It’s fascinating to hear people talk about their experiences in buying and selling a home. The process is fraught with emotion, with unique surprises at every turn. Insert a Drama-Queen-Agent (King as it may be) into the equation, and you have nightmare on your hands.

Some real estate agents just don’t get it. It’s as if they’re trying and justify their worth to their clients by making the process more difficult than it really is. They create drama where there is none. They have the skill of creating problems rather than solving problems. Go figure.

We successfully closed another buyer-side transaction in Salt Lake City the other day that serves as a practical example. The Seller’s agent missed every contractual deadline, using one excuse after another; communicated with a consistent 24-hour delay; became overly defensive on issues that did not exist; created more problems than she solved; and generally seemed intent on turning the transaction into a Battle Royale. Look lady…we just want to buy the *******house! Hello…do you want to make this deal work or not?

Let’s face it, conflicts and surprises are part of the human experience. But some people have a penchant for overreacting to seemingly minor (or non-existent) incidents. They tend to become needlessly dramatic whenever the order of their expectations becomes disrupted. They focus on problems rather than finding solutions.

One of the primary roles of a Realtor is that of facilitator. You set out to achieve the desired results for your clients, knowing very well that problems lie ahead. You keep your head-up, on full-alert for potential problems. When the problems arise, you look for creative and cooperative ways to solve them. You help people understand the issues at hand and guide them towards a successful solution. The process is simple. But it requires professionalism, creativity, cooperation, negotiation and compromise.

Great Realtors set out to make your real estate transactions more successful and less stressful. They do all they can to make your life easier. Come ‘on folks, moving is stressful enough, why would anyone want to add senseless drama to the process?

LOVE BRAND + Salt Lake City

WIN FREE TICKETS

U2 w/ Lenny Kravitz
Front-Row Reserved Seats
June 3, 2010
Rice Eccles Stadium

U2 Fans know that the topic of LOVE embodies the heart & soul of the band.  We thought it would be the perfect fit for our brand launch.  When Lenny Kravitz was announced as their special guest, we knew that we had to do something big & fun.  Kravitz has a new album titled “It’s time for a LOVE REVOLUTION”.  How appropriate!

We’re trying to raise awareness of our new real estate brokerage, LOVE BRAND + Salt Lake City.  It’s an unconventional name for a real estate company, so we’re doing everything we can to get the word out.  We hope you like our new look.

YOU HAVE THREE CHANCES TO WIN…HERE’S HOW:

1. Become a Fan or “Like” LOVE BRAND + Salt Lake City on facebook (www.facebook.com/lovebrand) .   We’re using our facebook Page to support the people and places we LOVE in Salt Lake City.  You’ll find it interesting.
2. Follow LOVE BRAND + Salt lake City (mdruce) on twitter
3. Complete the entry form available  here.  The entry form subscribes you to the LOVE BRAND + Salt Lake newsletter.  Rest assured, we will not spam you.  You can unsubscribe at any time.

FRONT-ROW RESERVED SEATS:

We are giving away a great pair of tickets.  They are located on the front-row (1) of the reserved seating in Section W-13.  The seats appear to be located at the base of the “Claw” of the massive stage.  The winner will be selected from a random drawing the day before the show.

BONUS:

Everyone who enters will receive a Real Estate Savings Certificate from LOVE BRAND + Salt Lake City ($500.00 Value).

Thanks for helping us spread the LOVE!

LOVE BRAND SIGN

Did you know that sprucing up the home’s entry way can make a major impression on potential home-buyers?  Making simple improvements like adding new house numbers, door hardware, kick-plates and fresh paint can have a dramatic effect on a home’s curb-appeal.  That’s why LOVE BRAND wouldn’t be caught dead putting a cheap and flimsy tin-sign with bad graphics in your front yard. 

The new LOVE BRAND yard sign is irresistible to the eye.  It’s custom made with top-grade materials for each and every home that we represent.  It’s stylish.  It adds to the curb appeal of your home.  

10 out of 10 people surveyed say the LOVE BRAND sign is the most “attractive and noticeable” sign in the neighborhood. 
See for yourself here.  

• High-grade 4×4 posts of redwood, coated with 3-layers of natural color shield.
• Hand painted sign components with a sturdy vinyl graphic overlay.
• Built with sturdy steel joint-supports to prevent sagging.
• Customized toll-free number for 24/7 access to information
• Customized domain specifically leading to the home’s website
• Direct access phone number for the listing agent
• Quality literature box attached to post filled with full-color, laminated card-stock, “6×9” information cards
• The LOVE logo is displayed in high contrast white on red.  It draws the eye like a magnet.

LOVE IS THE KILLER APP

It’s funny how life works. It’s been exactly two years since I read an article in Fast Company magazine, called Love is the Killer App by Tim Sanders. At the time, Tim was the Chief Solutions Officer at Yahoo!. He made a compelling argument for a concept he called “Business Love”. At its’ foundation are acts of professional generosity that benefit the lives of the people you work with. He surmised that what the business world needs (lately) is less greed- and more love. 

From the perspective of a well studied capitalist, the concept seemed a little utopian. But my entrepreneurial instinct told me it was an irresistible idea, whose time had come. After all, isn’t it this level of kindness that’s at the core of great customer service? Who doesn’t want to be served better, or be loved more? 

Sanders’ wrote “the most powerful force in business isn’t greed, fear or even unbridled competition. The most powerful force in business is love. It’s what will give you a sense of meaning and satisfaction in your work, which will help you do your best work.” Then he added the perspective of philosopher Milton Mayeroff from his book, On Caring. He writes “Love, is the selfless promotion of the growth of the other.” When you help others grow to become the best people that they can be, you are being loving — and as a result, you grow. 

Business Love, can mean a lot of things: 

• It can be the act of sharing your knowledge and networks, with your business associates. 
• It can be a commitment to learning as much as possible in your field and sharing that knowledge with your customers. 
• It can be a policy of transparency that builds trust and security with those whom you serve. 
• It can be acting human and expressing genuine concern in the harried world of busy, busy people. 

SO I DIPPED MY TOES IN THE WATER

Direct Mail Feb 2009

In February 2009, the shit was hitting the fan. The entire US economy was in the tank. The American consumer was paralyzed. The real estate market was uncertain. Banks were paying million dollar bonuses to the very same people who had just cost taxpayer billions of dollars to bail them out. Trust was at a new low. 

I was working on a direct mail piece for Druce Real Estate, when it all came back to me. It hit me like a ton of bricks. “What the world needs now is a lot more love and a little less greed.” So, the LOVE postcard campaign was born. 

As I was about to press the send button to launch my print order, I was overcome with anxiety. Would this postcard be perceived as silly? Would the Department of Homeland Security tag me as a Commie? What will people think of me now? I held my breath and hit the send button. 

Two days later I began to receive the phone calls and emails. Strangely, they were all positive comments. The message just seemed to sit right with people. It wasn’t silly at all. It became a center of conversation. I smiled at the irony. 

THE LOVE SHACK

The Love Shack

I later became the proud owner of a used Travel Trailer. A friend spotted the lonely RV in a farmer’s field in South Jordan, UT. I gave the farmer’s widow cash, she gave me the title. To me, it had the potential to be a big sign on wheels. It’s an advertising expense that my family could sleep in at the upcoming Utah MS-150 fundraiser. I didn’t know what I was going to do with this thing. But whatever it was, I was sure that it should be painted fire-engine red. 

I decided to brand the big red trailer with the logo of my real estate blog (powreplant.com) . I had the windows tinted, cleaned up the interior, installed air-conditioning…it was good to go. We also added a little surprise at the suggestion of my wife. Since the color of the trailer resembled the color of the LOVE postcard (my most successful direct mail piece to date), why not slap a six-foot LOVE decal on both sides. We’ll call it the LOVE Shack. 

In a sea of a thousand travel trailers, this thing stood out. It quickly became a popular landmark. “Take a left-turn at the red LOVE trailer”, people would say as they directed their family and friends into the event. As the day came to a close, the party began to emerge. It began as the Circle of Love…then turned into a full-blown Love Fest. 

IS THIS SOME KINDA SIGN?

Some Kinda Sign?

Now we’re into the holiday season of 2009. Business had been horribly slow and I really was not in the mood. I attended a Christmas party with my wife, Denise where most of the people were strangers to me. As I introduced myself to the party-goers, inevitably, they would ask me to repeat my last name (Druce). 

It was at this moment that I realized, “I’ve got a branding problem”. Druce is a key-word in the name of my real estate company (Druce Real Estate). Years ago, I decided to use my surname as a brand out of some sort of strange attachment to business tradition. I love the concept of the small town business scene where each person was known for their trade. My grandpa’s business was called Druce Signs. He lived in an era where your name was only as good as your word. The townspeople were your friends, customers and business associates. 

I wondered, “Is this some kind of sign”? What’s the likelihood of anyone at this party remembering the name of my business by the end of the night? Slim to none? This is a marketer’s death sentence. No name-recall… no phone-call. 

2010 – LOVE CAME TO TOWN

Sending you all our LOVE, Michael. See you soon in the SLC!

One thing’s for sure, the real estate business has been kicked in the teeth. It probably needed it. There is so much room for improvement. But, change happens slowly, if at all. The traditions of real estate have been firmly entrenched for years. And they don’t take kindly to interlopers who want to change the order of things. 

History has shown that economic depressions and recessions can cause a lot of suffering at both the individual level and the business level. But they can also serve as catalysts for inspiration, creativity, and new levels of achievement. What a perfect time to change EVERYTHING. It would be a shame to waste a good crisis. 

On February 1, 2010 the LOVE BRAND was born. It’s a full service real estate brokerage doing business in Salt Lake City. LOVE – A Real Estate Revolution. We’re officially hard at work to change the look and feel of real estate in our town. We hope you’ll join us. We look forward to Loving and Serving. 

That’s the LOVE STORY to date. We’ll keep you posted as the story progresses. 

Michael Druce

BIG IS NOT BETTER…BETTER IS BETTER.

The business of real estate suffers a huge image problem.  It’s a profession that has been marred by a sales model run amuck, self-serving organizations, a low barrier to entry, and self-dealing scoundrels.  

The big-brand brokerage models were never designed to delight the consumer.  They were designed to make a profit by assembling a critical mass of agents (feet on the street).  There’s no meaningful vetting process for hiring agents beyond checking for a pulse and a license.  Turnover is high.  Long-term professional development is the exception, not the rule.  The biggest fear of the big-brand brokerage is not a dissatisfied customer; it’s a customer that is so dissatisfied that they sue.

State licensing requirements are a half-baked regulatory process that merely separates the convicted felons from the rest.  The education requirements are so weak that they pale in comparison to those required of a hairstylist.  The curriculums of the real estate schools are little more than a glossary of terms and a thorough review of the State Code.

What we have today is an over-populated and under-qualified sales force that is largely unaccountable for their results.  They hide under the guise of a nationally recognized brand that affectingly creates an aura of trust through their advertising.  You’re led to believe that a company with a 100-year heritage must have things running like a clock.  Sorry to break the news…they don’t. 

Admitting to the shortcomings of real estate industry is the first step to making meaningful change.   Creating a clear consumer awareness that BIG is not better; better is better is the second step.   Contrary to big-brand broker ads, there’s no longer an advantage to “large-scale” in real estate.  The advantage of scale went the way of the printed listing books.  Big brands cannot be trust-worthy, only people can.  A big roster of agents does not a network make.   Networking is a function of the individual and their ability to communicate effectively. They must be likeable and professional.

The negative reputation that plagues the real estate agent cannot be changed by yesterday’s business model.  It will require a dramatic, systemic shift.  Consumers are not “leads to be converted”.  They are real people and families who deserve personal attention, professional advice and exceptional service.  They need agents with professional skills beyond the minimum standard.  They need the help of marketing experts, skilled negotiators, and nimble entrepreneurs. 

Hail the restless pro’s who are busting out of the big-box brands to become boutique brokers.  They carry the flame of excellence that will lead the future real estate.

Buying or selling a home will be the single largest transaction that most people will make in their lifetime.  It’s enough to turn an ordinarily calm person into an emotional wreck. The stress associated with moving has been ranked 3^rd, behind getting a divorce and losing a family member.  Now imagine getting tied up with a bad real estate agent that adds to your stress at every turn.

Good real estate agents are hard to find.  Think of it like this:  of all the businesses that you patronized this month, how many of them went out of their way to make your life easier?  How many surprised you by going the extra mile to make sure your needs were met?  I’ll bet you could count them on one hand. Real estate is no different.  There are thousands of licensed agents in Salt Lake City.  So how can you protect yourself from entering into a binding contract, and later find out that the services was less than you expected?

Ideally, you want someone who you can trust; someone who makes your interest their own.  Someone who knows the ropes well enough to keep problems from happening in the first place.  And when problems do happen, they handle them with your best interest in mind.  You’re looking for a partner whose professional skills satisfy your expectations.  At the very least, you want someone that will simply stand by their word.

There is a growing niche of real estate brokers who are trying desperately to separate themselves from the pack.  They are setting standards high above the basic requirements of REALTORS®.  They operate with transparency and clear service expectations.  They are caring for their clients like they were guests in a hotel.  They are using technology to improve communication and streamline processes.  They are constantly looking for ways to make real estate transactions less stressful and more successful.

When you’re taking the initial steps toward buying or selling a home, I want you to contact us.  We’ll help you reduce the stress by giving you some great advice and we’ll introduce you to some very good people who are great at what they do.  Of course we will do this for no charge and with no obligation – whatsoever.  By the time you finish speaking with us, you will know without a doubt what your next move should be.

When the time is right, call 801-550-7255 or email me at md@michaeldruce.com.  I promise, you’ll be glad you did.

Michael Druce
Principal Broker
LOVEBRAND

It used to be that the ultimate value of a real estate agent was their exclusive access to listing information.  The real estate companies of yesteryear had a virtual lock on all the essential listing data.  The brokers made the rules.  The consumers followed.

Today’s technology has changed the game considerably.   Listing data is now widely available through IDX , allowing any REALTOR with a website to provide a live listing feed from the local MLS .  Consumers now have 24/7 access to powerful search tools and vast array of resources to help guide them .   They are empowered with choices and information. They have become active partners in the process.

LOVE AGENTS are meeting the new expectations of home buyers and sellers.  We provide services that save time, reduce stress, increase convenience and add value.  Below are the core competencies that we hang our hat on:

• We are trusted advisors
• We are experts in the use of legally tested, State approved contracts
• We reduce risk
• We are educated negotiators
• We are efficient transaction managers
• We are real estate marketing experts
• We gather, manage, and study information
• We think strategically to solve problems
• We help our clients gain advantage in the marketplace

The best houses sell fast – even in slow times.

It’s now estimated that more than 85% of home buyers in Salt Lake City begin their search for the perfect house on the Internet. But if you’re using realtor.com or zillow.com , you’re probably missing out on the best houses.  

The fact is, good houses sell fast…even in tough markets. Our recent reports indicate that approximately 1 out of 100 houses will go under contract within the first day of being listed on the MLS. Furthermore, we estimate that 6-10% will go under contract in 30-days or less. Why, in today’s market, would someone buy a house the first day that it’s listed? Because it’s a great house, at a great price – the same type of deal you’re looking for!  

If you want the best house or the best value, you have to be in a position to act fast. In order to act fast, you need fast information. So how are you getting your information? If you’re getting it from realtor.com or zillow.com, you’re getting your information at the pace that they are able to load the data. This can take days.  

You need to get your real estate information directly from the MLS, sooner rather than later. You need to have a relationship with a Realtor that’s on the ball and understands the push-power of the MLS. LOVE BRAND belongs to both the Salt Lake City and Park City Board of Realtors. This, plus lots of money, gets us direct access to every property listed on the MLS (Park City and Salt Lake City have separate systems). With the Park City MLS, we can automatically generate an email to my client within minutes after a house has been listed. With the Salt Lake City MLS, we have to set-up multiple reporting periods to capture listings at various times of the day. Either way, our clients have access to data that 99% of the other home buyers don’t have.  

Want to receive push reports for Salt Lake City or Park City real estate with absolutely no obligation? Drop us a quick email and w’ell send you the details on how to get started.  mailto:info@loveslc.com

7-Proven Techniques You Can Use When Making an Offer to Buy a House 

1. Appeal to the interest of the seller:

Learn the personal and financial motivations of the seller. Consider their key concerns. Position your offer to alleviate those concerns and help solve some of the seller’s most pressing problems. 

2. Make your offer personal:

Introduce yourself to the seller by writing a personal letter that will serve as a back-drop to the offer. Make it heart-felt and genuine. Help the seller see you in terms of a “friend” rather than an adversary. This single technique almost always softens the negotiation stance of the seller. 

3. Make your offer unique:

• If you have the cash, use it to demonstrate how serious you are. If the average earnest money deposit is 1% of the transaction value, then double it. Make sure you have a good strategy for managing the contract contingencies in order to reduce your risk of loss.
• If the seller is motivated, put the deal on the fast-track to close in two-weeks or less. This technique requires advance planning and preparation on your part. Many loan packages can take up to four-weeks to process.
   
• Offer terms under which you would allow your earnest money to become non-refundable. If you’re confident in your ability to perform, use it to assure the seller that you will not be walking away at the eleventh-hour…the seller’s biggest fear.

4. Demonstrate your perspective:

Help the seller understand the perspective of your offer by demonstrating a thorough understanding of the market. Contrast the offer with similar transactions and reinforce your opinion with recent statistics. Provide a written report that the seller can review personally rather than rely upon the interpretation of their agent. 

5. Return the favor:

Reciprocity is a powerful, intuitive principle. Look for opportunities to negotiate win-win outcomes. 

6. Establish commonality:

Look for things that you and the seller may have in common. Use this connection to create a bond beyond the transaction. Be careful to avoid framing associations that would have anything to do with a protected class status under the Fair Housing Act. 

7. Create trust

There is an inherent anxiety between buyers and sellers. Even though both sides need each other to further their goals, the potential for mistrust is enormous. Perception gaps and misunderstandings can lead to tension filled negotiations and derailed transactions. Be as clear and straight forward as you can. Communicate with the intent to eliminate any potential for misunderstanding.

I know.  It’s kind of rigged the way we made our picture more close-up.  But you get the point.