Vol 205- A Little Horse Trading

What’s New?

“Whoa, whoa, whoa,” my son, Tristan said. “What are you doing with those butterscotch brownies?”

“I’m taking them to my meeting,”  I said.

“No you’re not,” Tristan objected.  “Those are tomorrow’s lunch.”

“Lunch?” I scoffed, “You can’t make a lunch out of a dozen brownies,”

“I know that,” Tristan countered matter-of-factly, “but it’s what I can TRADE for them that’s important.  Last time, I got two packs of chips, some candy and a Gatorade.  Your brownies are in high demand!”

Hmmm – that’s not exactly the lunch I was hoping for, but I get his point just the same.

Not surprising, “trading” one thing for another is part and parcel of most Real Estate transactions these days as well.  No sooner is a seller celebrating their  successful “pending” sale, then I have to remind them that the deal isn’t over yet.  In fact it’s just beginning . . . .

With inspections and appraisals still ahead of us, it isn’t uncommon for buyers to return to the table and expect a little “horse trading” should the inspections uncover new material facts about the property  – or even when they don’t.  This can come in the request to reduce the price, OR as a “punch list” of corrections, OR in the form of credits at the close of escrow – OR in combination. (Whoosh! That’s the sound of the wind being let out of your sails!)

Relax and let the process unfold.  Try not to project about what might or might not happen or get defensive about your lovely home – especially prior to any requests or demands.  Buyers are legally entitled to inspect any and everything –  even when you have already thoroughly documented the condition of the property.  And what’s more, you want them to. Inspections not only inform the buyer, they protect the seller from potential litigation down the road. (It’s much tougher for a buyer to claim misrepresentation if they have fully inspected on their own.)

Once presented with something in writing, ask yourself if the demand is reasonable and if it is, agree to the reduction or try to find a meeting place in the middle.  If you feel the request is unreasonable, then politely reject the addendum altogether or with a knick-knack paddywack, give the dog a bone (this old man came rolling home).  Either way, do your best to stay politely engaged on some level and above all else, keep the exchanges unemotional. This isn’t personal – it’s business. Frankly, it’s no different than asking the local Mercedes (or Prius) dealer to throw in the mats when you purchase a car.

If there is something you desire in return, now may be a good time to take advantage of the opportunity to trade something you want for something the other side needs in order to move forward with the sale, such as a few more days to  move out, access to the garage after the close of escrow, or a full release of all contingencies.  This is the time to trade tit for tat.

While this part of the transaction might come off more bitter than sweet, to many sellers, the reality is that in the current market, it is almost unheard of for a buyer NOT to come back and ask for something.  Unless your home has sold in multiple offers (that still occasionally happens btw) or has a firm back-up buyer in second position, you will fare better if you deal with the offer currently in front of you, than risk losing it and coming back to market with questions along the lines of “Why did the sale fall apart?”

Should you take offense at the inspection process and pass on offer number one to pursue offer number two (assuming there IS another offer waiting in the wings) ALL new discovery will now be part of any future transactions on the property. In short, you either deal with the findings now - or later –  but they aren’t magically going away and chances are they won’t be overlooked by another buyer either.

Take heart – this isn’t a problem, it’s a solution! The fact that the buyer hasn’t walked away and is still actively engaged in purchasing your property is a REAL opportunity.  Don’t jeopardize the sale over something as petty as pride or as destructive as denial.  (“We always lived here without bolting the foundation, so why shouldn’t they?) Don’t assume your standards of risk apply to the next homeowner – they don’t!

If we look at everything as an opportunity (as opposed to a problem), then the trading that results in the sale and transfer of your home can be ultimately very productive and within reason, almost any demands can find a meeting point.

Even if they aren’t quite as sweet as my butterscotch brownies!

What’s Coming?

Nancy Lehrkind has listed a classic Central Piedmont Traditional with 5drms (4 up!)/3bths, formal living and dining rooms with oak trim, arched, leaded glass windows, central staircase, hardwood floors and wonderful period details throughout.  This “diamond in the rough” offers a  convenient location and a wonderful floor plan that hits all the right notes for the buyer seeking a “fixer” opportunity!  Open Sunday, 2-4:30pm.  List price: $1,195,000.  www.grubbco.com

(I haven’t mentioned every special home – just a few of my favorites!  For a more complete guide, please feel free to email me at jgardner@grubbco.com or better yet, give me a call 510 326-0840!)  

What’s Pending?

There are currently only sixteen properties listed for sale in Piedmont, in a spread that runs from a modest home on Moraga Avenue (List price: $725,000) to a stunning mansion on Sea View (offered at $6,900,000)

Fifteen houses are currently pending and they include the recent sales of 11 Estrella Avenue (list price: $1,595,000) 312 Pacific Avenue (List price: $1,998,000) and 92 Oakmont (List price $895,000).  It’s slim pickins out there, but that’s typical for this time of year.

What’s Fun?

Halloween is definitely Spooky Fun which means the Piedmont Pumpkin Patch on Moraga Avenue is now open for business from 5-7pm each weekday evening and from 10am-6pm on Saturdays and Sundays.   There’s more than just pumpkins there so bring the kids and start your decorating!  We’re half way through October already - Boo!

The Piedmont Plug!

School is back in session, which means that we are all running hither and yon attending sports engagements, parties, fund raisers and the like.  Amidst all of these commitments, comes the Annual Giving Campaign, where each of us is asked to make a contribution toward maintaining the high level of excellence we have come to expect in our Piedmont public schools.

The Giving Campaign is in full swing now and will run through early January, with phoneathons scheduled for October 18-25 and again on November 9 (avoid the call and donate before they track you down). If you donate early, you’ll get a nice lawn sign that acknowledges your contribution. The signs will be delivered on Monday, November 7 and displayed through December 2.

Lawn sign or not, a substantial part of Piedmont’s school budget relies on our financial support, so give generously – our kids are relying on us!  Many programs wouldn’t exist without our care and commitment as a community.

For more information or to donate online, go to: www.PiedmontGivingCampaign.com.

See you next week!

Vol 203 – A Contest with a Skunk!

What’s New?

“Ew!  What’s that smell?”I asked my husband as I got out of bed, one morning last week.“Buck wrestled with a skunk last night and lost,” Cliff said.  “I can’t believe you slept through it – he went nuts. I let him out about 4:00 am this morning and he got into it but good.“  (Did he ever – phew!) 

This wasn’t the first time our dog, Buck, has lost a contest with a skunk, and it likely won’t be the last.  Our property is heavily wooded and all manner of critters share the space with us, from squirrels, to possums to seasonal wild turkey, to even an occasional deer – AND yes, unfortunately, skunks!  For the most part, the animals and I have reached an amicable understanding, which is to stay that we keep a respectful distance from one another. ( I won’t bother you , if you don’t bother me.) As most of these cohabitants come out at night, it’s an implied agreement that’s fairly easy to honor.Except when Buck gets out in the wee hours of the morning and accidentally comes across an unsuspecting furry friend (or enemy) - then the whole neighborhood gets an earful. (Sorry gang.)

At poorly timed moments like this, I try to remind myself that it’s not Buck’s fault.  Labs are bred to be hunting companions, so I can hardly blame him for following his finely honed natural instincts.  Still, irrespective of his love for the chase, Buck has yet to win a contest with a skunk (or even a squirrel for that matter).

“Quick, open the windows, ” I instructed my husband, ” No, close them, it’s worse outside!”Unfortunately, I had my own contest recently that involved a bit of “skunky behavior” by another Realtor from outside our area, who regretfully, represented a listing on which I represented the buyers. The further we got into the transaction, the clearer it became that everything wasn’t exactly above board (phew!).  This deal involved a “Short Sale” and as short sales go, it may have been fairly standard, except that it didn’t smell quite right from the get go. (Shucks - time to catch a varmint!)

Thankfully, those kind of antics are atypical in my profession. For the most part, Realtors try to play it straight as our paths tend to cross over and over again.  As such, it behooves us (as well as our clients) to deal honestly and fairly with one another.  Especially as it’s very likely that within a few short months, we will be facing one another again at the negotiating table – often in reversed roles!

So with the keen help of my Broker, the involvement of the Title Company manager, a flexible lender, and my incredibly adaptable Buyers, who artfully adjusted with each new wrinkle, we managed to clean up the transaction and close escrow late last week.  (Nobody ever said short sales were going to be easy  – or short; they’re neither.)  Moreover, we did it while keeping everybody’s integrity intact and with little fallout or drama.  Now that’s the art of the deal. . . .

Suffice it to say that during challenging Real Estate transactions such as this one, I am reminded of just how important it is to have a clear understanding of the objectives we seek and why being represented by a licensed, ethical REALTOR is a very good idea indeed. When one can’t control the actions of the other players involved, it’s incumbent upon us to make sure our side of the street remains clean, while striving to deliver the desired results. 

This wasn’t a run-of-the-mill kind of encounter (more like a skunk in the night) and it required much more than the perfunctory duties we often perform as agents (it required fumigation, to put it bluntly).  Suffice it to say, with careful orchestration and the unyielding desire to “get it right,” The GRUBB Co. was ultimately able to deliver a very successful outcome for our very patient buyers.  In other words, we prevailed – in spite of the  “skunk in the woods.”Regretfully, Buck’s encounter ended much less successfully – with a vigorous tomato and peroxide bath and a trip to the showers (at least the water was warm).  Unfortunately, my dog still smells like burned rubber – Yuck! 

Does anybody have a cure for that?

What’s Coming?

Dana Cohen has just listed a “diamond in the rough” on the Piedmont side of Montclair.  Bring your contractor to this charming and light-filled 3bdrm/1.5bth Mediterranean at 5946 Johnston Drive.  This “fixer” sits on an expansive lot (approx. 1/4 acre per public records) with front lawn and park-like grounds and is just a few blocks to top schools, Montclair Village, recreational facilities and freeway access. Listed price: $479,000.  Open Sunday, 2-4:30pm. www.5946Johnston.com

Karen Starr has listed a fabulous duplex opportunity at 1321-23 Glenfield Avenue in the Glenview District of Oakland.  This charming, well-located duplex has two spacious, side-by-side “Townhouse-style” units that are stone’s throw to Marzano’s on Park Boulevard, and  offer conveneint access to the city and Highway 13.

Vol 201 – A Fly on the Wall

What’s New?

“You don’t suppose I could just quietly sit downstairs during the Open House?”  my client plaintively asked.  “I’d love to hear what people are saying.”  (Uh, no you wouldn’t.)

It’s not that I don’t understand your desire or your inclination to be a “fly on the wall.”  After weeks of purging, cleaning, and preparing your now fabulous home for the market, it’s only natural that homeowners want some well-deserved feedback. (Of course they do!)

“Absolutely not,” I replied, as sternly as any second-grade school teacher, as I handed them their bags and gently pushed them out the door.  “You need to enjoy an afternoon OFF while I take care of the prospective buyers and their agents.”

The truth is there is nothing more off-putting to buyers than having the expectant sellers remain in the house while they walk through it.

Take it from me, there’s a host of good reasons why homes are sold via third party negotiators and why agents do their best to keep buyers and sellers APART until AFTER the property closes escrow.  Once the property has transferred ownership, by all means, feel free to meet and discuss the drip irrigation system, the combination for the alarm code, and the wild turkeys that visit the property each fall.  (Just don’t do it before then.)

The fact is that no matter how beautifully appointed your home, or how meticulously you have worked to make it darn near “perfect,” the new buyers are very likely to repaint the walls, refinish the floors and start mentally tearing down walls.  It isn’t at all uncommon to hear them speak about “gutting the kitchen,” “changing out the baths,” and “ripping out the organic garden,”  even when - and especially if - the sellers have just put them all in!

I have a very good friend who lives by the credo: “What other people think of me is none of my business.”  And from where I sit (guiding anxious buyers and sellers)  I think it’s a philosophy well worth embracing.  No matter how much time and care you have invested in your spectacular home, it won’t reflect the taste of the next buyer – nor should it (the home represents your life story – not yet theirs).  It’s almost a foregone conclusion that the new owners will move in and quickly start changing . . . just about everything.

That leather-tufted wet bar downstairs you love – they hate.  The floor plan that works so beautifully for your family – is problematic for theirs, and the views that provide unbelievable serenity - are way too far up the hill.  Groan . . . (and that’s just from my perspective).

It’s not hard to imagine just how well these “keen  observations” go over with emotionally attached sellers who have recently spent a fair amount of time (and money) prepping and staging their lovely home for sale.  Selling a home is emotional enough without overhearing these off-handed, “constructive” criticisms and remarks, isn’t it? (Yes, it is.)

Yet here’s the essential element sellers need to understand (are you listening?): buyers cannot begin to place themselves in the home without these conversations taking place.  AND what’s more, they can’t speak freely with you in the home.  So do yourselves a favor and plan an afternoon at the movies, go shopping for your new residence or taking some well-deserved time off! (Trust me, I’ll take it from here.)

Kiss your house goodbye, wish me a successful Open House, and save your desire to meet the buyers until the day you hand over the keys and the remote controls.  Take your memories with you and thank the house for all it has carried you through.  If you can do that, you are bound to have a much better (and happier) result!

What’s Coming?

Dana Cohen has just listed 312 Pacific Avenue in Piedmont.  This masterfully updated 3+Bdrm/4bth, Central Piedmont Traditional with panoramic SF Bay and Bridge views features a spectacular gourmet kitchen with island that balances art and function, spacious family room, expansive windows, THREE fireplaces, den, study loft, wine cellar, and separate guest suite. With intimate spots for curling up with a good book, beefy mouldings and attractive attention to detail throughout, this “Nantucket-type” home could sit as easily by the seaside as it does on the hillside here in Piedmont.  Open Sunday 2-4:30pm.  List price: $1,998,000 www.312PacificAve.com (site up on Thursday) 

Mindy Scott presents 11 Estrella in Central Piedmont. This classic beauty on a tree-lined street, features gracious entry, elegant formal living and dining rooms, four bedrooms up, play room down and wonderful level lawn and garden!  Open Sunday, 2-4:30pm.  List price:   $1, 595,000.  www.grubbco.com

Jeff Robarts has just listed a classic Stucco Traditional at 113 Arbor Avenue in Piedmont.  Featuring formal living and dining rooms with built-ins,  handsome central staircase, period details, and a sunny eat-in kitchen and family room that flows out to a level lawn and patio. This charming 3++bdrm/2+bth home is not only conveniently located, it’s also a terrific value.  Open Sunday, 2-4:30pm. List price: $1,095,000. www.113Arbor.com

Steve Michaledes has just listed 868 Leo Way - a gorgeous  4+bdrm/3+bth Traditional on a flat, secluded, cul-de-sac near Montclair Village. Featuring an engaging open floor plan that surrounds a central courtyard, spacious gourmet kitchen with adjacent family room overlooking a sprawling lawn/play structure, au pair/media room and designer details throughout, this spacious, yet inviting home offers a coveted location, easy commute and spectacular “turn-key” conditions.  Don’t miss it!  List price:$1,4oo,ooo. Open Sunday, 2-4:30pm. www.grubbco.com

Tricia Swift has listed 6020 Bullard Drive, in Oakland. On the Piedmont side of Montclair, this 4bdrms/2++bth Traditional estate-like home sits on 1/4 acre, with level-out surrounding garden, and features an elegant formal dining room, generous living room and adjacent den – each with fireplace - and a big bonus room over the garage.  Add an extremely serene and private setting – close to Montclair Village – public transit, easy commuting, and the Sunday Farmer’s Market, and you have the components of a wonderful home!  Open Sunday, September 25, 2-4:30pm. List price: $1,537,500

Bebe McRae brings 1330 Albina Avenue in North Berkeley to the market.  This Historic Victorian Masterpiece offers the finest craftsmanship and artistry and has been impeccably restored.  Open for the first time on Sunday, September 25, from 2-4:30pm. List price: $2,500,000. www.grubbco.com or www.1330Albina.com

(I haven’t mentioned every special home – just a few of my favorites!  For a more complete guide, please feel free to email me at jgardner@grubbco.com or better yet, give me a call 510 326-0840!)  

What’s Pending?

The well-priced Mid-Century at 15 Calvert Court quickly found a buyer and is now pending (List price: $998,000), as did the ultra-chic home at 162 Estates Drive (List price: $1,299,000).

While sellers often question the speed of a short transaction, understand that the “brevity” represents a very successful result.  You want your relationship with your Realtor to be short and sweet. The longer we hang around the less desirable the outcome.

What’s Fun?

The 2011 Rockridge Kitchen Tour takes place on Sunday, October 2, 12:30-5:30pm.  Visit nine stunningly renovated Rockridge kitchens, ranging in style from classic craftsman to cool contemporary.

Advance tickets may be purchased for $35 at www.rockridge.org or for $40 on the day of the tour at the College Avenue Presbyterian Church at 5951 College Avenue, beginning at 11:00am.

What a great way to spend the afternoon and gather ideas!  

The Piedmont Plug!

Have you discovered LOCAL yet?  If not, stop by this trendy cafe at 4395 Piedmont Avenue for a delicious bite.  Currently serving breakfast and lunch, this swank little eatery has put together a creative menu that’s sure to please.

See you next week!

Vol 199 – Don’t Force the Fit

What’s New?

“Can I help you find anything?” the hip, young salesman at J. Crew eagerly asked. “Yeah, you can help me find my youth,” I thought as I beat-feet out of there.  It took only a quick glance through the racks for me to realize that the J. Crew fall collection was NOT designed for my middle-age demographic.

First of all, there was nothing above a size four in the store, and second, there was nothing above a size four!  The same can be said for the majority of other “women’s” shops I visit these days that seem more suited to pre-teens than to any of the women I see or know. (Just who are they designing for anyway? Not me!)

While I’m not yet ready to surrender to elastic waistbands and drawstrings, let’s get real – the days of mini skirts and hot pants are well behind the majority of us forty (plus!) gals.  With the rare exception of Jennifer Aniston, I find that looking good as one ages, is more and more about creative draping and skilled tailoring. 

Mind you, this isn’t necessarily a size or weight issue, but candidly speaking, clothing tends to hang a little differently than it did when we were younger (and hadn’t yet given birth). The truth is that no matter how well we women keep it together, there comes a point in time at which we should adjust our personal style and donate what no longer accentuates our best features (uh, that would be my ankles).  With respect to “flaunting what you’ve got,” perhaps it’s time to pass this mantle on to a younger, hipper, braver generation (also known as our daughters)!

With respect to Real Estate, there are moments in the heart of a deal, when I can literally hear and see my Buyers struggling with the “fit” of a home.  They like the house, but they are not quite sure it meets ALL their needs.  OR . . . they are in contract and have discovered unwelcome surprises that now make them uncomfortable moving forward.  OR . . . they are worried the costs to maintain or remodel the property will be too great.  OR . . . they’re not really sure the East Bay is really the right move for their family after all – and so it goes . . . . 

There are a host of good reasons why a house that initially caught your eye, no longer “fits” the same as it did before and why the bloom has fallen off the tree.  At which point, I want to assure you that whatever choice you make about moving forward or exiting the deal, it will be okay. However, if you want to see it through, even the most dire objections can be overcome with a talented architect, a skilled contractor, and some well-intentioned negotiation.   

Brick foundation? Yes.

Lack of permits? Yes.  

Extensive drainage issues? Yes.

Fear or paralysis?  Probably not.

The fact of the matter is, if you are squeezing into size four jeans - when you actually need a ten - the “fit” is going to suffer.  Not that you can’t fool yourself into thinking everything still looks good; it’s just that maybe you shouldn’t force the fit.  If you have to “talk” yourself into a home, it’s probably not the right property for you in the long run.  Let it go and move on.  As hard as it is to say good bye, there will be other opportunities and other homes that “fit” much better (I promise).

On the other hand, if you decide to move forward - despite your initial objections – than you’ll have to accept the “unknowns” on the house; “own” the decision and embrace the process. Have some faith, if you love the property enough, you’ll work through the imperfections and take on the risks (hmmm, sounds a bit like marriage).    

In either case, understand that “the perfect fit” probably exists only in magazines – and even then, those multi-million dollar homes are professionally styled for days before the photographer shows up and points the camera.  With no curtains, pillows, or miscellaneous items out of place, these architecturally, perfectly designed homes don’t really reflect reality; they reflect our fantasies. Don’t get too caught up in the “perfect image” – it isn’t real.   

Speaking of reality, I’m off to the semi-annual sale at Nordstrom’s -they’re  not exactly fashion forward but at least they have pants in my size!

What’s Coming?

At long last, I am ready to unveil my fabulous listing at 75 Castle Park Way in Montclair.  On a much coveted street, this sunny Mid-Century Contemporary is on the market for the very first time! Featuring updated kitchen and bathrooms, Bridge and City Views, sophisticated open floor plan, TWO family rooms, billiard room, office, mature meandering gardens and inviting front courtyard, this captivating home is truly special.  Open Sunday, September 11, 2-4;30pm.  List price: $1,100,000. www.75CastlePark.com (site up on Friday).Dana Cohen has just listed 15 Calvert Court in Piedmont.  Offering “easy living,” this serene 3bdrm/2bth, one-level Mid-Century on a quiet cul-de-sac  features an open living/dining room with cathedral ceilings, updated eat-in kitchen, family room, two fireplaces and master suite with walk-in closet.  A level lawn, mature gardens and private brick patio create a seamless transition from indoor to outdoor entertaining! Open Sunday, 2-4:30pm. List price: $998,000. www.15Calvert.com  (site up on Friday).

Mindy Scott has just listed 19 Littlewood Drive, in Piedmont. This spacious Traditional on a private cul-de-sac offers  “Great Room” living with BIG kitchen and dining room opening out to a level garden and lawn.  Featuring a main floor bedroom/den, plus four additional bedrooms and a family room up, this very gracious home is move-in ready! Call Mindy Scott for more details at 510-339-0400. Open Sunday, 2-4:30pm.  www.grubbco.com

Karen Starr brings 17 Eucalyptus Road in the Claremont neighborhood in Berkeley to the market. This quintessential Brown Shingle home with Bay and City views and romantic gardens behind a quaint stone wall, offers 4bdrms/3bths. Circa 1907 and designed by Charles Kaiser, this charming home, near College Avenue Shops, restaurants, Rockridge BART and the Claremont resort, is as special as they come.  Don’t miss it – it’s getting LOTS of attention and for good reason. List price:$1,295,000. www.grubbco.com

Tricia Swift has listed 6020 Bullard Drive, in Oakland. On the Piedmont side of Montclair, this 4bdrms/2++bth Traditional estate-like home sits on 1/4 acre, with level-out surrounding garden, and features an elegant formal dining room, generous living room and adjacent den – each with fireplace - and a big bonus room over the garage.  Add an extremely serene and private setting – close to Montclair Village – public transit, easy commuting, and the Sunday Farmer’s Market, and you have the components of a wonderful home!  Open Sunday, September 18, 2-4:30pm. List price: $1,537,500

 (I haven’t mentioned every special home – just a few of my favorites!  For a more complete guide, please feel free to email me at jgardner@grubbco.com or better yet, give me a call 510 326-0840!)  

What’s Happening?

Labor Day is behind us and the summer market is officially over.  For Buyers still committed to the home buying process, expect to see a final flurry of new introductions within the Fall Market before the opportunities thin out considerably as the Thanksgiving holidays approach.

It’s a typical pattern that plays out year after year. It’s good news for both Buyers and Sellers as there is still ample time to take advantage of unbelievably low interest rates! 

What’s Fun?

It’s the Annual PCC Picnic! 

Grab the kids and join your friends and neighbors at the Piedmont Community Church picnic on Sunday, September 11, beginning at 11:30am. Rock out to the down-home music of The Royal Deuces and enjoy the BBQ and the last of the summer fun.

The Piedmont Community Church can be found at 400 Highland Avenue and everyone is welcome.

The Piedmont Plug!

On your Mark, Get Set, Go!

The PUSD Wellness Center, in partnership with the Piedmont Education Foundation, is thrilled to announce its first ever FallFest 5K Run/Walk on Saturday, September 24, at 8:00am – check-in begins at 7:00am at the Piedmont Community Hall.

Proceeds will help sustain the school district’s vibrant Wellness Center, which currently serves students in grades 6-12.  To find out more or to register your family, got to www.piedmontfallfest.org . Adults $30, children (13 and under) $20.

Come and out and Support this wonderful organization.

See you next week!

Vol 197 – The Quintessa! August 24, 2011

What’s New?

Leave it to my husband and son to maximize their “winning opportunities.” Each year when we head to Tahoe, the Backgammon board comes out for marathon sessions of competitive Backgammon. Between Cliff, Tristan and his buddy, Andrew (who has joined our family vacations for years), these boys don’t mess around.  In between hikes and trips to the lake, the dice are rolling all day long and well into the evening.

Their good-natured ribbing of “I beat you so I’m the world champion,” is nonstop as they challenge and play each other over and over again. So competitive are these games, that they have actually instituted a last ditch final roll, that allows the losing opponent to “take” the game from the other by rolling “The Quintessa.”  Huh?

For those unfamiliar with “The Quintessa,” (and that would be everybody) let me enlighten you . . . “The Quintessa” happens when the heretofore “losing” player rolls  a four and a two (don’t ask, the back story is too long) which automatically trumps the winner. (Did you follow that?) At which point, the now debunked winner can “Reverse Quintessa” their opponent to reclaim the throne by also rolling (you guessed it) a four and a two.  In short, it ain’t over ’til it’s over!

That concept is a bit true of real estate as well.  Absent an “All Cash” or a “Contingency Free” offer, once a purchase contract has been presented and accepted (aka: ratified), it ain’t over, ’til it’s over. Typically, there are still several inspections to be performed, an appraisal to be conducted and a loan that must be guaranteed and underwritten, prior to the close of any escrow.  At any point within these contractual time frames, the buyer may come back and ask for a reduction in price, credits towards close of escrow, or repairs (hmmm, that’s interesting) OR in a worse case scenario, walk away from the deal altogether.  So Sellers – consider yourself warned.  In other words, don’t open the champagne just yet.

Forget the Sellers’ Market of yesteryear, where anxious buyers often lined up to buy a house for tens or several hundred thousand dollars over the asking price AND assumed ALL defects, no questions asked. (Those good ol’ days are long, LONG gone.)

Conservative buyers today are prepared to do battle over any “new discovery.” (“New Discovery” is information that wasn’t provided in the Disclosure Package prior to the offer date or develops later during the inspection period.) Once “new discovery” is uncovered, a savvy buyer is very likely to return and ask for all, or part, of the damages they seek.  You as the seller, may agree or disagree with the request and counter back in turn.  It’s a bit like “The Quintessa” as each side vies for top position (without the finger pointing and screams of sheer joy).  

However, instead of a “winner” and a “loser,” it’s more likely the buyer and seller will compromise on a solution that allows each party to get a bit of what they want and need. With all due respect to gamesmanship, we’re seeking  a “win-win” outcome here.

While it may feel great to obliterate the opponent in Backgammon (Quintessa!), in Real Estate it isn’t especially helpful or productive to a transaction to become entrenched in a position, to set unrealistic expectations, or to lose perspective altogether.  In fact, it’s been my experience that an overly aggressive attitude can knock a client and their agent out of a deal very quickly and send the buyer or seller onto the next more amenable opportunity.

So let’s not count on a last minute roll of the dice instead of a well considered strategy to secure a victory.  Should an unwelcome surprise come up, let’s seek to find solutions, instead of focusing on the problems. In otherwords, let’s play fair and let’s have some integrity around any decisions or requests.  With this in mind, my goal is to “maximize your winning opportunities,” and deliver you the desired result.

(Now you can pop the champagne!) 

What’s Coming?

Stay tuned for my newest listing at 75 Castle Park Way in Montclair.  On a much coveted street, this sunny Mid-Century Contemporary is on the market for the very first time! Featuring updated kitchen and bathrooms, Bridge Views, sophisticated open floor plan, TWO family rooms, billiard room, office, meandering gardens and inviting front courtyard, this captivating home is quite special.  Open Sunday, September 4, 2-4;30pm.  List price: $1,100,000.

Katherine Cooper has just listed a fabulous and elegant Mid-Century home at 11 Huntleigh in Piedmont. Featuring 4bdrms/4.5bths, TWO family rooms and a refreshing pool, this all-level retreat will be open this Sunday, 2-4:30pm.  List price: $1,975,000. www.11Huntleigh.com

Michael Friedman offers easy living in his newest listing at 6384 Estates Drive, just a few short blocks to Montclair Village.  This updated 4bdrm/3bth home on the Piedmont side of Montclair, features wonderful inside/outside flow for entertaining, lovely gardens and private master suite with Bay view. Open Thursday, 10:00am-1:00pm and Sunday 2:00-4:30pm.  List price: $798,000. www.grubbco.com

Carol Brown has just listed a smart, 3bdrm/3bth, 1980′s Contemporary at 6505 Harwood Avenue in the heart of Rockridge. On a tree-lined street near the BART station, Chabot School, and College Avenue, this bright, light-filled, split-level home, features an open floor plan, soaring living room ceilings, an updated eat-in kitchen and a separate downstairs family room. Open Thursday 10am-1:00pm and Sunday 2-4:30pm.  List price: $749,000. www.grubbco.com

Don’t miss Dana Cohen’s newest listing at 6833 Armour Drive in Montclair. Entertain in style and enjoy Bay views in this 2004 custom built post modern with 4+bdrms/ 3++ bths. This dramatic home, full of warm finishes, features a chef’s dream kitchen with island, expansive master retreat with spa-like bath, home office, large family room and private guest suite, view decks, level lawn, native gardens and a two car garage with elevator. Open Sunday, 2-4:30pm. List price: $998,000 www.6833Armour.com (site up on Friday).

Finally, Jane Anderson and Nancy Lehrkind have teamed up to bring