North Idaho Janna

Coeur d'Alene, Idaho is certainly gaining a reputation as THE place to be!  Just hitting the stands, the October/November of Robb Report Vacation Homes has named our neck of the woods one of the top five best US based locations where the time to buy a second home is right now. We're in good company - Las Vegas, Miami, Aspen, Maui and Coeur d'Alene!  We've come a long way, baby!  Rounding out the top ten list are the international destinations of Abu Dhabi, Belize, Croatia, Curacao, St. Kitts & Nevis.  I have to admit, it does seem a little strange to see Coeur d'Alene on that exotic list.  Our little town?  I spent my childhood summers barefoot and sunburned on the log booms, running amok on Tubbs Hill and cruising Playland Pier and the dike road. Our town was tiny then, undiscovered and undeveloped.  But it still is and always will be one of the most beautiful places on earth. 

The Robb Report research pointed to three distinct sectors within the real estate market: places that are perennially strong; those that have yet to peak and are seemingly undiscovered; and those that offer investment opportunities because their values have dropped," according to Robb Report Vacation Homes Senior Editor Samantha Brooks in a press release.  As I read those three areas, I checked them off in my head.  Yep; yep; yep, that's Coeur d'Alene, all right.  One big clue that Coeur d'Alene has grown up are the common celebrity sightings around town.  With several years' supply of higher end homes on the market in Kootenai County, local Sellers should be bolstered by this latest bit of international notoriety in The Robb Report.  I fully expect to see this report directly result in a little surge in Vacation Home sales here in beautiful North Idaho. 

Janna Rankin Scharf, GRI, CSP, CLHMS
Associate Broker

Coldwell Banker Schneidmiller Realty
1924 Northwest Blvd.
Coeur d'Alene, Idaho 83814

Cell  (208) 651-9700
Toll Free (208) 829-2555 X1387

NorthIdahoJanna@gmail.com
www.jannascharf.com

In a conversation last night with some friends who have their home for sale, we were discussing the state of our Coeur d'Alene and Kootenai Coeur d'Alene real estate market. Forget the spin, the facts from a SELLER'S perspective are grim.  At least in terms of number of sales and sales volume over last year.  At one point, tongue in cheek, my friend asked, "What's the GOOD news?"  Well, actually, there IS good news!  In spite of the fact that in the past six months the number of homes sold in Kootenai county were down 29% from the same period last year, and sales volume was down a whopping 34%, the average purchase price has only dipped a relatively puny 1%.  That's REALLY GOOD NEWS! It means that prices are holding steady and sellers aren't taking such a disastrous hit in equity loss being seen in many other markets around the country.  The trick is finding a buyer, with sales plummeting and inventory at the end of August up 10% over last year.  If I needed to sell my home, you can bet I'd have it on the market this fall and winter, because this is the time of year when the inventory will be the lowest it will be.  Fewer homes on the market competing with me and the better my odds to snag one of the few buyers coming our way. 

Janna Rankin Scharf, GRI, CSP, CLHMS
Associate Broker

Coldwell Banker Schneidmiller Realty
1924 Northwest Blvd.
Coeur d'Alene, Idaho 83814 

(208)651-9700
NorthIdahoJanna@gmail.com

It's no surprise to those of us who love living here that the Coeur d'Alene metro-statistical area ~ Kootenai County, including Post Falls and Hayden ~ placed 2nd on the Milken Institute's Best Performing Small Cities list for 2008, up four points from last year's 6th place finish.  "Coeur d'alene is not a secret anymore.  We're well known on both the East and West coasts," said Steve Griffitts, president of Jobs Plus, Inc., the Coeur d'Alene area economic development organization.  The index ranks U.S. metro areas to reveal where jobs and prosperity are being created based on economic growth, long- and short-termed measurements of employment, salary increases and high-tech output.

The cat has been creeping out of the bag for some time now.  Locals and tourists have long known that North Idaho is a treasure.  But Coeur d'Alene, the jewel of North Idaho, has landed on the world wide radar screen of spectacular places to live ~ or own a vacation home.  Recent articles sang our praises in USA Today as well as the current Robb Report Vacation Homes, which ranked Coeur d'Alene as one of the top 5 great places in the country where the time is right to buy NOW. 

Considering the current grim home sale statistics in Kootenai County ~ August saw only 39 home sales as compared to 119 last year ~ sellers should be welcoming these latest reports and the buyers they will surely attract.

Here is the verbiage from the Milken Report:

"Placing 2nd among the 124 smallest cities in 2008 is Coeur d'Alene, Idaho.  Despite the housing downturn, overall job and wage growth in this region outperformed the national average.  Our five-year indicators, which encompass the period fom 2002 to 2007, show that employment and wages in Coeur d'Alene grew 18.8 and 21.8 percent over the national average, respectively.

The area's fast-growing tourism industry has recently been a major engine of growth, adding 1,800 new jobs in 2007 alone.  This sector now accounts for 3.1 percent of total jobs in the metro area.  Coeur d'Alene has also emerged as a regional health-care hub; hospitals and health-care services accounted for 51.7 percent of job growth from 2006 to 2007." 

For the full Milken Report, go to www.milkeninstitute.org.

Janna Rankin Scharf, GRI, CSP, CLHMS
Associate Broker

Coldwell Banker Schneidmiller Realty
1924 Northwest Blvd.
Coeur d'Alene, Idaho 83814 

(208)651-9700
NorthIdahoJanna@gmail.com

Autumn is here, and the foliage is turning.  Historically, home sale activity slows in the autumn months. That fact contributes to a substantial number of sellers taking their homes off the market. Savvy sellers recognize that this is the PERFECT time for them to list their house for sale.  It's all about supply and demand!  Less homes competing with you!  Realtors have long known that buyers out house hunting at this time of year are SERIOUS buyers, and READY to buy NOW!  Yes, there are fewer buyers out there, but make no mistake, buyers are buying homes 12 months a year. Don't make the mistake of keeping your house off the market during the time of year when you will have the LEAST amount of competition!Historically, the number of home sales in Kootenai County spikes in late spring, dips by mid summer and has a nice little resurgence in the fall.

OK, I think it's time to share another terrible property marketing photo.  This one is so bad it's not funny, except that the caption of the photo "New Carpet" makes it hilarious!  It's a good thing we have this photo to show us how nice the new carpet looks, don't you think?  We better hurry over to take a look at this beauty before someone else snaps it up, what with this lovely new carpet and all! 

While we're on the subject of bad photos, I'll share another pet peeve of mine - that goofy date stamp on the photo.  It just SCREAMS "I am an amatuer and don't have a clue about taking good photos!"  Not that we wouldn't have come to that conclusion anyway about this photo, even without the date stamp....

If you are a home seller, PLEASE don't settle for bad marketing like this!  Call me, and I will make your home look like a million bucks!

FHA has issued the following rules as September 19, 2008.  Fannie Mae & Freddie Mac instituted similar rules on August 1, 2008:

To address increasing occurrences of the practice known as "buy and bail," FHA has issued Mortgagee Letter 08-25 - Converting Existing Homes to Rentals - Underwriting Instructions. FHA is instituting the following requirements for borrowers who purchase a new primary residence without selling their existing primary residence. The term "buy and bail" refers to a developing trend where borrowers purchase a new primary residence either closer to their employment or in close proximity to their existing primary residence. Once the new mortgage is closed, the borrower stops making mortgage payments on the original primary residence and allows the lender to foreclose.

The following requirements are effective for loans with case numbers assigned on or after September 19, 2008 and are temporary measures being implemented until FHA determines what, if any, permanent action is required:

~All borrowers must fully qualify with both mortgage payments, and no rental income may be used for the property being vacated.
~12 months' reserves - based on the PITI of the property being retained.  (Fannie Mae & Freddie Mac are requiring 6 months PITI on both properties.)
~FHA permits two exceptions to the requirement above:
~When a homebuyer is relocating with a new employer or being transferred by the current employer to an area not within reasonable and locally recognized commuting distance, rental income from the property being vacated may be used. A fully executed lease with at least one year remaining after loan closing is required.
~When the LTV of the property being vacated is 75% or less, rental income may be used. The LTV is determined by a current appraisal no more than six months old or by comparing the unpaid principal balance to the original sales price. In addition to using standard full appraisal forms, the appraiser may also use drive-by form 2055 for detached homes, or condo form 1075.

If you have questions or would like more information, feel free to give me call.

Homeowners in North Idaho benefit from a substantial reduction in property taxes when they occupy the home as their primary residence.  But to receive it, you must apply!  This exemption is provided by state law and deducts 1/2 of the assessed value of the home and garage (not the land) up to a maximum of $50,000 for taxation purposes.  You qualify if you have:

• A valid Idaho drivers license (if you drive)
• A vehicle licensed in Idaho (if you own a vehicle)
• Registered Idaho voter (if you  vote)
• File an Idaho resident income tax return (if you file)
• Reside in Idaho for a majority of the year

Wondering when to file?  On newly built homes that have not previously been occupied, the owner must apply within 30 days of occupying the home.  On existing or when purchasing a resale home, the deadline for applying is April 15 of the year that you occupied the home.  A good rule of thumb is for you to file as soon as the home is owned and occupied. 

Where to file?  The Homeowners Exemption Applications are available at the Assessor's Office and must be filed there.  In Kootenai County, the Assessors Office is located at 451 Government Way in Coeur d'Alene, on the main floor of the Administration building, next to the information desk.  Questions?  Call the Assessor's Office at (208) 446-1500.

I had an opportunity to cruise along Coeur d'Alene Lake towards Harrison and stop for lunch in the most pleasant lakeside setting at Hutton's General Store.  I enjoy noting the Coeur d'Alene Lake homes for sale as I go along, as well as taking in the world class scenery and frequent wildlife sightings.  There is no shortage of either - Coeur d'Alene homes for sale or wildlife sightings!  A pleasant cap to the day was a delicious lunch on a deck overlooking Squaw Bay with a backdrop of Tubbs Hill aross the lake on a day that illustrates the reasons we all call North Idaho home! 

It's a dreary and drizzly day today after an amazing run on simply glorious days here in spectacular North Idaho.  Seems like a good time to post a couple photos from my collection of horrible property photos.  I actually came across a guy somewhere online who created a visual tour of bad photos.  I think he used this as a listing tool, probably took a visual tour disc or played his tour for potential sellers to illustrate the importance of GOOD PHOTOGRAPHY to successfully market a property.  What a brilliant idea!  I have long used samples of my virtual tours to show potential sellers what a nice job I do.  (http://www.visualtour.com/inventory.asp?u=69547) It never occurred to me to CONTRAST my great photos with those of the other variety.  I am going to do just that from here on out ~ build a Visual Tour of BAD photography!  A picture says a thousand words, I'll let these speak for themselves.  Here are some more from my collection of bad photos: 

I struggle to keep up with, or I should say CATCH up with, the ever-changing technological world I live in. I recently have begun using efaxing and IT HAS CHANGED MY LIFE!  When I think of how many miles back and forth to the office I have dashed to pick up faxes, send, locate, call the fax machine names...  it makes my head spin!  Who KNEW that with efax it's as simple as checking your inbox from ANYWHERE! How many hours of my time could have been redirected to something more productive?  How many reams of paper, ink cartridges and fax repairs could have been saved?  One REALLY GREAT thing about efaxing is that THERE IS NOTHING NEW TO LEARN!  That's a bonus for this old dog not to have to learn any new tricks to take advantage as this brilliant bit of technology.  Woof!  More info at:  www.myfax.com

According to Steve Adams, Vice President of Marketing for MyFax, a provider of Internet faxing services, making the move to an Internet fax service has several benefits, including:

- Greater mobility.With a fax machine, the limiting factor on where you can be to send and receive a fax is the location of the machine. With an Internet fax service, though, you can send and receive faxes anywhere you can get an Internet connection. In today's age of the mobile realtor, that alone might make it worth it. In addition, you can store all your faxes on your laptop or other mobile device, allowing you to keep those important documents at your fingertips. Some services even allow you to store faxes online for as long as a year, letting you access them even if you forget your mobile device.

- No (or at least less) paper. Fax machines create paper documents. Paper costs money, can get lost, misplaced or destroyed, and takes up a lot of space in filing cabinets when there is a lot of it. Because documents faxed via an Internet fax service are electronic, they're much easier to handle and manage. The only time you'll need paper is if you choose to print a particular fax (or part of it). That's better for the environment, and better for your bottom line too.

- Lower cost. To operate a fax machine, first of course you need to buy the machine itself. Then you have to pay to install another phone line. Each month you have the cost of paper, toner, electricity to keep it ready to use 24 x 7, and ongoing phone line charges. Maybe even a maintenance fee for the machine. With an Internet fax service, the only expense is the cost of the service itself - which is lower than just about any one of the above expenditures.

- Increased privacy/security. Fax machines tend to be placed in common areas for the sake of convenience. The problem with common areas is that anyone can go there, which means that confidential fax you're sending or receiving is potentially left open for viewing by anyone who walks by. Not exactly the picture of tight security you need to have when you are sharing all your financial information. Since Internet fax services deliver faxes directly to the user's desktop, the chances of unauthorized eyes seeing a particular fax are reduced by an order of magnitude. It certainly keeps the amateurs and busybodies away.

- No more lost faxes.As mentioned earlier, fax machines generate paper faxes. Paper faxes can be mis-filed, blown off desks by fans (or co-workers hurriedly walking by), become stuck to another piece of paper, accidentally tossed in the trash or suffer other fates. Should that happen, the contents are lost, sometimes forever. The electronic documents generated by Internet fax services not only are immune to all that. They can also be backed up and restored in case of a catastrophic loss. Not so important if the fax is a general one, but extremely important if the contents are mission-critical. Such as the contract for a new piece of business.

- No extra cost for a toll-free number. If you want to look big in the eyes of your customers by having a toll-free phone number, you're going to pay extra for it if you're using a fax machine. And every time one of those customers uses your toll-free number you'll pay again. Most Internet fax services allow you to choose between local and toll-free numbers for the same cost.

- No extra space required. A fax machine takes up space, pure and simple. So do the filing cabinets required to store paper faxes. An Internet fax service frees up that space. Use it to put in extra desks, or maybe even a few nice plants to dress up the office.

The bottom line is there's simply no good reason to keep a fax machine in the real estate office anymore. Sign up for an Internet fax service and you can finally banish your old machine to the Island of Obsolete Office Equipment. Don't feel bad about it, though. It can always turn to the steno machine for company.

Last night I got a sneak preview of this weekend's Boat Show.  On a perfect and glorious evening we wandered down to The Coeur d'Alene Resort for a Dockside dinner.  With a picture perfect sunset as the backdrop, we strolled the boardwalk and enjoyed looking at some of the 118 beautiful antique boats.  The event organizers did a wonderful job of ordering ideal weather, it's going to be a spectacular North Idaho weekend!   

Come on down if you get a chance.  The Antique And Classic Boat Societies' 7th Annual International Boat Show is being held in Coeur d'Alene for the 2nd time.  Although no rides will be given, many boat owners will allow visitors to step on board for a look. 

A committee from all over the country will be judging the boats on such things as Best Contemporary Classic, Best Restoration, Best Preserved Boat and the coveted Boat of the Year. Spectators will have an opportunity to cast their ballot for the People's Choice Award.  Admission is free, and viewing starts Friday morning at 9 a.m. until 4 p.m. and continues with the same hours on Saturday.  You can find information on the ACBS by visiting their website at www.ACBS.org

Wouldn't you think, ESPECIALLY in this market, agents would be pulling out all the stops?  WHYYYYYYYYYYYYYYYYYY would anyone think this photo should be used to showcase what a lovely kitchen this is?  HELLOOOOOOOOOOOOO???????????????  Anybody Home?  With so many GOOD agents out there, why would a home seller settle for this kind of LACK of professionalism? 

My 14 year old is a city boy, our caboose child that we have uprooted and brought with us home to Coeur d'Alene.  Born and raised in Fort Collins, Colorado where no one would be caught dead wearing anything camo.  His reaction to seeing so many people wearing so much camo at every function, camo cars, camo cell phones, camo this and that, has caused him to scratch his head in astonishment.  At a youth activity he was amazed that one of his leaders' cell phones rang, with a ring tone of an Elk bugle! The fellow ignored the call, which prompted his message alert to go off a moment later.  Can you guess what it was?  A turkey gobble!  He couldn't wait to crack out the redneck jokes and enlighten his city friends on Facebook to that unbelievable occurrence! Well, my sister Kerri made the latest and most unusual camo sighting last week at Cabela's in Post Falls.  No, not an article of clothing - it was FUDGE!  I will have to get Derek over there for a sample.  Then he can say he really HAS seen everything. Everything camo, that is.

We took another leisurly drive around the lake this afternoon.  This time I remembered to bring my camera.  There, in the marsh by the road along the East side of Lake Coeur d'Alene near Mineral Ridge, was my moose!  I saw him there Thursday, without my camera.  Today, he was still there, and I was camera ready. What a sight! 

Do you ever wonder what in the world is going on in someone's head that they would take and post a photo like this to market a house??  This is a REAL photo from the MLS.  Honestly, what can they be thinking??????  Sellers, if your agent is ignorant enough to use a photo like this, how can you expect them to market, negotiate, manage and close the sale of your house?  Honestly, when I come across these photos I feel like my head is going to explode!  How do they NOT get it?

Meet the Press Review 

International Builders Show, 2/8/07

This was my favorite of all the classes I attended.  It was lead by the Homes Editors of the Charlotte Observer and Orlando Sentinel, and two PR directors for major firms.  They discussed what's considered newsworthy, how newsrooms operate, and how builders, Realtors, suppliers and vendors can get "ink".  A good sub-title for this class would be how to toot your own horn!

 11,000 journalists were surveyed:

• Hands down they prefer e-mailed press releases or story ideas, but 90% report receiving most information by regular mail.
• E-mail needs to be addressed to the proper editor by name or it won't even be opened.
• 90% choose story content visually.  They like to receive photos and graphics.
• 32% only read submissions if they have time or know the sender. 
• 90% of story content is initiated by marketing and PR people.  Twenty years ago it was 5%.
• 90% choose story content from online sources.

 Bottom line is that they want a good story as much as you want publicity.  You can help each other!

 How to get on a reporter's speed dial and stay there?  Be reliable - accurate - credible.

• Return their call immediately
• Don't phone to follow up on an e-mail.
• If you call them always ask if you are getting them at a good time. Ask "Do you have one minute to listen to my pitch?  Talk FAST!
• Respect deadlines, everything they do involves a deadline.
• Don't send them more info then needed, don't make them look for a needle in a haystack. 
• Don't ask to review the article they write, it's considered insulting. 
• Don't ask for when it will be published, they don't know. 
• Don't hesitate to ask for their questions in writing, or to submit your answers in writing.
• Do send photos.  Agree on appropriate file type and size.  All present preferred jpg.
• Pitch your own story idea.
• Do submit your own material and let them use it as their own.  Write features.
• Don't badmouth one reporter to another or talk about bad experiences.
• Do send an email of thanks after a story is run.

 Media relationships are just like relationships at home: ignore them and they will go away.

 How to write a press release that gets read:

• Subject line and headline should be 6 words or less.
• 1^st paragraph should be 25 words or less.  Craft a paragraph that has 3 or 4 sentences and describes what the pitch is about and put it at the beginning. 
• Leave no holes - if you're pitching a product it MUST have a price.
• Read the release out loud.  Remove adverbs.  Put in lots of periods. 
• Bring on the Bear!  They aren't interested in the babbling brook, the dappled sunlight peaking through the trees on the mountainside.  Get to the bear! 

 The value to you of publicity is considered to be ten times what you would pay for the same ad space if you could afford it, due to the credibility you get when you are written about by a third party.

 I loved the slide show of front pages of Home sections.  Stories that made it to the front page:

Housing Trends

• Builders design centers
• Granny flats
• Building sturdier homes - spurred by hurricanes
• The Green revolution - 4 part series
• Modular Homes Gain Ground

 News

• Art in Architecture
• Show Houses
• Carmen Dominguez - divorced mom-turned-builder '99,  2007 President of Florida HBA
• Showoffs
• Parade of Homes Show Houses
• Architect's home

 How-To

• How to get the house you want
• How to figure out a floor plan

  Readers LOVE before and after stories!  

Janna Scharf GRI, CSP, CLHMS

One of the most challenging aspects of selling your home is determining the appropriate list price.  Have you seen the series of photos circulating across the internet illustrating the three different perspectives of home valuation?  One photo shows an opulent mansion (that's how the Tax Assessor sees your home), another photo shows a modest, yet well kept home (that's how the appraiser sees it), and the last photo shows a run-down shanty (that's how buyers see your home).  Although humorous and cynical, it does point out the difficulty of accurately assessing a given property's value. 

 How do I come up with a realistic market valuation of your home?  The first step is to do some research.  That research will include a market analysis where I complete a survey of properties that recently sold that closely approximate the size, style, condition, and location of your home.  I will also compare properties that are currently for sale and those that did not sell (they expired or were withdrawn).  I will take into consideration appreciation rates as well as any significant improvements you have made that would warrant a change in market value.

 One of the greatest misunderstandings in real estate is the "Re-Fi" appraisal.  A re-finance appraisal is an appraisal of credit worthiness as much as market value.  When you looked to a lender to provide you refinancing, the lender looks first at your credit scores and payment history and then at your home.  Many times the appraisal was a "drive-by" to simply verify for the lender that the house was located where you said it was and was generally in the came condition as when you purchased it.  For marketing purposes, these appraisals often just don't stand up to current comparative data.

 The idea behind getting an accurate assessment of your property's value is to get a cross section of datafrom several different viewpoints (eg. appreciation rates, historical sold data, current market conditions, etc.) and then look for intersection where the viewpoints overlap.  This creates a price range in which a property is likely to sell.  Again, there are many variables to consider when determining the final list price.  Some of these variables are quite specific but difficult to pin down.  For instance, what school or school district serves your neighborhood?  Do you have an active Homeowners Association? And how much does it cost?  Is there a swimming pool nearby?  Are you close (but not too close) to transportation portals.  Does your home back to open space or a busy street?  Are you in an area that is developing and improving or an area that may be a bit worn down and on the decline?  These are the intangibles that no "Zestimate" from Zillow.com or HouseValues.com can take into account when doing a quickie online survey of "What's My Home Worth?"  These can be great points of reference to look for additional intersections of data - but are often inaccurate valuations in either direction. 

 In "All Real Estate is Local" the chief economist for the National Association of Realtors describes how each region, municipality, neighborhood, street - even cul-de-sac - has its own set of characteristics that contribute to its property value.  If a home is over-priced it will languish in "never-showing-land".  Buyers are becoming more and more savvy and can spot a "test price" from 8 states away!

Most real estate agents will offer a complimentary market analysis to home sellers.  Give me a call if you would like to know the real value of your home in today's crazy market!

February 8, 2007

After sleeping in and missing the first 2 seminars I wanted to attend, I made it in the nick of time to Meet the Press.   I wasn't sure what to expect, no further class description was given.  Was it ever worth the five mile hike to the hinterlands to find the classroom!  What I have discovered is that of the dozen or more educational opportunities offered every hour or so, some are wonderful and some are horrible.  There is no way to filter out the bad from the good before you get there.  Meet the Press was like winning the lottery!  The four person panel was comprised of editors of the real estate sections of the Charlotte Observer, Allen Norwood; and the Orlando Sentinel, Terri Winefordner.  Also, public relations pros Laura Bennett of Bennett & Company, Inc. and Joyce Wilden of Mercedes Homes.  The discussion was all about what is newsworthy, how newsrooms operate, and how builders and Realtors can get ink.  GREAT STUFF!  I loved the presentation of actual real estate section front pages, what made the cut, and why.  Did you now that the value of publicity is ten times the cost of equivalent advertising?  Ten times as valuable, and costs NOTHING if you know how to get it!  Because it's coming from a third party it's three times more credible.  Credibility = sales.  In a survey of 11,000 journalists, 94% said they spoke with a marketing or PR rep last week.  90% choose their content online.  90% choose their story content by visuals so send photos (jpeg) and don't bore them.  They want to receive press releases by email, but receive 90% of their press releases by regular mail.  Headlines should be 6 words or less, the first paragraph should be 25 words or less, and it better be good because it will determine whether the 2nd paragraph gets read or the whole release gets deleted.  The bottom line is that they want a good story as much as you want to get mentioned.  Help each other!

My next class, Website Basics, was as bad as Meet the Presswas good.  So I slipped out and wandered onto the showroom floor and came face to face with a display for Carlyle Self-Adhering Roofing Underlayments.  As the word B-O-R-I-N-Gwas flashing across my mind, I caught a glimpse out of the corner of my eye of sparkling light fixtures in the Design House display.  I wandered over, admiring the glittering bling and minding my own business, when it happened again.  Around the corner I spied a vision of loveliness, another door to die for!  I must be fickle, because as much as I loved yesterday's door, this one swept me off my feet!  Yes, now I know it is possible to be in love with two doors at the same time.  This door was a massive iron door, probably 10 feet tall with beautiful glass and delicate iron scroll work.  I wish I had a camera to get a photo of me with my door.  Go to the website, look for Iron Door Designs.  Three photos rotate, one is of an arched entry door, my door.  The photos don't do it justice.  Although the application in the photo is definitely southwestern, the door itself has a contemporary and classy look.  I love this door!  www.portella.com.

Although I fell asleep in yesterday's construction class, Change Orders- Profit or Punishment, (punishment!) I decided to try my luck again to glean some pearls for my favorite builder client.  Essential Contract Elements to Keep You Out of Court & In the Black sounded riveting.  In fact, it was very good, I stayed awake and brought away a lot of great, usable information.  Dennis Dixon, the presenter, is author of Finding Hidden Profits: A Guide For Custom Builders, and a columnist for Custom Homes and the Journal of Light Construction magazines.  Very good stuff, lots of notes, knowledge is power, and 2007 is going to be a much more PROFITABLE year!

As for my new discovery of the day, something I have never heard of before, and would personally LOVE to have, is the BreezeDry indoor drying cabinet.  It uses circulating air to dry clothes indoors without heat.  It pulls air in from outside (or you can use indoor air) circulates fresh air through your damp clothes, then returns the air back outside.  It's a quiet, environmentally-friendly alternative to a traditional dryer.  And it's very cool.  www.breezedry.com.   

I came across this report I wrote when I attended the International Builders Show in Orlando.  I had fun reviewing it and remembering my VERY PRODUCTIVE time there at the Show.  I would encourage all of you who work with builders and new construction to attend every 2 or 3 years to stay up to date on the latest trends. 

 Day by Day

Highlights of the International Builders Show

Orlando, February 7-10, 2007

 February 7:  Opening day was a sensory overload!  I quickly realized that although I will be here the whole week, it will be impossible to see and experience everything!

 Product of the Day 

As I navigated the main floor full of products that would make any new homeowner (and Realtor) swoon, I was stopped in my tracks as I turned a corner and unexpectedly came face-to-face with....  Coaba Doors!  I stood there momentarily stunned, taking in the scene in front of me.  It was love at first sight!  These doors are to die for!  Coaba Doors has combined innovative new glass designs with time-tested door styles for a uniquely modern look.  Their several door collections are masterpieces of design and craftsmanship in wood and glass.  My favorite is the Geometric collection, and I believe it possible that a homebuyer could fall in love with the gorgeous entry door and decide to purchase the home, before ever stepping foot inside!  Check out www.caobawest.com. 

 I attended four educational seminars while my husband Rick perused miles and miles of aisles.  Two classes were outstanding, I couldn't take notes fast enough.  One was ho-hum, and in one I fell sound asleep!  (Fortunately, the guy next to me assured me that no snoring occurred...)

 The Art and Science of Breakthrough Creative was presented by three ad agency experts.  David Miles, President, Milesbrand; Beth Callender, Principal, Greenhaus; and Tom Weston, CEO Weston/Mason Marketing.  This was one class where I took copious notes of things I can start doing the minute I get home that will make difference.  David Miles explained the process of strategic development in a marketing campaign.  He focused a lot of time on The Brand Promise, with clips and slides of great ads to illustrate his points. Every builder thinks "Quality" is their brand promise.  Don't make this mistake, quality is expected.  Beth Callender addressed the Value-Price conundrum.  The key challenge in 2006 was to determine not just what price should be, but WHERE pricing would land as the market changed from week to week.  This uncertain market was exacerbated as builders desperate to make a business plan resorted to "smoking deals" advertising.  The result was already skittish buyers deciding the bubble had indeed burst and they may-as-well stay put.  It was a year of adjustment.  Even the most sophisticated and seasoned professionals just couldn't react fast enough to the market.  Key takeaway:  In this market, added-value alone will not be enough.  That doesn't mean you have to play the discount game.  Take the price hit, stabilize and then hit hard on value.  Break through the price-slashing clutter by promising (and delivering) a unique experience.

 Challenging Homebuyerswas my favorite seminar of the day!  My favorite quote - "Never underestimate the benefit of referring an unreasonable customer to your competition."  - Al Trellis 

 In all seriousness, I am thrilled to have received tools to work with behaviorally challenging buyers.  I learned that beyond your run of the mill behaviorally challenging home buyer, there are also innately challenging home buyers that are toxic and predatory, and once one of these zeros in on you, you essentially have no chance.  I felt so much better after learning this, considering one nightmarish experience I lived through.  Do you recognize these characteristics in any of your past or present homebuyers?

•  Toxic
• Predatory
• Crosses all functions
• General and ongoing agony
• Play people off each other
• Demean company personnel
• Demand extras for free
• Expect exceptions to normal procedures
• Ask to change contract
• Brag about lawsuits they have won
• Lie
• Play "What if...?"
• Manipulate
• Opportunistic
• Feel entitled
• Use sarcasm
• Yell
• Threaten
• Use foul language

 When you find yourself entangled with one of these predatory buyers, you actually have TWO problems.  The buyer, and something in your system that let this happen.  Your objective is to survive the relationship and contain the damage.  We were given some great defensive strategies.  I hope to never need to use them, but I now I will be armed and dangerous the next time a toxic homebuyer tries to work my builder over!