The Value of Being Prepared, By Deniece Watkins

I once saw a book sitting on the passenger seat of a vehicle parked next to mine that was titled "Who You Are is Where You Were When." Although I have not read the book, the title was poignant enough to stay with me for over 20 years.

The "Where You Were When" part rings particularly clear over and over in my career, Residential Real Estate Sales in Silicon Valley.


Here locally, we have a market different than many others. We are in an area boasting the best public schools in all of California, with amazing weather, good job opportunities, excellent universities, and a pool of technological talent unparalleled anywhere in the world.

Our local real estate market has remained strong through national droughts. Even through the sub-prime loan implosion, we are experiencing a multiple offer market. For anyone reading this from Detroit, this means that when a home goes on the market prepared well, listed at the right price, more than one Buyer presents an offer on the home. The home frequently sells over the asking price.

I have seen Realtors be told that "offers are on Tuesday" and literally wait until Tuesday to do anything about contacting the listing agent to learn about the Sellers' situation and the home. I sold that home to my Buyers on Sunday evening.

I have watched Realtors, who know they are in a multiple offer situation, lose out on a transaction because their client was not available to them during the negotiations. One was actually at church praying while the competing client was there signing the final contract.

As I navigate the ever changing world of residential real estate sales in Silicon Valley, I realize that so many of my transactions have been successful because of an understanding of "Where You Were When." If my client is there when I am negotiating for them, I can make things happen. Better yet, if my client and their lender is there, the other Realtor knows I mean business.

By having a real estate license, you are NOT a true Real Estate Agent. By belonging to the California Association of Realtors or the National Association of Realtors, you have the title "Realtor". However, to be a true Real Estate Agent, you must know the contract inside and out. You must know your competition. You must know your clients. You must actually sell homes. Whoa! That's worth repeating, don't you think?! You must actually sell homes!

With statistics taken from 2006, something close to 50% of all Realtors in Silicon Valley had not sold one home in that year. Something like 25% more had only sold one home. So imagine that three out of four Realtors that you meet have virtually no experience actually BEING a Real Estate Agent.

How can they be current with the new Real Estate technology? How can they be up to date with the new Real Estate Laws? How can they make sure your foot gets in the door when it is barely open, but the time is right? They can't! They can hold you back from one of the greatest investments of your life.

Once recently, while helping an elderly couple interview a listing agent for their out of town home sale, I asked the other "licensed agent" who was on his team. He literally answered, "Susan, Monica, Rebbecca and Mary."

I had no choice but to ask, "Other than first names, who are those people to me, or your potential clients?"

If you would believe it, there are some homeowners out there who believe that first names without titles really mean that the "licensed agent" has a team.

Any good, licensed, practicing Realtor has a team that makes transactions go seamlessly over and over again. That team consists of a Title Company with a specific Escrow Officer, a reliable Termite Company who stands behind their work and has an individual high enough to be accountable for mistakes. The team consists of several licensed contractors to paint, landscape, fix plumbing, repair and replace a roof or chimney. It consists of window washers, house cleaners, and stagers to prepare the home. It consists of marketing experts who are extremely technologically savvy, who know how to expose a property to every market possible. Without an extremely knowledgeable lender who not only knows their loan products, but who can assure that lending is certain and will be delivered on time, your Buyer has half the chance of getting the home. There are insurance agents, financial consultants, accountants, real estate attorneys, and more. The team is huge! When they know you mean business, they mean business for you, always!

"Where You Are When", complimented by having support from an incredible team, lead by a competent Realtor who actually sells homes...it's like a dream!