S.E.C. Real Estate Observer

Sometime in the early 70’s, I attended an Illinois GRI class in Peoria, IL. One of the instructors was Ed Compere, MAI from Abilene, TX. He told us how stupid we all were taking a listing and then trying to justify the price. We needed education, he went on, and the only place to get […]

We are all familiar with the havoc hurricanes have caused in Florida and the Gulf coast this year. This damage has created opportunities throughout those states in residential, retail, and industrial properties. Many folks will rebuild, however, high insurance deductibles and the high cost of more stringent recent building codes may make rebuilding impossible for […]

We have probably all experienced being in a marketing session and finding our minds wander during a presentation. We may have been thinking of another transaction, meeting with other attendees at the break, wondering about our families, where we are having dinner, world events etc. And then it happened! A simple word or phrase from […]

Can you “create” a transaction when one does not readily appear possible? Here are a few thoughts to contemplate. At marketing sessions, pay particular attention to what the attendee’s clients are seeking. Often there is a common pattern, such as a dearth of cash looking for net leased properties. The buyers have determined the quantity, […]

Since I’m traveling in our motor home all year, I am often asked what its like doing deals while always on the road. Communications and information are the keys. Of course the cell phone, national plan (no long distance or roaming charges) and a notebook computer are a must. The computer is my free fax […]

Don’t assume I spent several sessions counseling a new couple. They inherited a good deal of money, were of retirement age and they wanted income from these funds to provide comfort in their evening years. We talked about representation, agency, and they decided that they wanted me to be a Buyer’s Broker and signed an […]

Chuck Chatham once said: “You have two ears and one mouth – that should tell you something.” Here are a couple of counseling stories to illustrate the point. Flying High When I first started to counsel, I quickly learned the tape recorder is an immense help. Clients knew I had a record of what was […]

My first Client Applicant A residential agent referred a couple to me, and an evening appointment was arranged. It was too soon after my first Chatham class to have acquired a high backed chair, but the tape recorder was in place and I was very nervous. After handshakes and a few brief remarks I began […]

In the mid seventies, I received a brochure regarding the Charles C. Chatham Counseling Course. Since I was having a difficult time dealing with people after the CCIM classes, I thought the learning “consulting” would help. And thus I signed up for the three-day class in a mid-western city not knowing that I wouldn’t learn […]