Durham Region For Sale By Owner Private Real Estate Sales

 

So….you are thinking of putting your house on the market - before you decide to list your house you should be aware of some pertinent factors that will determine how long your house stays on the market and more important, how much you will get for your  house. When selling there are two factors over which you have no control – your present  location and the state of the market;  you do however have control over the condition that your house is in; the asking price and that it is effectively staged. You should also be aware that 87% of savvy buyers shop the internet and or drive by a property before they make an appointment to view. Here are 11 tips to help you get a faster sale:-

1.  Curb appeal -The first impression every buyer gets of your house is from the outside, meaning its curb appeal or lack thereof.  If the look of your house from the outside is not appealing, most buyers will drive on by. It is therefore imperative to make a good first impression. 

2.  Clean, Sparkling Clean —Your entire house from the curb to the back yard and everything in-between should sparkle and smell fresh.  Do not try to disguise or mask odors by using heavy air fresheners; remember there are many people who have allergies, also strong scents will have buyers wondering why you need to use such a strong deodorizer.

3.  Curtains/Drapes - These should be in good repair, no rips, tears or stains, and the style should not date your house.

4. De-clutter— Take stock of your entire house, from the curb to the back yard; pack away all the items that clutter your house. This is a difficult task as you have collected many pieces that you find special and have grown to love. Clutter makes people uncomfortable, so pack away all excess stuff.

5.  De Personalize – Buyers are distracted by too many personal items, such as  family photos, trophies, awards or wall hangings; these items give a message that you don’t want to give to the buyer…..they say - someone lives here - and this makes it difficult for most buyers to feel comfortable in your space, so pack away all your personal items. 

6.  Dust, Sweep & Vacuum – Every item, shelf, ledge, cupboard and mantel piece, check the corners of your rooms and ceilings for cob-webs. Dust bunnies, pet hair or droppings must be non-existent.

7.  Front Doors - Your front door is a part of the curb appeal, so include that with your sprucing, make sure there are no cobwebs and that the mat and letter box are in good condition.

8. Flowers/Flower pots - It is better to have nothing rather than have dried up or dead flowers in a pot. All Shrubs, plants and trees should be pruned and tidy. Dried flowers should be clear of dust and live flowers should be fully alive.

9.  Furniture – Should represent or identify the rooms they are in – too much is a bad as too little, you need to have a good balance.  All pieces should be in good repair and strategically placed.

10.  Garages are for cars – Rent storage space; or use space from your family or friends to keep all the stuff you have boxed. Yes, buyers do want to see the garage space, and it should be as clean, neat and tidy as the remainder of the house.

11. Windows - like the rest of the house should be sparkling clean, giving clear views of the scenery (if the scenery is not of the best, then close the curtain, but be sure that the buyer will want to see though the window). All windows should be in good working condition.

 

 Joanna Parris, CSP is a Certified Home Stating Expert and a member of RESA  (Real Estate Staging Association) & SEA (Staging Excellence Alliance) she can be reached at effectivestaging@rogers.com

 

 

 

 

Redesigning your space can give you that brand new home or room feeling without depleting your pocketbook. Depending on your need(s) or your budget you can start with one room that can be transformed into a haven to relax and unwind when you get home from a stressfull day or to cuddle with that special someone – be it Rex, Mary, Pooch or Kitty.

 

Before you move one item of furniture, stand back and take a good, objective look at the room you wish to redesign, look at it from all angles and decide how do you want that room to look, what feeling do you what to have when you enter that room. If you are not completely sure as to what you really want then purchase a few decorating magazines or better and less expensive pay a visit to your local library and either browse through or take home and study a few current magazines to get your creative juices flowing. 

 

You can redesign a room in your home in just one weekend, for less than it would cost you to go to a live show, but it is essential that you have a plan. You need to be clear about what you want the end result to be - you need to plan it before you change it. Decide how much time and effort you want to put into redesigning your space? How much money you wish to spend, if any? What style are you hoping to capture?

 

Redesigning your space is very much like making a roast – in this instance you already have the meat, which is the space you are going to change; now you need the seasonings, which in this case are the accessories and or furnishings. You may already have those pieces in your home and don’t need to make large purchases.  Next, prime and prepare the roast (your room) before baking and enjoying the finished product.

 

It is possible to refresh your space for the cost of a can of paint; with that in mind pick a focal point in the room – a focal point would be the most interesting area of the room - such as a wall with window that offers a fabulous view, a fireplace or the wall you see as you enter the room. If you choose to paint, this is the wall you’ll want to paint. Take a bold step, do something that you would not normally do, choose a colour that you love and can live with (of course it is important that it blends in with the rest of the room), go for a neutral but rich tone. With your choice of wall colour completed, its now time to further embellish the focal point with furniture placement.

 

A conversation area or areas can be created by grouping your furniture. Rearrange your couch so it is in a different spot or at an angle; or arrange your couch and love-seat so that they are opposite from each other; place a couple chairs close together around a small table or ottoman. Move your art work around, switch pieces from another room to help in rejuvenating the look of this room.

 

It’s now time to add the finishing touches to the roast! If you do not have pillows that match the colour of your new focal point, an inexpensive way to add a bit of punch is to sew a few, (if you can sew); check your napkins, if you have large ones in a complimentary colour, you can stitch two together to make the case for a pillow cushion, or purchase a few. Lighting is also important, you may need to borrow a few lamps from other rooms to make this room warmer and more inviting.

 

Window dressing is your call, make new curtains or find ribbons or tassels that match your focal wall colour, to help coordinate the look. If you use blinds to cover your window, think of adding a layer with curtains, light sheer fabrics add a touch of softness and whimsy. Again you can get out the sewing

machine or purchase readymade panels. Depending on the size of the tables in your room you can choose complimentary vases, fill them with your choice of flowers, potpourri, marbles or strategically place candles or objects d’art of different heights to add interest and balance. Now sit back, relax and enjoy your new space.

Joanna Parris, CSP is a Certified Home Stating Expert, a member of RESA  (Real Estate Staging Association) & SEA (Staging Excellence Alliance) she can be reached at: effectivestaging@rogers.com

 

 

 

 

Small can be beautiful, easy and practical. Many homeowners including newly-weds, baby boomers and singles are opting for smaller spaces. *This trend has been confirmed by Gopal Ahluwalia, director of research for the National Association of American Home Builders  who said - "We're trending toward smaller homes. Growth in the average size of new single family homes which went from 1,750 square feet in 1978 to 2,479 in 2007 is starting to reverse." In a survey of home builders this month, his group found that "89% are building or planning smaller homes than they had been"

Kermit Baker, chief economist of the American Institute of Architects (AIA), also sees the shift toward smaller houses. He says "it was obvious with high-end buyers even before the economic downturn" and he expects it to continue with them. In a survey last April, the AIA found twice as many architects reporting a size decline rather than an increase. In 2006, the reverse was true.

For some it is a question of economics, for others they don't want the responsibilities that are common with larger homes. Whatever the reason for you choosing to live in a small space, you will encounter and have to address the decorating challenges that are unique to small spaces.  For those who are downsizing, you will have to make some compromises in your decorating style, because your larger pieces more than likely will not fit comfortably in your smaller space; and you certainly will not want to feel cramped or stifled.

Small spaces, if decorated well, can be cozy and intimate. With the right pieces of furniture and strategic placement you can make your space wonderfully exciting, totally dramatic or extremely calming, it all depends on your taste in decorating and your lifestyle needs.  The use of paint, in warm tones, along with proper lighting and choice mirrors can transform a small space into your special and or unique haven.

Here are some ideas to help make your small space your sanctuary:

Clear the Clutter: Too much ‘stuff' clutters any room and makes a small space appear even smaller. Get rid of the nick-knacks and other dust collectors; find ways to get treasured collections out of view, by using organizers to your advantage

Color Scheme: Use lighter, cooler tones to paint and accessorize your space. These tones or hues will make your space feel and look open and airy while darker tones will make your space look smaller. For those who are more daring, punch up the colour on  one focal wall, this will add a sense of drama and highlight the area. Going monochromatic, using colors that are in the same color family, cool colors and or delicate warm colors on most surfaces will give the room a fresher more open look.

Fabrics: Keep the look simple and airy by using sheer or light coloured fabrics for your window treatments, bed skirts, table covers, and furniture slipcovers. Sheer fabrics allow light to pass through them making things beyond them look further away, thereby increasing your space.

Furniture: Several smaller pieces of furniture will make a room appear cluttered and smaller, while a few large, simple pieces of furniture or accessories that are properly placed will give your room a calm and comfortable appearance. Choose plain colored upholstery for sofas and chairs instead of stripes, or prints; use texture for interest.

Lighting: Get yourself a few beautiful lamps, install track lighting, sconces or recessed lighting - whatever your room will accommodate. Bear in mind that the right lighting will help to make a room appear even larger.

Mirrors: Mirrored walls will enhance the look of a room while enlarging it at the same time, however, if not properly used mirrored walls can date your look, so use mirrors wisely. Consider using a large framed mirror on a wall, which will give you the same enlarging effect, pay particular attention to what the mirror will reflect.

Open spaces: Create open spaces by placing furniture and accessories away from walkways so they do not block the natural flow of traffic in the room. Place large and or tall pieces along a wall. Try to leave open areas, If you can see the floor, the room will look larger. Here is to the warmth, ambiance and intimacy of smaller spaces.

*His analysis, (Gopal Ahluwalia's), of Census data shows that homes started in the third quarter of 2008 averaged 2,438 square feet, down from 2,629 square feet in the second quarter. Ahluwalia, who began the quarterly analysis in 1999, says "there have been slight dips before, but the latest drop was much steeper and is likely to hold even after the economy recovers"

Joanna Parris, CSP is a Certified Home Stating Expert, a member of RESA  (Real Estate Staging Association) & SEA (Staging Excellence Alliance) she can be reached at effectivestaging@rogers.com

 

One of the most important aspects of selling your home is the preparation that goes into it.  Attention to detail will help you sell faster, because you never get a second opportunity to make a ‘first impression.' The front of your home should be in such great condition that buyers cannot wait to see the inside.

Avoid these 9 mistakes if you want a quick sale:

•1.      Lack of Curb Appeal - the first thing a buyer sees is your lawn, front yard and the front of your house.

•2.      Unkempt lawns and scrappy landscaping gives the impression that you don't care. Buyers will wonder if the front is unkempt, what will the inside look like?

•3.      Planters with dried flowers and dead plants are a turn off to buyers; as are over-run walk ways and over grown shrubs.

•4.      Porches filled with debris, old boxes, cans and broken furniture send the wrong message.

•5.      Old cars, broken bicycles, oil stains and used toys in the drive way will encourage buyers to drive on by.

•6.      A front door that is unwelcoming - such as dirty, peeling paint; broken door knobs; torn mesh and broken or boarded windows.

•7.      Torn, badly, hanging curtains or drapery say lack of interest.

•8.      Because of work scheduling some buyers are only available to view at night, so poorly lit entry ways will be unappealing.

•9.      Other buyers cruise by your house to see what it looks like at night, proper lighting helps to give a warm inviting glow.

Yes, there will be people willing to purchase your house if the curb appeal is lacking; but the offer will be far below market value. Those people will be investors, looking for a bargain, they may think that you are desperate to sell and will take advantage of that whether it is a fact or not.

Joanna Parris, CSP, cSMM is a certified Home Staging Expert, a member of RESA, (Real Estate Staging Association) & SEA (Staging Excellence Alliance)
Published Author, Speaker & Staging Expert.
Joanna can be reached at: E: effectivestaging@rogers.com
W: http://effectivestaging.com

So you are trying to sell your home, but it just does not seem to be attracting any real interest from buyers; you have had a few prospective buyers walking though your doors; but, you have had no offers. There are hundreds of homeowners who know exactly what I'm talking about. Having your house sit on the market for many months will surely leave you wondering what you can do to get someone to sign on the dotted line.

 Here are some of the questions you are probably asking yourself:

• Take it off the market for awhile?
• Lower your price?
• List with another broker?
• Fix it up, and then relist it at a higher price?
• Pay to fix it up and leave it at the same price?

Several choices but which if any would be right for you? Of course it depends on your circumstances, but you should be aware that houses that sit on the market for a long period of time fall into two categories:

Stale: Having your house on the market for a long time puts it in a negative light; most people viewing it will believe that it has serious problems and that's why it has not sold. Perception is not always reality, but the buyer looking at it again, after a few months will not know that.

Desperate: Some folk would take this opportunity to make you a low-ball offer, because they rationalize that by now you must be desperate to sell and they could get your house for a bargain basement price.

Suggestions to help you sell your home for a fair price:

• Delist - Remove your home from the market
• Re-evaluate - Is your home fairly priced
• Compare - yours to the competition
• Clean - entire house including windows and doors
• Fix - anything that needs fixing
• De-clutter - store unnecessary items

To get your house in pristine condition you may need to hire a professional stager or re-designer, who will not have any emotional blinders and will therefore see your house in a totally different light and easily prepare it to attract a wider range of buyers.

Here are some more suggestions to help you achieve the look and feel to get your home sold quickly:

Refresh - Maybe you only need to refresh your home. The easiest and least expensive way to re-fresh your house would be with paint, light (fabric) curtains, and more lighting from different areas and sources.

Redesign - Discover how furniture placement, accessories, paintings and the strategic placement of objects can totally change a space and turn your house into your buyer's dream home.  

Renovate - If you want to renovate parts of your home, do not waste money on upgrades that will not give you a high return on your money, time and work. Find out which makeover projects will double the return on your money and which renovations you do not need to make.

After you get your house in a buyer - friendly condition, then and only then should you do the following:

Re-List - Put your house back on the market using a new agent or broker, this time list for only 3 to 4 months. A new listing with a different agent will attract more buyers.

 Post pictures - Post good pictures of the changes that have been done. This will give you that extra edge that you need to get your house sold quickly.

 Reap - The benefits of doing it right. Using a stager or re-designer will cost less than making a reduction on the price of your house.

Joanna Parris, CSP, is a certified Home Staging Expert, a member of RESA, (Real Estate Staging Association) & SEA (Staging Excellence Alliance)
Published Author, Speaker & Staging Expert.
Joanna can be reached at:
E: effectivestaging@rogers.com
W: http://effectivestaging.com

That's all the time you have to impress a prospective buyer, therefore, you should make sure that you do not waste those precious minutes.  In tough economic times the normal reaction is to hold on to your hard earned cash, of course this is the correct procedure when dealing with non-essential items. But, when it comes to selling your house you need to answer ‘YES' to Staging!

The fact is that many more houses will be competing with yours in a market where home buyers are in the drivers' seat. Today's home purchasers are more astute and much more demanding. They want the most they can get for their buck(s). They look at the various staging shows and have very fixed ideas about what they want and expect from the property they will eventually call home.  

There are four important issues that affect the sale and the selling price of your house, these are:

•1)    Location

•2)    Current Market Conditions (Buyers or Sellers Market)

•3)    The Condition of your property

•4)    The your home is Presented

 As a home-owner you have no control over your present location or the current market conditions, but, there are two things over which you do have control:

(a) the condition of your house

(b) the way it is presented (meaning staged). 

Having you home staged by a professional, certified stager will give your property the advantage it needs to stand out from the competition. Statistics show that 85% of buyers look at properties on the internet before making an appointment to view. 

Statistics also prove that staged homes sell quicker and for a higher price.  (Maritz Research Staging Polls show that 63% of buyers were willing to pay more money for a house that is move-in ready.

 A survey done by Joy Valentine, Coldwell Banker Broker found that homes that were staged sold in 13.8 days while homes that were not staged which sold in 30.9 days).

A professional, certified stager will use her/his trained eye to highlight the best features of your home, while depersonalizing and neutralizing other areas. A well staged home will encourage buyers to stay longer and visualize themselves living there. Having buyers spend a longer time in your home is a ‘good thing' it means that they are interested!

 "I can feel guilty about the past, apprehensive about the future, but only in the present can I act. The ability to be in the present moment is a major component of mental wellness."  - Abraham Maslow
1908-1970, Psychologist

 

  Joanna Parris, the Effective Stager

Joanna Parris, CSP, cSMM is a certified Home Staging Expert, a member of RESA, (Real Estate Staging Association) & SEA (Staging Excellence Alliance)
Published Author, Speaker & Staging Expert.
Joanna can be reached at: E: effectivestaging@rogers.com
W: http://effectivestaging.com

  

 

Staging is almost a household word, but, what does it really mean or entail? Thanks to HGTV and all the various shows that focus on staging, this service has become much more widespread, yet there are very many homeowners, potential buyers, sellers and Realtors® who do not fully understand what staging really means or what a stager does.

Looking at the various shows on television I am yet to see a home that is not at the high end of the spectrum, price wise. The reality is that quite a large percentage of the population does not own homes that fall into the very high priced category; nor can a large percentage afford costly renovations. These shows are fantastic and have certainly done a lot to raise the awareness of the benefits of staging a home before putting it on the market. But at the same time they have created unrealistic expectations and a bit of confusion as to what a stager can do and how much a project can cost when staging the average home.

Staging the average home does not require the homeowner to ‘break the bank' so to speak. Staging can be very affordable, depending on the condition of your home and the amount of work that needs to be accomplished.

Because of the raised awareness, which has resulted in higher expectation, staging your home before putting it on the market is a must. Here are four staging modules that should help to alleviate the confusion and bring to the fore the fact that staging IS affordable:

 
Module 1 - Staging a Vacant Home

Statistics prove that vacant homes stay on the market much longer than staged homes; mostly because a vacant property can appear cold and un- welcoming, and not all buyers can visualize an empty property filled with beautiful and functional furnishings.

The job of the stager is to fill the nothingness and make the home looked lived in and feel welcoming. Some stagers have their own inventory while others use furniture and accessories from rental companies. When working with a professional stager you will be given costs upfront, including consultation, rental, and showcasing fees along with the terms and conditions and the duration of the rental period.

 Benefits of staging your vacant property:

•a)     you will have a beautiful, well orchestrated space

•b)    you will not have to do any of the work

•c)    rental costs will be less because of professional discounts your stager will obtain

•d)    you will know up-front exactly what the costs will be

Module 2 - Staging an Occupied home

A professional stager will assist by using your existing furnishings and accessories. But first there will be a consultation, where there will be a ‘walk though' each and every room making an assessment of what needs to be done to bring the place up to the level that is necessary to make it interesting to a wider range of buyers and irresistible to THE buyer.  

The consultation will include tips and advice on how to enhance your property to its fullest potential. You will be given a list of all the changes that need to be made, and an explanation of how and where items will be placed, what rooms need additional lighting, what window coverings need sprucing up or dressing down, along with suggestions as to how you can improve your front (curb appeal), and back yard if necessary. The items you will need to remove from various areas (depersonalizing and de-cluttering). Because you have lived in your space for quite some time, you may not be able to see the changes that need to be made. Your stager will explain why the way you live is not the way you will sell.

Benefits of staging your occupied premises:

•a)    a detailed list from the consultation

•b)    professional advice from neutral person with a trained eye  

•c)    awareness of the power of appropriate, neutral colours and how a coat of paint can work wonders

•d)    understanding the importance of conversation areas, and proper placement to ensure smooth traffic flow areas

•e)    hanging artwork effectively and how to make the best impact with accessories

•f)     the importance of effective lighting

•g)    benefits from the personal shopping, which also offers deals unavailable to the non professional

•h)   a well showcased home that emphasizes the best features of the house making it more buyer-friendly

 

Module 3 - Vignette Staging

Vignettes are made by creating elegant groupings, and can be implemented very inexpensively either in a vacant or an occupied home. In an empty space a vignette can be used to make the room or area appear warm and inviting. A vignette will be arranged to fit into your budget, so it could consist of - a chair, a side table, a lamp, a plant or flowers and a wall hanging that is complimentary.

Benefits of vignette staging:

•a)    it offers versatility and can be used in one room or several rooms

•b)    it can be as inexpensive or as expensive as your budget will allow

•c)     it is not very time consuming, great if you are in a hurry or show your place or are working on a tight budget

Module 4 - Highlight Staging

Highlighting can be accomplished by accessorizing the lived in property. This form of staging offers the biggest bang for your buck. So if you are on a tight budget you can utilize this form of refreshing your premises; IF your premises are in good basic condition.

By adding bright accents such as throw pillows, large decorative ornaments, bath towels, pretty soaps, plants, flowers, lamps and or window treatments. Re-doing books shelves to make them eye catching rather than ordinary, enhancing mantles and other architectural elements in the area. Replacing broken door knobs, and hardware on kitchen cabinets can make a huge difference to their look.

Benefits of incorporating highlight staging:

•a)    the opportunity to utilize some of the treasures you have been overlooking

•b)    refreshing areas by making throw pillow covers from napkins etc.

•c)    bringing greenery to enliven a room

•d)    finding different usages for items you already own

•e)    very cost effective

Understanding the staging process can help you to make a more informed decision; a staging professional will go into greater depth with you and offer more options to get your house market ready.

 

Joanna Parris, the Effective Stager

Joanna Parris, CSP, cSMM is a certified Home Staging Expert, a member of RESA, (Real Estate Staging Association) & SEA (Staging Excellence Alliance)
Published Author, Speaker & Staging Expert.
Joanna can be reached at: E: effectivestaging@rogers.com
W: http://effectivestaging.com

 

Sometimes we get so caught up in making our homes attractive that we forget the safety factors that are just as, or, even more important.  

•1.      Smoke detectors - they are mandatory, but how often are they actually tested to ensure that they are in working order? Are you aware that for your safety and that of your family, the alarm should be tested once a month?  A gadget is only as good as the battery within it.

•2.      Poor lighting - stairways leading to the basement are sometimes not very well lit, older family members, guests or friends could stumble and fall because of the ineffective lighting. Dark or dimly lit entrance ways are also danger zones, courting accidents.

•3.      Loose rugs and extension cords - falls are the leading cause of injuries in a home; so careful attention should be paid to cords and wires that run across areas that are frequented. These cords and wires should be covered up and kept out of the way, so people do not trip up on them.

•4.      Poisoning - children are inquisitive and are attracted to bright colours, some of your medication could be attractive enough so your children could accidently swallow them; older adults could take the wrong medication which could be very harmful make sure all medication are properly labeled and out of reach. Some household cleaners can be poisonous, they should be properly secured.

•5.      Burns and scalds - older adults and young children can easily burn themselves by touching hot pots, pans or burners. If you have tablecloths on the table, do not put hot items near to the edge of the table in case of on the children pulls on the edge of the table cloth.

Attention to detail will assist you in keeping your home safe. Make a list of to-do items such as checking the smoke detector, replacing light bulbs, covering for burners in an area where you can read it - but, don't just read the list, replace the items.  Involve your family make them aware of the importance of safety in the home so you all continue to enjoy your beautiful home.

 

Joanna Parris, the Effective Stager

Joanna Parris, CSP, cSMM is a certified Home Staging Expert, a member of RESA, (Real Estate Staging Association) & SEA (Staging Excellence Alliance)
Published Author, Speaker & Staging Expert.
Joanna can be reached at: E: effectivestaging@rogers.com
W: http://effectivestaging.com

 

Yes, we all have secrets, some we can afford to make public, but some others should be kept under wraps.  When selling your property you should ensure that none of your personal and private items are left out for prospective buyers to view. 

Sure, your stager would have advised or helped you to depersonalize your space; but somehow the day to day items that you use or newly received are left in areas that prying eyes can view.

1.   Rumour has it that very many normal people peek into medicine cabinets. Do you really want the prescription medication or medical equipment that you or your family use to be viewed by complete   strangers?  Those items could send the wrong message to the buyer.

 2.   In your rush to leave the house, you left the mail on a table; uppermost in that bunch of mail is your credit card statement or paystub. Curiosity sometimes overtakes good manners; as a result the amount you owe or make is seen by everyone who dares to take a look at the statements. These statements could tell the story of your finances and could be misconstrued.

 3.   Your choice of reading material and DVDs speaks volumes. Risqué material whether dvd or magazines should be stored out of sight.  Self help books are very much in vogue, but ones on addiction or other quirky topics definitely need to be hidden from view. On lookers could assume that there may be something wrong and could hamper the negotiating process.

 When your real estate stager advised you to rid your home of all personal effects these are some of the potentially, damaging consequences about which you are being warned.  No one wants to intentionally give damaging, personal information to inquiring minds, so heed the precautionary measures and put your medication into covered boxes or closed handbags; get a non-see-through container into which to put your mail when you are finished reading it.

 The only messages you want to give those viewing your house is great ambience; clean, fresh air; subtle décor; free-flowing space; strategic furniture placement and the desire to make it their own.

 

Joanna Parris, the Effective Stager

Joanna Parris, CSP, cSMM is a certified Home Staging Expert, a member of RESA, (Real Estate Staging Association) & SEA (Staging Excellence Alliance)
Published Author, Speaker & Staging Expert.
Joanna can be reached at: E: effectivestaging@rogers.com
W: http://effectivestaging.com