I improved a neighborhood BEFORE it was a neighborhood

10,000 trees.  That is how many I planted in what is now known as The Enclave at Chilesburg.

It was the mid 90s.  Back then Andover Hills was a fairly new neighborhood.  There was a 32 acre parcel that was outside the urban service area.  The developers, Bob Miller and Lynwood Wiseman, decided they would build their own houses on it.

Bob Miller went first.  He had Jose Oubrerie design his house while he was in town serving as Dean of UK’s College of Architecture.  Oubrerie learned a thing or two about architecture from his time with a more recognizable name in architecture, Le Corbusier.

miller-6

miller-1

Ok, that is the history of the place before my time planting trees.

Bob Miller was a lawyer.  My dad was a lawyer.  All lawyers know each other because half of them have been partners at one time or another.  Anyway, my dad was good friends with one of his partners and that is how I found out about the job to plant 10,000 trees.

I had seen Bob Miller’s house only from the road.  This was long before Hays Blvd existed.  There was just the little country road over there and it was called Walnut Hill-Chilesburg or something like that.  In the fall and winter, you could see the house from that road.  I had always wondered what it was since it is unlike anything else in Lexington.

Bob gave me the address, which was then on Maple Ridge Road in Andover Hills.  I remember wondering how I was going to plant that many trees on a neighborhood lot-this was before google earth.  I pulled up to a driveway between two houses at the end of the cul de sac and there was a gate.  It opened and I followed the road to the house I had previously only seen from a distance.

I was speechless as I approached the house.  It was a piece of art to me, surrounded by 32 beautiful acres as it’s frame.  There was a pond in front of the house….well, it was really the back of the house but you saw it first as you came down the driveway.

Bob liked trees.  He had made a walking trail all the way around the place, which is now part of the neighborhood.  He wanted to make a forest in the middle.  So, I spent a few weeks randomly planting about 8 different types of saplings all over the field across from his house.

One late afternoon, I took a break and gazed across the land that is now Chilesburg.  I remember thinking that one day, I would bring my kids to see these trees when they were huge.  The trees when they were huge, not my kids.

Another time I was out planting, Lynwood Wiseman came out in his Nissan Pathfinder and gave me a hard time about planting where he was going to build his own house one day.  He drove over most of the freshly planted trees on his way in and out.  I told him I was only doing as I was told and he would need to talk to Bob about it.  Few people disliked Lynwood.  Everybody else hated him.  Lynwood would eventually build his house on the opposite side of the pond from Bob Miller.  It is still there, right in the middle of the neighborhood.  The pond is long gone, filled in to make lots for new houses.

I was in an architectural program at LLC at the time.  I told several students and a few teachers about Bob’s house.  Word got over to the College of Architecture.  Turns out that Bob had involved many students in the designing and building of the house, allowed it to be photographed for various architecture books and magazines…..and then closed the gate once it was all over.  I was the only person those architecture loving people knew who had seen it in person.  I asked Bob if I could take some pictures and make a video of the place.  I did not realize at that time how private he was about the house.  I have always appreciated his kindness to me for that.  The video I made ended up in the UK College of Architecture’s library.  It was a VHS tape.  I sure hope somebody converted it to a DVD.

miller-5

Those were happy memories for me.  Then there were some unhappy memories of that place.  Bob Miller passed away.  His wife Penny, who was the inspiration for Penny Lane in Andover Hills, sold it to a developer.  That developer went belly up.  The house was vandalized many times.  While it finally did get an owner who appreciates it, it just isn’t the same for me when I see it now.

I did take my kids to see the trees when Ball Homes began to develop the land.  About half of them are gone (the trees, not my kids).  They are about 30 feet tall I guess.  I think of all the people who picked their lot because it backed to the wooded area that I helped create.  I think of how nice it felt the day they were planted, when I was out in a beautiful field, the only sound being the wind passing through trees, and Bob’s house in the corner of my eye.  I also think about the day when somebody backing to my trees calls me up to list their house, and I get to tell them everything you just read.

The Postcard Predators almost got her house

She has a house she needs to sell.

She kept getting postcards in the mail from predators promising to pay a fair price for her house and close quickly.

She called them.  They pestered her like debt collectors.  The stress put her in the hospital.

She doesn’t know what the house is worth, or how the process works.  That is exactly what they hoped.

Her relative called me.

I listed the house, but before I put it on the market, I showed it to the investors who had called her.  One guy had gone as far as sending a contract and earnest money check to her estate attorney.  When I told him I was now involved, he tried to say he had already bought the house.  I told him to show me a signed contract.  He didn’t have one because it didn’t exist.  He was mad because he wasn’t going to be able to take advantage of her.  He vented quite a bit, but I refused to engage him.  He tried to say he wasn’t sure he was even going to make an offer now.  I told him he could think about it and let me know later…..because I knew he was just wanting to see if I was afraid to lose his offer.  When he saw it didn’t phase me one bit, he raised his offer by $5000.  He was still close to $10k less than I think I can get for her.

I told her that unless she needed the cash super fast, she would get more by exposing it to a bigger buyer pool.  I told her that the Postcard Predators will always be there if she needed a faster sale.  She agreed.

We got the first showing scheduled about 15 minutes after I posted it on the MLS.

I will get her the most money possible for her house.

I am happy that I could protect her from the Postcard Predators.

3 ways to win in multiple offers

Almost all my listings this year have sold in multiple offers.  That was something to brag about several years ago, but now it is pretty much the norm if the house is priced right from the beginning.

One listing had 7 offers the first day on the market.  Everybody wants the same house these days.

Since only one buyer can get the house, that means that there are others buyers who lost out.  It’s a tough time to be a buyer.

Since my work is almost always split 50-50 between sellers and buyers, want to know how to get the house you want and send all those other buyers off to fight over another one?

  1.  To begin with, go in strong.  There is a difference between overpaying for a house and offering 100% of what it is worth.  An agent should look at the comparable sales and know the value. You are going to pay top dollar for any decent property right now, so write an offer that the seller is likely to just accept.  The more time you waste on negotiating gives other buyers a chance to take the house from you.  Your battle is with the other buyers, not the sellers.  On my listing with 7 offers, we didn’t even consider any of them that had a contingency to sell or those that came in less than full price.  When you have so many good choices, a buyer can often be rejected over something minor.  When I have the buyer, I like to ask the listing agent how they want to receive the offer.  Most of us use an electronic signature program, but some agents don’t.  I mainly ask to show that I am going to be easy to work with.  Keep in mind it is like speed dating for the listing agent-they only have so much time to deal with each offer and the buyer’s agent.  I want to make it as easy as possible for them to pick my client.
  2. Don’t do anything wonky.  If the seller didn’t offer to leave their curtains, then don’t ask for them.  Don’t ask for early possession.  Don’t ask for more time than is normal for the inspections to take place.  This market is not one where you test the seller….unless you want to remain homeless.  A good, clean, simple offer is what all listing agents are wanting.
  3. Think like a seller.  Most sellers these days expect to get around full price for their houses, some even get a little more.  Believe it or not, few sellers actually care about the absolute highest offer.  Usually, the highest offers are really close, so what becomes important are the secondary terms.  The seller is concerned about your financing, so have a preapproval letter from a reputable lender.  They care about how the inspection goes, so schedule it as soon as possible.  The less time they have to worry about that, the better you look.  They care about the closing date, so be as flexible as possible.  I always ask the listing agent when the seller would like to close.  A lot of the time the seller has another closing to coordinate.

You know, I’ve been doing this for 11 years.  It is still awkward for me to write this advice.  It wasn’t too many years ago I was telling sellers how to attract buyers in a tough buyer’s market.  I was telling buyers how to bring a seller to their knees and beg you to buy their house for probably less than they paid for it.  Times change though, and this is where we are now.  And this is what you’ve got to do to get a house today.

 

When do you know you’ve found the right house?

“We pretty much know as soon as we walk in.”

I was covering for an agent that was on vacation this week.  This is what one of her buyers said to me when I commented that they didn’t spend much time in the first house I showed them.  I often hear this from my own buyers.

You know what this means?

A lot of people base their decision on how they feel.

I’ve always said you could find a house with all of the items on a buyer’s must have list, but they still might not buy it.

This is why that first impression when a buyer walks through the door is so important.  If your house isn’t perfect, you are better to have the the rooms a buyer sees in the first few minutes looking better than the last few rooms they see. If a buyer likes what they see at the beginning, they are more forgiving of little things they don’t like later.  It doesn’t work in reverse.

I recently sold a house in one of my favorite neighborhoods.  It sold for about $3-4k more than it should have.  Sure, the market is hot, and we did get multiple offers…..but I think we got TOP TOP dollar for it because the seller’s decor was so attractive.   They had the right colors, the right furniture and everything else just right.  The house felt good.

And I bet the two buyers who made offers the first day on the market both  knew they wanted it as soon as they walked in.

 

Bully sellers and what happens to them

I just got a call from an agent who I almost sold a house with several months ago.  This agent wanted to see if my client had bought anything yet.

My client had a contract to buy this agent’s listing.  My client had it inspected.  There were two pretty big things wrong that needed some attention.  We were told by this agent that my clients needed to take it like it is or walk away, because we were being crazy…..AND that we had to decide by 7:PM that night or the seller was walking away from us!

We walked away since the only other option was unacceptable.

The listing came back on the market.

Sold again.

Back on the market again.

Reduced.

Still hasn’t sold.

The funny thing is that I saw all this coming.  I knew that any buyer would have the same concerns that we did.  We used a good inspector.  My clients were reasonable.  I was being reasonable.  It should have worked out.  Problems with the seller’s house don’t disappear if the buyer moves on.  They just sit there until the next inspection.

The best thing this agent and the seller could have done is thrown us a bone-meaning offer us something to have stuck in the deal.  Negotiate.  Make a good faith effort.

Didn’t happen.

Must not have happened with the second buyer either.

Meanwhile, my clients are enjoying their new home that we closed last Friday and this agent and her seller are waiting for a third buyer.  It is a nice house with two solvable problems.  It just needs an agent and a seller who would rather solve problems than give ultimatums.