Realtor as Conduit -- and Filter

When Do You Tell the Seller?

The Buyer's Agent called you up after the first showing to say it went well, and to ask a few questions about the house's condition.

The second showing was yesterday.

Then, mid-afternoon today, the Buyer's Agent called to say that she is meeting with her client tonight to write an offer, and that she expects to have it to you tomorrow morning.

Question:

When do you tell your client, the Seller, that you're expecting an offer?

My answer (and most experienced Realtors'): never.

(Sorry, it was a trick question.)

Rather, the time to tell your client that you have an offer in hand for their home . . . is when you actually have an offer in hand for their home.

Managing Expectations

Which is not to say that my clients don't know what's going on -- they do.

Depending on their guidance and wishes, I'll typically relay showing feedback as I receive it, and give periodic reports about what's happening (or not) in the market around them.

But I've learned from experience that nothing's worse than calling an anxious, expectant client to alert them that an offer is imminent, then waiting.

And waiting.

A small percentage of the time, I suspect the other agent (or their client) of purposeful manipulation.

However, by far the more common scenario is that their clients cooled off on the home, warmed up on another, or simply got busy at work, home, etc. and couldn't find the 2-3 hours it takes to meet with their agent to formulate an intelligent offering price, then write a careful and thorough Purchase Agreement (add 50% for first-time Buyers).

As a Listing Agent, I'll certainly be in regular touch with the Buyer's Agent (and any other Buyer's agents who've expressed interest).

However, it 'ain't a real offer till I have it in hand.

P.S. As far as I'm concerned, it's not a done deal till my (Selling) client's proceeds check shows up on their bank statement!

Showing Feedback. Or Not.

Deafening Silence

"If you don't have anything nice to say, don't say anything at all."

It drives (some) Sellers nuts, but the cold reality is that not all Buyer's agents respond to requests for showing feedback.

Many requests.

My standard practice as a listing agent (representing a Seller) is to make 2-3 attempts to find out how a showing went, especially the first 7-10 days a home is on the market.

However, there's really no point in persisting beyond that.

Realtors rank pretty high on the 24/7 "accessibility scale" (see, "Getting a Realtor's Attention"); if they have a Buyer with continuing interest . . . you'll know about it.

A "Team" of One

"What You See is What You Get"

I've written previously about real estate teams ("Teaming Up"), and the pro's and con's.

So it was interesting to me, during my most recent listing presentation (they hired me), to hear my now-client express a strong preference not to work with a(nother) real estate team.

Their reason(s)?

On their previous deal, they never seemed to talk to the same person twice, and nobody seemed to know what was going on with their transaction.

One vs. Many

Of course, not all real estate teams are chaotic or unwieldy.

But as someone who operates "solo" (kind of -- see next), I can assure my clients, honestly, that if they hire me . . . they get me.

That means I'm the one who walks them through the Seller disclosures; analyzes the Comp's and helps fine-tune the list price; prepares the marketing materials; instructs the photographer; debriefs other Realtors after showings; hosts the Broker Open and most (if not all) of the Sunday open houses, etc., etc.

In brief, I always know what's going on, and my client(s) will have exactly one point of contact.

Not Really Solo

Of course, it's also the case that, through my association with Edina Realty, I actually have a huge organization of professionals supporting me (sort of like the Sprint network, pictured above).

That includes a superb office manager, Josh Kaplan; an outstanding front desk and OA (Office Administrator); Edina's knowledgeable legal department; great tech support, etc.

And although I don't refer to them as "team members," I have also developed a circle of expert stagers, photographers, and desktop publishers that I regularly work with.

Down Time

So don't I ever take a vacation?

Not often enough, but yes, I do take off an average of 2-3 weeks a year, usually a long weekend at a time.

Who covers for me then?

Like other veteran Realtors, I'll typically "trade" coverage with another colleague for those things -- like doing a showing -- that can't be done remotely.

In return for their backstopping me when I'm out of town, I'll do the same for them.

Virtual Real Estate

But the surprise the last several years is, thanks to technology ("Look Ma! No Hands!"), how many modern real estate tasks can be done remotely ("virtually").

Even when I'm out of town, I'll regularly scan MLS for new listings that meet my (Buyer) clients' criteria, and won't hesitate to email them if something promising pops up (I'm actually not such a fan of searches that automatically email clients directly -- I like to weed out the "chaff" first).

It's also the case that, for something critical like fielding or negotiating an offer, my clients know that I'm never more than a phone call away.

P.S.: it's accepted real estate wisdom that the best way to sell a property is to head for the airport on vacation.

Showing Feedback & Real Estate "Glass Slippers"

"It's too, too . . . ."

After almost 9 years selling real estate, I've probably been on the receiving end, conservatively, of perhaps 10,000 showing feedback forms (and probably generated an equal number as a Buyer's agent).

So, what do they say?

Usually, not much.

However, on the relatively rare occasions when the agent includes a comment, here's a partial compendium of what they say:

"It's too . . .

--Big
--Small
--Expensive
--Not expensive enough (they can afford more home)
--Open
--Not open enough
--Pink/White/Yellow/Blue/Brown (pick a color)
--Soon (the Buyer just started looking)
--Dated
--Updated (the Buyer wants to do their own remodeling)
--Vertical (they don't like stairs)
--Horizontal (they don't like ramblers)
--Close (to the elementary school/busy street/ugly neighbor, etc.
--Far (from shopping, schools, etc.)
--Contemporary
--Traditional
--Plain
--Loud
--Dark
--Noisy
--Quiet (Buyers from Manhattan)

Suffice to say, this list could be quite a bit longer.

Which is why my listing clients know one of my favorite lines (and hear it often): 'the only feedback that really counts is a good offer from a well-qualified Buyer.'

Finding "The One"

So, what do I tell my Buyer clients?

That I seldom see -- or sell -- a home that's a "10" on a scale of 1-10 (and if it's a bona fide "10" -- you probably can't afford it!).

But I've sold lots of "7's" and "8's" that, over time, my clients have turned into "10's" . . . for them.

And that, for most Buyers, it's simply the case that there are usually at least a couple homes that conceivably would be very good choices -- vs. "the (elusive) one."

"The Lights On - Lights Off" Indicator

Gauging Buyer, Seller Seriousness

The eyes are the window to the soul.

--New Testament

Want to know if a home seller is serious about selling?

They turn on all the lights before a showing.

Want to know if the showing went well?

The Buyer's agent turns them all off afterwards (yes, they should anyways -- but they don't always, especially if they're in a hurry and know they're not coming back).

The "No Feedback" Feedback

Deafening Silence

God does answer your prayers. [But] a lot of times the answer is "NO."

--Anonymous

Showing feedback from Buyers' agents comes in all forms: "constructive," "strategic," "the potshot," and that perennial favorite: no feedback at all.

Which, of course, is feedback.

The unmistakable message?

"No further interest" (thanks very much!)

Home Sellers and Buyers' Intentions

Hiding the Wrecking Ball

Does it matter to the Seller if they know that their Buyer intends to do a "gut rehab?" (pretty much what it sounds like).

Sometimes.

There are certainly some home owners who are so psychologically identified with their home -- and think that its condition and appearance are so perfect, just the way they are -- that any suggestion otherwise is construed as a personal affront.

However . . .

Usually it's pretty apparent -- to prospective Buyers if not the Seller -- when a home is need of a total renovation.

Sellers who hear the same feedback, over and over, eventually become inured to the idea that the next owner of their home "may be making some changes."

Lots of Showings

Too, Buyers planning on doing extensive renovation will usually show their hand in the course of doing showings.

A lot of them.

Of course, the purpose of multiple showings -- typically with contractors in tow -- is to determine the feasibility and cost of the project(s) being contemplated (as a listing agent, I encourage this process -- to a point; much better to have no deal than one that blows up after lots of time wasted on negotiation).

Eyes on the Prize

At the end of the day, though, most home Sellers (properly) are more focused on whether the Buyer is able to perform financially, and what price they're getting for their home.

There can even be offsetting advantages when the Seller knows that the Buyer intends to do a major renovation (or more).

So, a home that might otherwise get picked apart on inspection instead can get a "pass."

There can be exceptions to that, though.

I handled one deal, the sale of a 19th century Victorian, that almost fell apart when it became apparent that the Buyer planned to do a tear-down.

The issue?

Both the owner and the Buyer wanted the home's gorgeous (and quite valuable) leaded glass windows.

The "Due Diligence" Showing

I Guess That Qualifies as Feedback

I was wondering what was up with an agent who showed a couple of my listings near Cedar Lake in Minneapolis in the span of a few days last week.

The feedback was quick and generic, and there was no follow-up interest.

The "mystery" was cleared up this morning when I saw the agent's new listing on MLS, in the same area and general price range as mine.

Rules of the Game

Before Sellers get up in arms over the foregoing, two caveats: 1) an agent who is "just" previewing today may have a real, live Buyer tomorrow -- or work with a colleague who does.

That's especially the case if they're about to list a competing property and pull in a ton of prospective Buyers looking for a home in the same general area and price range -- Buyers who, for whatever reason, may not be candidates for the agent's new listing, but might be for yours.

If your home is for sale and on the market, there really is no such thing as bad exposure.

Caveat #2: your agent likely did the same thing before your home came on the market.

By way of clarification, most agents who want to see a home, but aren't actively working with a suitable Buyer, will set up the showing as a "preview."

That way, the home owner can hang around, and doesn't need to go through the fire drill of getting everything shipshape for an actual showing.

That's an especially nice courtesy in Minnesota around, oh, January.

P.S.: I am careful to coach my selling clients not to volunteer anything to the previewing agent if they happen to be around -- like, how many recent showings there have been, feedback from same, etc.

Price Opinion -- or "Pot Shot?"

Informed vs. Uninformed Feedback

"Pot shot": a critical remark made in a random or sporadic manner.

--Merriam-Webster Dictionary

As I've blogged previously, experienced Realtors usually welcome feedback from other Realtors (even if they can and should anticipate what it's going to be).

Ultimately, of course, that feedback is shared with the homeowner/client.

Even when a property is overpriced -- make that, especially when a property is overpriced --hearing it directly "from the horse's mouth" (prospective Buyers via their agents) can be more compelling than hearing it from your own agent.

Exception to the Rule

So, when is that not the case?

When the Realtor(s) offering the price opinion don't know the area -- and make their remarks publicly, in front of a large group of other Realtors.

Both those things occurred the other week, at a Realtor meeting in an upper bracket home being hosted by the listing agent (representing the home owner).

As the listing agent (properly) pointed out, for sale homes can get a "rep," just like people do.

All it takes for a perception to take hold that a given home is overpriced is for a relative handful of Realtors to say so.

Even if they don't know what they're talking about . . . .

Is a Vacant Home "Poorly Staged?"

Adding (Feedback) Insult to Injury

[Editor's Note: thanks to fellow City Lakes agent Sheri Fine for serving as a sounding board on this post.]

Is a vacant home "poorly staged?"

Judging by how most Buyer's agents complete showing feedback forms, the answer would be "yes."

But they're wrong.

In fact, a vacant home isn't staged at all.

Saying otherwise is a sure way to annoy Listing Agents, because: a) they're already quite aware that the home isn't staged; 2) it almost certainly wasn't their druthers (unstaged homes typically don't show well, and homes that don't show well . . . are harder to sell).

Adding (feedback) insult to injury, assuming the homeowner is getting feedback directly: the listing agent must now explain to their client why other Realtors seem to be saying that they're doing a poor job.

New Feedback Forms: Now Twice as Annoying!

The Real Purpose of Showing Feedback

For the uninitiated, every time a Buyer's Agent takes a client through a property, they subsequently receive an online feedback form debriefing them on how it went.

Once upon a time -- like two years ago -- they all basically asked the same thing(s): 'tell us whether your client liked the home or not -- and, if not, why not."

Now, I'm seeing "custom" feedback forms with more -- and more demanding -- questions (my knee-jerk response follows in italics).

Like:

"What listings do you consider the closest competitors?" You did the Comparative Market Analysis ("CMA"), you tell me.

Or this one:

"What could we change/improve to get this house on your list?" Don't ask me to do your job . . . . mine is to find a home for my client that already has what they want.

Of course, the perennial favorite remains some variation of the following:

"Please indicate whether the home is priced above, below, or at market."

a) unless my client has serious interest, I'm not going to carefully price it; and b) if my client does have serious interest . . . that's the last thing I'm going to share.

Making these questions even more annoying is the fact that you can't get rid of the form until you fill in all the fields (a single punctuation mark suffices, I quickly discovered).

If you simply try to ignore the form -- it'll magically keep re-appearing in your in-box until you do.

Full disclosure: Edina Realty's feedback forms do this, too.

Feedback's True Purpose

As a Listing Agent, I like to tell my selling clients that "the only feedback I really care about is a full-price offer from a well-qualified Buyer -- or even better, two such offers."

Which is the truth.

It's also the case that providing thoughtful feedback is a courtesy shown to colleagues, and that if you want to have a reasonable expectation of receiving constructive feedback on your listings, it's incumbent upon you to fill in their feedback forms.

Call it "feedback karma."

Which gets to what feedback forms are really all about.

Not Shooting the Messenger

If you really need feedback forms to tell you how the market views your client's home (price, condition, floor plan, etc.) . . . you probably haven't been selling real estate that long.

Rather, the real purpose of feedback forms is to help wrest needed price reductions from resistant Sellers, without the Listing Agent being "the bad guy."

Put it this way: it's one thing for the Seller's agent to say their home is overpriced. After all, don't Listing Agents just want the price to be as low as possible, to consummate a sale??

However, when a parade of strangers all zero in on the same 3-4 shortcomings, then promptly disappear . . . the message tends to be a little more credible -- and potent.

Showing Feedback & "Minnesota Nice"

"Minnesota Nice" for Non-Minnesotans

For non-Minnesotans reading this blog, first a definition:

"Minnesota Nice" refers to the locals' custom of being preternaturally pleasant on the surface . . . and seeming to be chilly and unavailable just below.

Non-natives, especially from bigger cities (like New York) invariably find the practice off-putting if not outright annoying; the most common complaint I hear is, "you never know where you stand."

The runner-up? 'it's passive-aggressive.'

Meanwhile, natives like myself understand "Minnesota Nice" for what it is: a collective agreement to . . . be polite, at least on the surface.

How different in principle is that, really, than 100 strangers jammed into a subway car all tacitly agreeing not to make eye contact?

Ultimately, "Minnesota Nice" is really just a regional preference -- a "default mechanism" -- for managing social interaction on a mass scale.

As such, it's no better, no worse (and certainly much less confrontational) than social styles in other parts of the country . . . or world.

What would you expect from a couple million, *stoic Scandinavians?? (still the most dominant ethnic heritage locally).

Minnesota Nice & Showing Feedback

So how does "Minnesota Nice" play out between Realtors?

A good example is the showing feedback form that Buyer's agents are asked to complete after taking a client through a home.

I would say that some variation of the following easily represents 25% of the responses I get from Buyer's agents on homes that I'm listing (representing the Seller):

How did your Buyer like the home overall? "Good."

On a scale of 1-10, what was your opinion of the home's condition? "7"

Floor plan? "8"

What did you think of the home's price (pick one): Above market/at market/below market (this one always cracks me up) "at market"

Any future interest? "No"

Social Conventions

Obviously, anyone who had continuing interest in my client's home would be communicating that, in a variety of ways.

So, I don't take umbrage at the above, or email or call the other agent hostilely asking for more.

I understand it for what it is: a "no thank you" -- politely conveyed, to be sure.

*the joke about the long-time local Congressman (and quintessential Scandinavian) Martin Olav Sabo was that he once got so worked up over an issue that . . he almost spoke up about it!

Stuck in "Housing Pergatory"

Too Many Shortcuts Add Up

What makes a home "stuck in Pergatory?"

Too much Pergo, for one thing (sorry, bad pun).

For those who don't know, Pergo is a laminate made to look like hardwood floors, and is about half the price per square foot as the real thing.

The problem is that Pergo doesn't really fool anyone; on the contrary, the minute I see an ocean of Pergo, I immediately look for other shortcuts. Like:

--Cheap replacement windows (usually vinyl)
--Off-brand appliances and plumbing fixtures
--Bargain Kitchen cabinets and counters
--Cheap mill work and doors (millwork is all the wood and wood trim in a home, including doors, mouldings, baseboards, arches, etc.).

Penny Wise, Pound Foolish

That last one in particular always strikes me as penny wise, pound foolish: nothing torpedoes the feel of an otherwise well-built home than opening a cheap (and hollow) aluminum front door.

Once you've toted up all the visible shortcuts, your attention (legitimately) turns towards what you can't see (or don't initially focus on).

Like, the status of the home's plumbing and electrical systems; the condition of the roof (if it's winter and covered with a foot of snow); the furnace, a/c, and water heater; and the home's light fixtures.

I still remember one of the most devastating -- and succinct -- comments I got from a prospective Buyer while holding a Sunday open years ago: 'looks like too many trips to Menard's.'

P.S.: Stagers and home sellers love Ikea because it's so stylish and cheap. Long-term homeowners . . . usually don't.

Realtor Commissions: When it's Smart to Pay More

Want More Showings? Dangle a Fatter Carrot

In a culture -- and economy -- where getting the best possible price is practically a religion (if not a budgeting necessity), why should home sellers consider paying their Realtor a higher commission?

Because they might actually make more money that way.

That's because Realtors who charge more often (but not always) do more, are more skilled, experienced, etc.

Put it this way: who's the better deal, a Realtor who charges 5% or even less to put your home on MLS (and not much more); or, a Realtor who charges 6%-plus and aggressively stages, markets (both pre-list and after), uses professional photography and desktop publishing, networks your home like crazy, hosts Broker and multiple Sunday open houses, promptly follows up showings for feedback, etc.?

Reason #2

Paying a higher commission today can also be a nod to market realities.

Particularly in some Twin Cities suburbs today, it's not unusual to see 20-30 relatively similar homes -- all basically at the same price point -- competing for showings.

If the competing homes are offering a 2.7% payout to the Buyer's agent, bumping that to 3.15% is a relatively cheap way to stand out.

(Note: at least in the Twin Cities, the commission is often split 55-45 between the listing agent, representing the Seller, and the Buyer's agent. On a 6% commission, that comes to 3.3% and 2.7%, respectively; on a 7% commission, the split is commonly 3.85% and 3.15%.)

Attentive (and Not So Attentive) Agents

Overeager Seller? No, Overeager Realtor

At one extreme, there are Realtors who don't return your phone calls even when you're trying to find out how to submit an offer your client has written on one of their listings.

That's actually happened to me -- twice -- in the last year.

Surprise, surprise . . . . both were foreclosures.

At the other extreme is what happened this weekend.

Out of six townhomes I set up for showings, agents on two of them sent me "pre-showing" emails extolling the townhome's (many) virtues, encouraging me to "have a good showing," etc.

I certainly appreciate the attentiveness.

However . . . . a) it comes across as overeagerness, at least to me; and b) it's premature, given that my client hasn't even been through yet.

Usually, major things like total square feet, floor plan, condition, and location speak for themselves -- and trump details like whether or not the living room furniture is included.

When it's not "Overselling"

Are there exceptions to getting in front of the Buyer's agent ahead of the showing?

I can think of three.

One. Letting the showing agent know that a price reduction is imminent.

Two. Informing the showing agent that there's intense interest from other Buyers (and time really is of the essence).

Three. The property has a number of features and amenities that might otherwise be overlooked.

That can easily be the case with an upper bracket home that trips, say, more than 5,000 square feet.

A fourth situation involves letting the agent know about a temporary problem. For example, the basement got water from the storm the night before and is being dried out, a stained carpet is being replaced, etc.

Those kinds of situations are always judgment calls, but in my opinion are probably better addressed by temporarily taking the home off the market. In fact, MLS has a status, "TNAS," or Temporarily not Available for Showing," specifically designed for those situations.

P.S.: also in the "overeager" category would be the cell phone call for feedback . . . while I'm still doing the showing!

Picking a Listing Agent

New Way to Get Clients

Home Sellers pick their listing agents a variety of ways: who their friends and neighbors used; who they trust and feel comfortable with (rapport); who they think will ultimately get them the most money, the fastest.

Under that last category would certainly fall, "the Realtor who knows the most prospective Buyers for my home, and what they're looking for."

Which would explain how I've now signed two clients in the last six months: I was the Realtor who showed the owner's home the most when it was previously for sale (in one case, the owner ultimately opted to rent out their home; in another, they simply took their home off the market).

In each case, I'd shown the home of each "client-to-be" multiple times, and after every showing had passed along feedback to the then-listing agent explaining why the home wasn't a good fit for my client.

Obviously, the owner was paying attention . . .

Motivated Sellers . . . & Realtors!

Trolling for Offers

I don't know how motivated Sellers are at the moment, but their Realtors sure seem to be!

I showed perhaps half a dozen condo's within a mile of Lake Calhoun over the weekend, which means that today is "feedback day."

If you didn't know, it's customary for the listing agent, who represents the Seller, to shoot an email form to the Buyer's agent requesting feedback.

The forms vary a bit by broker, but basically, they all inquire about the property's condition (inside and out), staging, the prospective Buyer's opinion as to price, and future interest.

Lukewarm Interest

My client is just starting out, which means that they're learning the market, and not yet ready to buy. On top of that, they didn't love any of the choices.

Which is pretty much what I relayed to the various listing agents via the feedback form.

Notwithstanding that very equivocal feedback, almost every listing agent left me a voicemail indicating that the Seller was motivated, and asking what might get my client to consider making an offer -- any offer -- now.

That doesn't happen in Seller's markets.

I suppose the alternative explanation is that, 10 days ahead of Thanksgiving, the listing agents have a little extra time to follow up.

"Now, That's Useful Feedback!"

Realtor Showing Feedback ("Heads Up?")

As a listing agent (representing Sellers), one of my stock lines is that "the only feedback I really care about is a full price offer from a well-qualified Buyer."

That's only a slight exaggeration.

While there's always the truly unique property that's difficult to wrap your head around, the fact is, if the home you're listing has been on the market for a month, and you're surprised by the feedback you're getting . . you're not a very good Realtor (at least in my opinion).

(Sort of like the advice trial attorneys are given never to ask a witness a question that they don't already know the answer to).

Exceptions to the Rule

So, are there exceptions to that?

Sure.

Earlier this week I showed a home that my client said had a strong gas smell (my own sense of smell is non-existent). I immediately called the listing agent, who followed up.

Last week, I showed a property where it was obvious that the owner's cat had been . . . ahem . . sick. In multiple places.

Again, I called the listing agent.

Believe it or not, he was grateful to get the call. The client was out of town for the week, and I just saved him a few ruined showings.

Showing Feedback

Anticipating Feedback Before Showings

I recall a saying from my (long ago) days practicing law regarding attorneys cross-examining witnesses: never ask a question you don't already know the answer to.

The equivalent for real estate is, "a good Realtor should (almost) never be surprised by showing feedback."

What do I mean by that?

One of the key skills clients pay me for is the ability to spot a property's strengths and weaknesses, then showcase the former -- in photos, marketing literature, on MLS, etc. -- while defusing the latter.

Many times, weaknesses can be addressed cosmetically: a new coat of paint, a couple hours of handyman time, etc.

However, if a weakness can't be corrected or minimized, ultimately the home's price needs to reflect that.

What's that got to do with showing feedback?

By the time the listing agent (representing the Seller) is hearing (negative) feedback from other agents, the best chance to anticipate and correct for issues is already gone.

It's still possible to make mid-course corrections, but the chance for a quick sale, while the listing is still hot, are greatly reduced.

P.S.: as my clients know, I'm fond of saying that "the only feedback I really care about is a full-price offer from a well-qualified Buyer."

"They're Just Not That Into . . . Your Home"

"The No Feedback" Feedback

Unbeknownst to many prospective Buyers, their agents receive emailed "feedback forms" immediately after showing a property.

The templates vary, but the general format is to ask for comments regarding the home's interior condition, exterior condition, curb appeal, staging, and price. Ratings can be either numeric (1-10), or qualitative ("good," "fair," "poor," etc.)

Unfortunately, if you've just showed clients eight or ten homes, your recollection of each one may be foggy, at best. And yet, thanks to computerization, the feedback forms keep filling up your mailbox, until you oblige and fill in . . . something.

So, you get a lot of variations of what I just got back from an agent yesterday:

Interior condition: 'good'
Exterior condition: 'good'
Curb appeal: 'good'
Price: 'good'
Any further interest? 'No'

Huh?

Even when a prospective Buyer is cool to a home, the reason(s) can be (genuinely) vague. In the real estate equivalent of the famous "Sex and the City" line: sometimes "they're just not that into . . . your home."

As I like to tell clients, the only feedback I'm really interested in is a full-price offer from a well-qualified Buyer. Even better: two such offers.

In the meantime, if I really want an agent's feedback from a showing -- if I know they know the neighborhood -- I'll call them.

P.S.: if the feedback is a surprise to your Realtor . . . they're not a very good Realtor! The one major exception to that is the projected selling price of a highly unusual or unique home.