given notice that unless the payments are brought up to date, it will sell the property to the highest bidder.

Lenders can foreclose for other reasons, but the most common reason lenders file a notice of default is when a borrower is at least two payments in arrears.

If the home owner does not bring the loan current, the lender will take the property away from the owner. The final step the lender takes after a certain period has passed is to try to auction the property at a public sale.

Not all homes that fall into foreclosure go to public sale because owners have the right to make up back payments up to a point, the time which varies from state to state.

Real estate investors and home buyers see profit in buying foreclosures because they can often buy the property for the amount owed, picking up the home owner's equity for free.

How California law Affects Foreclosure / Short Sale Investors

States have varying laws governing foreclosures and some follow California law. To completely understand your rights as a foreclosure buyer, contact a local real estate lawyer. However, realize that for a long time in California, a real estate agent could not represent a foreclosure investor if all of the following four statements were true:

The home qualifies as the seller's personal residence.

The property is a single family home or 2 to 4 units.

A Notice of Default has been filed in the public records against the property.

The investor buyer will not occupy the property.
However, if any of those four statements were false, an agent in California would be allowed to represent buyers, especially if the buyer was going to occupy the home. But to represent an investor, CA law requires that a real estate agent post a bond. No such bond is available in the state of California. Therefore, as a pre-foreclosure investor in California, many buyers were forced to act on their own.

A California court ruled in 2007 that the bond requirement was unenforceable. The California Association of Realtors then made available a special package of forms that agents can use to represent investors. Realize, as an investor, you are required to comply with the Home Equity Sales Act. Among other requirements, sellers who are in foreclosure have the right to rescind (cancel) a transaction within five days. Investors must give the seller notice of that right, including a copy of the form that will let sellers cancel.

Failure to comply with the Home Equity Sales Act carries severe penalties, including a provision that gives the seller the right to cancel the sale up to two years after the sale to the investor has closed and get the property back. You read that correctly. Two years.

As an investor, before you decide to buy a home in foreclosure by making up the back payments to the lender, giving the seller a few dollars and recording a deed, call a real estate lawyer.

What is a Short Sale Property?

A short sale occurs when a home owner is in foreclosure but before the property goes to public auction. Under a short sale, a lender must agree to accept less than the amount that is owed on the property.

Unlike a foreclosure, investors typically buy the home for even less because investors are not paying off the existing loan nor making up the back payments. Investors are striking a deal with the existing lender to take less than what the lender has coming to avoid dealing with a foreclosure.

It's a myth that lenders are not going to make a deal with an investor unless the seller has fallen behind on the seller's obligation to make timely mortgage payments. Sellers don't need to be in default for a short sale to occur. For a buyer who wants to occupy the home, buying a short sale makes financial sense.

What are REOs - Real Estate Owned?

Buying an REO is similar to buying a short sale except the property is already owned by the lender.

The property was acquired by the lender through a foreclosure action.

Often lenders will sell repossessed homes for less than the past loan balance.

Bank-owned properties are called REOs, meaning real estate owned by the lender.
Banks end up owning the property when nobody at the public auction bid enough to cover the amount owed against the property. REO homes are often considered the best way to buy a distressed property because the seller is already out of the picture. It's just the investor, the investor's agent, the bank and the bank's agent who are negotiating the transaction. Some REOs can be purchased directly from the lender.

For more information, seek the advice of a real estate lawyer.

6 Steps to a Higher Credit Score

2009-07-20T22:09:00.000-05:00

Contrary to what you might see in some advertisements, there is no magic way to raise your credit score. That doesn't mean you can't improve your score with good old-fashioned attention and effort. All you need to do is see to it that errors are removed, deal with any disputes with your creditors that are resulting in a reduction in your score and -- for most people -- improve your payment history and lower your debt.

Easier said than done, right? Here I give you the six steps to a higher credit score. Your score won't jump overnight, but you should see steady improvement over time if you follow my advice.

1st: Read Your Credit Report

The first step to a higher credit score is to order your credit report, which is the roadmap used to calculate that score. It's like a snapshot in time of your financial and personal life on a particular day. It should factually reflect your outstanding credit, your payment history, the status of your credit accounts, and any information that can be found in public records.

You can request one by visiting www.annualcreditreport.com or calling one of the three main credit reporting agencies: Equifax, Experian, and TransUnion. You are entitled to one free report a year.

2nd: Deal with Credit Report Agency Errors

When you get your report, first, check your personal information (name, addresses, job history), to make sure your file hasn't been merged with someone else. Then check the accounts listed. You may find one listed more than once or one that is not yours included in the report.

If you discover any mistakes, send a written letter to the credit bureau listing what is wrong with the information on the credit report and how you think it should be corrected. The agency has 30 days to respond to your letter and indicate how it will handle your challenges to the report. If the error was simple, that may be all you need to do to take care of it.

3rd: Disputing Creditors' Claims

Your report may include errors that aren't so easy to fix. For example, some consumers walk away when they are in billing disputes with creditors when they are confident they are in the right. But creditors may report a lack of payment to an agency. Such negatives can result in a "no" decision on an application for future credit, even if the negative mark is not a true reflection of your credit history.

To correct those kinds of inaccuracies, you may need to contact the creditor directly. From the time you first hear back from the credit reporting agency when you report an error, you have 60 days to try to get the creditor to correct the information. During that period if you are not satisfied with the response of the creditor, you can then contact the credit reporting agency again and ask for an additional investigation.

4th: When It's Smart to Just Pay the Bill

If you've been battling it out with a creditor and don't want to pay the bill, you could end up severely damaging your credit score. While credit scoring companies must investigate any credit information you challenge, they tend to agree with the vendor in ongoing disputes and will only take the negative mark off your credit report temporarily while investigating a complaint.

If the amount in question is small enough that you can pay it off without financial distress, you may be better off paying the bill and taking the vendor to small claims court for a refund. Why hurt your credit score over a $30 or $50 dispute?

If the amount in question is much larger and you want to continue fighting, be sure you tell a potential creditor to expect the negative report and explain why you won't pay the bill. In some instances it may help, but don't be surprised if you can't get the best interest rates.

5th: Only Use Some of Your Available Credit

The ideal way to use credit is to use only 10% to 20% of your available credit and pay all your bills on time. That seems to get people the best credit scores. You may think you have to pay down all your credit cards to zero to get a good credit score. That's not true. To show you know how to use credit wisely, it doesn't hurt to occasionally pay a card over time. In fact, if you don't buy on credit and pay everything with cash, you'll likely have a lower credit score because you have no credit history for the credit scoring agencies to use.

Another mistake people make when they want to improve their credit score is to cancel credit cards. That can actually hurt your score since it reduces your available credit. Then your debt utilization ratio (the amount of debt you have as a percentage of your available credit) is higher -- which may lower your credit score.

6th: Pay Monthly Bills Ahead

There really aren't many ways to give your credit score a quick boost if you already have low debt and a stellar payment history. But I can suggest one technique you can try if you want to give your score a lift ahead of applying for a major loan, such as a mortgage.

If you pay your cards in full each month, those payments are made after the report has been sent to the credit reporting agency (right after the end of the billing cycle), so your outstanding debt looks higher than it is. If you're trying to improve your credit score, all you have to do pay your total bill at the end of the month -- before actually being billed. Check your balance due online or call your credit card company. If you do this for a few months, you should see a nice improvement in your credit score.

8 Ways to Raise Your Credit Score

2009-07-20T22:08:00.000-05:00

In an age of slashed credit limits, tighter credit-card restrictions, and anxious lenders, having strong credit is more important than ever. The average credit score is 692, according to credit-scoring agency Experian, but in today's market, those even slightly below average could be in trouble. "With the economy so down, 620 is the minimum for getting a loan, but people really need credit score around 700, preferably 720, to get something with decent rates," says Linda Call, vice president of Berkeley Mortgage in Richmond, Virginia. "It's very scary right now for anyone with a low credit score." Here are eight ways to give your credit score an extra boost.

1. Keep the Balances Balanced

In a tough economic climate, keeping your credit balance under the limit -- but close to the limit -- could hurt your score, says Scott Scredon of the Consumer Credit Counseling Service of Greater Atlanta. "If you carry a balance on your credit card, you need to make sure the difference between your credit limit and your balance is 50 percent or less," he says. "So if your limit is $1,000, you need to keep your balance at $500 or less. Not using all of your credit is a signal to card companies that you're managing your credit properly."

And keeping an even lower balance -- 30 percent or less -- will boost your score even more, Scredon says. Should your balance go over the 50 percent mark on one card, Scredon recommends focusing any available financial resources on cutting the balance down, even if it means sacrificing a few daily luxuries until the credit's in check.

2. Eliminate the Mistakes

One of the fastest ways to lift your score is to make sure it's actually yours. An estimated 8.3 million Americans are victims of identity theft each year, according to a 2005 study by the Federal Trade Commission. Of those victims, 1.8 million have had new credit cards, loans, or financial accounts opened in their name without their knowledge.

An easy way to prevent paying off debts you didn't incur is to keep tabs on your credit score.

3. Diversify Your Credit

"People don't realize that 10 percent of your credit score is determined by what types of credit you use," says Gail Cunningham, marketing director of the National Foundation for Credit Counseling. "That's determined not only by how you manage revolving debt like Visa, MasterCard, and store credit cards, but also how you handle fixed payments, like your car payments or your mortgage payments, over time."

Instead of putting longterm purchases on cards, Cunningham recommends taking out short-term one- to two-year loans, to build a diversified credit portfolio. In addition to receiving lower interest rates and more flexible payment terms, consumers who use loans over cards also build positive credit and gain better credit terms in the future.

4. In With the Old, Out With the New

Another 15 percent of your credit score is determined by how long you've been managing credit. If you can manage your cards wisely, paying on time and keeping balances lower than your limits, you can improve your credit score by getting plastic early. It's up to you to figure out when the time is right.

"It's to your advantage to get a credit card as early as possible and start building credit early," says Call, "but you have to do that when you're ready. People who start building credit in their early 20s will have a significant advantage when it comes time to apply for a home mortgage." Though college students are statistically poor at managing plastic -- the average college student graduates with nearly $2,200 in credit card debt, according to Nellie Mae -- learning the basics of credit at a young age can benefit in the long run.

5. Add Some Positives

Consumers in dire credit straits may be able to boost their scores simply by showing credit scoring services what they're doing right. "If the consumer has positive histories in things like rent and utilities, adding those histories can greatly help the credit score," says Mark Guimond, executive director of the American Association of Debt Management Organizations.

"There are companies designed to get positive information on your credit score and that can have a significant impact," he says. Organizations like PRBC in Annapolis, Maryland, can help consumers add day care, insurance, rent, and cable credit histories to their score, and set up online bill pay services to make sure those debts keep getting paid on time.

6. Flex Your Negotiation Muscle

If you see trouble on the horizon, nip it in the bud. "Making a late payment could affect your interest rate -- not just on the card you're paying late on, but on all your credit cards," says Scredon. "If you know you're going to have trouble making payments, get in touch with your lender and have a discussion about it. We are hearing more and more from our counselors that lenders are willing to look at whether you can put together a different payment plan." Since even one late payment could lower your credit score, preventing disaster before it happens can protect your credit for years to come.

7. Prioritize the Debt

Those who are already in the plastic trap can begin digging out by creating a debt attack plan. Start by making a list of all of your credit debts. Then pick out which is harming you the most.

"If you have a card where you owe more than 30 percent of your credit limit, pay that one down first, to keep your credit score intact," recommends Cunningham. "After that, I tell people to pay off their largest debts first, unless it's just too daunting. If so, tackle your smallest bill first while making minimum payments on everything else, and once you've paid it and have that sense of accomplishment, move on to the next one."

By focusing your financial resources on eliminating one problem debt at a time, Cunningham says consumers can keep long term out-of-control debt from hurting their credit score.

8. Research the Bargains

Credit inquiries prevent consumers from comparing loan rates and terms. While inquiries on your credit report can lower your score -- as much as five points, according to Lendingtree.com -- consumers have a 30-day window before choosing their loan, when all mortgage and auto-loan inquiries only count once.

An easy way to avoid racking up inquiries on your account, says Guimond, is to comparison-shop before filling out an application. "Don't just apply to ten different lenders -- talk to lenders, talk to customer-service people, get as much information as possible," he says. "It pays to do the research."

Short Sales and Foreclosures

2009-07-15T09:17:00.001-05:00

Not all homes that go into default go all the way through foreclosure. Many sell before the notice of default is finalized. Home buyers and investors are attracted to short sales and foreclosures because they want to buy a home for less than market value. Sometimes sellers in default and buyers who want a short sale or foreclosure can see eye-to-eye and enter into a profitable transaction for both parties.

But it's not for the faint of heart. Distressed home sales are often complicated and sellers have rights when in foreclosure. Both sellers and buyers should seek legal advice before entering into such a contract.
Sellers in Foreclosure
It's all too common for sellers in foreclosure to want to ignore the problem and hope it will go away. Some stick their heads in the sand. But help is available. Sellers in foreclosure have options.
How to Stop Foreclosure can help sellers keep a home through reinstatement, forbearance, mortgage modifications or repayment plans.
Short Sales for Sellers clarifies how to transfer title to a buyer before the redemption period ends by persuading the lender to accept less than the unpaid mortgage balance. Not all lenders will accept a short sale, however. This covers what lenders want from sellers. Negotiation is key.
Foreclosure and Short Sale Taxes discusses how the I.R.S. will treat a foreclosure or short sale for tax purposes. It's called debt forgiveness, and until tax rules change, sellers could owe the government taxes even though sellers lost money on the sale.
Buying Foreclosures & Short Sale Homes
Not all foreclosures and short sales are profitable. To pull a home out of foreclosure, buyers need to make up back payments to the lender, pay all imposed fees and either pay off the loan or make arrangements to sell the property. Few lenders will let a buyer assume an existing obligation.
Buying Distressed Homes involves three ways to purchase: from the seller in foreclosure, negotiating a short sale or buying from the lender after a public auction. Read this carefully as investors in California cannot be represented by a real estate agent.
Buying Short Sales details why the process is complicated and can take much longer to close than an ordinary transaction. Not all short sales are profitable, and this article explains why.
Buying Foreclosures before the home goes to a public auction involves negotiating directly with the seller. Buyers also have the option of bidding on a foreclosure at the public auction, but read the procedures first.
Drawbacks to Foreclosures talks about the repercussions and inherent problems that are often present when buying a foreclosure. Buyers who bid at public auctions will benefit from getting as much information as possible beforehand.
Defaults Hit Home Values. Nearby homes will feel the effect, which could pull the market value of a newly purchased short sale or foreclosure even lower. This article goes into detail about how appraisers determine the value in neighborhoods with distressed home sales.
Fixing Up Foreclosures & Short Sale Homes
One way to make money in real estate is to "buy low and sell high." Couple that principle with fixing up the home or improving it, and the amount of profit can be even greater. Besides, many distressed homes fall into disarray and require repairs.
Repairs Before Resale can boost bottom-line profit. But not all repairs or improvements return 100% of an investment. Read why.
Top Do It Yourself Mistakes. This article covers 10 common errors home owners make when trying to flip a house. Don't think about buying a foreclosure until you read this.
Fix-Up and Sell is a five-part series with links at the end of each article to the next. It's a first-hand description involving simple to complex remodeling projects that were completed on five flipper homes.

Why do I need a Realtor?

2009-07-14T22:31:00.001-05:00

What are the advantages of using a REALTOR today?

Having a good real estate transaction or experience really depends on your agent

Finding the right agent is the basis for a great real estate transaction. And success comes from the consumer's perspective, no one else's. Make sure that you feel comfortable and can communicate easily with your agent, and that they have the knowledge you need to help make a good decision. Carefully choosing a Realtor will definitely give you an advantage in the home buying or selling process!

QUICK TIP #1: Look for the agent who has the LOCAL ADVANTAGE
When you are choosing a Realtor to help you buy or sell real estate, look for one who is an expert in the community where you are selling or interested in buying. Here are a few ways to determine how "local" your agent is:

- A community resident (preferred)
- Has community memberships in clubs, boards, chambers, associations, PTA, etc.
- Ask to see their "PR" or press related announcements about their local activities
- Ask how long they have been in the area and where their office is located
- Do you see their "FOR SALE" sign in the area?

QUICK TIP #2: Look for the agent who has the TECHNICAL ADVANTAGE
One of the key assets you want in a Realtor is one who has knowledge of their industry and of the local market. You want them to understand the technical side of the real estate transaction so they can help you navigate through the process, eliminating errors and getting you to the closing table successfully and on time.

- Look for experience. How many years in the business?
- What is their background?
- Check to see what real estate "designations" they have. There are many education hours required for an agent to receive one single designation such as CRS (Certified Residential Specialist) or REALTOR® (Graduate of the Realtor Institute). This indicates specialized training in a certain area.
- When you identify the agent's areas of expertise, make sure this compliments your particular needs.

QUICK TIP #3: Look for the agent who has the MARKETING ADVANTAGE
One of the greatest advantages in working with a real estate professional is the marketing opportunities they bring to the table. For the buyer, they are more knowledgeable on homes from marketing through their vast referral network. And for the seller, a Realtor's "marketing toolbox" and referral network has the potential to expose your property to thousands more interested buyer prospects.

- Check out their website, is it up to date with community and property information?
- Are they Internet savvy? Connected?
- Do they participate in social networking, and do they have pages on Facebook and other sites they are using to market their listings and provide pertinent real estate information to the online community?
- Ask for an example of their marketing plan for your property or a listing of their referral networks where they can match your real estate needs up to sellers.
- When and how will they deploy their marketing plan? How will it benefit your objectives?

These tips get you thinking about what qualifications you want in a real estate professional. The bottom line is that you want to find an agent who possesses most, if not all, of these qualities while having a comfortable working relationship with you. You are choosing someone you will be spending many hours with and hopefully will build a solid, long-term relationship over time. Selecting the right real estate agent will make a world of difference in the outcome of your real estate transaction.

To find a real estate professional who can help you get started on your next real estate transaction, visit http://www.C21JRS.com today! Call 800-831-0681, or email c21jrs72@aol.com

Congrats to Warren, NJ #6 in US

2009-07-14T08:33:00.000-05:00

6. Warren, NJ

WINNERTop 100 rank: 6
Population: 16,100
Unemployment: 6.9%
Compare Warren to Top 10 Best Places
Children, commuters, cul-de-sacs--sure, Warren has those. But it isn't the typical big-city suburb. Here, fields aren't used just to kick soccer balls but also to raise cows and crops, thanks to 72 working farms. You'll see few sidewalks and streetlights; residents say they'd spoil the semi-rural atmosphere.
Many residents work in New York City, but there are plenty of jobs closer to home. Insurer Chubb has its headquarters in town. Embattled Citigroup has a large office in Warren, and a spokesperson says no layoffs are planned there.

Residents rave about the local schools and the family-friendly township recreation offerings, including a fishing derby for kids each May, a carnival in June, and a classic-car show in September. And when the charms of Warren wear thin, either the beach (the Jersey shore), the slopes (the Poconos), or high culture (Manhattan) is just an hour away. Become a Facebook fan of Warren

7 Way to find the best Realtor for me

2009-07-13T12:17:00.002-05:00

Finding a good real estate agent / broker is essential to enjoying a painless real estate transaction. The saying is "20% of the agents do 80% of the business," and it is true. The question is how can you find a good real estate agent? The best agent for you doesn't necessarily work at the largest brokerage, close the most transactions or make the most money. The best agent for you is an experienced professional who will listen to you, conduct herself in an ethical manner and knows your market.

1. REALTORS® and Real Estate Agents

All Realtors® are licensed to sell real estate as an agent or a broker but not all real estate agents are Realtors®. Only Realtors® can display the Realtor® logo. Realtors® belong to the National Association of Realtors and pledge to follow the Code of Ethics, a comprehensive list containing 17 articles and underlying standards of practice, which establish levels of conduct that are higher than ordinary business practices or those required by law. Less than half of all licensees are Realtors®.

2. Referrals
Most real estate agents stay in business because satisfied clients refer them to friends, family, neighbors and coworkers. Ask the people around you who they have used and ask them to describe their experiences with this real estate agent. Successful agents make customer satisfaction their number one priority and put their customers' needs before their own. Try to find an agent who goes above and beyond her responsibilities. She'll be the agent whose praises your friends sing loudest.

3. Search Online for Agent Listings
There are plenty of Web sites that will refer agents to you but that is no assurance of quality. The agents they refer are those who have paid the Web site owners a fee to be listed in their directory. A better bet is to Google the top real estate companies in your area, go to those Web sites and look up profiles of individual agents at offices near you. Agents who are experienced will tell you but newer agents might have more time to spend with you. Look for customer testimonials.

4. Attend Open Houses
By going to open houses, you can meet real estate agents in a non-threatening working environment and interact with them. Collect business cards and make notes on them. If you're thinking about selling your home, pay attention to how the agent is showing the home. Is she polite and informative; appear knowledgeable? Does she hand out professional-looking promotional material about the home? Is she trying to sell features of the home? Or is she sitting in a corner reading a book, ignoring you?

5. Track Neighborhood Signs
Pay attention to the listing signs in your neighborhood. Make note of the day they go up and when the sold sign appears. The agent who sells listings the fastest might be better for you than the agent with the largest number of "for sale" signs. Results speak volumes.

6. Using Print Advertising
Real estate agents run real estate ads for two purposes. The first is to sell specific real estate. The second is to promote the real estate agent. Look in your local Sunday newspaper for ads in your targeted neighborhood. Then look up the Web sites of the agents who are advertising. These agents could be specialists in your neighborhood. Call and ask them about their experience.

7. Recommendations from Professionals
Ask other real estate agents for referrals. Agents are happy to refer buyers and sellers to associates, especially if the service you need is not a specialty of the agent who is referring you. Some agents specialize in residential resales while others work exclusively with new home builders. Other agents sell only commercial or investment property. Mortgage brokers are also a resource for agent referrals as many brokers have first-hand knowledge of exceptional agents. Pros tend to refer pros.

5 Mistakes for First-Time Buyers to Avoid

2009-07-12T19:52:00.001-05:00

Re-blogged by 0 agents
5 Mistakes for First Time Buyers to Avoid (edit/delete)
5 first-time buyer mistakes to avoid

Experienced homeowners share their secrets so you won't make a rookie mistake

If you're a first-time home buyer in this market, how could you go wrong? Nationally, sales prices of existing single-family homes are down nearly 24 percent since their July 2006 peak. Interest rates, recently 4.9 percent for a 30-year fixed-rate mortgage, are hovering near historic lows.

And if that isn't incentive enough, Uncle Sam is offering first-time buyers an $8,000 tax credit to further sweeten the deal.

But as any homeowner will tell you, the decision to buy a home is only half the battle. The real challenge is in the details of what, where and how much. Here are five first-time home buyer mistakes you don't want to make.

First Time Buyer Guide 2009

This is an exciting year for first time buyers, with a once in a lifetime opportunity to get the home of your dream.

1. Don't think that "long term" is a couple of years.

Buying a home, especially now, requires long-term planning, not just with finances, but with your career and your personal life. "The old rule was to plan on owning the house for three to four years," says Ben Hoefer, an agent with John L. Scott in Seattle. "I'm recommending that people think in terms of five to seven years."

If you don't know where you'll be a year from now, let alone seven years from now, you might want to rethink your plans to buy. A house isn't a bargain if you can't recoup your investment. The more time you can spend in the home -- comfortably -- the better the deal.

For many first-time home buyers, that means finding a house that suits their needs and their budget now but also offers room to grow -- or the option to rent. Location is another sticking point. "A lot of people will go for the better house farther out and realize, after it's too late, it's not the location they want," says Hoefer. Would the commute be manageable if you change jobs? What about school quality? These factors influence not only your sanity but also home values.

2. Don't settle for something with more wrongs than rights.

Before you get lured into an open house, spend some time figuring out how much home you can afford and browse online listings to familiarize yourself with the market. "Most first-time buyers are going to be hard pressed to get everything they want, even now," says David Krieger, general manager of Coldwell Banker Preferred in Philadelphia. But if you prioritize your needs and wants and give yourself time to look around, you have a better shot.

That tactic worked well for Litsy Witkowski, who bought her first home last summer. "I didn't necessarily want to find a place very quickly," says Witkowski, 27, who spent more than six months looking around New Haven, Conn. During that time she saw dozens of houses and condominiums and "quickly learned what neighborhoods and styles I liked and didn't like," she says. Her home, a three-bedroom colonial with two and a half bathrooms, a finished attic and basement, and a four-season porch, was listed for $299,000; Witkowski managed to negotiate the price down to $285,000. "Taking my time was definitely the right call," says Witkowski, who shares her home with three housemates. "I think there is something to be said for walking into a place and knowing that you either love it or you don't."

3. Don't make finding an agent an afterthought.

With so much information at your fingertips, it might seem old fashioned to enlist the help of a real estate agent. But, a good buyer's agent brings a lot more to the table than listings; he can walk you through everything from the loan preapproval to the home inspection and, most importantly, is obligated to put your interests first.

In hindsight, this is one thing first-time home buyer Kelcey Nichols, 34, would have done differently when she started house hunting in Santa Fe, N.M., a couple of years ago. Although she's very happy with her three-bedroom adobe-style home, she wasn't always on the same page as her agent. "We had different negotiation styles," she says. If she were buying again she would interview several agents before starting the search. "I think working with someone who really knows what you want could save you a lot of time and money," she says.

Yet, most buyers don't spend enough time looking for an agent who will represent their interests in the transaction, says Krieger. Instead, they find the home and call the listing agent, not realizing that that agent represents the seller. It's better to find your own advocate from day one. What's it going to cost you? Technically, nothing. Sellers' and buyers' agents split commissions paid by the seller. Although you could go it alone and ask the seller's agent to cut her commission and pass that savings on to you, as a first-time buyer it's likely you would do better working with a pro and looking for savings elsewhere.

4. Don't assume that every home is in foreclosure.

No doubt there are deals to be had. But just because national headlines show double-digit drops in home prices and a record level of foreclosures doesn't mean that's the case for every home in every market. Nationally, fewer than 1 percent of all housing units on the market are in foreclosure, according to first-quarter data from RealtyTrac. While you don't want to rule out foreclosed property, you don't want to limit your search to the bargain bin.

Krieger notes that the average Philadelphia seller is receiving about 97 percent of asking price. This figure will vary from month to month and even from neighborhood to neighborhood, so do your homework before putting in an offer. Now that home prices have fallen so much, many of the best deals are starting to fetch multiple offers.

5. Don't forget about all the other costs of owning a home.

After searching Salt Lake City for six months, Julia Lyon, 35, knew she'd found a winner when she walked through the front door of a circa-1901 Victorian in the Liberty Park neighborhood. The house needed a little work. But at $260,500 the price seemed fair, especially by 2006 standards.

Still, the home has gobbled up more time and money than she'd ever anticipated. "As my brother recently told me, I didn't buy a house -- I bought a project," says Lyon, who's spent about $15,000 on everything from gutting the first-floor bathroom to fencing in the backyard. "I don't want to keep ignoring problems that should have been dealt with 10 years ago," says Lyon, who got married in 2008. "But I worry that we're putting more money into some of the fixes than we may get back."

Most first-time home buyers find themselves in a similar situation: They focus so much on the sticker price that they fail to account for the other costs that come with owning a home. Some of these costs aren't optional -- closing costs, maintenance and utilities. Others -- new furniture and gardening tools, to name a few -- can add thousands of dollars to the price tag if you're not careful.

At the same time Lyon is conscious of "over improving" her home, she has no regrets about buying it. "I love my house as much today as I did the first time I saw it," she says. Unfortunately, many buyers from the boom can't say the same. "Some of the saddest homeowner stories I've heard are from people who bought too quickly -- without really understanding what was out there."

Avoid Mortgage Fraud

2009-07-06T12:53:00.001-05:00

Avoid Mortgage Fraud (edit/delete)
Mortgage fraud has many guises

by Lisa Fleisher/The Star-Ledger Sunday July 05, 2009, 10:15 AM

As the economy changes, so do the ways people try to make a quick -- and sometimes criminal -- buck.

In response, state and federal agencies are ramping up efforts to track down and prosecute people who committed fraud that hurt major financial institutions and everyday homeowners.

There's no single crime known as "mortgage fraud." Instead, people are charged with crimes such as mail fraud or identity theft. The height of the fraud activity might have taken place two or three years ago, but the prosecution is just ramping up.

The FBI created a national mortgage team in December and more than doubled the agents devoted to this type of crime.

Here's a primer to the types of mortgage fraud that are out there, how to get help and what it all means to you.

GLOSSARY

mortgage: Loan used to buy a home.

mortgage-backed security: Financial instrument that allows investors to buy shares in a fund that combines many mortgages into one pool.

straw buyer: Person named on mortgage documents but who is not really the intended homebuyer; often used when the actual buyer does not have good enough credit or high enough income.

equity: Money built up in the house by paying into the mortgage. For example, a person who made $100,000 in mortgage payments on a $300,000 loan has $100,000 in equity in the house.

shell company: Company set up for a single purpose. In our context, fraud.

WHY I SHOULD CARE

Mortgage fraud deflates property values across the board, destabilizes banks and
can ultimately put greater stress on our social safety nets by leaving victims destitute. Fraud often results in foreclosure, which pushes down neighboring home prices, can chip away at the town's tax base and strains municipal resources.

TYPES OF MORTGAGE FRAUD

INCOME AND EMPLOYMENT FRAUD

Method: Perhaps the most prevalent, either homeowners lie about their income or loan brokers coerce or flat-out falsify documents to get a loan approved.

Result: Homeowners end up with loans they can't afford.

REVERSE MORTGAGE FRAUD

Method: Elderly people who might have lost retirement funds sometimes turn to a reverse mortgage, which allows them to take a new mortgage out on a house they've already paid off. While this is sometimes a helpful tool, industry watchers and government officials warn about people charging sky-high fees.

Result: Elderly people are either cheated by high fees or, in worst-case scenarios, lose their house because they signed documents they did not understand.

PHANTOM HELP

Method: A type of foreclosure rescue scam in which a fraudster collects an upfront fee from homeowners trying to save their homes from foreclosure -- and then disappears.

Result: Criminals do nothing and pocket the fee.

MORTGAGE-RELATED IDENTITY THEFT

Method: Perpetrators use stolen identities to buy properties outright or take out mortgages.

Result: Victims find out they are on the hook for mortgages and loans.

SHORT SALE FRAUD

Method: A buyer colludes with real estate agents or others to give faulty appraisals to banks and convinces them a property is worth less than it is.

Result: Banks are defrauded and surrounding property values can drop.

BAIT AND BUMP

Method: Lenders or brokers dangle attractive loans in front of desperate homeowners. But when it comes time to close, buyers are told it's too late to switch.

Result: New homeowners are left with mortgages they can't pay or end up signing away their homes.

EQUITY STRIPPING OR SKIMMING

Method: There are several definitions for this, one of which is synonymous with lease buy-back (see below). Another iteration is when a fraudster convinces people to invest in or buy properties, using their credit to get loans for inflated property values, but walks away.

Result: Investor or group of investors is left with properties, which often have been neglected and have gone into foreclosure.

LEASE BUY-BACK

Method: Homeowners facing foreclosure sign over the deed to a company or individual who promises to sell it back after a year, during which the homeowners can get their finances in order. In the meantime, they are told they will be allowed to rent the house.

Result: The scammer evicts the original homeowner-turned-renter and keeps or sells the property.

HOW DO I AVOID BECOMING A VICTIM?

• Be skeptical of people who make unsolicited contact.

• Don't hesitate to ask as many questions as you need until you understand what you are signing.

• Don't sign blank forms.

• Check to make sure your name is correct on documents and matches your identification.

&bull Check mortgage agent, real estate agent and lawyer's certifications through state agencies.

• Review the value of the home by comparing it with others nearby, and go over the sales history of the home to see whether the value has been inflated through multiple sales.

• Remember, if it's too good to be true, it probably is.

Q&A

Q: Are frauds like these new?

A: No, many of these methods have been around for decades.

Q: Why are we just hearing about them now?

A: A few reasons are often cited: The falling economy strips away the financial cover some of these perpetrators may have had, leaving more people with mounting losses; companies are reporting fraud more frequently; state and federal agencies are stepping up enforcement.

Q: Are the victims always innocent?

A: No, sometimes -- but not always or often -- victims can be partial participants. They get a cash payment and do not ask questions or agree to falsify information. The key, however, is that the licensed professional who ought to know better is helping them along.

Q: Does a prosecution prevent a company from doing business?

A: Not necessarily. Unless there is an injunction, the companies might be able to solicit customers and operate websites until proven guilty or until their licenses are stripped away.

Q: What is being done?

A: A half-dozen federal agencies are investigating these frauds -- including the FBI, the Secret Service, the Department of Housing and Urban Development and the IRS. So are states' attorneys general. The number of FBI special agents assigned to mortgage fraud increased to 250 in February, from 120 in 2007, and Congress is considering adding $35 million to the FBI's budget for this type of fraud detection.

New Jersey Attorney General Anne Milgram said her office is using civil cases to go after suspected criminals, because civil cases can be brought more quickly, but might follow up with criminal charges. Also, she said she told the Division of Consumer Affairs to look into TV and radio commercials making debt relief or foreclosure relief claims.

Q: Why aren't banks doing more?

A: Some say the banks do not want to investigate their own loans for fear it will taint them or open them up to lawsuits because their loans have been packaged into mortgage-backed securities made with certain promises against fraud.

Q: Why aren't more of these cases being prosecuted?

A: Criminals can be difficult to pin down, since many businesses have gone bankrupt or perpetrators have skipped the state.

WHERE SHOULD I GO FOR HELP?

Contact the New Jersey Division of Consumer Affairs at (800) 242-5846 for in-state callers and (973) 504-6200 from out of state; or visit njconsumeraffairs.gov.

If you are facing foreclosure, visit a U.S. Department of Housing and Urban Development-approved counselor. For a list, visit the real estate blog at nj.com, call (888) 989-5277 or go to NJForeclosureMediation.org.

Sources: N.J. Attorney General's Office; FBI; Mortgage Asset Research Institute; Interthinx

Home Buyer Tax Credit

2009-06-18T09:49:00.001-05:00

The new-and-improved version of the First-Time Homebuyer Credit offers rookie home buyers (or those who simply haven't owned a home in the past three years) a chance to get a federal income tax credit of up to $8,000. Thanks to this year’s Stimulus Act, you don't have to repay the credit like you did with last year’s version.

Even better, the IRS says unmarried individuals can team up on a home purchase and then share the credit. If you're thinking of going this route, here's what you need to know to get the best tax-saving results:

How Much You'll Get
The updated First-Time Homebuyer Credit can be applied to purchases of homes that occur between Jan. 1, 2009, and Nov. 30, 2009. The maximum credit equals the lesser of 10% of the purchase price of a principal residence or $8,000. Or, in the case of married individuals who file separately, $4,000. (These amounts are up from the $7,500 and $3,750 limits for purchases that occurred between April 9 and Dec. 31 of last year.)

There are some catches, however. The credit is phased out (reduced or completely eliminated) if your modified adjusted gross income (MAGI) is too high. (For this purpose, MAGI means the adjusted gross income figure reported on the last line on page 1 of your Form 1040 increased by certain income from outside the U.S. that is exempt from taxation.)

For married joint filers, the credit is phased out when the MAGI is between $150,000 and $170,000. For unmarried individuals and married individuals who file separately, the credit is phased out between MAGI of $75,000 and $95,000.

You can use the credit to offset your entire federal income tax bill, including any alternative minimum tax (AMT). Since the credit is refundable, you can collect any amount left over after your tax bill has been reduced to zero in cold, hard cash.

Eligibility
The credit is only available to buyers who have not owned a principal residence in the U.S. during the three-year period that ends on the purchase date for the home. That home must serve as the new principal residence.

If you’re married, both you and your spouse must pass the three-year test (whether or not you file jointly). If you’re unmarried, and you team up with another person to buy a home that serves as the new principal residence for you both and you both pass the three-year test, then you can share the credit. If only one of you passes the three-year test, only that person can claim the credit.

Unmarried Buyers Can Share the Credit
Say two (or more) unmarried individuals buy a home together that serves as their new principal residence. Assuming each person passes the three-year test and they jointly own the property as tenants in common or as joint tenants, they can pretty much share the credit any way they choose, according to IRS Notice 2009-12. However, the total credit is still limited to the lesser of 10% of the purchase price or $8,000. And the credit allocated to each person is still subject to the phase-out rule, based on MAGI. Although the IRS doesn’t actually say so, it appears you can’t claim a credit that exceeds your share of the purchase price (including your share of any mortgage debt). Here’s an example to illustrate the possibilities.

Example: Say you and your significant other jointly buy a home for $150,000 in June of this year and you both pass the three-year test. You pay 60% of the cost, and your partner pays 40%. The available credit for this purchase is $8,000 (lesser of 10% of the purchase price or the $8,000 credit ceiling). You and the other person could agree to share the credit 60/40 to reflect your shares of the purchase price. But if the other person's MAGI is too high to claim the credit and yours is not, then it makes good tax-saving sense to have the entire $8,000 allocated to you. On the flip side, if your MAGI is too high, the entire $8,000 could be allocated to the other person. Or you could split the credit 50/50, or 75/25, or 25/75, or whatever allocation suits the two of you best. Anything you decide is OK with IRS.

Word of Caution: Credit Must Be Repaid in Some Circumstances
Under last year’s version of the First-Time Home Buyer Credit, those who bought homes between April 9, 2008, and Dec. 31, 2008, were generally required to repay the credit over 15 years. The Stimulus Act eliminated the repayment rule -- in most cases. However, the repayment rule can still hit you if you sell the home you buy in 2009 within three years of the purchase date or stop using the home as your principal residence during that time. If either of those events occurs, you generally must repay your entire credit when you file your Form 1040 for the year during which the triggering event occurs (no 15-year repayment deal for you).