Regarding the article “Marketing Your
Good Works” (September/October 2016,
page 32), charitable
giving should never
be required by a
broker or a brokerage
service or monetary
be from the heart
and not performed
or given out of necessity or obligation,
which is like having to pay taxes.
C. Roger Hardin, Melbourne Beach
Properties Inc., Melbourne Beach, Fla.
Gross vs. Net Pricing
It’s time we [appraisers] set brokers
straight on what a real sale price is.
Sellers’ concessions are being used on
many sales where I appraise homes.
Closed sales are listed on the MLS with
the gross sale price and sellers’ concessions included at the bottom with no net
sale price listed. These sales are being
recorded at the gross sale price.
More and more, I am appraising
homes where the gross sale price is over
list price. Brokers go nuts when a home
doesn’t appraise at this gross price. They
tell me the comps I chose clearly sold
higher than their property. When I tell
them they’re not considering the con-
cessions, they act like they have no idea
how this works. They think that because
concessions were used to finance closing
costs, the gross price is the actual sale
price. They use the gross when going for
listings and misrepresent the higher gross
as actual price and do the same when ne-
gotiating a sale. I am sick of this maneuver
and the brokers who make me out to be
the incompetent who is killing their deal.
Name withheld upon request, certified
residential appraiser, New York
SEPTEMBER 2016 Though the word is
associated with politeness, “please”
has a connotation of desperation. My
advice is to stop sounding like you’re
begging for business. We need to act with
confidence like any professional would.
That means never saying “please,” but
always saying “thank you.”
It makes sense to say “thank you”
instead of “please.” It can nearly replace
it altogether. “Please come in” can easily
be replaced with “Thank you for coming
Heidi Greer, GRI, RE/MAX Alliance,
‘Worst Question’ to Ask
a Real Estate Agent
FROM SPEAKING OF REAL ESTATE Michael Cuevas
with Fulton Grace Realty in Chicago says
consumers routinely ask real estate pros
this question though it has little bearing
on how e;ective an agent will be for them:
“What company do you work for?”
Real estate agents do not owe their knowledge, expertise, and success to a brokerage company. It is the agent who makes
every transaction a successful one.
Blanky Marquez-Bradshaw, Jackie Guelde
Realty, Kissimmee, Fla.
Disagree! The company that I work for
has the largest market share, the best and
most visited website, and services that
no other company in our area can o;er.
Clients often come to us just because of
our company reputation.
Bob Gilbert, GRI, SRES, Edina Realty,
Prior Lake, Minn.
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