Hawaii Real Estate | Hawaii Relocations | Hawaii Home Buying & Selling

As independent contractors, we each have our own business models; and clearly my first priority is to think in the best interests of my clients.  There are no cutting corners while representing a buyer/seller in residential sales and it does not rely solely on….money.

Clearly we all have our own opinions; we are only human and do not think the same. Therefore, our business models will not be the same. The following points were made from a series of blogs I’ve read during my time here on ActiveRain and are clearly NOT what I agree with and are NOT part of my business model:

• We are no different than any other professional (i.e. doctors, attorneys etc.) and therefore, should not ever negotiate our commission.  The reasoning is that doctors and attorneys don’t ever negotiate their fees. Uh, yes they do. I worked for a Family Law Attorney for many years and she DID negotiate her fees for those in need.  There are doctors who do the same for those in need as well.
• We are the same as the utility company (cable, electric etc) and therefore, should not ever negotiate a meeting time. This writer’s reasoning is that utility company GIVES you a specific time, so we should be able to TELL them a certain time or too bad. HUH?  The utility company has employed workers and they have a set schedule. WE have the flexibility to work around a client’s schedule and our own!
• Another agent that negotiates their commission will not be able to negotiate for their client. That’s ludicrous! Paying out a referral fee is also ‘negotiating’ our commission! Giving something for a referral or negotiating commission does not mean my or any other agent’s ability to negotiate for our clients is somehow tainted! 
• We all got into this business to make money and helping people get their dream home is a side benefit.  WE ALL are working to make a living although MANY of the agents/brokers that I know put their client’s needs first.  It is not a side benefit…it’s the main priority!  Our reputation is built on our services to our clients and the side benefit is the ‘paycheck’!

Closing doors eliminates the possibility for future opportunities.

As independent contractors we have the flexibility to work with our clients or pick and choose. It doesn’t mean any one agent’s business model is better than the other.  It just means that I will get the clients the others refused to meet at a certain time, refused to answer their phone for (or return a call), refused to negotiate on commission, refused to give a referral fee to or refused to chip in on when a client doesn’t have money for a few minor repairs.

It just means this Mililani Real Estate Agent:

 Will have opportunities from other agents or brokerages for referrals.

Will keep my doors open for future opportunities this client will bring.

Will not close my doors for one who is in need of my services.

...Because I am.... A PROFESSIONAL.

Sometimes, we just get ONE chance to ‘prove ourselves’ during that initial meeting on the phone or in person. It could be a call from a Military Family Relocating to Hawaii and inquiring about their VA Loan home loan benefits and buying a home in Hawaii.  It could be a call from a Mililani Home Seller asking if we can schedule an appointment for an ‘interview’ in regards to selling their home

That first impression could be the difference between just a lead or securing a client.

How’s about when we’re searching for just that right real estate agent or loan officer to referr our client to who is relocating to the mainland (Continental United States) and they don’t even answer their phone or call back?  How’s about not even a return email? Guess what…they don’t get this or any future calls either.

ANSWER MY PHONE/TEXT:  More often than not I answer my phone and I get a surprised response from the caller saying, “I can’t believe you actually answered your phone!”  (or called me back right away after I text you) Yup, I’m one of “those agents” that answers my phone or calls right back and it made the difference to continue a conversation and possibly gain a new client! It can give them the an eased mind knowing that they will have a professional who is ….REACHABLE.

SEASONED IN MY PROFESSION:  Ask question, listen to their needs and wants and give them straightforward advice. There is no such thing as candy coating a situation in real estate. A buyer has to get preapproved (especially with the strict lending criteria now days) for a loan before even starting to look for a home and a seller has to know that their home is only going to sell for market value.  It’s the difference between setting realistic goals and either wasting or valuing everyone’s time involved.  COMMUNICATION.

PROFICIENT ON THE PC/INTERNET:  It’s no known secret that Real Estate is computer based for searching for listings, writing up contracts, marketing a home and emailing back and forth to get documents back in a timely manner.  While on the phone with that initial lead contact I am already researching comps or setting them up to peruse listings in their neighborhood of choice. A client, escrow or loan officer needs a document asap and I have it flying to them by email in a manner of minutes.   PROFICIENT IN TECHNOLOGY.

BEING THERE TO SUPPORT THEM:  Whether relocating to a totally different place across the Pacific Ocean to just emotional ties to a home they have to sell, they are all are expecting some kind of emotional support during this often stressful time. If it’s just to lend an ear or giving loads of information to set their mind at ease then I’m there. They need to know that they have a seasoned and competent professional assisting them in one of the most important decisions in their lifetime …and that I am there for them. It doesn’t take much to take my job one step further.  EMPATHY.

These are just a few ‘qualities’ that I have that sets me apart from the rest.  The consumer can tell by that first initial contact if I will be the one who will be there for them with a listening ear, knowledge and understanding of my Hawaii Real Estate Laws and Purchase Contracts and the transaction process.

They know by that first initial contact that I will market their home and give their property maximum exposure on the internet as well as holding Open Houses (YES, THEY WORK HERE!). They know I am I have empathy in their particular situation. I communicate well and listen to their wants and needs.  I AM REACHABLE.

That FIRST IMPRESSION is important in our business.

That FIRST IMPRESSION will either give me business

….or NOT.

Growing up as a family member of a U.S. Navy father and a U.S. Air Force ex-husband was educational to say the least. Traveling to far away countries like Turkey, Germany, Japan and the Philippines allowed me to expand my mind and take in the different ethnicities and learn about all the different cultures. 

Fond memories prevail through all my travels and allowed me to have an open mind.

My mother was born and raised on Kauai, the Garden Island, and one of the Hawaiian Islands that make up the State of Hawaii. It was her wish for my dad to retire here and his wish to come back to the place he met my mother, so we came to Oahu (Honolulu County) in 1967 and settled into a comfortable life in Hawaii.

Let me fast forward to adult years to continue my story. We all try and find our way in the world of employment and I started out as a waitress (food /cocktail server) and worked in many places around Honolulu.  It was a pleasure to comingle with people from around the world who came to Hawaii to visit.

At one point I waited on Steve Martin and Bernadette Peters!

But alas, I needed to find my way and  later on worked in a Family Law Attorney's office for many years.  I made a career change and later worked for a non profit organization for a few years trying to save people who didn't want to be saved.

I found out I just couldn't help people who didn't want to be helped.

How could I best serve people who wanted my help?  At that time I went to Real Estate School and I am at the point I am today.  Most of us were in different areas and positions of employment and at some time decided being in the Real Estate industry was the right career choice for us.

If I could do it all over again I would not have wanted to do anything different....

Because I am in the time and space I am supposed to be at this moment.

I am helping those that need my help and appreciated for what I do.

 ~~~~~~~~~~~~~~

We market ourselves throughout the internet, in daily newspapers and brochures....even maps to hand out to potential Hawaii Home Buyers and Sellers. We spend money and lots of time to tell the consumer what kinds of services we offer and what we will do for them. They call.

We then have a face to face meeting with these contacts we've made.

Over the years I've asked each potential home seller or buyer what they expect from me. What do you think their top priorities are?

• Ask Questions:  This will allow them to speak and let us know what they need. If we're too busy talking we don't hear what their concerns, priorities and plans are. Asking questions will give us the answers. In turn, allow them to ask questions about me, my services and what I will do for them.
• Listen to their needs:  There is nothing worse for the consumer than hearing an agent just talk about themselves and how many sales they've had. They NEED me to listen to what their needs are (i.e.  time lines, priorities and finances) give them sound advice with a plan. 
• Communication:  They need someone who is available to answer any questions or concerns they may have.   If I am tied up and unable to answer their call, text or email right away, I make sure and at least give them a timely response just as soon as I am available.  Timely responses eliminate the problem of ‘losing that moment'.
• Knowledge:  Of course the consumer expects me to have knowledge of real estate laws and contracts. There is also a continuing education and updating our database of information to give them up to date information on everything real estate related (markets, local areas, loan programs available and more!)

These examples are just a few of what our clients want and expect from us and it should be a given anyway. Ultimately these top priorities have been incorporated into my everyday life in real estate and ......

It's when that consumer turns into a client....

Is when I know I've moved toward gaining their trust....

And they believe I will fulfill their needs.

How many of you believe you are a team player?

My definition of a team player is simple:  Being a team player means to recognize the strengths of all involved within a particular group and meeting a common goal.   I learned early on that working together to meet that common goal of getting to closing with our clients is THE most important part of the transaction.

We can rant and rave about the other agent, the loan officer, the buyer, the seller, the home inspector, the stager, the escrow officer, the attorney, the pest inspector, the surveyor (and the list goes on and on) although that does not accomplish anything.  Not a darn thing but conflict.

Being part of the team will lead to a solution; where as being part of the problem will not. 

I have compiled a few tips about what I, (that one person in the group) will  need to do in order to be a team player.  It has lead to a happy ending through each and every transaction.

1. Help out the real estate agent on the other side when they need it. Yes, many a time the other agent will neglect their duties but it is up to us to think in the best interests of our client and help out when need be.  
2. Don't needlessly waste energy and time to rant and rave about another's performance.  Instead, voice my opinion after listening to the other person. Communication comes from listening and allowing each side to speak as well. It IS a give and take situation.
3. Recognize that others have strengths and weaknesses. I recognize that each team player has their own part in the transaction and that they too have strengths and weaknesses just like I do. Compliment them and give sound advice when needed. No one will want to listen to negative remarks.
4. Share Information to get to that common goal.  This is not a game of who is better than the next person. It's about working together effectively by sharing information when needed so everyone is kept apprised of any situation that comes up during the course of the transaction.
5. Be a part of the solution.  Work together to find a solution to the problem. If it's due to miscommunication and we need to find an alternative we do so while striving to keep a professional attitude. Again, we are thinking in the best interests of our client to find a solution for success.
6. A little effort goes a long way.  How many times do we hear..."it's not my job". Well, it is my job to ensure that my client has a stress less transaction. If it will save a bit of time, I will draft an addendum or document for both sides to sign. It takes so little to help out so that we stay on our timelines.
7. Step a bit aside with control issues. I definitely have control issues over my own client and when a party to the transaction contacts my client and doesn't inform me of the update I will be assertive. I will  let the other party know that I would like to be kept apprised of all situations and updates.
8. Keeping everyone else apprised of situations that may affect the transaction. Should a ‘situation' arise I will email those involved with the  ‘situation' so that everyone is not surprised.  Again, finding a solution IS the only way to get to that common goal.
9. Working together brings out the best in people.  Again, this is not a game of who is better than the next person. It's about thinking in the best interests of our client and working together. When we all work together we find that others may have some ideas that may work to achieve a solution too.
10. Keep a positive attitude.  This is the best tip of all. Needless negativity and ranting and raving equals wasting time and energy and it serves no purpose in our industry.  A positive attitude is so much greater and produces results. We give superior service and performance and act in a professional manner throughout all parts of our industry.

I can only stress the importance of being a team player but it is ultimately up to each and every one of us to create a positive environment within our industry for our clients. It is not about who is better or pointing fingers at the other person when situations arise. It's all about finding solutions and working together to meet that common goal.

Be a part of the team with a team player attitude!

It WILL produce solutions AND positive results!

*************

..................A Big Mahalo to everyone involved in the recent closing for my Happy Hawaii Home Buyers!

TEAMWORK prevailed!

Our home buying experience with Celeste "Sally" Cheeseman and Century 21 Liberty Homes was very impressive and enjoyable. Whenever we called to ask questions or to get more information, she was very patient and informative.  We never felt rushed and she took time to share in our excitement and concerns as she walked us through what Oahu had to offer in our budget. Her number-one priority was my families happiness and finding us "the house of our dreams". Through the experience, we not only found that dream home, but also gained a friend.  I'm writing this testimonial because I want others to share in our enjoyable home-buying experience. Sally  has our highest endorsement as a caring, attentive and experienced real estate agent.

 William and Yvonne Byrd, Kapolei, Hawaii

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Celeste "Sally" Cheeseman is a Realtor-Associate with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs she serves all Hawaii Home Buyers and Sellers on the island of Oahu (Honolulu County) including all Hawaii Military Relocating to Hawaii, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents.

Website: www.hawaiihomesmarket.com

Many people will tend to look at the success of others by their status, title, label or how financially stable they are.  The career choice of an individual just starting out in the work force most likely is an employee who works for a monthly salary or paid by the hour.

During the course of our lives we settle in to a ‘job' (career) that we enjoy...or at the very least one that we make a good living so as to support ourselves and families.  We may change paths frequently or we remain on the ladder of success or just a routine to pay the bills.

I'm getting to the story....bear with me.

 The CEO of a company most likely makes a lot of money (right?)  He/She has worked their way up the ladder and became so successful that they are head of the company and have many others working underneath them; therefore, they most likely have a BIG income.

On the other hand, there are the Independent Contractors who are Small Business Owners. Bob's Pizza's owner is Bob. Bob is well respected in the community for his deep dish pizza with homemade sausage on it. His status is OWNER so he of course he makes a bunch of money. Right?

I changed career paths a few times during the course of my life. I was Administrative Assistant for a Family Law Attorney for many years and did the same for a non-profit program for structured living. I've waitressed in fine dining and volunteered for youth centers.

And then I chose the path of Real Estate.

I remember often the five second conversation I had with a  client's 10 year old boy a few years ago. He asked, "You're rich because you sell houses, right?"  I politely said, "No, I'm not rich but I do get my bills paid."  What else do I say to a young boy who ‘heard'  that all real estate agents are rich?

Well, here's a bit of info for all:

• The market is slow, prices are up and down and there aren't as many closed sales as previous years.  (I really wish I were "rich" like in those days lol)
• I live in Hawaii where cost of living is a bit higher  than many other states.  (But I go to Costco just like anyone else to ‘get a deal')
• Homes for sale or rent are higher than many states. Therefore, my morgage is higher than most too; so I'm not exempt from payments either.
• I have to pay federal, state and Hawaii General Excise Tax every quarter on all money I make.  (So contrary to popular believe I am not exempt to taxes)
• I do not get that whole % commission you believe I get..... because both the buyer/seller brokerage get their cut  (on top of franchise fees, Errors and Omissions  Insurance and so on and so forth...not to mention if it's a short sale and the bank hacks the commission ....or else)
• ALL expenses come out of MY pocket and I do not get a salary or hourly rate to cover ANY of these expenses.  (I've had a couple clients flat out tell me that I can stop and buy them lunch because I can deduct it)
• I can't really ‘afford' to hand out money, time and incur a lot of expenses (lunch, gas, gifts) to be your tour guide because you're bored that day. (or so you can get all the info you can to list your house FSBO...Good luck!)  

So, in the end what am I left with?

Taking care of my client's needs and respected for a job well done.

I'll remember to tell that 10 year old boy the next time we meet.....

That yes..... I am rich.

I don't know about the rest of you, but I get a little personal with my transactions.   For each and every transaction I pay attention to all those details that ensure that the transaction will go as smoothly as possible.

This past Friday I closed on a listing that involved many parties. The sellers, the relocation company,  two agents on the buyers side, the home inspector, termite inspector, escrow officer, handyman, contractor and the list goes on. 

In the end I received the best compliments that a real estate agent can receive. My clients said they appreciated all I had done and that they will surely refer others relocating to Hawaii to me. The relocation company added me to their top agents in the area for referrals.

And this one:   The broker for the buyer's side (he was working with another agent on this transaction) called me to let me know that in his 38 years in the business he does not come across many agents who are ‘on it'. He commended me on my performance and thanked me for always being prompt with documents, answers and especially for answering my phone and returning calls.

Receiving compliments for a job well done is rewarding.

Getting downright tickled leaves a warm and fuzzy feeling......

For years to come.

You just got to love what you do.

There are many things a Realtor® has to advise their clients on and many things that they need to give them information on. Before closing there are a couple of things that we all need to remember to let our clients know lest they have trouble down the road.

The following two points that I believe are many a time forgotten:

 1)   Remind your clients in townhouses/condos that maintenance fees DO NOT COVER THE INSIDE of the unit!

• A call comes in to my cellular a week or so ago and it's from a private number.  They needed some privacy I guess.   She introduced herself only by that "she saw my post on Condo/Townhouse Living in Hawaii..........and A Water Leak" and wondered if I had a moment to listen to what happened to them and if I had any advice.  Sure. Basically I told them what happened to me .... Bathroom & Kitchen Leaks- Responsible Condo Living in Hawaii
• Bottom line, they live in a condo and the unit above them flooded and their unit was severely damaged. They tried to file a claim with the owners insurance, tried to get the association to do something and just did not know what to do.
• My first question:  Did you have insurance?  Of course they didn't ....and their Realtor® did not say anything either. They ‘thought' the maintenance fees took care of it and I told her that they still needed insurance for the inside and contents of the unit as well as it protects them should something happen and they damage another unit (like what happened to them). She said they got insurance after finding out.....but this was a YEAR ago.
• The New Hawaii Condominium Laws for Insurance states that the Board (by vote or written consent of the majority of home owners, may require the unit owners to obtain reasonable types and levels  of insurance.   I'm still hoping it becomes mandatory for all.  Lest you have to worry about.....It All Comes Out in the Wash......MOLD .
• I advised her to seek legal counsel. 

2)   The second point is to remind your clients that if they are an owner occupant they are entitled to a home exemption!

• The home exemption is deducted from the gross value of your property to arrive at a net taxable value on your property.  Right now a single home exemption is $80,000 and 65 years and older and the home exemption is $120,000 (your birthday must be on or before June 30 preceding the tax year for exemption claimed.
• It can make a difference in property taxes and payments!  Following are a couple of forms: Homeowner's Exemption (BFS-RP-P-3) (124 KB PDF)  Or click "File A Homeowners Exemption" link on right pane for online filing and In Lieu of Home Exemptions for Homeowners 75 Years and Older for Low Income Households (BFS-RP-P-4) (469 KB PDF)
• And more information can be found on the REAL PROPERTY ASSESSMENT DIVISION SITE TOO.

I know these clients were forgotten when I am listing a condo or home and I pull up the tax recordsand the home exemption states ‘0' and they've been living there for the past 5 years; and the other one had no condo insurance and calling me from my blog ....after the fact.

The transaction is never over and you can help your clients ahead of time with passing along helpful information.

It really could make the difference in the future.

For them....AND you.

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Celeste "Sally" Cheeseman is a Realtor-Associate with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs  she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocating to Hawaii, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents. Website: www.hawaiihomesmarket.com

I'm one of those Real Estate Professionals that loves to have a personal connection with my clients. It's just something that occurs naturally because of a job well done as well as having a personal comfortable connection with clients during the course of one, two, three times a repeat client. It's somewhere during that time that I know we've become far more than business associates. We've become and remained friends.

It all started when I met Kham and his wife Maria in 2005 when he first came back from Afghanistan in the US Army.  Star Bulletin Newspaper Article:  Bidding Wars Erupt in Seller's Market They bought a condo and then they sold it in 2006 when he got out of the service.

Then they bought another nice townhouse last year:

• It's the Quality of Relationships That THIS Professional is Worth This is one of the few most faithful, loyal and valued clients I've had. Why? Because my business is based on the quality of relationships I have with my clients.
• WooHoo! Appreciation Gifts For Special Clients!  After looking at their current home I noticed that they didn't have a bunch of matched up bathroom items.  I started my project of buying items here and there for their NEW bathroom that I could arrange in a large basket. 

Kham emailed me from Iraq on Thursday (he has been working in Dubai and Iraq for the past three years to put his wife through college) and asked if I could attend his wife's Graduation at the University of Hawaii as he could not get over here.

I went to the UH Graduation 2009 yesterday. I got there after the three hour ceremony but early enough for the congratulations and the flower lei receiving in the ‘field'. Little did I know that Sally would have to walk through two giant parking lots, a baseball field and a soccer field to find her in a swarm of thousands of people!  I finally found her and put a nice orchid lei around her neck with a big hug from me....and KHAM.

It was worth it to see her smiling face....the proud University of Hawaii Graduate of 2009!