Monica Sumner is an experienced realtor at Better Homes and Gardens Masiello Group in Brattleboro, VT
A profession in real estate is often glamorized. Shows like “Selling Sunset,” “Million Dollar Listing New York,” and “House Hunters” portray real estate as a “get-rich-quick” scheme in which the most difficult part of the process comes when a buyer decides they don’t like a house during a showing. We reached out to Monica Sumner, an experienced realtor at Better Homes and Gardens Masiello Group in Brattleboro, VT for an authentic look inside the real estate industry. Discover what the reality TV shows aren’t showing you in her interview below.
How long have you been a realtor?
Seventeen years.
Why did you decide to go into real estate?
The truth is, a successful broker in Dover told me I should go into real estate. I was waitressing, and I was always talking to Out-of-Staters and showing them real estate magazines and then I would call Brian and say “I have a buyer here that’s interested in this house.” So then he said, “You know, you should consider getting into real estate. You’d be really good at sales.” He actually said, “You could sell ice to an eskimo.” So anyway, I decided that I would do this and I went and researched about taking a course.
Where do you work?
I cover a hundred mile radius in Southern Vermont. I’m affiliated with Better Homes and Gardens Masiello Group in Brattleboro, VT. Halifax and Whitingham are the primary towns I sell in, but there’s very little for sale here anymore so I feel like I’ve been stretching further out. I do Westminster even, Rockingham and Guilford, too.
What makes the Vermont real estate market unique?
In a good or a bad way?
Both.
The shape of the houses. I feel like it’s harder to sell here because people don’t maintain their homes like other areas in the United States. Oftentimes, people don’t have the money to maintain them and then you’re dealing with trying to sell them. Who’s gonna have the money to fix it up? You know? It’s tough. It’s a hard place to sell. But it also has what people are looking for sometimes. The countryside, the peacefulness. Close to ski areas, close to lakes.
It’s a hard place to sell. But it also has what people are looking for sometimes.
What constitutes Vermont charm?
That term can be used for many reasons. Sometimes we use it when the house is nestled into the woods and it’s a sweet property that looks like it’s straight out of “Vermont Life.” Sometimes it’s just a term for a smaller place that’s cozy and cute. But it’s used for many different homes. It’s sometimes used for eclectic houses. A saltbox home that I recently put on the market has great Vermont charm, that’s an example, but I would also use the term for a beautiful chalet with all kinds of glass overlooking a mountain. You know? Instead of referring to a set of characteristics, the term “Vermont charm” can be applied to the wide range of unique settings that Vermont offers.
Instead of referring to a set of characteristics, the term “Vermont charm” can be applied to the wide range of unique settings that Vermont offers.
You have seen many homes, are there common characteristics you notice in what makes a home more desirable to buyers?
Most people are looking for a lot of natural light. They like a fireplace, they like granite or quartz countertops. They like hardwood flooring. An open concept is really what it’s about. Garages are desired, but few and far between.
What tips do you suggest to people selling or looking for homes?
Declutter when you’re selling. Take personal pictures down. Get your house market ready with neutral colors (nothing too outlandish). Keep it neutral. And it is nice to have staged furniture so people can visualize the space better instead of a blank slate. It looks better when it’s furnished with up-to-date pieces. The buying process is totally up to the buyer. They know what they’re looking for before they even come looking usually, because of the listings on the internet.
Keep it neutral. And it is nice to have staged furniture so people can visualize the space better instead of a blank slate.
Has the internet changed the market a lot for you?
When I first got into real estate there was a book with all the new listings. People would call the office and say “I’m looking for a two bath three bedroom home with a certain amount of land. What do you have?” They definitely weren’t searching the web as much. So then, we would send them a bunch of listings and ask if any of them fit. They would make an appointment to tour five to ten houses in a day. Now, many times a buyer will make an appointment to see one house because they know exactly what they’re looking for. Plus there is less inventory, so that’s part of the decreased volume of showings, too.
What makes real estate messy?
Inspections. Inspections, inspections, inspections. That’s the hardest part. What buyers don’t understand is that the house is priced the way it is priced because of the condition it is in. The buyer often comes in and starts becoming pushy after an inspection because the price they were paying is based on their conception of a new home’s condition. They expect to knock another $10,000 off when they have already negotiated the price because of issues outlined by the inspector. So inspections are really difficult. More so than appraisals.
What buyers don’t understand is that the house is priced the way it is priced because of the condition it is in.
What are some things people don’t want to hear, but are in dire need of knowing?
Sellers, in most cases your house generally isn’t worth as much as you think it is. Everyone thinks they have a mansion that’s worth a lot of money, but that can’t always be true. It’s really emotional, buying and selling. People can get really heated, and unfortunately, money brings out the worst in people. Buying a home is one of the biggest investments of your life. And often people are selling for certain reasons; perhaps they’ve lost a spouse, gotten a divorce, or need to downsize. Buyers should understand that an inspection isn’t for the purpose of knocking $20,000 off the price. It’s intended as a roadmap to know where they’re going and how they can budget in the future. Unless it’s a safety issue (like electrical problems or GFIs or smoke detectors that aren’t working).
It’s really emotional, buying and selling. People can get really heated, and unfortunately, money brings out the worst in people.
What is your favorite part of the process?
The closing, of course! It’s such a good feeling when it’s finally come together and both parties are happy. You leave the closing room and everyone is all smiles. People are excited they’ve finally sold their house and people are enthusiastic about finally getting a house. It’s the “American dream.”
It’s such a good feeling when it’s finally come together and both parties are happy.
What would you say makes a house a home?
The happy people that live in it. They’re going to put their own touches on: paint how they want, decorate how they want, plant gardens how they want.
If you or someone you know is looking to sell their home or buy one in Southern Vermont, you can find Monica’s contact information through this link: https://monicasumner.masiello.com/
No Comments