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How to Strive for Excellence When Selling a Home

By Tori Toth

The word “excellent” means to possess outstanding quality, and isn’t that what we want to promote to buyers—that your client’s home is the best there is on the market?

Too often though, I find a seller’s perception of excellence becomes unknowingly compromised by certain circumstances and rationalizations that have seeped into the way they currently measure their performance. Without knowing it, your habits and attitudes can affect your excellence at home, at work, and in life.

Let’s take selling your home, for example. I recently worked with a client who was sick of her house. She complained about the space and the layout. She stopped cleaning because she just didn’t care about the appearance of her space. This woman didn’t see the value in her home anymore despite asking for over-market value. If a seller doesn’t think of their home as a prized possession, how can they give the buyer their best? It’s impossible! The problem is that’s not how she felt about her home when she first moved in or else, why would she buy it? I needed her to tap into those initial feelings she had about her home in order to get her motivated about the staging upkeep and get her home sold.

It was a challenge to get her to strive for excellence towards something that mentally she had already written off, but then I taught her about the law of excellence I learned from the book “Who Kidnapped Excellence? What Stops Us from Giving and Being Our Best,” written by Harry Paul, John Britt and Ed Jent.

In this book the authors zero in on five core qualities of excellence that are needed to provide outstanding quality. When a seller is trying to obtain excellence, they need to showcase passion, competency, flexibility, communication, and ownership in order to affect the sale of the home in a positive manner. Let’s go in depth with passion and how a seller can use it to their advantage.

Most people try to start their day off right, but then somehow the daily grind may get to them. With passion, you get to choose your attitude, so why not choose the best one? See life as an opportunity and be willing to go the extra mile. My client, sick of her house, saw her home as routine and ordinary, and blinded herself to the flaws of her home because she no longer wanted to deal with them. She wasn’t looking at her home with fresh eyes, which was hurting the sale of her home.

The authors suggest to “develop a habit of approaching each day with a great attitude. Whatever door you need to go through, do it like it’s the first time you’ve ever been through that door, like you can’t wait to go out and explore,” much like a dog does when let outside. Yes, the dog goes out the same door several times a day, but each time the dog is excited, trembling with anticipation, and can’t wait to get out there and explore.

After rearranging my client’s home and organizing her closets, she looked at her home in a new way. By shaking up her routine, the transformation made her passionate about maintaining the space, which kept the home in better condition for showings and, overall, made her feel more passionate and less sick about the process.

To learn how to incorporate the other four core qualities of excellence when selling a home, read “Feel At Home: Home Staging Secrets for a Quick and Easy Sell.”

Tori Toth is a home staging expert, author of “Feel at Home: Home Staging Secrets for a Quick and Easy Sell, founder of The Stage 2 Sell Strategy and owner of Stylish Stagers, Inc. a New York City-based home staging company.

This post was originally published on RISMedia’s blog, Housecall.

Reprinted with permission from RISMedia. ©2015. All rights reserved.

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1.5 Million Homeowners Could Re-Enter Housing Market in Next 3 Years

According to a new study from TransUnion, more than 1.5 million homebuyers negatively impacted by the financial crisis could potentially re-enter the mortgage market in the next three years. This population of consumers negatively impacted by the financial crisis – commonly known as boomerang buyers – was defined by TransUnion as being 60+ days delinquent on a mortgage loan, having lost a mortgage through foreclosure, short sale or other non-satisfactory closure, or having a mortgage loan modification.

coupleTransUnion’s study found that approximately 700,000 boomerang buyers might be able to re-enter the housing market in 2015. Over the next five years, TransUnion anticipates 2.2 million boomerang buyers could re-enter the market.

The study analyzed the overall U.S. credit-active population at the end of 2006 (the end of the mortgage Bubble), the end of 2009 (the end of the Burst) and in 2014 to determine consumers’ ability to re-enter the mortgage market.

“Based on our study findings, the Burst had a significant and dramatic impact on many consumers’ ability to re-enter the mortgage market after suffering through the downturn,” says Joe Mellman, vice president and head of TransUnion’s mortgage group. “It’s been over seven years since the beginning of the mortgage crisis; this is significant because many derogatory items, such as foreclosures and short sales can prevent consumers from qualifying for a new mortgage for a period of time. As consumers responsibly manage their credit and pass these milestones, we anticipate a tide of newly mortgage-eligible consumers entering the market.”

TransUnion analyzed every consumer it could track between 2006 and 2014, which came to 180 million consumers. During the mortgage Bubble in 2006, 43 percent of that population, or 78 million consumers, had a mortgage. 42 percent of the recovered consumers currently have a mortgage, while 58 percent of the recovered consumers have not yet re-entered the mortgage market.

“As boomerang buyers who experienced foreclosures or other negative impacts become eligible to re-enter the mortgage market, they may not immediately do so if they are not aware they are eligible again, or feel daunted by their prior experience,” Mellman says. “Lenders can help consumers ease this transition with credit education programs addressing consumer eligibility, and help them better understand their borrowing options.”

Credit Score Impact

The study also looked at how big of an impact the mortgage crisis had on consumer credit scores. Between the Bubble and the Burst, 39 million consumers dropped at least one credit score tier. As of 2014, 16 million of these consumers had recovered sufficiently to reach at least the risk tier they were in before the Burst.

Despite the significant impact on consumer credit scores, a marked improvement in scores has also been observed for certain credit score risk tiers. The study found that 7 million more consumers have moved into prime or better risk categories (VantageScore® 3.0 credit score of 661 and above) between the Burst in 2009 and the close of 2014. Additionally, 8 million consumers left the subprime risk tier (VantageScore® 3.0 credit score of 600 or below) to enter higher risk tiers during the same timeframe.

“An important question lenders face is when to re-engage with consumers who have been challenged managing credit in the past. Despite the negative impact of the mortgage crisis on many consumers, we’re seeing promising recovery as consumers shift to lower risk tiers,” says Ezra Becker, vice president of research and consulting in TransUnion’s financial services business unit. While some lenders may be hesitant to offer loans to these impacted consumers, our data show these consumers are becoming better credit risks. Our study puts a framework around the re-engagement question relative to the mortgage crisis, and that’s good news for both lenders and consumers alike.”


For more information about the study, visit www.transunioninsights.com/boomerang.

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New Distributor Roger L. Gelpey takes over The Real Estate Book ® Boston North Shore

Local professional adds interactive print and digital real estate advertising to business portfolio.

publishingLAWRENCEVILLE, GA, June 16, 2015 –

The Real Estate Book®, the nation’s most established brand for marketing homes for sale, has announced a new independent distributor for the Boston North Shore market. Across 300+ markets in the United States, Canada, and the Caribbean, real estate agents are offered highly targeted local advertising tools. In addition, we provide expansive out of market exposure using integrated marketing packages with mobile, digital, and traditional media.

“We’re really excited to have Roger Gelpey involved with The Real Estate Book® of Boston North Shore,” said Adam Brown, Senior Vice President of the brand. “His local presence, knowledge of the community, and his commitment to provide outstanding service will make him a great marketing partner for real estate professionals in the area.”

Mr. Gelpey’s professional background includes extensive experience in the real estate industry, and has spent the past 20 years residing in Danvers, MA after growing up in Marblehead. Currently, Gelpey is a real estate investor and has been immensely involved in home improvement for over 30 years. Bringing a press run of 15,000 to the Boston North Shore market and unique expertise in construction, contracting and sales, Gelpey is very familiar with The Real Estate Book® and the local real estate landscape.

Distributors in over 300 markets across the U.S., Canada, and the Caribbean are working closely with the local real estate community to publish homes for sale in a locally distributed homes magazine, on the web, and through mobile marketing tools like text codes and QR codes placed on sign riders in front of the home.

“I am really excited to have the opportunity to bring The Real Estate Book® of Boston North Shore back to the region,” said Gelpey, “and I’m looking forward to helping the real estate professionals in the area market their properties, and support their branding goals.”

For advertising information, contact Roger L. Gelpey at 978-815-3466 or trebnorthshore@gmail.com

For more information on available markets and the opportunity, visit publishing.realestatebook.com or contact Patrick McGroder, whose contact information is listed below.


About NewPoint Media Group

NewPoint Media Group, LLC ™ specializes in targeted media solutions that include both print and digital distribution to create integrated advertising and marketing services that amplify overall effectiveness and results. Leading brands include The Real Estate Book, Mature Living Choices, Senior Living Choices, New Home Finder, New Homes & Ideas, and New Homes Journal. In addition, the Company’s Publications Print Division provides these services to a variety of industries. The Company specializes in integrating print and digital media to effectively reach and engage a targeted consumer audience through local print distribution, web, mobile, direct mail, and social outlets. For more information, visit http://newpointmediagroup.com.



Edgard Negron, Director of Marketing
Newpoint Media Group, 770-962-7220 ext. 24672

Adam Brown, Senior VP, The Real Estate Book

Patrick J. McGroder, VP, Market Development
NewPoint Media Group, 704-657-3886

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