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Q1 Stats

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  • 1. 2009, Q1 What You Need to Know About Today’s Real Estate Market
  • 2. Points of Action: 1. Why are they selling? 2. What is their mortgage balance? 3. Is there any equity? How much? 4. Current list price? How long? 5. Days on market? 6. # of buyers that have been through to date? 7. # of homes sold in price range on market? 8. # of sellers competing against them? 9. Internet Exposure 10. Ads 11. Suggested price reduction Why? 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 2 Alberta REALTORS® Association MLS®
  • 3. Weekly Listings and Sales Active Active # # # # # Price # Expired Net Total Single Apartment Pending Cancelled Weekly Stats Listings Sales Changes Listings loss/gain Family Active Condo Sales Listings Listings Listings 14 7 11 60 9 -62 289 76 Dec.29/08-Jan. 4/09 488 47 11 36 20 24 -8 299 76 Jan. 5-Jan. 11 491 69 7 16 44 24 7 31 310 81 Jan. 12-Jan. 18 506 63 23 21 39 14 10 16 303 84 Jan. 19-Jan. 25 506 67 21 19 44 29 21 -4 298 86 Jan. 25-Feb. 01 512 90 27 22 42 17 18 28 328 108 Feb. 2-Feb. 8 578 70 35 29 38 7 9 19 336 113 Feb. 9-Feb. 15 591 52 23 24 57 5 10 14 350 117 Feb. 16-Feb. 22 613 67 29 25 42 21 10 7 360 115 Feb. 23-March 1 611 27 March 2-March 8 84 29 16 39 7 21 370 114 633 March 9-March 15 51 25 24 40 9 21 -4 365 113 632 March 16-March 22 63 32 23 53 8 25 -2 376 112 641 March 23-March 29 68 27 35 47 4 12 25 380 114 650 March 31-April 5 649 60 40 22 44 23 14 -17 372 115 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 3 Alberta REALTORS® Association MLS®
  • 4. 100 10 20 30 40 50 60 70 80 90 0 August 4 - August 10 August 11 - August 17 August 18 - August 24 August 25 - August 31 Sept. 1 - Sept 7 Alberta REALTORS® Association MLS® Sept. 8 - Sept 14 Sept. 15 - Sept 21 Sept. 22 - Sept 28 Sept. 29 - Oct. 5 Oct. 06 - Oct. 12 Oct. 13 - Oct. 19 2009 Century 21 Advantage. All MLS ® Stats from the Central Oct. 20 - Oct. 26 Oct. 27 - Nov. 02 Nov. 03 - Nov. 09 Nov. 10 - Nov. 16 Nov. 17 - Nov. 23 Weekly Listings and Sales Nov. 24 - Nov. 30 Dec. 01 - Dec. 07 Dec. 08 - Dec. 14 Dec. 15 - Dec. 21 Dec. 22 - Dec. 28 Dec. 29 - Jan. 04 Dec.29/08-Jan. 4/09 Jan. 5-Jan. 11 Jan. 12-Jan. 18 Jan. 19-Jan. 25 Jan. 25-Feb. 01 Feb. 2-Feb. 8 Feb. 9-Feb. 15 Feb. 16-Feb. 22 Feb. 23-March 1 March 2-March 8 March 9-March 15 March 16-March 22 March 23-March 29 March 31-April 5 # Sales # Listings Page 4
  • 5. How’s the Red Deer market? • How Many Active Properties are there in Red Deer today? – 648 • How many Sales in March? – 123 • How Many New Listings? – 280 • How many listings are not selling each month? – 669 • Absorption rate? – 5.27 Months 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 5 Alberta REALTORS® Association MLS®
  • 6. Red Deer March Comparison 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 6 Alberta REALTORS® Association MLS®
  • 7. Red Deer March Comparison 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 7 Alberta REALTORS® Association MLS®
  • 8. Red Deer March Comparison 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 8 Alberta REALTORS® Association MLS®
  • 9. Red Deer Jan 01 – March 31 Comparison 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 9 Alberta REALTORS® Association MLS®
  • 10. Red Deer March Comparison Jan 1 – March 31st 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 10 Alberta REALTORS® Association MLS®
  • 11. New MLS ® Listings in Red Deer Q1, 2009 2009 New Listings January 218 February 248 March 280 New Listings 300 Listings 250 increased by 12.9% over 200 February 150 New Listings 100 50 0 January February March 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 11 Alberta REALTORS® Association MLS®
  • 12. Sales in Red Deer Q1, 2009 2009 Sales January 62 February 113 Sales March 123 140 Sales increased 120 8.85% from 100 February 80 Accentuate the Sales positive. 60 Buyers want to work with 40 someone 20 confidant and positive. 0 January February March 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 12 Alberta REALTORS® Association MLS®
  • 13. MLS® Sales in Red Deer Q1, 2009 MARKET WATCH Average Price Comparison to Number Sold 100& Under 100-150 150-200 200-250 250-300 300-350 350-400 400-450 450-500 500-550 550-600 600-700 700+ Total Avg. Pr. 2009 JAN 5 4 3 8 27 7 5 0 3 0 0 0 0 62 $239,821 FEB 3 4 6 15 33 21 14 7 6 3 0 0 1 113 $300,465 MAR 5 5 10 24 26 21 17 8 2 3 2 0 0 123 $285,407 APR 0 MAY 0 JUN 0 JUL 0 AUG 0 SEP 0 OCT 0 NOV 0 DEC 0 TOTAL 13 13 19 47 86 49 36 15 11 6 2 0 1 298 $275,231 Information based on Red Deer Real Estate Board MLS Stats 2009 only. 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 13 Alberta REALTORS® Association MLS®
  • 14. MLS® Sales in Red Deer Q1, 2009 2009 Sales by Price Range 2009 Q1 35 30 25 20 15 10 5 0 JAN FEB MAR 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 14 Alberta REALTORS® Association MLS®
  • 15. MLS® Sales in Red Deer Q1, 2009 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 15 Alberta REALTORS® Association MLS®
  • 16. MLS® Sales in Red Deer Q1, 2009 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 16 Alberta REALTORS® Association MLS®
  • 17. Days on Market DOM for 2009 Red Deer Blackfalds Sylvan LakeLacombe January 53 72 85 87 Feb 50 77 86 44 Mar 48 44 48 51 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 17 Alberta REALTORS® Association MLS®
  • 18. Days on Market Red Deer Days on Market 80 70 60 50 40 Red Deer 30 20 10 0 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 18 Alberta REALTORS® Association MLS®
  • 19. Average Sale Price in Red Deer Q1, 2009 Total Average Sales Prices in 2009 Red Deer Blackfalds Sylvan Lake Lacombe January 262,877 269,310 333,623 247,801 February 300,465 298,875 315,192 283,481 March 285,407 261,311Deer 318,594 266,972 Red 350,000 300,000 250,000 200,000 150,000 Red Deer 100,000 50,000 0 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 19 Alberta REALTORS® Association MLS®
  • 20. Average Single Family Sale Price in Red Deer 2009 January $297,826 $340,000 February $333,681 $330,000 March $328,321 $320,000 April $310,000 May $300,000 June $290,000 July $280,000 August $270,000 September October November December $319,943 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 20 Alberta REALTORS® Association MLS®
  • 21. Points of Action: 1. Why are they selling? 2. What is their mortgage balance? 3. Is there any equity? How much? 4. Current list price? How long? 5. Days on market? 6. # of buyers that have been through to date? 7. # of homes sold in price range on market? 8. # of sellers competing against them? 9. Internet Exposure 10. Ads 11. Suggested price reduction Why? 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 21 Alberta REALTORS® Association MLS®
  • 22. Four Rules of Pricing: 1. Never Own the Price you put on a house. 2. Value is a moment in time and is based on what buyers can buy the day they go out to look at your house. 3. Prices are not forever because values are fluid. 4. Agents and Sellers set prices but Buyers determine Value. 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 22 Alberta REALTORS® Association MLS®
  • 23. No offer in 30 days? WHAT’S WRONG?! The seller can only control 3 things: 1. The price you set 2. The condition of the home 3. The availability for showings 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 23 Alberta REALTORS® Association MLS®
  • 24. The Value of a home is controlled by: • The conditions in the market at the time you come on the market. • Competition from other sellers. • You don’t control values. Values are controlled by the buyers! 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 24 Alberta REALTORS® Association MLS®
  • 25. Red Deer Market Share March 2009
  • 26. Red Deer Buyer Ends Market Share Buyers Ends Century 21 18 Coldwell 14 Remax 23 Prudential Royal Carpet 2% Help-U-Sell RLP Net 32 2% 2% True North RLP Pat 5 Realty Exec 0% 0% Sutton 10 Maxwell Maxwell 2 2% Help-U-Sell 2 Misc. 9% Prudential 3 Sutton Royal Carpet 3 8% Realty Exec 0 Century 21 True North 0 15% RLP Pat Misc. 11 4% Total 123 Coldwell 11% RLP Net Remax 26% 19% 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 26 Alberta REALTORS® Association MLS®
  • 27. Red Deer Listings Market Share March Listings Century 21 55 Coldwell 31 Help-U-Sell Prudential 1% 1% Remax 57 Maxwell 3% RLP Net 61 RLP Pat 12 Sutton 20 Sutton Royal Carpet 7% 1% Maxwell 9 Help-U-Sell 4 RLP Pat 4% Prudential 3 Royal Carpet 2 Realty Exec Realty Exec 3 1% True North 7 Misc. 16 Total 280 RLP Net 22% True North 3% Remax 20% Century 21 Misc. 20% Coldwell 6% 11% 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 27 Alberta REALTORS® Association MLS®
  • 28. Red Deer Listings Sold Market Share Listings Sold Century 21 32 Coldwell 8 Remax 21 RLP Net 27 Royal Carpet True North Realty Exec RLP Pat 3 1% Prudential 3% 2% Sutton 9 2% Maxwell 5 Help-U-Sell 0 Misc. 7% Century 21 Prudential 3 26% Royal Carpet 1 Help-U-Sell 0% Realty Exec 2 True North 4 Coldwell Misc. 8 Maxwell 7% 4% Total 123 Sutton 7% Remax 17% RLP Pat RLP Net 2% 22% 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 28 Alberta REALTORS® Association MLS®
  • 29. Red Deer March Market Share Total Sales Red Deer, March Total Sales Market Share Century 21 50 20.33% Coldwell 22 8.94% True North 2% Remax 44 17.89% Royal Carpet Realty 23.98% Prudential RLP Net 59 Exec 1% 2% RLP Pat 8 3.25% Misc. 1% 8% Sutton 19 7.72% Century 21 Help-U-Sell Maxwell 7 2.85% 20% 1% Help-U-Sell 2 0.81% Maxwell Prudential 6 2.44% 3% Royal Carpet 4 1.63% Realty Exec 2 0.81% True North 4 1.63% Sutton Misc. 19 7.72% 8% Total 246 Coldwell 9% RLP Pat 3% Remax 18% RLP Net 24% 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 29 Alberta REALTORS® Association MLS®
  • 30. How much business was there? March Red Deer total of 246 sides (ends) How much of that pie do you want? 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 30 Alberta REALTORS® Association MLS®
  • 31. • Make April Your Open House Month 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 31 Alberta REALTORS® Association MLS®
  • 32. How to Have An Open House by Design Not By Accident
  • 33. WHY? • To have something to do on Sunday? • Make your broker happy? • Of course not! – Best possible service to Seller – An excellent way to obtain both new buyer and seller leads. – Vehicle to meet your weekly contact goal as part of your prospecting efforts • It’s like having a “branch office” open in a neighborhood for a few hours 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 33 Alberta REALTORS® Association MLS®
  • 34. How Important Is an Open House? From the NAR ” 2007 Survey of Buyers and Sellers”, 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 34 Alberta REALTORS® Association MLS®
  • 35. Marketing the Open House • Century21.ca, realtor.ca, office web site, and agent web site • Newspaper/Other Print Media • Open House Flyers/Invitations – Surrounding neighborhood – Nearby less expensive neighborhood – Geographic “Farm” – Local merchants – FSBO’s – Expireds 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 35 Alberta REALTORS® Association MLS®
  • 36. Marketing the Open House • eGreetings or Life @Home Newsletter – Other Agents – Sphere of Influence • MLS • Current buyer prospects • Call around the open house – call neighbors in a few block radius inviting them or anyone they know to the open house. – Be sure to ask them if they or anyone they know is in the market to buy or sell a house. 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 36 Alberta REALTORS® Association MLS®
  • 37. One Week Ahead • Follow up with Seller – Ask permission to serve light refreshments • Prepare signs – Directional signs – map out locations • Ask homeowners’ permission • Buy balloons or flags – Riders for subject property • Complete marketing materials • Preview other listings in neighborhood 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 37 Alberta REALTORS® Association MLS®
  • 38. Things to Take With You • Sign-in sheet or registration forms • Fact sheet on property – Financing Information • For your use – information on other listings in area • Special feature “tent” cards • Your business cards/personal brochure • Appointment calendar • Local school reports • Vanilla scented deodorizers/potpourri • 2,100 Air Miles draw ballots, and draw box 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 38 Alberta REALTORS® Association MLS®
  • 39. Things to Take With You • Entertainment for children • Laptop computer with Buyer Presentation (continuous loop) • Buyer’s Service Pledges • Buyer Interview Worksheets • Offer Forms • Note Paper • Measuring device • Financial Calculator • If property is vacant – folding table and chairs • Fresh flowers 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 39 Alberta REALTORS® Association MLS®
  • 40. On the Way to the Open House • Place directional signs – Attach flags or balloons – Drive the route • Make sure your signs are easily seen • And that they do not block drivers’ visibility 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 40 Alberta REALTORS® Association MLS®
  • 41. Show Time – Open House Day • Arrive Early • Inspect property – touch up if necessary – Especially walkways • Park away from property • Plug in deodorizers • Turn on lights and soft music • Set up materials as close to front as possible – Set up computer in visible place • Set up special attraction tent cards – including No Smoking • Prepare refreshments 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 41 Alberta REALTORS® Association MLS®
  • 42. During the Open House • Greet Every Guest – Your goal to get appointment • Give them property information flyers • Have them sign in • Offer refreshments • Escort through property if possible (if multiple guests are present – may not be able) – Good idea to have more than one agent (or hostess) • Build rapport 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 42 Alberta REALTORS® Association MLS®
  • 43. During the Open House • Ask qualifying questions: – This home is priced at $225,900, what price did you have in mind? – How did this property compare to what you were looking for? – As you can see, this home has three bedrooms, how many did you need? 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 43 Alberta REALTORS® Association MLS®
  • 44. During the Open House • More qualifying questions: – Where do you live now? • Would you need to sell that before buying? – How long have you been looking? – How soon do you need to relocate? – Are you currently working with an agent in your home search? 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 44 Alberta REALTORS® Association MLS®
  • 45. After the Open House • Clean up • Secure the property – Turn off lights, etc. • Leave fresh flowers for seller with thank you note – Provide feedback to seller • Pick up ALL signs • Send thank you notes to all who attended – Including other agents • Send thank you note to those who allowed directional sign • FOLLOW UP, WORK THE LEADS, MAKE MONEY! 2009 Century 21 Advantage. All MLS ® Stats from the Central Page 45 Alberta REALTORS® Association MLS®

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