Zen and the Art of Selling Real Estate

"Service is the lifeblood of any organization.

Everything flows from it and is nourished by it.

Customer Service is not a department...It is an attitude.

It was about 30 years ago when I first came across 'Zen and the Art of Motorcycle Maintenance: An Inquiry into Values'. It is Robert M. Pirsig's first text in which he explored his theory of metaphysics and reality. Reading it then reconfirmed a belief instilled in me by my father...Everything you think, you are. This mantra has become part of the fiber of my being and is reflected in everything I do; including and very importantly, my work.

I don't know if there ever was a text written, 'Zen and The Art of Selling Real Estate' specifically, but that practice of keeping good thoughts has never been more needed or more important than it is now...

Today's real estate agents face more challenges than ever before...Therefore, keeping lofty thoughts, speaking positive affirmations, and maintaining an optimistic outlook while being receptive and open to communicate with each seller and buyer as they need us to has become the "value" of customer service: The customer is always right...the customer always comes first. This is the true value of selling real estate. The relationships we have taken the time to nurture and build...this is the truest measure of our success.

Just the other day I received a phone call from a very frustrated seller. A lot of today's sellers are frustrated. He and his wife are two of my most favorite customers. They have bought and sold several properties from us over the years. They are kind, and loyal, and easy to work with...after several moments of conversation he said to me, "Michele, you have such a calming voice." It was such a nice thing for him to say and it reminded me yet again how very important it is to stay in that positive place. Reacting to a person's frustrations, making excuses, defending the market...none of this works. What sellers and buyers need is knowledge and honesty about the market...but mostly the want is a "calming voice"...

Yes, a lot has happened in the world since Mr. Pirsig first wrote about the zen approach to maintaining a motorcycle, but his theory isn't science afterall, is it? It's just the truth...Everything you think, you are--And I think I am the luckiest person in the world to have made so many friends in my 29 years of selling real estate here in Naples, Florida. Relationships is what it is all about. That is my value...and everything else always falls into place...

Thank you,

The Naples Real Estate Blogger

*re-posted in part from an earlier blog post by michele peppe.

October Stats

Season is here! There is no denying it. The "out of state plates" are cruising along the Naples streets...in addition to more street traffic, our Internet traffic is up substantially...Rental inquiries: UP! ...Buyer inquires: UP!...Showings on listings: UP!...Offers on listings: UP!...Pending sales: UP! (click on chart below to enlarge which tracks pendings for the past 4 years). PENDINGS are always the best barometer for determining the current real estate climate. It signifies what is actually happening NOW. Here are a few other statistics from October that I think you will find interesting:

• Presently there are 7,773 active residential listings in *Naples...remembering just a few short years ago when this peaked at over 15,000!
• Of those, 3,354 are single family homes and 4,419 are condos.
• There are 791 active single family listings priced at or above $ 1 million dollars (Previews Properties)
• Only 46 total $1 million+ single family homes are currently pending.
• There are 519 active condos priced at or above $1 million (Previews Properties)
• Only 20 total $ 1 million+ condos currently pending.
• Closed sale YTD of all [SFHs and Condos] Previews Properties: 532, which calculates to an estimated 2 year absorption rate in the $ 1 million+ price points.
• October saw 1,481 total listings pending, up approximately 13% over the previous month.
• 1 in 5 active listings had a priced reduction in the month of October.
• The average rate on a 30-year fixed rate mortgage fell to 4.25%, matching the second lowest on records from 4.34 average percent last month. That equates to a monthly payment of $492 for every $100,000 financed. That is a decrease of 9.12% in the monthly payment of a year ago when the average rate were 5.04%.

Lower inventories, low rates, pent up demand, the election behind us, inquiries up, consumers beginning to believe that prices are leveling off...all positive indicators that Naples is in for a good selling season ahead!

Please let us know if there are any specific statistics that you would like us to include in our monthly report. The Harris-Peppe Team always welcomes your comments, and we look forward to earning your business.

Have a great day,

The Naples Real Estate Blogger

*All data derived from SunshineMLS and includes Naples residential statistics only.