They say you can see desperation in someone's eyes. What’s worse, it’s said that you can actually smell the desperation. We’ve all been in a situation where a sales person approached us not just wanting to make a sale, but needing to make it. The desperation read on them like a book and it was as uncomfortable for us as consumers to see it as it was for the sales person to approach in such a state. It’s not a pretty picture and it’s really no way to do business with anyone.

Now imagine that you’re making the biggest investment of your life. You’re buying a home, and the person assisting you needs the transaction to close more than you do. It’s a tough place to be in and unfortunately, it’s how many homes are bought through real estate agents in today’s new economy.

According to NAR in a recent survey, the average real estate agent makes a gross annual income of $39,800. Most agents are on a 50/50 split with their brokerage, meaning that before taxes and business expenses, the Average Frustrated Agent (AFA) makes about $19,000. Before we go on, it's important that you know what an Average frustrated agent is. An AFA refers to approximately 95% of the 1.02 million real estate agents in todays marketplace. The AFA sells anywhere from 6 to 10 homes per year and makes anywhere from $19,000 to $35,000 per year before taxes and business expenses.

The AFA is an agent who is only handling a handful of transactions per year. Typically, these deals are for friends and family. They are not treating their real estate business as a business and therefore, have not invested in the additional knowledge required to become an expert. The AFA is not often open to coaching or feedback on ways to improve his/her business and consequently, gets mediocre to average results in his/her business, year in and year out.

The AFA's listings have only 34% of homes sold at full price or net full price. And, because AFA's results are so much weaker, they have less money to invest (approximately $150 per month vs. the thousands per month invested by an Expert Advisor) into growing their business. The reality is that real estate consumers are not getting the service and results they deserve when buying or selling their biggest investment.

Unfortunately, due to the level at which the AFA performs on a regular basis, as many as 87% of them will be out of business by 2019.

In today's new economy, roughly 31% of mutually ratified real estate contracts fall apart long before they get to closing. Much of it rests on the shoulders of unexperienced and improperly rained real estate agents who don't have the skillset, systems and strategies you would find in working with an Expert Advisor. Unfortunately, thousands of dollars and scores of man hours for all parties involved are lost when a real estate transaction falls apart.

The good news is that 98% of the mistakes that doom real estate transactions can be avoided altogether. Expert Advisors are experts in assembling and managing real estate transactions for buyers and know what to do, and more importantly what not to do, in providing a high degree of certainty that a buyer’s real estate transaction will be seen all the way through to closing.

The Law of Expertise states that the bet way to make sure that your real estate transaction end well is to ensure that it starts well and is handles well throughout the entire process. It also mandates that all 80+ variables that comprise a real estate transaction are engaged properly every step of the way. The Expert Advisor knows where the mines are that can blow up your real estate transaction and what it takes to avoid them during the home buying process. The areas of expertise your Expert Advisor possesses are:

· Market Knowledge – Where are the best priced properties in your price range and

at what price are they selling? What does the future sale opportunities of those

homes look like?

· Knowledge of Co-Op Agents – Which agents in your marketplace are the easiest

to work with and will work with you, rather than against you, to help you put the

deal together? Which agents have the hottest listings in your price range on a

regular basis?

· Negotiation Strategy - What’s the best price and what are the terms and conditions

that need to go into a contract to get you a great deal and still have your contract accepted?

· Knowledge of Mortgage Options - Who are the best lenders with the mortgages

that offer you the best rates, terms and conditions to save you the most money

on your loan?

· Knowledge of Insider Deals - Where are the homes in your marketplace that are

coming to market soon that meet your expectations that few, if any, people know about?

· Inventory (MLS and Non MLS) - Where is the best cross-section of homes but are both on the MLS, and listed for private sale, in your price range and how do

you get access to them?

For the Expert Advisor, it’s not just about knowing what’s for sale in the market, it’s about knowing the market inside and out and where to find the gems that make for the bets deals based upon your specific situation. The Expert Advisor prides himself/herself on securing the hottest deals for his/her clients without the commission will be, focusing rather on the suitability of the specific home to be purchased.

You have to ask yourself this, “If there’s a 31% chance that my transaction will fall apart, do I want an ill-prepared, poorly skilled person working on my behalf to get the deal done? That's a definite no for us.