A Humbling Experience

We have been overwhelmed by the generosity of the community donating gifts to our Wishing Tree.  We’re about to make our first delivery to the Salvation Army and want to send out a big thank you to those that have given, especially the man that dropped off two large boxes of gifts, it is truly humbling. 

It’s not too late to donate as our last delivery will be Friday 18^th December 2015.  Please drop off your donated gifts beforehand.

Each year we at 2^nd Avenue Realty hold a Christmas Party and for the fourth year in a row we’ve had the pleasure of having the Salvation Army Choir (small version) sing Christmas carols to our guests.  Once again, they were amazing – their talent outstanding.  Thank you!   

The joy of watching children’s faces light up when they see Christmas lights certainly warms the heart.  Unfortunately, we are seeing fewer homes lit up.  Seeing a darken street is not as warming as one ablaze with colour and sparkle – we put out a challenge to you for next year – light up your home and/or your street.     

Historically we are approaching a slow, down time in real estate but we are open for business as usual during the Christmas/New Year break.  Our staff will have a well earned rest while Brendan and I hold the fort.   We wish the local community a safe Christmas celebrating with family and friends.  The New Year is not far away and we’ll be eagerly awaiting the new beginning.   Don’t forget to light up our area with the Spirit of Christmas!

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Once again, we have erected a Wishing Tree in our office and gift donations are being given to the Salvation Army for distribution to the needy.  We had a great result last year delivering three car loads to the Salvos who were very thankful and humble that our community was so generous in their giving!

As a community we should be mindful of those that don’t have as much as we do or who are in need of support; there are more and more people and families crying out for assistance and support networks such as the Salvation Army are so grateful to those who give unconditionally.  We would welcome any small gift you can give to help put a smile on someone’s face so they too can enjoy Christmas.

If you do wish to donate, please tag your gift with the appropriate age group and whether it’s suitable for a male or female, and drop it into our office.  Gifts will be handed over to the Salvation Army in readiness for Christmas distribution. 

On a real estate note, the same time last year saw our market in a similar situation so you could say we have been in a stable market.  If you are considering selling during the festive season, be aware of having your photos taken with Christmas decorations as they may have limited usage.  But, if you’re priced right, your home should sell!

Light up our area with the Spirit of Christmas!

Quality

Recently an inner Sydney sales agent negotiated a 5.5% commission plus advertising?  The home in question sold for around $7M.  Wow!  You do the maths!  This is the norm in Sydney and advertising is around $20,000.  So why is it that locally, the average person does not want to spend money on advertising or marketing their home for sale?  From our perspective, we get no monetary gain from advertising.  We provide our sellers with information and advice on how best to promote their home and whatever they choose, they are only charged cost price.  The average cost of marketing a home in our area ranges from nil (by some agents) to $2,000.  It all depends on what the seller wants and the individuality of the home – no two homes are the same, so marketing and advertising should be adaptable for each. 

Most consumers have a preconceived perception of an agent before they even walk in the door and believe there is no emotion around selling a property.  For us, this could not be more further from the truth.  We know that in most cases we are walking into someone’s home and we respect that.  The service we provide is so much more than what the average persons knows.  We are property specialist, this is our job, it’s what we do every day, and we love it.  So if you are looking for someone willing to give that little bit more, you’ve found them.  We’re here to help so give us a call. 

Forever Embedded

Did you know that what you post on Facebook - your likes, shares and comments are all permanent fixtures on the site and can only be removed by the company?  YOU DON’T OWN THEM ANYMORE.  Your uploaded photos and comments are no longer your own – they become public and open to being used for filtering and sharing – and so the spider web grows.  And depending on how you look at it and what you choose to post, this is not a bad thing.  However, when people write nasty things about individuals it is a form of bullying and even though it’s only one persons opinion, add to it the opportunity for the message to ripple out and it can become hurtful and dangerous. Facebook does have many positives; it keeps people connected and some even make a living out of their postings.  It all comes down to capturing your audience and what type of content you choose to share with them.  Posting negatively on Facebook can turn on you just as quick, so be careful!

We all live in a technical age and social media is growing and evolving at an alarming rate.  We’ve attended a number of social media conferences of late and there are many positive and exciting advancements ahead for the real estate industry.  We believe we’re ahead of our game in this respect.  If you have any questions about social media, advertising or any other real estate query, we’re here to help.  Call us for a chat.

It Can't Be All That Bad!

Deaths, marriage break‑ups, sickness, financial difficulty - these are just some of the reasons people sell their homes.  Statistics put selling or moving house as one of the most stressful times in a person’s life.  There are so many emotions involved and when you mix everything together, you appreciate how important it is for an agent to have the utmost respect and understanding of the situation, whilst being empathic to the client’s needs.  There certainly are some great agents out there who have the ability to deal with difficult situations; all you have to do is find one that will work with you and who understands where you are coming from. 

A Flinders Parade property recently sold under the hammer for $2.1m and locals were not happy about the result.  The sellers didn’t have to accept the price presented on the day, but they did!  Like all sellers, when an agent presents an offer, they have the opportunity to decide whether to accept, reject or make a counter offer.  Ultimately, the final decision is up to the seller, after all it is their home.  However, most of the time the first offer is usually the best one.  Obviously a number of factors need to be taken into consideration and every situation is different. 

Our local market is showing approximately a 50% decrease in homes on the market for sale within the 4017 postcode.  This decline has, however, been slowly building for about 2 years now so this market is not new to us.  If you would like an update on the market or any real estate advice or assistance, please don’t hesitate to call us on 3269 1555.

Did You Know?

Builders (those born before 1946) known as the war babies and the next generation, Boomers (1946-1964), had the highest birth rate recorded, hence their name.  Next came Gen X (1965-1981), better known as the cultural and highly educated generation.  I can hear the moans and groans now but think about all the advancements we enjoy today!  Next is Gen Y (1982-1994) – the spenders with their heads down and butts down (sorry).  They are the ones accountable for our technology.  Following on is Gen Z (1995-2009) who are responsible for the lowest birth rate ever!  Well that tells you something!  And now we move into Alpha who have basically just started school. 

Why do I tell you this?  Australians per capita have the most gadgets and mobile devices in the world.  We are sponges and have a thirst for technology, knowledge and learning, and from this we grow.  Each and every generation that has come before us has left some kind of impression on what we have today.  The individual entrepreneurs of the future have just started to form. 

However, there is one thing that will not change and that is COMMUNICATION!   An open conversation.  Facebook, Twitter and other forms of social media will always be around, and regardless of what future generations bring to the table, communication and listening will always be best form of communication. 

The property market is no different as we evolve just like our future generations.  We are a ‘people’ industry so we are subject to constant change – we just have to learn to adapt to whatever comes our way.  That’s what makes life interesting.  If you need up to date real estate advice or assistance, please don’t hesitate to call us on 3269 1555.  

If You Don't Ask You Won't Get

Be prepared when purchasing and ask as many questions as possible.  The last thing you want to find out about a home you’re purchasing is that it has some hidden nasties!

When selling, if an owner chooses not to disclose information to their agent and/or the purchaser, the consequence is that the contract may fall over and this is something all parties don’t want!

We live in a unique community and with the number of homes listed for sale down, now would be a good time to be honest, transparent and up front with all parties resulting in a contact going though quickly and smoothly.  The unknown?  Well that may result in some stumbling blocks which will have to addressed as they arise causing delays and maybe even having to start the contract process over.   

On a brighter note, how wonderful is it that there are so many new businesses starting up in Sandgate.  This is exciting to see and if you would like to be kept informed on what’s happening, jump onto ‘Shop Sandgate’ on Facebook and like the page.  Also, don’t forget that fresh produce is now available Wednesdays and Sundays near Satori Organics!

Don’t forget – if you need any real estate advice or assistance, please don’t hesitate to call us on 3269 1555. 

Spring Has Truly Arrived

How beautiful is this time of year with the flowers in bloom and the birds chirping!  We live in such a wonderful environment; our very own island, Ah! It’s also time to spruce up those gardens and give them some water (they must be dying of thirst).

With a slight increase in the number of homes listed for sale over the last week or so, there’s still a shortage of homes for buyers to view.  With well over 15 people viewing at one of our homes on the weekend it was no wonder we received numerous offers.  This home went Under Contract very soon afterwards.

Support your local business community by shopping local, we have so many great businesses entrepreneurs that are achieving and kicking wonderful goals, get out there and support them!

With the 2015 Deagon Race Day nearly upon us we still have some tickets to our Corporate Marquee.  This year’s theme is a Garden Party and tickets are at $135.00 per head.  This included entry, food, drinks and programme.  Please call us on 3269 1555 if you would like to come! 

Communication

Isn’t it wonderful that we’re all so individual?  Our wants and needs in life are all different and it takes someone pretty special to know us well enough to predict what we need and/or want.  So why do people believe that real estate agents can read minds?  I’m sorry but we can’t. 

Communication is a big thing for both people and businesses because without it, we don’t know!  Ask a question and get an answer - how simple is that?  And why do so many people believe that agents don’t tell the truth, that they are only in real estate for the money, and that you can’t trust a thing they say?

What garbage!  This is so untrue of many of us – within any industry there is good and bad, and we have some really great agents in our community.  Not all agents are going to suit your needs but it is important that you find one that makes you feel comfortable, will listen to you and understands where you are coming from and where you want to be, and you go from there. 

Like anything in life, you can pick and choose and if you want an agent that is up-to-date with the local market, technology, marketing, etc then an agent that is accredited with the Real Estate Institute of Queensland is a good place to start.  Just like other professions, yearly accreditation is necessary to stay abreast of what’s happening in the industry - real estate is no different.

As we move into the warmer months and the peak period for property transactions, don’t forget that we are here to help you in whatever capacity you need - we can walk you through all your property dealings – rent or sale.  Just call. 

Up, Down and Around We Go!

In any market a seller wants to obtain the best possible price for their property regardless of their circumstances.  When it comes to buyers, there are many types looking at varying price ranges – investors wanting to buy low and rent high, developers wanting to buy very low and have extreme margins, first home buyers or ‘gen Y’ who just want to just get into the market, and families who are usually movers and shakers and slide from one price range to another (usually more prone to be an emotional buyers).  But while our market is stable - not going up or down, which sounds much better than flat lined, buyers will start to look elsewhere if they cannot find a suitable home.

For those home owners considering selling, remember that preparation and presentation is the key as first impressions are so important!  We had a home with overgrown gardens that looked messy and unloved, but the owner wanted the property on the market.  After a week, we had no interest.  So we recommended a complete a garden clean-up and the owner agreed to a small budget makeover (sound familiar).  We had our tradesman go in and within a day we had changed the appearance of the home.  Even though we did this, we couldn’t guarantee a fast sale, just a better response.  Again, we notified our buyers and that weekend we had the home under contract. 

With Spring just around the corner, think about what you may need to do to get your home ready for sale.  Make a list, just like buyers, and tick them off one at a time.  But don’t overdo it as it could be money down the drain!  The other option is to get an agent in and see what will benefit your home to maximise your return.  Sound good?  Well if you’d like more information on the best possible step forward then just call!

Perfect Timing

The recent splutter of buyer interest in our market gives sellers and agents a glimmer of hope that the property market may be on the way up!  The last four properties we have listed for sale have all gone under contract within the first two days of being listed for sale or after the first open home.  However, this is in the lower price ranges and not applicable to the upper market where there are still buyers, just not as many.  Nevertheless, homes are still selling, just not as quick!

Congrats to Victoria Newton and her supporters/volunteers for once again organising a wonderful Einpunbin Festival.  It was so nice to see many of the local schools, support networks, associations and small businesses taking part, and what a beautiful day.  Well done!

Even though the logistics of running this event is huge, wouldn’t it be great for our local community if we ran a market type event on a more regular basis?  We have so many home based businesses and it would be a fantastic opportunity for them to let everyone know what they have to offer, and to have the doors to our bricks and mortar opened and on display.  How wonderful would it be!  Sandgate open for business.  Wow!

As we move into the second half of the year, many people start thinking about preparing their home to sell in Spring.  If this is you, you really need to think about what to do, and how much you want to/need to spend to get you there.  Don’t just jump in blind, get some advice on your best options as you don’t want to over capitalise or throw money away.  If you’d like more information on the best possible step forward then just call!

Local Knowledge

We don’t live far from the hub of Brisbane and those that visit appreciate what our lovely small town has to offer.  They embrace the unique mixture of people, wonderful character homes and of course our waterfront.  Those lucky enough to live here value the history, quirkiness and the wonderful artists we have, and that has a bonding affect on our entire support network.  How lucky are we!

Our current property market appears to be stable—it hasn’t gone up or down, but we are looking at a 50% reduction in the number of homes on the market with only 177 properties in the 4017 postcode for sale - Shorncliffe 11, Sandgate 19, Brighton 55, Deagon 40 and Bracken Ridge 52 (sourced www.realestate.com.au).  

Lack of stock seems to be a problem across the board and many homes being listed are selling fast.  With this type of market, it’s wise for buyers to be prepared and get their finances in order so they are ready to roll when the right home comes along.  If you need to sell to buy, then you really should know what your home is worth in today's market.  A Comparative Market Analysis (CMA) is a great place to start and as local agents with a great knowledge of the area, we can prepare this information for you with no obligation.  

We were recently asked how negotiable agents commissions are in Queensland so we decided to investigate what other states charge.  Commissions are rarely advertised but thanks to Mr Google it was surprisingly easy to find how we compare.  The average Australian real estate agent commission is around 2.2%.  Tasmania is the highest ranging from 3.9%-11.4% depending on the selling price (good old Tassie).  Queensland agents     commissions were recently deregulated and we are still going through a settling in period but we are sitting on an average of 2.2% inclusive of GST.

Experts recommend that sellers spend an average of 1% of the selling price of their home on advertising.  In some states and inner suburbs this could be well worth the costs, but we’re a different market.  Advertising should maximise the exposure of your home and should be as individual as the home itself.  Call us for more information on the best possible plan for you and your property. 

Exposure

The experts recommend that the average amount of advertising money that should be invested when selling your home is roughly 1% of the selling price – eg, selling price $500,000, advertising = $5,000. OMG that much!

You have one chance to maximise the exposure of what your home has to offer.  The decision to move on is heartbreaking for some, but others just want to move on.  Regardless, when the right time comes, the home needs to be prepared to entice someone else to buy it, and a good number of people are visual so first impressions are so important. 

The majority of properties are listed on www.realestate.com.au and www.domain.com.au , but first you must have photos (cost), then maybe a floor plan (cost), your agent does the internet blurb, sets a plan for open homes and they may contact their database to see if they have any buyers that may be interested in purchasing the home. The property is loaded onto internet websites (cost) and paper media advertising is organised (cost). 

This is what’s usually involved in the first few days of your home being placed on the market and exposed to buyers.  Over the first 30 days, this equates to roughly $1,400, below half of the recommended amount suggested by the experts and well worth the cost!

So you see, there is so much more to selling a home than just putting it on the market.  Every home is different and the marketing plan should be set out to suit both the home and the pocket!  If you’d like more information on the best possible plan for you, then just call!

Topsy Turvy Market

Buyers are quickly snapping up homes in the under $500,000 bracket as they seem to know it’s a great time to buy.  But, once again, we are back to where we started with very few homes on the market to sell.  When this type of market comes around, we normally see an increase in selling prices, but this is not happening.  There are a number of reasons for this, but it’s mainly due to the fact that buyers have so much more information at their fingertips with today’s mobile technology.  

Our last three new listings went under contract very quickly, one from our database.  Databases are very important as they contain legitimate clients actively looking to buy right now.  It is illegal to hold onto a person’s personal information unless we have their authority to do so.  We therefore make it a regular monthly/bi-monthly task to ‘wash’ our database and remove anyone that no longer requires our services.  By doing this we maintain a good quality and up to date database.  I’m sure you’ve all heard it sprouted that “we have thousands of buyer’s on our database”.  This sounds great but how many of those “thousands” of people are legitimate, have already purchased or are just stale buyers? 

We’ve proudly completed the first stage of the renovations to our cottage and hope the local community like what we’ve accomplished in such a short time.  It’s amazing what can be done to these character homes and we’ve really enjoyed the process.  If you’re passing by, please have a look and let us know what you think!

State of Play

Experts are finally indicating that our area is the location to buy in!  With  interest rates lower than expected, it’s a great time to buy, and it’s such an affordable location.  However, if buyers can’t find a home to buy within a reasonable time, they will look    elsewhere.  While our 4017 area has seen a trickle of homes come onto the market in the last month (169), pretty much the same as last month (170) (sourced www.realestate.com.au), there are indications that some suburbs are improving more than others—it’s still a slow, if not flat market. 

Stamp duty is payable on residential property purchases and QLD is still cheaper than other states.  However, for most people, stamp duty is that “unknown cost” associated with purchasing a home.  Stamp duty is payable 30 days from contract date or at settlement, whichever occurs first.  This tax varies accordingly to the actual purchase of the home, and  differs according to whether the  property will be owner occupied, a first home or an investment.  If you are purchasing, ask the right questions of your lending body and ensure they make allowances for the tax when discussing your borrowing capacity. 

You all know that we recently purchased and are now renovating our cottage, which appears to date back to the late 1800’s.  As part of the process we have researched the history of the home.  This will be an ongoing task but we have already discovered some interesting facts.  Did you know that “the Avenues” were not always called their current names?  Originally, these streets were named after locals—First Avenue was Petty, Second was Wilson, Third was Cooksley, Fifth was Henry and Sixth was Tulley.  There doesn’t appear to be any record of Fourth Street.  These names were changed in 1913.

With the character and heritage of our homes, building and of course people, history is such a big part of our community.  Even in days gone by the popularity of our area was evident with some prominent people choosing to reside in our resort location.  Even today, known people can walk down our streets and be recognised without being recognised, if you know what I mean!  That’s what draws people to us!  We don’t follow other trends, we create our own!

Why do so many people love coming to Sandgate?  Is it the people, the proximity to the coastline, Brisbane City, airport, transport or is it the laid back lifestyle, boating, golf, sailing, bike riding, walking, etc!  Regardless, I believe the main drawcard for those that visit is the wonderful history of our area and the character and heritage of our homes.  And why not!  Back in the mid 1800’s Sandgate was proclaimed and commenced development.  The train line started bringing people to the area and from there Sandgate became the connection to the sea.  There was no looking back as homes started popping up and our character was created.

With the purchase of our cottage in Second Avenue, we have been doing some historical research to learn more about the home.  We have discovered that our streets and landmarks were named after locals.  An example is the Avenues - the original name for First Avenue was Petty, Second Avenue - Wilson, Third Avenue - Cooksley, Fifth Avenue – Henry and Sixth Avenue – Tulley.  There is no record of Fourth Avenue.  In 1913, there was a change to many Sandgate street names, and another in 1938. 

While our past is evident, the future of Sandgate is where we want to look.  We saw a good number of buyers out and about at open home inspections over the weekend.  This could be due in part to the media showing interstate markets are becoming unaffordable for the average person.  We have recently had a number of visitors from interstate enquiring about the availability of homes in our area. 

As you drive down Second Avenue, have a look at our new cottage and see the difference two weeks can make.

State of Play

Experts are finally indicating that our area is the location to buy in!  With  interest rates lower than expected, it’s a great time to buy, and it’s such an affordable location.  However, if buyers can’t find a home to buy within a reasonable time, they will look    elsewhere.  While our 4017 area has seen a trickle of homes come onto the market in the last month (169), pretty much the same as last month (170) (sourced www.realestate.com.au), there are indications that some suburbs are improving more than others—it’s still a slow, if not flat market. 

Stamp duty is payable on residential property purchases and QLD is still cheaper than other states.  However, for most people, stamp duty is that “unknown cost” associated with purchasing a home.  Stamp duty is payable 30 days from contract date or at settlement, whichever occurs first.  This tax varies accordingly to the actual purchase of the home, and differs according to whether the  property will be owner occupied, a first home or an investment.  If you are purchasing, ask the right questions of your lending body and ensure they make allowances for the tax when discussing your borrowing capacity. 

You all know that we recently purchased and are now renovating our cottage, which appears to date back to the late 1800’s.  As part of the process we have researched the history of the home.  This will be an ongoing task but we have already discovered some interesting facts.  Did you know that “the Avenues” were not always called their current names?  Originally, these streets were named after locals—First Avenue was Petty, Second was Wilson, Third was Cooksley, Fifth was Henry and Sixth was Tulley.  There doesn’t appear to be any record of Fourth Street.  These names were changed in 1913.

With the character and heritage of our homes, building and of course people, history is such a big part of our community.  Even in days gone by the popularity of our area was evident with some prominent people choosing to reside in our resort location.  Even today, known people can walk down our streets and be recognised without being recognised, if you know what I mean!  That’s what draws people to us!  We don’t follow other trends, we create our own!

Renovating Has Its Rewards

For those that don’t know, we’ve purchased new premises and will be moving a hop, skip and jump over the road to 10 Second Avenue.  This little cottage has been enclosed for as long as I can remember and our wonderful builder, Bruce Connelly, has started peeling back the layers.  It’s been exciting to see the original cottages hidden charm exposed and we believe it was built around the early 1900’s, or so the newspapers found under the numerous layers of lino says! 

This cottage is the second character home that we have transformed and although it takes money, and lots of work, I can appreciate why there is such a love of the history of these homes.  In the end, it’s worth every cent and I think you’ll agree it’s so important to hold onto the character and heritage of the homes in our area. 

We visited Melbourne recently and enjoyed the welcoming feel, buzz and eclectic mix of the numerous shopping precincts created in the outer suburbs.  They were busy, exciting and I could not help but feel that we have the same potential right here on our doorstep - BUT some planning is needed.  If you’re keen to discuss this further and put some wheels in motion, please call and let’s get together?  Maybe a town meeting would help?  Sandgate is the perfect destination for visitors and for its survival, or potential boom, we need to band together and put some effort into making it awesome.

We’ll be moving from our current premises on 30 June and reopening across the road on 1 July with new opening hours of 9.00am to 5.00pm.  If you’re breezing past, pop on and check out our new abode!

Don't Be Misled!

Normally we sow seeds to watch things grow, but each day we are brainwashed by advertising and marketing, and in some instances, we don’t even know that we have been brainwashed at all.  Now this isn't always a bad thing, but in some cases, it’s downright wrong!  And these are not the seeds that we want to see planted!

Where are we coming from you ask?  Well, of late we have been advised by a number of sellers that they have been contacted by individuals saying that they have a buyer for their home.  Well this is great news, and in addition, the buyer is willing to pay a lot more than the average!  Wow!  Paperwork is presented for signing to allow the transaction to proceed.  In this instance, a seller would need to sign an appointment for four days only (not 90 which locks them in).  This allows more than enough time for a contract to be signed. 

If you honestly do have a buyer – fantastic, but by chance (and this is common), there is no real buyer, then this is a case of ‘Seller Beware’!  Don’t just get caught up in the high price, ask for justification of the price and why.  Proceed with caution as once you have been told a specific price, the seed has been planted and you probably won’t get it out of your head.  Then when you do get a price with justification, disappointment sets in.  Get realistic, honest advice from the start and you’ll always know where you stand. 

We’re so excited to be moving into our own premises at 10 Second Avenue, Sandgate.  The renovations will be starting soon so watch this old cottage blossom back into its original style, with a twist!

State of Play

With interest rates at an all time low and major financial institutions following the lead of the Reserve Bank, now is a great time to borrow and purchase property.  All we need is more homes to sell!

Our local market has seen a trickle of properties coming onto the market with 175 currently listed for sale in 4017 (sourced www.realestate.com.au), a decline from March 2014 when we saw 401 and March 2013 with 477.  Every suburb has seen a similar decline but we all know that with every down market, there’s usually an buoyant   return.  We are seeing growth spurts and our local area is showing signs of improving.  Lets just hope it’s worth the wait!   

It’s interesting to see how some folk dive in head first without caution while others sit back and wait.  Confidence has a lot to do with this, as does finances and circumstances outside our control like elections and the weather.  We adapt to the changes presented to us and its no different with the property market. 

As with every industry, real estate is governed by legislation and strict guidelines.  There are specific rules covering the advice an agent can give.  Sellers need to be mindful of the information they receive from an agent and ensure that it is backed up by current and valid facts.  If it sounds too good to be true or you are in doubt, don’t just take it as truth, seek further information.  

Buyers can also be well prepared and armed with all kinds of information but forget the simplest of things.  Do your research but make sure you also make use of free services such as Brisbane City Council, which is a fantastic resource.  If in doubt call them and talk to a Town Planner.  We all have a role to play—seller, buyer and agent, and we’re all accountable for our words and actions.  Rather than jumping in head first, sitting back and taking a breath is the best place to be.

We’re excited to announce we’ll be moving into new premises soon—just a hop, skip and jump over the road to 10  Second Avenue.   Some renovations are required before we take up residence and this quaint cottage will be transformed into what we believe will be a showcase for Sandgate! But for now it’s business as usual— and if you need us, we’re still available to help you.  Just call!