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Human Nature vs. Opportunity
I remember a conversation I had while driving around with a buyer very early in my real estate career. I was green and still learning the business, but even then I had a sense that real estate moved in natural cycles. Markets heated up, cooled down and eventually changed direction, usually influenced by the broader…
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When Is It Time to Move On?
Over the weekend, I listened to a radio discussion about people who repeatedly run for political office but never win. They were described as “perennial” or “serial” candidates. We have a local example of someone who has run for mayor, regional chair several times, and as a Progressive Conservative candidate in a provincial election, without…
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We Want It Now. Even When It Comes to Buying a House.
I was listening to a podcast recently about how instant gratification has quietly become the default setting for almost everything we buy. Hungry? Tap an app and dinner arrives at your door. Need a phone charger? Amazon has it on your porch tomorrow. Need a ride? Uber shows up before you’ve finished your coffee. We’ve…
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Needs vs. Wants: The Hidden Force Behind Every Real Estate Negotiation
In real estate, price is often determined by supply and demand. Negotiations, however, are often determined by something entirely different: needs and wants. Most of us understand the difference. We may want a new vehicle, a larger home, or a backyard swimming pool. Those are wants. A need is different. A need creates urgency and…
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The Cost of Standing Still
A recent survey found that 67% of real estate brokers believe today’s buyers are more risk-averse than they were before 2022. Despite lower mortgage rates and lower home prices than we saw at the peak of the market, many buyers remain concerned that values could decline further. The topic came up during a conversation at…
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Renovations: Pay Me Now or Pay Me Later
I write a regular column for a local online newspaper and, like most opinion pieces, it often generates comments from readers who see things differently. Some articles seem to attract more debate than others. A recent article focused on investing money in your home and whether renovations truly increase value. I looked at the different…
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The Real Estate Headline Problem
There’s a particular kind of confidence that comes from reading headlines. It feels like being informed. It feels like understanding the market. After 40 years in real estate, I can tell you it’s often neither. Buyers and sellers today arrive armed with information. They’ve read articles, scanned charts, absorbed opinions. This is a good instinct.…
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Are there Zombies in Real Estate?
You’ve seen them. You just didn’t know what you were looking at. They drive nice cars, dress the part, and post constantly on social media. New listing. Coming soon. Just sold. It creates the impression of momentum, of a business that is both active and lucrative. But here’s the twist: a “Zombie Real Estate Agent”…
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Forty Years In: What Really Kills a Deal and What Saves It
I had the good fortune to sell a home this past weekend. I was representing the Seller, and early in the process they shared a concern that had been weighing on them. Years ago, there had been a small foundation leak that was repaired. Their worry was simple: would this cause a Buyer to hesitate?…
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Why This Market Isn’t as Risky as It Feels for Sellers
Standing in line for coffee recently, I overheard a familiar conclusion about today’s real estate market. “We’re finally in a buyer’s market,” someone said, explaining that Sellers are now accepting offers far below asking. It’s an understandable belief. It’s also not what the numbers show. Real estate markets are not defined by sentiment. They are…
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