I met my new client at 9:00 AM at Little America, one of our Landmark Hotels in Flagstaff. She lives in Alabama and, faced with layoffs and life changes precipitated by the current economy, is interviewing for a job in Flagstaff.
Like many of my clients, she did her homework and research through my website, TheFlagstaffWebsite.com. She and I had emailed for weeks. She presented me a list of about 15 homes she wanted to see, ranked in order of preference.
She was organized, smart and very funny! We clicked.
Her price range was under $300,000, the closer to $200,000 the better. I don't know what you can get in your market for under $300,000, but I do know that almost every one of my out-of-town clients suffer something like sticker shock when they see our Flagstaff homes in this price range.
Flagstaff is a unique and beautiful area in Arizona. We have trees, mountains and gorgeous four seasons. We have an excellent hosptial, Universities and some industry. We are small and surrounded by forest, meaning we have not, and will not, expand with large developments. Between our geography, land scarcity, our amenities and our services, we truly are special.
And therefore, we aint cheap.
My client showed the common signs. As we drove up to the first home, I could tell she thought I was mistaken. She furrowed her brow, looked a little nervous, and reached for her printouts - the ones with the pictures that pretty much look nothing like the listing.
I reviewed what we were about to see - built in the 70s, partially remodeled, $264,000. And waited. She looked at me, looked, down, looked around, wiped her mouth, then blurted in the way that truthtellers blurt, (in her Southern Accent) - Hell, this would be $80,000 tops where I come from!
I nodded my head, said "I know", and escorted her gingerly to the front porch.
And so it went.
Nurturing my out of town clients through sticker shock is an art. I have to let them see, feel and absorb. I have to let them calculate in their head how much it would be back home. I nod my head, compassionately understand, and slowly and honestly explain that here in Flagstaff, Arizona, we pay for the privilige of being in Flagstaff.
And it is a privilege. Yes, you can find less expensive homes in other areas of Arizona. You can. But then, well, you see.......you have to live in those other areas. It's hotter in the Summer, or smaller, or lacking amenities. There are less trees, no hospital or no universities. If it's a second home, it's a longer drive and not as fun. As the day wears on and the out-of-towner considers these other options, she slowly understands. She relaxes. Starts to smile. She might not get the house she imagined, but yes, living here can be a privilege deeply enjoyed.
At the end of our day we saw two homes she liked. Of course they were about $150,000 more than she thought they were worth, but two possibilites are better than none! I have not yet heard how her interview went and hope she got the job. That would be one VERY important reason to move here, and after she does, I know she and her family will discover why Flagstaff is worth it!
At the end of our day we saw two homes she liked. Of course they were about $150,000 more than she thought they were worth, but two possibilites are better than none! I have not yet heard how her interview went and hope she got the job. That would be one VERY important reason to move here, and after she does, I know she and her family will discover why Flagstaff is worth it!
Eileen Schreiber, Realtor, Accredited Buyer's Representative, Ecobroker Certified
Russ Lyon Sotheby's International Realty
eschreiber@russlyon.com
