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Current Agent Not Working Out?

Dawn and Albert Schick knew they owned a special house. The 7,500-square-foot, Victorian-style house, located in Richmond’s Fan District at 1853 West Grace Street, had been built in 1910, and it still had all of its original moldings, chandeliers and hardwood floors. It was a grand property with particularly striking woodwork, and the Schicks had successfully converted the property into a popular bed-and-breakfast called the Grace Manor Inn. So when they put it on the market, they expected it to sell fairly quickly, even with a high price tag.

It didn’t. And at least a partial explanation lies in the history of the street itself.

For much of the late 1800s and early 1900s, West Grace Street had been one of the city’s premier residential streets. As city residents moved to the suburbs in the 1960s and 1970s, though, the street’s reputation declined, and many of its grand houses were converted to apartments. In recent years, as interest in city living resurged, the trend reversed, with new homeowners converting several apartment buildings on West Grace Street back to single-family residences.

Recognizing the street’s renaissance wasn’t universal, though. Several real estate agents the Schicks interviewed seemed unable to recognize the street’s resurgent value, Albert Schick said.

After an extensive search, the Schicks found an agent they liked, and they asked him to list the house.

“We enjoyed working with that agent very much,” Schick said. “He was extremely professional and thorough. Unfortunately, after 12 months, the house had not sold, and we needed to make a change.”

So they hired a new listing agent. The Schicks weren’t satisfied with the new agent’s marketing efforts, though. Even worse, the house still lingered on the market. That’s when they approached Chris Small, a real estate broker with Small & Associates Real Estate. Small toured the property and offered a clear-eyed assessment of why it had lingered on the market.

“He was very frank with us that we needed to make it look like a home and that it needed to be staged, repainted and modernized,” Schick said. “We were not selling it as a bed-and-breakfast, and that is what it was reflecting.”

Small presented a plan that included coordinating with a local stager, as well as a timeline that accounted for each step of his plan.

“He followed through on everything he said he would do and met his deadlines,” Schick said. “He kept us on task, and he got the job done. Those changes are what let a family see it as a home that they could live in.”

The Schicks relisted the house with Small as their agent, and it sold for $1.1 million in 59 days. It was the highest price ever paid for a single-family residence on West Grace Street.

“The price would have been even higher, if the house had been one block away on Monument Avenue,” Small said.

So why did the house sell so quickly? It came down to finding the right agent.

“Chris was absolutely the reason the house for sold for more than $1 million,” Schick said. “If the person selling the house does not believe it is worth more than $1 million, then it will never sell for that amount. He absolutely believed, 100 percent, that our house was worth more than that. He was able to frame the house in such a way that other people could see that, too. We give him huge kudos for that.”


Bidding war! How to navigate a low-inventory market like a pro

Bidding war! How to navigate a low-inventory market like a pro

In the last several months, Greater Richmond’s real estate market has seen upticks in the number of listings that receive multiple offers and close over the asking price.

At Small & Associates Real Estate, for example, I’ve seen multiple offers on 46 percent of my transactions this year, up from 32 percent in 2017. And 60 percent of my listings have sold over asking this year, up from 38 percent in 2017.

Those are significant upticks.

So why are we seeing these increases? It comes down to two words: low inventory.

Right now, for example, there are no mid-priced listings in the Museum District. And if you look for houses that are listed for more than $500,000 in the Fan District, you’ll find just five.

We’ve seen low inventory drive up prices in the last two or three years, of course, especially in the Museum District and the West End. But these days, I’m seeing it in other neighborhoods, too. Citywide, we have almost no inventory.

For sellers, that’s great news.

I can put a client’s house on the market on Thursday, have an open house on Saturday and announce we won’t consider offers until Monday. And we’ll get 10 offers on Monday.

Of course, I did a lot of work well in advance to get the house ready – I’ve advised my client about what to renovate or modernize on the house, I’ve overseen the work, and I’ve gotten it photographed for marketing materials afterwards.

But planning those final days leading up to the open house and the bidding process is crucial. It’s a simple strategy, but it works because it takes advantage of the low-inventory market by channeling potential buyers’ interests into a narrow time frame. And they show up on Monday with strong offers.

Bottom line: It boosts my client’s chances of seeing multiple offers and a winning bid that’s substantially over the asking price.

Here’s a recent example. I represented a client whose house was worth $350,000. But I gave him a plan to update and renovate the house so that it met buyers’ expectations, and we got multiple offers and ended up getting $510,000 for the property.

When I represent the seller, that’s my job. I look at the property and see what I can do to maximize the sale. And in a low-inventory market like this one, clients who follow my marketing protocol can see significant gains.

For buyers facing low inventory, it’s a different story. Offering a low price with a lot of demands might not work. And trying to remove emotion from your decision might not be beneficial, either. People should be happy in their houses, and a part of my job representing buyers is to help them find a house that is truly a good fit for them.

So in this market, buyers need an agent who can explain all their options. Can they make an all-cash offer? Are they comfortable buying a house without inspections? Can they make an offer without demanding a close date? An all-cash, no-inspection, no-close date offer is the best offer a buyer can make, but they each impact the seller’s likelihood of accepting an offer. And the buyer’s agent needs to explain the pros and cons of each of them.

Perhaps most importantly, a good agent will ask his client, “How much do you want that house?” And he’ll help to prepare an offer that’s strong, and likely to win.

Here’s an example of what I mean. Recently, I represented a buyer who was interested in a house that needed work but was in a great location. It was definitely underpriced at $440,000. So we looked at it at an open-house event, and I explained to my client why it was worth bidding above the asking price. It was on a block where all the other houses were worth more than $1 million, and once the house we were looking at was renovated, it would be worth $1.2 million. After I finished, my client said, “What do I have to do to get it?” I guided him through the bidding process, and we closed for $665,000. I feel strongly the value is there, and the buyer does, too.

The bottom line: Buying in a low-inventory market can be frustrating, but with the right agent, you can navigate through the process and find your dream house.

Three Listings in Three Weeks

Here we are in February of 2018, but if we didn’t say this already, Happy New Year! As per usual, the months are starting to fly by, and our pace here at Small & Associates is nothing short of fast and busy! After an eventful holiday season, the team was ready to get back to the grind.

In January, our agents hit the ground running and we collectively had 17 properties go under contract. Our Broker, Chris Small, had three beautiful listings hit the market and all were pending within just a few days following, all of which sold for over asking price.

While there is no question that the real estate market is absolutely booming right now (yes sellers… we’re looking at you!), it is also not pure coincidence that our listings are moving as quickly as they are. We are able to perform so well for our clients as a result of careful planning and execution. Discover the Market Value of your home.

If you are looking to buy or sell in Richmond, contact us now and we will get the ball rolling! Have a question or comment? Write below!

And see what our clients are saying about us!

“We considered four real estate agents before asking Chris Small to help us sell our house this year. We chose him because he gave us a realistic assessment of the market, the price range we should expect and the work we should do to get the best price. Chris laid out a logical plan and a timeline we could live with. He recommended a listing timeline that was different than what we were planning and I’m glad he did! Chris brought in a fantastic team of experts to look at everything from light switches to paint to www. Once we agreed with Chris on which repairs were most valuable and important, my wife and I appreciated how he stayed connected with us and the workers. I turned it over to Chris and his staff, and I didn’t have people call me asking about color choices or specific light fixtures. The house looked great when the work was finished and the staging was in place. We both agreed we should raise the price beyond our original estimate, and within four days we had multiple offers well in excess of the asking price – the best offer was almost 10 percent over asking price and completely beyond our expectations! I can’t stress enough the importance of having a good plan and sticking to it – Chris was a master at that. I would highly recommend him to anybody looking to get the highest price for their house, with the fewest headaches.”


We highly recommend Small and Associates for all your real-estate needs. Small & Associates managed a rental home for us in Richmond, we have been very satisfied with their professionalism. Chris Small recently sold that same rental property, it was like having a partner working for us!

Diane and Greg

Travis was super helpful during the buying process. He really took in what I needed and wanted and found me the right spot! Let him help you get into the right house, he’s knowledgable, effective, and efficient.

Charles S.

My fiancé and I just bought our first home together and Travis was extremely helpful throughout the entire process. I knew we were in good hands and he was able to answer all of our questions quickly and in terms I could understand. I thought this would be a stressful process but he made it easy! I highly recommend working with Travis as your realtor.

Claire G.

Very helpful and knowledgeable about the local area. Was able to find me houses that fit both my needs and my budget. He was very willing to video chat with me since I was living out of town and couldn’t come regularly to look at houses.

Alex B.

We initially met Travis when we were looking for a rental property as we moved to Richmond from Washington, D.C. Although we ultimately did not decided to move forward with the property he was showing, he continued to stay in touch every so often to ensure our transition to Richmond had been good, offering any support and local knowledge he could give. He eventually helped us navigate subletting our apartment. All of these small touch points generated trust in Travis – it was clear he had our best interested in mind and was someone we enjoyed working with, which led us to work with him on our first home search. By a first home is full of unknowns and discomfort, yet Travis explained each step to us thoroughly so we felt fully informed and on the same playing field as more experienced buyers. He helped us refine our search conditions, but spent enough time with us to know when to show us something that fell outside of those – including the one we eventually settled on! Had he not understood us and what we valued in a home at a deep level, I don’t think we would have found the most perfect house for us. Throughout the negotiation and inspection process, Travis was extremely detail oriented. He personally helped us find a reputable second contractor to assess specific items in the house that needed more eyes on them for us to truly understand what the scope of repairs were. He has a great network of partners that we have been extremely happy with throughout our home buying process. We would highly recommend Travis as someone who is going to listen and take care of you at each step in your home search!

Kathi H.

5 stars are not enough for Travis. He was an absolute bulldog during our home buying process, pushing every day to make sure that our deal went through. He made sure that I was informed and comfortable the entire time and even ended up finding an issue that even the inspectors missed. Could not recommend anyone higher!

Jackson L.

Travis is a fantastic realtor. His attention to detail and thoroughness is top notch! I’ve worked with multiple different agents, and have purchased many homes. The thing that is quite refreshing with Travis is he actually loves what he does, and it shows. He did a great job at helping my wife and I negotiate with the sellers to get our dream Richmond house we wanted, under list price. I would 100000% recommend Travis to any perspective buyer or seller.

Milad H.

This Guy is Phenomenal! Heard about him through an old friend of mine and in that same breath, Travis took on our home-hunt as if we’d been friends for years. Travis built a solid rapport with me by always addressing my fiancée and daughter (by name) when it came speaking on home details. He brings in an exciting energy and never beats around the bush when it comes to knowledge and news that needs to be relayed. We were never in the blind about what was going on. I believe Travis even went into a soggy crawl space without being asked, nice clothes and all. He has character to boot! Look no further if you need an agent, Travis is definitely your guy!

Dominique B.

Travis was by our side throughout the entire home buying process. Even when our search slowed down for a couple years, he continued to check in and provide insightful info about the market at the time. Once our search gained momentum, he listened closely to our wants/needs and paired them perfectly with his expertise. In such a hectic market, Travis remained calm, knowledgeable and friendly, providing plenty of details through every step (a huge benefit for first-time buyers). We never hesitated to contact him via phone or email because we knew he’d always respond quickly. There’s no one else we would recommend for something as important as finding your new home. It feels like we were spoiled with such a personable and professional experience!

Imani H.

My wife and I can’t recommend Kiernan Ziletti enough. Incredibly professional and super diligent. We had several problems show up before our closing and Kiernan never skipped a beat in resolving them and being great moral support. His insight into the Richmond market and architecture was enlightening and encouraging. As well, his connections in town are priceless when you might need to make some changes before you move in. Thanks again!


Blogs & Headlines

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By Annie Junker | January 26, 2023

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By Andrew Depcrynski | November 23, 2022

Clients and friends, WE WOULD LOVE YOUR VOTE! Vote now in the R Home Reader Favorites survey for your favorite Real Estate Agent! Fill out the entire survey or simply scroll to question #63 and cast your vote! Thank you – we are so grateful for your support! 🙏🏼🙏🏾❤ Click the link below to be... Read More