Ruth Krishnan – Top SF Realtor 10.+Add.Feed Info1000FOLLOWERS
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Nestled within an elegant 1920’s courtyard building, this bright and airy 2 bedroom, 1 bath top-floor condo is bathed in natural light and filled with original charm. The large rooms are graced with hardwood floors, lovely arched windows, and decorative molding.
In the spacious living room, the period details are exquisite, from picture frame moldings adorning the walls to wide casings surrounding the two big bay windows.
Adjacent to the living room is the first bedroom, with views of the neighborhood and Russian Hill.
Down the hall, a second bedroom is positively enchanting, with a walk-in closet, French doors, and a large bay window overlooking the center courtyard.
Two hall closets (one is a huge walk-in!) provide extra storage space; there is shared laundry in the building, and garage parking for 1 car is included.
The countertops in the kitchen and bath have been updated, as have the light fixtures throughout the unit. The roomy eat-in kitchen features sleek countertops, stainless steel appliances, and a dining area beneath a sunny window.
This Pacific Heights gem is within blocks of shopping and dining along Union Street in Cow Hollow and Polk Street in Nob Hill.
Other nearby neighborhoods include the Marina, Russian Hill, and North Beach.
Public transit and major freeways via Van Ness are just minutes away for a breezy commute.
Happy New Year! I hope that you were able to enjoy time with your family and relax over the holidays.
We ended the year in Australia and visited Sydney, Port Douglas, and Perth. It was nice to get away and have some time to connect with my boys. Life in Australia is definitely all about balance. For instance, many of the retail shops close at 6pm so families can be together. What I love about traveling is seeing that there is more than one way to live life. It’s nice to get off the hamster wheel for a minute and rethink things.
I have to say that for January, the market feels unusually busy and I think 2018 is going to be very solid. In fact, I’m beginning to wonder if the usual “spring rush” is here early this year as we’re already feeling the price increase that we’ve experienced in many past springs. We have quite a few very active and determined sellers and buyers.
People are asking about the new tax reform and quite frankly, I don’t see that it’s going to affect the market here. The bottom line is the average median-priced home will see an increase of $6,000 to $10,000 per year in taxes, but this doesn’t take possible decreases into consideration. My sources tell me that it may almost even out, but you should talk to your CPA to be sure. If it does end up being $6,000-$10,000, this is not a trivial increase, but it’s not typically an amount of money that will affect someone’s buying decision.
Obviously, the whole picture needs to be taken into consideration when it comes to the loss of certain tax breaks. Feel free to call me if you’d like to discuss this in more detail.
In this month’s newsletter, we compiled some data to give you a sense of 2017’s real estate market. The median single-family home price hit $1.42M and the average price of houses with Golden Gate Bridge views almost hit $3.3M. There are many other informative tidbits in there, so enjoy.
As always, I’m here for you anytime if you want to talk real estate!
All the best,
Market Conditions, Trends, & Home Prices in San Francisco
Looking Back on 2017
Looking Forward to 2018
The median SF house sales price in 2017 was $1,420,000 (up from $1,325,000 in 2016), and for condos, it was $1,150,000 (up from $1,095,000). Looking just at the 4th quarter, median prices were $1,500,000 for houses (up from $1,350,000 in Q4 2016) and $1,185,000 for condos (up from $1,078,000) respectively.
The chart below, based on S&P Case-Shiller Index data, tracks general price appreciation trends of homes in the upper third of prices in the 5-county SF Metro Area. Case-Shiller does not base their calculations on median sales price changes but uses its own proprietary algorithm. This chart has been simplified to only reflect percentage increases and decreases from various points in real estate cycles. Since it covers 5 counties, it is a very generalized illustration.
Moving into 2018, there are a lot of spinning plates in the air – local, state, national and international factors that could affect markets. 2017 saw real estate markets surge and financial markets soar. After some cooling from mid-2015 to mid-2016, the Bay Area high-tech economy surged back into high speed, with companies leasing enormous spaces in newly built office buildings – which they will presumably fill with new hires. Unemployment rates have flirted with historic lows, and 2018 may see some major local IPOs, which could create great quantities of new wealth. The Bay Area still has probably the most dynamic, innovation-fueled economy in the world and indisputably remains among the great metro areas on the planet – but there are also significant social, economic, political and environmental challenges looming.
Congress delivered an unpleasant holiday present to many Bay Area residents in the form of federal tax law changes limiting the deductibility of mortgage interest and state and local taxes. The effect of these changes make living in an already high cost-of-living area more costly for many residents, and also reduce some of the financial incentives of homeownership, especially for more expensive homes. Predictions on the effect of these tax changes on local housing markets and the business environment range from one extreme (economic devastation) to the other (shrug), and the state legislature is currently working on bills that might blunt the negative financial impacts. It is too early to guess how it will all play out. We live in interesting times.
This January 2018 report will range far and wide looking at real estate, and some economic and demographic issues that impact it. Most of the charts are self-explanatory, so we have kept the text to a minimum. A review of annual, year-over-year, real estate market trends in San Francisco are at the end of this report.
Most of these annual trend charts show the market heating up again in 2017 after some cooling in 2016. Very generally speaking, since 2015, the house market has been hotter than the condo market, and the more affordable neighborhoods hotter than the more expensive. But 2017 was a strong year across virtually all market segments.
Information on neighborhoods not included in this report is readily available.
If you will forgive a little celebration on our part: In 2017, Paragon became the largest brokerage in San Francisco by dollar volume sales of residential and multi-unit residential real estate (as reported to MLS, per Broker Metrics). We opened our doors in 2004.
Updated Home Value Charts – January 2017
Median Sales Prices & Average Dollar per Square Foot Values
Rolling 3-Month Figures
Selected Year-over-Year Comparisons
San Francisco House & Condo Markets
Each data point reflects 3-months-rolling market activity of the year specified, i.e. the December statistic reflects October, November and December sales as reported to MLS. These are auto-updating charts, changing with the passing of each month, but will always reflect the most recent 3-month period, comparing it to the same period in the previous 2 years.
Gold columns reflect SF house sales; Purple columns reflect SF condo sales
Median Sales Prices
Average Dollar per Square Foot on Sale
Sales Volume: Rolling 3-Month Period
Months Supply of Inventory (MSI)
The lower the MSI, the stronger the demand as compared
to the supply of listings available to purchase
Average Days on Market
Median Percentage of Sales Price to Final List Price – Overbidding
It is impossible to know how median and average value statistics apply to any particular home without a specific, tailored, comparative market analysis. In real estate, the devil is always in the details.
These analyses were made in good faith with data from sources deemed reliable, but may contain errors and are subject to revision. It is not our intent to convince you of a particular position, but to attempt to provide straightforward data and analysis, so you can make your own informed decisions. Median and average statistics are enormous generalities: There are hundreds of different markets in San Francisco and the Bay Area, each with its own unique dynamics. Median prices and average dollar per square foot values can be and often are affected by other factors besides changes in fair market value. Longer term trends are much more meaningful than short-term. Late-reported MLS activity may change certain statistics to some small degree.
I hope you are doing well and spending some time with loved ones over the holidays. We will be in Australia for a bit, visiting and reconnecting with family as well as seeing one of the “7 Wonders of the World”, the Great Barrier Reef.
Last month, I was so busy working on my annual Thanksgiving card I didn’t get around to our monthly newsletter. Writing it is a very time-consuming endeavor but one that is really important to me, as I get to focus on gratitude. I have been intentionally practicing gratitude every day, both at work with my team and at home. My kids and I recently started a gratitude journal, which is fun because while they seem to forget about all the fabulous things we do and what a great life they have, now we have it on record!
Ironically, I missed expressing gratitude to all of you who helped donate to the Napa Fire victims – as you may recall, we started a campaign and offered to match up to $5K in donations. We didn’t quite get there but we did raise $2,240. We went ahead and donated $5,000 ourselves, so in the end we were able give fire victims a grand total of $7,240 in donations. Additionally, we are proud that we’ve given back 3% of our profits to local charities and we are looking to increase that number next year.
Our newsletter this month is a fun one, where we take a look at who lives in SF. I always find it interesting when my perceptions, based on my current experience and expectations, are way off. For instance, I was surprised to see that only 1.8% of SF the population is Indian. Since my husband is Indian and we have tons of Indian friends, I thought that it was more like 20%! I found this same scenario repeating itself as I read through the list. Anyway, it’s kind of fun to check out. I hope you enjoy it.
Please feel free to reach out to us if you need anything at all. My team has more staff members per transaction, than any real estate team in the Bay Area, and for this reason, we are able to provide the highest level of service and be here for you when you need us.
I’m wishing you the best this holiday season. As we gear up for a busy and fruitful 2018, we would love an introduction to any friends you have that are considering buying or selling. Most importantly, thank you for all your support. We wouldn’t be here without you.
Who We Are; Where We Come From; What We Believe;
How We Live; What We Do; Money Earned & Money Spent
SF Market Report December 2017
While waiting for final data on the feverish 2017 real estate market to arrive, we thought to step back from homes and, instead, look at the people who live in them. There is no city and metropolitan area quite like San Francisco and the Bay Area, and here are some of the details. Compiled solely for your entertainment and, perhaps, mild edification.Depending on data source, these analyses pertain to either San Francisco alone, or to a multi-county San Francisco Metro Area, as delineated on each chart.
Looking at this first chart below, you may wonder why neighborhoods like Pacific Heights and Russian Hill do not show up at the top of the income table, and why South Beach and the Presidio do. First of all, the zip codes for both Pacific Heights and Russian Hill include other, much less affluent neighborhoods: For example, the zip code for Russian Hill runs all the way into the Tenderloin, and that for Pacific Heights includes most of the Western Addition. Both zip codes also include many renters under long-term rent control. Both these situations skew their median household income figures lower.
On the other hand, the South Beach area is a recently built neighborhood, not long ago filled with parking lots and small commercial enterprises, but now filled with luxury condo buildings. The condos are quite expensive and since all the buildings have been built since 1990, there is no rent control, which means its renters generally pay high market rents. Whether owner or renter, one has to be earning a very substantial income to live there. The Presidio, and we are talking about the park (which contains rental housing), is under federal jurisdiction, so it too is exempt from rent control, and, of course, since it is right next to Pacific and Presidio Heights, its market rents are also quite high, which likewise affects income requirements accordingly.
Unsurprisingly, degree of education correlates strongly with household income figures.
Hey everyone! Wishing you and your family a very Merry Christmas from San Francisco! Our city is known to have eccentric traditions, here’s one of them. Santacon! Fully decked in a Santa outfit on the second Saturday of December, all gather at Union Square Park at noon to begin the hilarity that is Santacon SF. Here are a few snippets of what a day in San Francisco is like during the Christmas season.
San Francisco, CA
Saturday, December 9th
Santas posing in front of Alcatraz Island.
Even Darth Vadar donned his Santa outfit to promote “The Force Awakens”, the new Star Wars movie that came out last Friday.
Santas in Russian Hill, walking down the crookedest street Lombard Street.
Huge Leap in October SF Median House Sales Price
San Francisco Luxury House Sales Hit New High
The Hottest Real Estate Markets in San Francisco
12-Year Trends in Neighborhood Home Prices Advantages to Buying during the Holiday Slowdown
November 2017 Report
The October 2017 median house sales price in San Francisco surged over $100,000 above the previous peak in May to hit a new high at $1,588,000 (sales reported by 11/5/17). A major factor was that October was a record-breaking month for luxury house sales, and more sales of expensive homes pull up the median price. The median condo sales price, at $1,180,000, was a tad below the recent peak hit in August, and luxury condo sales reported to MLS were well below their peak sales volume reached this past June. The luxury market is covered further down in this report.
We prefer measuring median price trends by periods longer than 1 month (which are prone to fluctuate considerably without great meaningfulness), and the below chart illustrates rolling 3-month median price trends for houses ($1,415,000 for August, September, October) and condos ($1,175,000), and 6-month rolling median prices for TICs ($982,500). Remember that median price changes are not perfect measurements of changes in fair market value.
And this chart below based on CoreLogic S&P Case-Shiller data compares the appreciation of the more expensive Bay Area home markets (blue line) – such as most of SF, Marin, San Mateo and Diablo Valley – to the overall national trend (green line), going back to 1987. It is interesting to see where our local appreciation rates have diverged from national rates: The divergence since 2012 has been particularly striking.
Note that the numbers on this chart all refer to a January 2000 price of 100. So, the latest Bay Area reading of 238 means that home prices here have appreciated, according to Case-Shiller, by 138% since January 2000. National home prices appreciated by 95% during that period.
San Francisco Neighborhood & Realtor District Map
San Francisco Market Overviews
SF House, Condo & TIC Sales by Realtor District
Some districts are dominated by house sales and others by condo sales. The most balanced is the greater Noe, Eureka & Cole Valleys district with almost equal numbers of both. Condo sales now outnumber house sales in the city, a trend which will continue to accelerate with new construction. Looking at the horizontal columns below, the gray portion represents house sales, the teal, condo sales, and the green, TIC sales.
SF Home Sales by Price Segment
Home sales under $1m are dwindling, and 70% of those are condos or TICs.
The highest number of sales is now in the $1m to $1.5m price segment.
Sales by Property Type & Bedroom Count
Compared to other Bay Area markets, SF has more small, 2-bedroom houses and fewer big, 5+ BR, house sales – and far more condo sales at much higher prices than in other counties. By far the most prevalent SF home sale now is a 2-bedroom condo.
As mentioned before, luxury house sales hit a new high in October 2017: In recent years, October has become the biggest month for very expensive house sales. This is not the case for luxury condos, which typically peak in spring. Looking at broader trends in the second chart below, the luxury home market grew dramatically from 2012 through 2015, cooled significantly in 2016 (especially the luxury condo segment), and then surged back in 2017 to hit new highs. But then everything seems to be surging higher nowadays, from stock markets to homes to iPhone prices.
Luxury house sales in October were concentrated, highest to lowest numbers, in the Pacific Heights-Marina district (D7), the Noe, Eureka & Cole Valleys district (D5), and the Lake Street-Sea Cliff district (D1). These 3 districts contained about 80% of the sales. Other luxury house sales were scattered singly around the city: Russian Hill, Telegraph Hill, Inner Sunset, Potrero Hill, Mission, Bernal Heights, Hayes Valley and Lower Pacific Heights. The 3 districts that dominated luxury condo sales, with 9 to 11 sales each, were the Russian & Nob Hills district (D8), Pacific Heights-Marina (D7), and the South Beach-Mission district (D9). There were also a handful of sales in Noe-Eureka Valley (D5), and a couple in Lake Street-Richmond (D1). (Sales reported by 11/5/17.)
Median Home Price Trends by Neighborhood
2005 to Present
Following are 2 charts on houses and one on condos illustrating home price appreciation trends over the past 12 years in selected neighborhoods. We generally picked neighborhoods with greater quantities of sales, but please contact us if you would like information on one not included below. (The highest priced house neighborhoods like Pacific and Presidio Heights – with median prices in the $6m range – have relatively few sales and an enormous range in sales prices, which has a tendency to make the trend lines jump up and down somewhat erratically.)
Neighborhoods with current median house prices under $1.5m have generally
seen smooth, consistent appreciation since the recovery began in 2012.
Neighborhoods with current median house prices of $1.5m to $3m:
Some of these saw median price dips in 2016, but recovered in 2017
Two-Bedroom Condos – Median Sales Price Trends:
Some SF condo markets saw significant dips in 2016, but recovered in 2017
On the chart below, South Beach would ideally be divided into two distinct neighborhoods, with condos on lower floors of highrises in one, and condos on higher floors in another (distinctly more expensive). Since that is not easily possible, the median price below is a blend of both. To a large degree, all median sales prices are derived from a blend of a wide range of individual sales, but the highrise dynamic is concentrated in the greater South Beach area.
Día de Muertos is more than skulls and elaborate makeup – it’s about celebrating and honoring our loved ones who have passed away. On Día de Muertos, the tradition is that the dead are supposed to “join” the living in celebration. Though we celebrate and highlight Día de Muertos on Nov.1st, it’s a two-day celebration that follows the elaborate preparations of the altars and “ofrendas” (offerings). The first day, Nov. 1st, is when families remember children who have died (the little angels or angelitos) and Nov. 2nd venerates the adults. For the angelitos (little angels) – the souls of children who passed away – people leave skeleton toys and sugar skulls called calaveritas. People build altares, which are shrines or altars that richly honor and celebrate loved ones lost, displaying a deceased person’s prized possessions and their favorite foods. In Mexico, neighbors gather in local cemeteries to share food, music, and fun with their extended community, both living and departed. The celebration acknowledges that we still have a relationship with our ancestors and loved ones that have passed away.
Nov 2 – San Francsico’s Day of the Dead Procession
On November 2, San Francisco’s Day of the Dead Procession and Festival of Alters converges in the Mission district at Garfield Park at 26th St & Harrison St from 4 p.m. to 11 p.m. People from across the city craft ancestral altars typical of the holiday, and at 7 p.m. at 22nd and Bryant St, there’s a procession through the Mission. One of the city’s most unique festivals, with 15,000 people donning skull face paint, veils, black lace sombreros, and floral headbands, it’s put on by the local nonprofit, the Marigold Project. Bring flowers, candles and mementos of loved ones to place on altars alcohol-free event.
In San Francisco, Day of the Dead has been celebrated in the Mission district since the early 70’s with altars in Garfield Park, serving as a community graveyard for the night and through art, music, other live performances and a walking procession. Dia de los Muertos is a traditional Meso-American dedicated to the ancestors; it honors both death, grieving and the cycle of life. This community interactive art filled event is open to everyone and all who wish to participate are welcome.
Last week, I had the pleasure to join Paragon Real Estate in attending Inman’s Luxury Real Estate conference in Beverly Hill, California.
I absolutely love love love his book, Never Split the Difference, and consider it my Bible for negotiations! There were so many eye-openers, it was amazing. Not only do I apply the tips to my real estate life, I also could apply it to just about anything: communicating with my kids, with the customer service on the other line, with my team members.
Chris Voss 4 21 17 - YouTube
Never Split The Difference: Negotiating As If Your Life Depended On It
by Chris Voss
Chapter 1: The New Rules
No matter how we dress up negotiation in mathematical theories, we still act like animals, driven by our fears, needs, perceptions, and desires.
The book Getting to Yes assumes that the animalistic, emotional brain could be overcome through a rational, joint problem-solving mindset.
It focused on separating people from problems, on positions from interests, generating win-win options, and mutually-agreed upon standards for evaluating options.
Thinking Fast and Slow says our emotional response (System 1) to a suggestion or question informs and creates our logical answer (System 2).
By affecting a counterpart’s System 1 thinking, you can guide his System 2 rationality and therefore modify his responses.
Emotions and emotional intelligence must be central to an effective negotiation, and not things to overcome.
The majority of interactions we have at work and at home boil down to a simple, animalistic urge: I want.
Negotiation is for information gathering and behavior influencing, and includes almost any interaction where someone wants something from somebody else.
The first step to achieving a mastery of daily negotiation is to get over your aversion to negotiating.
Effective negotiation is sizing someone up, influencing their sizing up of you, and using that knowledge to get what you want.
Negotiation is the heart of collaboration, and is what makes conflict potentially meaningful and productive for all parties.
Chapter 2: Be a Mirror
Good negotiators expect surprises; great negotiators use their skills to reveal the surprises they are certain exist.
Great negotiators question the assumptions that others accept on faith, and thus remain more emotionally open and intellectually agile.
Most people approach a negotiation so preoccupied by the arguments that support their position that they are unable to listen attentively.
The goal is to make your counterparts feel safe enough to talk about what they want, and then move on to identify what they actually need.
But we begin with listening, making it about the other people, validating their emotions, and creating enough trust and safety to begin a real conversation.
Going too fast makes people feel as if they’re not being heard, thereby undermining all the rapport and trust that we’ve built.
When you slow the process down, you also calm it down.
It’s not what we say, but how we are that is both the easiest thing to enact and the most immediately effective mode of influence.
A playful voice puts someone in a positive frame of mind, where parties thinking more quickly and are more likely to collaborate and problem solve.
A late-night FM DJ voice with a downward inflection says you’re in control. Inflection in an upward way connotes uncertainty and invites a response.
Mirroring is an unconscious behavior in which we copy each other to comfort each other, building a kind of rapport that leads to trust.
Repeat back the critical one to three words of what people say. Your counterpart will elaborate on what was said and sustain the process of connecting.
To deal with forceful type A personalities, use the late-night FM DJ voice, start with “I’m sorry,” mirror, sit in silence, and repeat.
Use mirroring to elicit the same response as “What do you mean by that?” while signaling respect and concern for what the other person is saying.
Chapter 3: Don’t Feel Their Pain, Label It
Traditional negotiating advice says to separate people from the problem, but that’s hard when their emotions are the problem.
Good negotiators precisely label emotions, belonging to others and themselves, and then talk about them without getting wound up.
Empathy is the ability to recognize the perspective of a counterpart, and the vocalizaiton of that recognition. It is not sympathy.
Tactical empathy goes farther by also hearing what is behind those feelings so you increase your influence on all following moments.
Most of us enter verbal combat unlikely to persuade anyone of anything because we only know and care about our own goals and perspective.
When we closely observe a person’s face, gestures, and tone of voice, we align with theirs in a process called neural resonance.
With labeling, we turn turns someone’s feelings into words, and then very calmly and respectfully repeat their emotions back to them.
It has a special advantage when your counterpart is tense because exposing negative thoughts to daylight makes them seem less frightening.
Labeling moves the brain from a fearful response to rational thinking. It disrupts the raw intensity of the emotion.
The first step to labeling is detecting the other person’s emotional state, usually by inspecting their words, tone, and body language.
Then label it aloud with “It seems/sounds/looks like…” Don’t use “I,” which makes you seem self-interested, and makes you take personal responsibility for what follows.
The last rule of labeling is silence. Be quiet and listen.
Emotions have two levels: The “presenting” behavior you see and hear, and the “underlying” feeling that motivates the behavior.
Labeling reinforcing positives and diffusing negatives. It forces an angry person to acknowledge their feelings rather than continue to act out.
The fastest and most efficient way of establishing a quick working relationship is to acknowledge the negative and diffuse it.
Deal with negativity by observing it, then consciously label each negative feeling and replace it with positive, compassionate, and solution-based thoughts.
The faster you can label fears, the faster you can stop the swelling of fear, and the quicker you can build feelings of safety, well-being, and trust.
By digging underneath a mountain of details and logistics, labels help to uncover the primary emotion driving against your counterpart’s behavior.
Never deny the negative; this is a crucial mistake that actually gives it credence.
An accusation audit lists every terrible thing your counterpart could say about you. This disarms them by “taking the sting out.”
Going right after negativity brings us to a safe zone of empathy. Every one of us has an inherent need to be understood, and to connect.
Following on the heels of an argument is a great position for a negotiator, because your counterpart is desperate for an empathetic connection.
The first goal of these tools is human connection; that they might help you extract what you want is a bonus
Chapter 4: Beware “Yes”, Master “No”
“Yes” is often a meaningless answer that hides deeper objections.
“No” provides an opportunity for both parties to clarify what they don’t want, and is a safe choice that maintains the status quo.
By giving someone permission to say “no” to your ideas, emotions calm, effectiveness increases, and the other party can really look at your proposal.
“No” is not rejection. It means the other party is uncomfortable, does not understand, wants to consult someone else, and so on.
After pausing, ask solution-based questions or simply label their effect.
There are actually three kinds of “yes”: counterfeit, confirmation, and commitment.
A counterfeit yes is where your counterpart feels it is an escape route or uses it to continue the conversation for some edge.
A confirmation yes is a reflexive response to a black-and-white question, a simple affirmation with no promise of action.
A commitment yes is a true agreement that leads to action.
The job of a good negotiator isn’t to put on a great performance, but to gently guide their counterpart to discover their goal as his own.
The other party should feel equally responsible, if not solely responsible, for creating the connection with you and the new ideas that they have.
While we can’t control others’ actions, we can influence them by inhabiting their world and seeing and hearing exactly what they want.
Primal needs are urgent and illogical, and so arguing them into a corner is just going to push your counterpart to flee with a counterfeit yes.
Nice, employed as a ruse, is disingenuous and manipulative. In the context of a negotiation, feigned sympathy can backfire.
Saying “no” gives the speaker the feeling of safety, security, and control. It is a sign that the other party is engaged and thinking.
No is not an abuse of power, an act of rejection, a manifestation of stubbornness, or the end of a negotiation.
If the other party is not listening, antagonize them into “no” by mislabeling their emotions or desires, or by asking what they don’t want.
If despite all your efforts, the other party won’t say “no,” then they are indecisive, confused, or have a hidden agenda. Walk away.
If your emails are being ignored, provoke a “no” with the one sentence email: “Have you given up on this project?”
Chapter 5: Trigger the Two Words That Immediately Transform Any Negotiation
Psychologist Carl Rogers proposed unconditional positive regard, or that real change can only come when the therapist accepts the client as he or she really is.
But because most of us experience conditional positive regard, we instead calibrate our words to gain approval but disclosing little.
Before you convince someone to see what you’re trying to accomplish, you must say the things to them that will get them to say “that’s right.”
A good summary is the combination of re-articulating the meaning of what is said plus acknowledging the emotions underlying that meaning.
When your adversaries say “that’s right,” they feel they have assessed what you’ve said and pronounced it as correct of their own free will. They embrace it.
If your adversaries say “you’re right,” then they won’t own the conclusion. Their behavior won’t change.
“You’re right,” like “yes,” is a social lubricant that is not in any way a substitute for real understanding between two parties.
Chapter 6: Bend Their Reality
Negotiation is never a linear formula. We all have irrational blind spots, hidden needs, and undeveloped notions.
There are always ways to bend our counterpart’s reality so that it conforms to what we ultimately want to give them, not to what they initially think they deserve.
Splitting the difference, or a “win-win approach,” at best satisfies neither side, and at worst fails against an adversary with a win-lose approach.
We don’t compromise because it’s right, but because it’s easy and we save face. Distilled to its essence, we compromise because it’s safe.
Never split the difference. Creative solutions are almost always preceded by some risk, annoyance, confusion, or conflict.
A deadline creates an environment of reactive behavior and poor choices, allowing our counterpart can let it do all the work for him.
Deadlines are the boogeymen of negotiation. They are often arbitrary, almost always flexible, and never as consequential as we think.
If you internalize “No deal is better than a bad deal,” then your patience can become a powerful weapon.
Deadlines cut both ways. When the negotiation is over for one side, then it’s over for the other side too.
Hiding your deadline increases the risk of an impasse, because having a deadline pushes you to speed up your concessions, but the other side, thinking it has time, will just hold out for more.
While we may use logic to reason ourselves toward a decision, the actual decision making is governed by emotion.
The most powerful word in negotiations is “fair.” We comply with agreements if we feel we have been treated fairly, and lash out if we don’t.
The phrase “We just want what’s fair” destabilizes the other side. Instead of conceding irrationally, apologize, and offer to go back to where the unfairness began and fix things.
The phrase “We’ve given you a fair offer” is nefarious. Mirror with “Fair?” and label with “It seems like you’re ready to provide evidence to support that.”
The phrase “I want you to feel like you’re being treated fairly at all times. Please stop me at any time if you feel like you’re being treated unfairly, and we’ll address it” is empowering.
While our decisions may be largely irrational, there are consistent patterns, principles, and rules behind how we act.
The certainty effect says that we are drawn to sure things over probabilities, even when the probability is a better choice.
Loss aversion says that people will take greater risks to avoid losses than to achieve gains.
Real leverage in a negotiation is not delivering what the other party wants, but convincing them that they have something concrete to lose if the deal falls through.
Start with an accusation audit to anchor your counterpart’s emotions in preparation for a loss. From loss aversion, they’ll jump at the chance to avoid it.
Let the other side anchor monetary negotiations, since you often don’t know enough to open with confidence.
Be prepared to withstand the first offer. It could be extreme to bend your reality, and so his following, merely absurd offer will seem reasonable.
Establish a range in your offer. Expect your counterpart to come in at the low end, so make the low number what you actually want.
Anchor your counterpart high, then make your offer seem reasonable by offering things that aren’t important to you but could be important to them.
Similarly, if their offer is low, then ask for things that matter more to you than to them.
Numbers that end in 0 feel like temporary placeholders. Numbers that sound less rounded feel serious and permanent to your counterpart.
A wholly unrelated surprise gift can make extreme anchors palatable because they introduce a dynamic of reciprocity.
When negotiating a salary, be pleasantly persistent on non-salary terms. The more you talk about them, the more you’ll hear the full range of options.
Once you’ve negotiated a salary, define success for your position, as well as metrics for your next raise.
By selling yourself and your success as a way your boss can validate his own intelligence and sell it to the rest of the company, he’ll have a stake in your success.
Chapter 7: Create The Illusion Of Control
Successful negotiation involves the illusion of control: Having your counterpart do the work for you and suggesting your solution himself.
The calibrated, or open-ended, question acknowledges the other side openly, while letting you introduce ideas and requests without sounding pushy.
Negotiation in a tit-for-tat, reciprocity-driven manner fails because we all want to extract something from each other, but don’t want to give.
The calibrated question forces the other party to pause and actually think about how to solve the problem. How do you expect me to do that?
The counterpart solves the problem, and so it gives him the illusion of control. Additionally, there is no reciprocity involved.
Giving the illusion of control like this suspends “unbelief,” or complete rejection to what the other side is saying.The greatest calibrated question “How am I supposed to do that?” transforms confrontational showd
owns into joint problem-solving sessions.
Calibrated questions take the aggression out because they are subject to interpretation by your counterpart instead of being rigidly defined.
They have the power to educate your counterpart on what the problem is rather than causing conflict by telling them what the problem is.
Calibrated questions avoid “can,” “is,” “are,” “do,” or “does,” which can be answered with a simple “yes” or “no.”
Start questions with “what” and “how.” “Who,” “when,” and “where” will cause your counterpart to share a fact without thinking. “Why” can sound accusatory.
Only use “why” when the defensiveness that it creates supports the change that you are trying to get them to see.
The question “What is the biggest challenge you face?” gets the other side to teach you something about themselves.
A well-designed calibrated question implies that you need the other party’s intelligence to overcome the problem, which appeals to very aggressive or egotistical types.
Your counterpart is using his mental and emotional resources to overcome your challenges, internalizing your way and the obstacles in it as his own.
This guides the other party into designing a solution that is in fact your solution.
Calibrated questions require self-control and emotional regulation. You cannot influence the emotions of another party without controlling your own.
The first and most basic rule of keeping your emotional cool is to figuratively bite your tongue. Pause and think.
Also, when you are verbally assaulted, do not counterattack. Instead disarm your opponent by asking a calibrated question.
The hostage mentality says that in moments of conflict, we react to lack of power by either becoming extremely defensive or lashing out.
Chapter 8: Guarantee Execution
Your job isn’t just to get to an agreement, but to get to one that can be implemented and making sure that it happens.
“How” questions, correctly used, are gentle and graceful ways to say “no” and guide your counterpart to develop a solution that’s your own.
The other benefit of a “how” question is that it forces your counterpart to consider and explain how a deal will be implemented.
“How” questions convince them that the final solution is their idea, and people always make more effort to implement a solution when they think it’s theirs.
“How will we know when we’re on track?” and “How will we address things if we find we’re off track” push counterparts to think they’re defining success their way.
If you hear “you’re right” or “I’ll try,” dive back in with calibrated “how” questions until you get a “that’s right.”
If you want your deal implemented, you must discover and affect any individuals who can act as deal makers or deal killers.
Beware of parties who are not directly involved but can help implement agreements they like and block ones they don’t.
Many negotiations hinge on something other than money, often having more to do with self-esteem, status, and other non-financial needs.
Effective negotiators are conscious of verbal, paraverbal (how it’s said), and nonverbal communications.
The 7-38-55 rule says 7 percent of a message is based on words, 38 percent from tone of voice, and 55 percent from body language and facial expressions.
When someone’s tone of voice or body language is incongruous with their words, use labels to discover its source.
The Rule of Three is getting the other party to agree to the same thing three times. This uncovers falsehoods and the aforementioned incongruence.
To avoid sounding like a broken record, label or summarize, or use calibrated questions to hear agreement three times.
The Pinocchio Effect says that liars use more words, speak in more complex sentences, and use far more third-person pronouns.
The harder it is to hear a first-person pronoun from a negotiator, the more important they are. Smart negotiators defer to people away from the table to avoid getting pinned down.
Humanize yourself, use your name to introduce yourself, and say it in a fun and friendly way.
The phrase “Your offer is very generous, but I’m sorry, that just doesn’t work for me” is a second way of saying “no.” seller re-negotiating
The phrase “I’m sorry but I’m afraid I just can’t do that” is a third way, and is a little more direct.
The art of closing a deal is staying focused to the very end.
Chapter 9: Bargain Hard figure out who you are talking to
The bargaining step produces the most anxiety and unfocused aggression, which is why it’s more fumbled and mishandled than any other step.
You and your counterpart have habits of mind and behavior, and once you identify them you can leverage them in a strategic manner.
Negotiators fall into three categories: Accommodators, Assertives, and Analysts.
To be good, you have to be yourself at the bargaining table. To be great, you have to add to your strengths, not replace them.
Analysts are methodical and diligent. They are not in a big rush, and their self-image is linked to minimizing mistakes.
Analysts work alone, rarely show emotion, extensively prepare, are hypersensitive to reciprocity, are skeptical, value silence, and don’t value apologies.
As an analyst, smile when you speak, so that you are not cut off from an essential source of data, namely your counterpart.
Accommodators value most the building of a relationship. They value the time communicating and want a win-win.
If your counterpart is an accommodator, ask calibrated questions to translate their talk into action.
As an accommodator, do not sacrifice your objections, and beware of excessive chitchat, especially if your counterpart is one as well.
Assertives believe time is money. Their self image is linked to getting things done, and getting things perfect isn’t paramount.
Focus on what assertives have to say, because until they are convinced you understand them, they won’t listen to your point of view.
Mirrors, calibrated questions, labels, and summaries work well with assertives, who see every silence as an opportunity to speak more.
As an assertive, be conscious of your tone. Use calibrated questions and labels to make yourself more approachable.
Don’t assume that you are normal; this will lead to you unconsciously projecting your style onto the other side.
If your counterpart has an extreme anchor, deflect with calibrated questions. If you must name a price first, allude to an incredibly high number someone else might charge.
Anger on your part shows passion, but reduces your counterpart’s resources for other cognitive activity, thereby reducing your gains.
Its not always easy, or possible, to prevent something from happening: Sometimes the best you can do is be prepared. Folow these simple guidelines to be as prepared as possible for the disasters that may befall your community.
To Get Started
Contact your local emergency management or civil defense office and your local American Red Cross chapter.
Find out which disasters are most likely to happen in your community.
Ask how you would be warned.
Find out how to prepare for each type of potential disaster.
Complete These Steps
Post emergency telephone numbers by every phone.
Show responsible family members how and when to shut off water, gas and electricity at main switches.
Install a smoke detector on each level of your home, especially near bedrooms; test monthly and change the batteries two times each year.
Contact your local fire department to learn about home fire hazards.
Learn first aid and Cardio Pulmonary Resuscitation (CPR). Contact your local American Red Cross chapter for information and training.
Meet With Your Neighbors
Plan how the neighborhood could work together after a disaster. Know your neighbor’s skills (medical, technical). Consider how you could help neighbors who have special needs, such as elderly or disabled persons. Make plans for child care in case parents can’t get home.
Source: Federal Emergency Management Agency (FEMA) and the American Red Cross
How and why do I take an “inventory” for my renters or homeowners insurance?
Inventory Your Belongings
One of the most important things you can do to protect your belongings is to know what you have. You probably have a homeowners or renters insurance policy that will pay to have your household items replaced if they are stolen, lost or damaged. However, few individuals take the time to adequately prepare a listing of those items. If there is a fire, flood or theft, having an inventory is essential in making a complete and accurate insurance claim.
One of the easiest ways to prepare a record of your belongings is to take a video camera and just slowly walk through your home and describe each item you see. You can also prepare a written listing. Be sure to include items in your closets, basement and garage. You will probably be surprised to learn just how many items you have.
You should also include items that are covered under your insurance policy but may be located outside of your home. This could include items kept in storage or items that a child has while at college.
If you are going to prepare a video listing, describe each item including information on when you bought the item, how much it cost and maybe even where you bought it. For appliances or electronic equipment, you should note the model number and any serial numbers. Having that information can help justify your claim.
Preparing a written listing may take more time and effort, but can be just as valuable. Just write down all the information and for special items, you may want to take photographs.
Be sure to store the record of your belongings somewhere that is safe and accessible if disaster strikes. Keeping the record in a safe deposit box, at work or with a trusted relative can provide assurance that that the records will be available if your home is destroyed.
Make sure to update your inventory on a regular basis. Hopefully you will never have to use your inventory, but if disaster strikes, you will be glad you took the time to make a record of your possessions.
What should I look for in a homeowner’s or renter’s insurance policy?
What to Look for in a Homeowners or Renters Insurance Policy
Insuring your home and its contents is a prudent step toward controlling your financial future. While no one expects a catastrophe, disaster can strike. It could be a fire, roof leak, hail storm, flood, break-in or some other mishap caused by nature or by another individual. Being protected makes sense.
If you are a renter, your insurance should cover your belongings and provide some liability coverage for injuries to others in your home. If you own your home, your protection should also cover the costs of repairing or replacing your home, if needed.
Components of a homeowners policy
Homeowners insurance covers the cost of rebuilding or repairing your home and other structures (garage, shed, etc.) if the home is destroyed or damaged. It covers the contents of your home in the event of damage or theft. It also protects you against your liability for injuries to other people or damages to their property.
The structure. You should have enough insurance to cover the cost of rebuilding your home if it is completely destroyed. Even though you know how much your home cost, remember that price included the land it is sitting on. You may want to get an estimate of actual replacement costs for the structure. Your mortgage lender or an insurance agent can probably give you an estimated per square foot replacement cost. Do the math and make sure you have at least that much insurance. Also it makes sense to review that cost every few years as costs of construction fluctuate.
Contents of your home. Most homeowners policies include coverage for your personal property in your home. This includes furniture, clothing, some electronic devices and even food in the pantry. The key is to know what you have. Prepare an inventory of everything in your home. While this can be a thankless task, it will be invaluable if you have a claim. At a minimum, take pictures or video tape your belongings. Most people have a very difficult time just remembering what they own. Keep a copy of this inventory in a safe place and away from your home. Use a safe deposit box. Having a complete inventory that burns in a fire does not do much good.
Also be sure your insurance policy covers the cost of replacing your personal property. Some policies offer coverage for “actual cash value” of your belongings. That is calculated by subtracting depreciation from the original cost. The stove you bought for $800 six years ago may have an actual cash value of only $300 and a new one may cost $900.
If you have especially valuable items, such as jewelry or art works, you may want to consider a special rider to your policy to cover those items. Discuss this with your insurance agent and read the policy carefully. Be sure to understand how computers, stereos and other electronic items are handled.
Liability coverage. Homeowners policies include liability protection that covers damages you cause to others inside and outside your home. If a visitor trips and breaks a leg by falling over an electrical cord running across your family room, your policy will cover the visitor’s expenses. Your policy also covers damages caused away from your home. If someone falls after tripping over your grocery cart at the store, you may be found liable and the policy may cover you.
Many homeowners policies include a standard amount of liability coverage of $100,000 or $250,000. Examine your policy. With the high level of jury awards being given out in today’s society, you may want to buy an additional umbrella policy to provide additional protection. These “umbrella” policies are usually inexpensive and can provide coverage up to $1 million or more. Discuss this with an insurance agent.
Deductibles. The deductible is the amount of loss you are responsible for before the policy starts to pay. The lower the deductible the higher the insurance premium. Be sure to look at the options in your policy. Many individuals use insurance purely as protection against major catastrophes and choose high deductibles to save on insurance. High deductibles also save the hassle of making a claim. Consider what level of loss you can accept and choose your deductible accordingly.
This information has been provided by Financial Wisdom Marketing Services, Inc. and is for educational purposes only. Content from Financial Wisdom and/or Redwood Credit Union is not, in any way, intended to provide legal, tax, or financial advice.
Great article from: https://www.redwoodcu.org/about-rcu/community-program/community-programs/community-fund
2 Bedroom, 1.5 Bath
1 Garage Parking
+ Deeded Storage
Year Built: 1983 (Per Tax) Square Footage:1,151 (Per Tax) In-unit Washer Dryer
Kitchen and Baths Remodeled in 2016
Updated Carpet & a Fresh Coat of Paint HOA $716 Includes Earthquake Insurance
Designed by renowned architect Stephen A. Roake, the Church Street Gardens complex is a true oasis in the heart of the city.
Upstairs, high wood-beamed ceilings rise dramatically above a bright and spacious living room with a skylight, floor-to-ceiling windows, and fireplace with a stylish granite surround. The open floor plan includes a dining area and sunny, well-appointed kitchen with sweeping counter tops, stainless steel appliances, and beautiful hardwood floors.
The first floor is home to two serene bedrooms including a master bedroom with a large closet and lovely greenhouse window. Here you will also find an in-unit washer and dryer and elegant, spa-like full bath.
Residents enjoy a private community garden with a lounge area, hot tub, and BBQ. There’s also club house with a kitchenette, a full bath and an outdoor shower – perfect for entertaining!
Cheerful & sunny home 3 bedroom, 2 bath
Den/home office downstairs 1 car garage Year Built: 1922 (per tax records) Square Footage: 1,737 (per tax records)
Laundry room with hookups
Modern updates blend seamlessly with classic details in this cheerful 1,737 sq ft 3 bedroom, 2 bath home with lovely hillside views.
The kitchen and baths have been remodeled, and the property updated with lighting, stylish fixtures, and a fresh coat of paint that perfectly compliment the hardwood floors and crown molding throughout.
The elegant formal dining room opens into an expansive, sky-lit kitchen with quartz countertops, stylish cabinets, and stainless steel appliances. Enjoy your morning coffee or tea in the attached breakfast nook.
The living room is bright and welcoming, with a generous seating area beneath a picture window.
Down the hall, there are 2 sunny bedrooms and a full bath with an updated vanity, soaking tub, and shower with a lovely tile surround.
On the first floor, you’ll find a third peaceful bedroom with garden views, a laundry room, a second updated full bath, and a den that would also make a perfect home office.
Outside, the spacious backyard includes a paved BBQ area and a lawn surrounded by planted shrubs. Great for entertaining! A big storage shed provides room for all your gardening essentials. The property also includes a 1-car garage.
Located in Mission Terrace, 126 Santa Ynez is just minutes from public transit (MUNI and BART) and Hwy 280, making your commute a breeze. Also nearby are City College, Balboa Park, and shopping and dining along Ocean Avenue and Mission Street.