reprinted from the N.C. Bar Monthly Newsletter - Dec. 2006

BY WILLIAM G. SAHADI, CRS

In the past seven years I’ve been involved in more than 400 real estate transactions. That is 400 first-hand opportunities to view the value that a good real estate attorney brings to the table. The majority of these transactions have involved the sale of residential homes. In no less then 40 per- cent of these transactions emotions, misunder- standings, egos, timing and legal issues have reared their ugly head.

Imagine a symphony without a conductor, or a wheel without an axis. From the start, careful and caring real estate brokers perceive themselves as the Gatekeepers of the Transaction. It is from their relationship with the client that the stream of guidance, advice, and assistance begins. Relationships with the lenders, insurance compa- nies, inspectors and attorneys follow. For all these relationships, the attorney and the realtor are the ones who touch base with all the players. Their good communication is vital to an expedient and successful closing. In one sense, the realtor runs the entire race with the client, but it is only the attorney who can help them cross the finish line.

The attorney’s main role is to deliver good title to the client, prepare and review the settlement statement, prepare the deed transferring owner- ship and oversee the steps necessary to ensure the seller has clear title to the property and that the funds for purchase are properly transferred. By no means is this high-dollar entertainment. Yet a good attorney can make the whole process work even better by adopting the rhythms of the relationship that the client and real estate broker have formed. In the unfortunate situation of a fractured broker/client, or seller/buyer relation- ship, their presence, awareness and understand- ing are even more vital.

At some closings, it’s not uncommon for attor- neys to don their referee’s zebra outfits replete with a whistle around their necks. They have picked up the baton from the real estate broker and it’s their demeanor, their guidance and their understanding that gets the deal done. So many times issues arise that require cajoling, negotiat- ing and reasoning with the client. In almost all of these cases, it is the attorney who takes center stage. It is the attorney who has to resolve the issues. Title insurance companies do not offer this service.

We live in a consumer-savvy environment. Our clients are more educated today than ever before. Their awareness of price shopping is acute, yet all the articles and arguments about why title compa- nies can offer the client a more cost-friendly fee to handle their closing (and this is questionable), misses the most important point of what matters and of what is of true value. Is it valuable to save money when your interests might not be properly served? Is it cost effective to save a few dollars on most people’s largest single lifetime purchase? Is it wise not to have a good attorney overseeing any possible issues or watching for missteps that might affect the bottom line of the clients’ trans- action?

Finally, many realtors walk a fine line in drawing up documents and giving their clients advice, legal advice that should only come from the attorney representing their interests. We have developed a strong relationship with two area attorneys who are there for us when we call. They are there for us when we are drafting documents. They are there for us to help us serve our client. Many of our contracts and communications with our client are written with attorney assistance/guidance.

Four hundred transactions have taught me the value of good representation for my clients. My solid attorney relationships have enabled me to serve my client better, thereby making me a better real estate broker. A successful real estate attorney should always align himself/herself with reputable real estate professionals. They should market themselves to us as liability reduction experts, and always try to personalize and under- stand the relationship we establish with our clients along the way, so that together, we are both equipped to help one another. In this scenario, everyone wins, especially our client.

SAHADI IS A BROKER AND OWNER OF FORE PROPERTIES REALTY INC. HE CAN BE REACHED HERE.

The team at Fore Properties consists of 6 agents with a combined experience of over 89 years in Real Estate. We can serve your needs from new construction to real estate rentals. We specialize in all areas from Pinehurst, Southern Pines, Whispering Pines, to the Carthage, Cameron & Seven Lakes/West End areas. Feel free to stop in or call to see what our team of real estate professionals can do for you.

Nostalgia linksters who remember Payne Stewart’s last colorful 1999 Open round before his untimely death or recall Ben Hogan’s first tournament win in Pinehurst, or you care most for golfing today, the Pinehurst-Southern Pines area combines memories and excitement enough for all.

Pinehurst # 2, designed by the legend Donald Ross, has played host to the U.S. Open several times while nearby Pine Needles hosted the Women’s Open in 1996 and 2001, and other courses regularly host special events.

It is not accidental that this small golf mecca has grown up around the unique village of Pinehurst, a remarkable recreational and living spot designed by Frederick Law Olmsted, creator of New York’s Central Park. The locale was sufficiently appealing that Donald Ross dropped by at the turn of the 20th century to re-design a golf course and stayed for forty-eight years to design a handful of local courses and a hundred plus courses around the country, always calling Pinehurst #2 his “home course.”

These courses are accessible via Amtrak, airport limo from Raleigh, Greensboro, or Fayetteville, and several interstates. The Sandhills’ benevolent weather makes them playable almost daily throughout the year, and the area offers an array of remarkable restaurants and shopping for hours not spent on the course.

Contact Bill - Search for Homes

Click the image above to see the full color brochure.

• 193 Tuscarora Road, Warrior Woods
• Lakefront Property
• MLS#125744
• $389,00
• 3 Bedrooms
• 2 Bathrooms
• 2800 + Square Feet
• Irrigation from Lake
• Choice Hardwoods
• Stainless Appliances
• Granite Countertops
• Dock
• Screened Porch
• Deck

Please call Bill Sahadi at 910-638-0888
http://www.foreproperties.com

Experience Matters
Serving your Pinehurst, Southern Pines, Whispering Pines and Seven Lakes Real Estate needs

For more information about this and other Pinehurst Real Estate, contact Bill and be sure to visit www.ForeProperties.com.

Tenafly, New Jersey 07670-2648

Friday 25 January 2008

Mr. William G. “Bill” Sahadi
Broker/Owner
Fore Properties Realty Inc.
1140 Old U.S. 1 South
Southern Pines, North Carolina 28387

Dear Bill:

I feel compelled to share with you my thoughts regarding the real estate sale transaction you most recently assisted me with.

Going into this I had great trepidation and suspicion for both the process and the unknowns in any residential property deal. To say that I met this task with fear, loathing and disdain would have been an understatement.

I am hard pressed to think of any other real world situation having the potential to create levels of emotional stress and anxiety such as I had anticipated; given the present conditions of financial markets, lending rates and residential real estate listings.

Your professional demeanor, expertise and involvement proved invaluable in helping my family accomplish our objective. The advice and suggestions you offered, and more importantly, how you presented and explained those was just right; calm, rational, to the point, and always keeping my best interests in mind. You are certainly a rare individual.

For and on behalf of the Bruno family I offer our most sincere thanks and appreciation.

Yours faithfully,
Sam A. Bruno

Contact Bill  - Search for Homes

Contact Bill  - Search for Homes

In 2007, the average sales price of a single family home was $323,374. These sales occurred in an average of 130 days.

This amount compares very favorably to most other areas of the country, and in fact, puts the Pinehurst and Southern Pines single family homes sales substantially lower than the Cary, N.C. & Raleigh, N.C. Asheville, N.C. & N.C. Coastal communities.

Our combination of low taxes and home value makes the Pinehurst, Southern Pines area a very desirable destination for young retirees, transferring families, and first time buyers. Pinehurst and Southern Pines, located an hour’s drive to Cary & Raleigh, lead our area in new retiree relocations because of the superb medical community and the outstanding lifestyle our area offers. Retiring to the Sandhills makes sense for economic reasons as well as lifestyle reasons.

With some of the lowest home prices in the country compared to other retirement areas of a similar ilk, our resale market remains strong and caters to the strong demand by professional military families with children, that are flocking to our area to take advantage of the Moore County Schools.

Pinehurst and Southern Pines are unique & charming areas that our many residents will attest to. Yet, they are two very distinct communities.

If Norman Rockwell were alive, there is no doubt our citizens would see him strolling down the gingerbread streets of downtown Southern Pines on a crisp autumn morning. The eclectic nature of this town has a strong New England flavor and attracts thoughtful and passionate people from all parts of this country. The essence of Southern Pines can be found in the retirees that move here. They will tell you that Southern Pines, reminds them of the hometown they grew up in as children and that the spirit of the town has a quality of “yesteryear” that gently flows throughout the neighborhoods. The preeminent feeling about Southern Pines, dotted with its historic homes, Victorian streets, large lots and breathtaking landscapes is that this town has always been here and appears just like it did many years ago… unspoiled and without ego.

The historic Village of Pinehurst lies before you as you enter the gates to a glorious community of lifestyles. Beyond the Historic Village of charming shops and history lay some of the most beautiful and reasonably priced neighborhoods you can find. There are over 15 golf courses within a 10 minute drive of Pinehurst, which is anchored by the famed Carolina Hotel and Pinehurst C.C. Golf course communities dominate the landscape and lifestyles, but tucked away in some of the winding streets of Pinehurst you can live are neighborhoods of new construction homes and beautifully renovated “period” homes. This historic destination caters to families, single professionals and retired couples of all ages and most homes are priced in the range of $200,000 - $400,000.00.

Contact Bill  - Search for Homes

(link: http://www.city-data.com/business2/econ-Moore_County-NC.html).

Click here to Contact Bill

Click here to search for Pinehurst area real estate

In addition, Health Department staff play a prominent role in partnering with the community to create innovative programs to address specific health problems, such as breast cancer awareness, childhood immunizations, injury prevention and dental care.” The Health Check program is designed to meet the medical needs of Medicaid children.First Health of the Carolinas has Moore Regional Hospital in Pinehurst and major hospitals in two adjoining counties make up First Health of the Carolinas, a non-govermental and non-profit health care network that currently provides services in fifteen North Carolina counties.

Moore County is home to thousands of physicians, researchers, and auxiliary members of various health teams to provide cutting edge medical services to the community.Nearby Duke University (Durham) and the University of North Carolina Medical Center (Chapel Hill) offer additional options for those with medical needs.

Search for Pinehurst Real Estate

Contact Bill

Many homeowners believe this. It is a myth. It is not true. How does this whole process start? It all starts with advertising in such mediums as newspapers, on line web sites, real estate publications and color brochures that do such a valuable job of getting the wheels in motion. These mediums get the prospective buyer to make inquiries. These mediums enable prospective buyers to start conversations with buyer agents. The buyer agents facilitate the purchasing process. Buyers are now in communication with a buyer agent. A good agent knows the current inventory and will know of other property that DOES fit their needs. Those are the properties that buyers look at, and THIS is how most buyers eventually end up looking at your house, by their use of other agents. As a result, you need to get other buyer agents interested in your property, and this is where your listing agent comes in, and why a good listing agent is extremely important. The listing agent gets buyer agents looking at your home. Those agents have clients who called in on other properties. They look at the needs of the client; location, condition, # of bedrooms, square feet, and other details of the property… AND MOST IMPORTANTLY…. …PRICE

A good listing agent will also defend the price of your home by supplying sold comps to the buyer agents to support your price. This goes a long way to educating the buyer agent and their client. In this manner your listing agent helps to qualify any offer that comes in. A good buyer agent knows price and can verify that a home is priced fairly or is overpriced. If your house is overpriced, agents are going to show similar homes that are priced more attractively. They may show your home only to drive home their point of relative value to convince their client that another home is a better buy. Your listing will get passed over. Agents pay the MOST attention to new listings. There are fewer NEW listings than current listings. It is easier to keep an eye out for what is NEW, compared to the vast number of current listings. New listings circulate on our "hot" sheet report. Our Multiple Listing service identifies new listings for us each day. There are office previews and MLS tours to showcase new listings. A lot of attention is focused on what is NEW. With agents looking at newly listed homes so aggressively, a properly priced home gets attention quickly. An overpriced home gets passed over.

You may be thinking, "But I’m willing to negotiate!" Buyers aren’t thinking in advance about how much you are willing to negotiate. They are comparing your asking price to other asking prices. Additionally, when your house is new on the market, you may not be willing to negotiate as much as you will later, once you’ve realized your error. Keep in mind that statistics show, quite often, the first offer is the best offer. So what happens if you overprice in the beginning and get more realistic down the road? You don’t have all those important Buyer Agents looking at your listing because it is no longer NEW. A price reduction later in the listing cycle often gets overlooked. It is just one of many listings that are now stale and not one of the attention grabbing new listings. As time passes, you could actually become desperate to sell because you’ve accepted a new job or because you have already bought a new home. That is a recipe for receiving lowball offers, so you could end up selling for less than if you had priced the home correctly in the first place. Agents know this, but many sellers still mistakenly believe they should "price it high" because they can lower the price later, if necessary. That is not the best strategy.

If you start out with a high sales price, then drop it later — your house is "old news." You will never be able to recapture that flurry of initial activity you would have had with a realistic price. Your house could take longer to sell. If you don’t have an offer on your home after 12 bona fide showings with ample feedback, you’ve got a price problem, no matter what the feedback says. So many times the feedback is more important by what is not said. Even if you do successfully sell at an above market price to an uninformed buyer, your buyer will need a mortgage. The mortgage lender requires an appraisal to satisfy the loan contingency. If comparable sales for the last six months and current market conditions do not support your sales price, the house won’t appraise. Your deal falls apart. Of course, you can always attempt to renegotiate the price, but only if the buyer is willing to listen. Your house could go "back on the market." Once your home has fallen out of contract or sits on the market awhile, it is harder to get a good offer. Potential buyer agents will think you might be getting desperate, so they will encourage their clients to make lower offers.

By overpricing your home in the beginning, you could actually end up settling for a lower price than you would have normally received. New or less experienced agents might take a listing at any price. In this way, they get to make the phone ring and hopefully wind up with clients that might buy another home that is more fairly priced. If you start out with a sales price that is too high, there is a strong likelihood you interviewed other agents. They didn’t get the listing, of course. They got "aced out" by someone telling you what you wanted to hear.

In short, you may have ended up with an agent who was good at selling you, but not good at selling your house. The next time you’re in this position, you should seriously consider why one agent’s suggested list price was lower than the agent who told you what you wanted to hear. It is human nature for you to want the highest price for your home. However, when you choose the agent who promises what you want to hear, it often leads to stress and frustration. Most of the time, it will take you longer to sell your home, and you could wind up selling at a lower price instead. The smartest marketing tool you have is your PRICE and you generally have only one opportunity to capitalize on it.

Search for Pinehurst Real Estate

Contact Bill  - Search for Homes

Contact Bill  - Search for Pinehurst Homes