1. About your Instructor…
Matthew Rathbun, Licensed Broker
ABR, ABRM, AHWD, ASR, CSP, e-PRO, GREEN, GRI, QSC, SRS, SRES
EcoBroker® and Earthcraft certified
Fredericksburg, Virginia
Matthew Rathbun is a Virginia Licensed Broker and Director of Education for the
Fredericksburg Area Association of REALTORS®. He has opened and managed
real estate firms, as well as coached and mentored agents. As a Residential
REALTOR®, Matthew was a reoccurring Top Producer and past REALTOR®
Rookie of the Year.
Matthew has been teaching adults for many years, he currently teaches various
REALTOR® programs to include GRI. He is a Certified Ethics Instructor,
Licensed Fair Housing and Pre-Licensing Instructor. He also is a REBAC and
REALTYU instructor, teaching ABR, ABRM, REPA and SRES and many other
courses. Matthew has and continues to serve in Professional Standards as an
Administration and with many Advocacy workgroups in the Fredericksburg
Association of REALTORS and the Virginia Association of REALTORS®.
He is also an alumni member of the VAR Leadership Academy, the Real Estate
Educators Association and the Real Estate Buyers Agency Counsel.
Matthew is a Certified Relocation Specialist, Accredited Buyer Representative
and Accredited Buyer Rep Manager, an Accredited Seller Representative,
Graduate of the REALTOR® Institute, Real Estate Cyber Specialist, Quality
Service Specialist and Senior Real Estate Specialist, e-PRO certified instructor
and Certified Mediator.
Matthew was the recipient of the Virginia Association of REALTORS® 2007
George Rink Educator of the Year award.
As an author he contributes to many real estate industry magazines and on-line
industry news venues.
How to reach Matthew:
www.TheAgentTrainer.com
www.Twitter.com/MattRathbun
www.Facebook.com/mattrathbun
matthew@realtor.com
2. Matthew Rathbun, Broker
ABR, ABRM, ASR, CSP, e-PRO, GRI, GREEN, QSC, RECS, SRS, SRES
Realtor® Technology 101
1
SWANEPOEL REPORTS
“Failing to make a decision (to
change) is simply not an option
– the market will make one for
you.”
(Swanepoel Report)
www.Realtor.org/Library
www.Realtor.org/Research
3.
4. HOW ABOUT THE FOLLOW
• 45% of Leads will turn into a sale for someone
• Only 10% will become a sale in 90 Days
• 22-25% will convert to a sale in 180 days
• The average on-line buyer needs to be
incubated for six months to a year.
• The older the Lead the less competition.
Who is On-Line?
• NAR Statistics (2008) On-Line Consumers
– 34% are between 25-34 years of age
– 65% are Married
– 17% are Single Females
– 8% are Single Males
– Median income is $70,700 per year
5. WHAT DID THEY FIND
IMPORTANT?
100
Consumer Interests
75
50
25
0
Homes 4 Sale Area Info Company Info Agent Info
Steps of Handling E-mail
• Get the Client’s Information
• Make Disclosures
• Send just enough information…
• Call and Introduce yourself and
Services
• Arrange Meeting
• Continue Communicating via
Client’s Preference
CAN SPAM Act
(Controlling the Assault of Non-Solicited Pornography and Marketing Act)
• Must have legitimate return e-mail
address
• Clear and Conspicuous notice of
the recipients opportunity to “opt-
out”
• Clear and Conspicuous notice of
Solicitation
6. NAR Opinion of CAN SPAM
• E-mail is to be used for:
– Responses to Inquires
– Contact Clients and firms involved in a
transaction
– Remain in contact with former client
– Promote Property Listings
Virginia Required Internet Rules
(18VAC135-20-190)
• Agents name and licensed status must
be disclosed on all solicitations or
business related pages and e-mails.
• Brokerage Name, address and phone
number must appear on all webpages
in the first viewable section.
• Both must disclose all the locations in
which they hold a license.
Marketing Regs
• Cannot show listings “For Sale” if
they are under contract or sold.
• NAR Rule – “REALTOR” cannot be
used with any adjectives
7. • Text / SMS Google 411
• Google Reader
• Google GMail
• Google Calendar
• Google Talk
• Google Toolbar
• Google Earth (SnagIT)
• Google Analytics and Webmaster
tools
10. 25
• Samsung NV24HD Pros
• - 24mm wide in both photo and video
mode.
• - HD video, but the HD does crop the
top and bottom. IE the non HD mode
will record a wider image vertically.
• Samsun Cons:
• - Video length is only 25 minutes. (let
12. What is Social Media?
Social media with other
is people on
people the
talking internet!
Officially, social media is “an
umbrella term that defines the
various activities that integrate
technology, social interaction,
and the construction of words,
pictures, videos, and audio.”
http://www.wikipedia.org
“IN 2009, IF YOU’RE NOT
ON A SOCIAL
NETWORKING SITE,
YOU’RE NOT ON THE
INTERNET.”
• IAB PLATFORM STATUS REPORT: USER GENERATED CONTENT, SOCIAL MEDIA, AND ADVERTISING - AN
OVERVIEW, APRIL 2008
13. Marketing is… having a conversation
IT’S A FUNDAMENTAL SHIFT
IN THE WAY WE
COMMUNICATE.
Turning the Megaphone around…
14. Monologue
Dialogue
The Social Media Operating
Demographics
• 170% Growth in 35-45 year olds in past
year
• Average age of a user is 32
• Majority are College Graduates
• Largest increase of users are those over
55 in the past year
• 175 million active users
• Average users have 120 friends
• 18 million update daily
• Over 3 Billion minutes spent on
22. Online Buyer Guides
• Search for Homes and Land for • EPA Mold Information and
Sale Disclosures for Consumers
• HomeBuying Guide • Consumer’s Guide to Radon
• State and Federal Fair Housing • Green Remodeling Values and
Guidelines Guidelines
• What Does Virginia Require of • Walkability Score for a given
an Agent? neighborhood
• Caroline County Ordinances • School Information and
and Regulations Evaluation
• Regional Information • Free Credit Information
• Required Property Disclosure • Consumer Explanation and
Document Information Regarding
• EPA Lead Based Paint Shortsales
Disclosure (This is the one • Crime Statistics
required by Federal Law) • Weather Information and
• EPA Radon Consumer Patterns
Information
Online Buyer Guide II
• Area Libraries
• Workforce and Labor Statistics Central Rappahannock Regional Library system,
primary facility in downtown Fredericksburg
• Tract and Block Information (210,000 volumes)
Caroline County Library : The main public library
• Locally Issued Permits according to carries a total of 35,000 volumes in the system,
head quartered in Bowling Green and serves
HUD branches in Dawn, Ladysmith and Port Royal.
• LOCAL TAXES - 2006 Tax Year Real Estate
• Census Information Caroline County:Nominal Tax Rate/$100-$.53;
Assessment Ratio-100%
• Renting Versus Buying Calculator Town of Bowling Green:Nominal Tax Rate/$100-
$.l7; Assessment Ratio-100%
Town of Port Royal: No separate tax imposed
• Local Marketing Information • Personal Property/Automobile and Trucks
• Remodeling Cost versus Value Caroline County: Nominal Tax Rate/$100-$6.25;
Assessment Ratio-40%
• CLUE Insurance Reporting Town of Bowling Green: Nominal Tax Rate/$100-
$1.20; Assessment Ratio-40%
Information Town of Port Royal: No separate tax imposed
• Sales and Use Tax
• Your Local Planning Commission Caroline County: 1%
• Caroline County’s Webpage •
State of Virginia: 4%
Zip codes by region
• Caroline County Public Schools Bowling Green 22427, 633-5651
Corbin 22446, (540) 373-1513
• Caroline County Public Hanover 23069, (540) 537-5365
Transportation / FRED Schedule Ladysmith 22501, 448-3316
Milford 22514, 633-5413
• Hospitals Near Caroline Virginia Port Royal 22535, 742-5759
Rappahannock Academy 22538, 742-5604
Ruther Glen 22546, 448-3900
www.HomeFeedBack.com
38. So how many times a day do
you think discrimination
occurs?
55
10
90
140
5
200
75
Civil Rights History
Title VIII of the Civil Rights Act of
1968 – race, color, religion,
national origin (April is Fair
Housing month)
Amended in 1974 to add sex
Amended again in 1988 to add
disability and familial status
Virginia’s fair housing law passed
in 1972
39. Title VIII Civil Rights - 1866
“All citizens of the United States shall have the same
right to every state and territory as is enjoyed by
white citizens therefo to inherit, purchase, lease, sell,
hold and convey real and personal property”
First question
Why is April fair housing month?
“I have a Dream” – Dr. Martin Luther
King
40. Progression
Morally Economically Subjective -
Legally
Based – God Based - Opinion
Based - Law
given Rights Merit
Declaration of Independence
We hold these truths to be
self-evident, that all men are
created equal, that they are
endowed by their Creator with
certain unalienable rights,
that among these are Life,
Liberty, and the pursuit of
Happiness.
Discriminate:
Distinguish or differentiate
vs.
Discrimination:
Treat differently on the basis of
something other than merit.
41. What’s merit or what matters?
Employm
Credit Rental Criminal
ent
Score History History
History
CNN Poll December 2006
86%
• African-Americans feel that
racism is still a significant
problem
66%
• Caucasians feel that racism
is still a significant problem
So what explains why
discrimination, particularly
below the surface remains
so pervasive?
42. Some observations
Laws can moderate behavior
but are less effective at
changing attitudes
Homeostasis – tendency to
associate with those most like
us
Failure to confront our biases
Protected classes
Race Disability Familial
National Origin Elderliness Color
Sex Religion
The Fair Housing Law applies to:
Residential
Housing
Mult-Family Duplexes Nursing
Units Homes
Condos Building lots Trailer Parks Dormitories Homeless
Shelters
43. And covers:
SALES
MLS, APPRAISAL,
APPLYING FOR MORTGAGE
APPLYING FOR INSURANCE
RENTALS - 70%
ADVERTISING
Second Segment
Exemptions and statements
Exemptions
How many homes does a real
estate agent have to own before
the FHL applies to them?
44. Statements
Matthews case
HUD v. Arias
Third Segment
NATIONAL AND LOCAL CASES
45. Since 1968 millions of dollars have
been awarded.
Times Dispatch - 10/16/98
$480,000
April of 2000
H.O.M.E. vs. Nationwide Insurance
Company
$17,500,000
46. Other related developments.
January 2005 –
Manassas and its
family rule
controversy.
March 2006 - Karl
Harris a freshman
at JMU.
Percent of claims by protected class
NFHA HUD FHAP DOJ ALL
Race 22 41 36 23
Disability 29 49 38 49
Familial Status 16 12 16 15
National 11 9 15 10
Origin
Sex 4 10 11 10
Religion 1 2 3 8
Color 1 1 2 0
Other 17 4 5 0
TESTING, NFHA’S REPORT
AND STEERING
47. Fourth Segment
DEMOGRAPHIC CHANGES
Demographics
Aging population – 75+ million
baby boomers (1946-1964)
First turned 55 in 2001
13% live longer than 85 (36
million people with that figure
doubling)
262 centenarians per 1,000,000
Other Demographics
Hispanics are the largest minority
Eight percent of Virginians are
foreign born
Fifty percent born in another
state
Ten percent living alone
No majority by 2050; none now in
eleven western states
48. If we could shrink the earth’s
population to a village of 100, the
ratios would like this...
57 Asians
21 Europeans
8 African
14 Western
Hemisphere, North and
South America
70 would be non-white
70 would be non-Christian
70 would be illiterate
50 would be malnourished
80 would live in substandard housing
1 would have a university education
50% of the world’s wealth would be in the
hands of 6 people
all 6 would be US citizens
Protected classes
Race Disability Familial
National Origin Elderliness Color
Sex Religion
49. Sexual orientation
Federal and State Unprotected Classes
Source
Marital
Age of Students
status
income
Race
Okeema Dark Story
Linguistic Profiling
Being sued even though you never met
the person
Studies indicate you can identify
someone by talking to them
Three tips – return every call
Even if someone appears obviously
unqualified invite them to visit
Do self testing
50. Ad Council Video
Familial status issues
Occupancy standards
Keating memorandum
Location restrictions
No children policies
Disability definition
X Any physical or mental impairment
that substantially limits one or more
major life activities
X Having a record of such an
impairment
X Being regarded as having such an
impairment
51. Disability includes:
X Mobility Impairments
X Hearing Impairments
X Visual Impairments
X Mental and Physical Conditions
X Developmental Conditions
X AIDS or HIV
X Alcoholism
X Recovering Drug Addicts
55 to 60 million people
have a legally protected
disability
Statistical information
15-24 years - only 5% are
impaired
45-54 - 1 in 4 are impaired
70-75 - 70% are impaired
75+ 3 out of 4 are impaired
52. Reasonable accommodations
It’s unlawful to refuse to make
a reasonable accommodation
in the rules, policies, practices
or services, when such
accommodation may be
necessary to afford a
handicapped person equal
opportunity to use and
enjoyment his/her dwelling.
Reasonable modifications
It’s unlawful to refuse to
permit, at the expense of the
handicapped person,
reasonable modifications of
the existing premises if such
modifications may be
necessary to afford the
handicapped person full
Reasonable modifications-
some examples
Installing exercise equipment
Installing ramps or grab bars
Lowering cabinets
Widening doors
Installing alarms
53. Modifications
Tenant pays unless federal funding
As escrow it’s negotiable and based on several
factors
Will modification interfere with next tenant’s use
and enjoyment
Extent of modification
Duration of lease
Tenancy and credit history
Verification Process
1) Tenant must ask for 1) Landlord may ask for
the accommodation verification; obvious
modification. versus not obvious.
2) Tenant must provide 2) Verification is not a
verification. complete medical
history; and it may
3) Tenant provides come from one of
verification. several sources.
3) Landlord must timely
respond.
4) Undue financial
burden or fundamental
alteration.
Design and Construction Requirements
March 13, 1991 – multi family (4 or more)
Covered units must be on an accessible route
Public and common areas must be accessible
Doorways must be wide enough for wheelchairs
Accessible routes into and through the unit
Light switches, electrical outlets, thermostats must
be a certain heights
Reinforced bathroom walls
Kitchens and bathrooms must be usable
54. Fair Housing Law vs. ADA
FHL - applies only ADA applies to
to residential employment,
properties transportation,
And to any public
common areas accommodations
within those and services and
properties telecommunicatio
ns and to common
housing areas
The Advocate - September 2002
Sixth Segment
Advertising and Record Keeping
55. Affirmative Advertising/Marketing
4Brochures, ads and models
should reflect the relevant
demographics
4 Should be advertised in media
with broad appeal
Advertising/Marketing
4Describe property features and
not tenant features.
4It’s okay to use master
bedroom and other common
phrases. (Achtenberg memo)
4You may also refer to places of
worship (36-96.3.3)
56. Marketer’s Response
Mr. Lefkowitz replied to my request for clarification
with the following. (I am paraphrasing here) “We didn’t
intend to hurt anybody. We are just trying to give the
neighbors a chance to bring in their kind of people. The
kind of people they want as neighbors.” He went on to
say, “We had a Realtor who was holding open houses
and advertising this very widely and they weren’t
bringing in the kind of people we wanted.” He said, “It
was a poor choice of words and we are going to send
out a new postcard next week with different words.”
Contribute: www.AgentGenius.com
Poster
FH poster available in
English or Spanish
Prominently display in
office or model
This is a “shall”
requirement regulation
2.5.E.
57. Record Keeping
Particularly for property
management
but still very applicable to
sales
You should:
Establish a written
policy
Provide the policy
to agents/staff and
require them to
follow it
Notify residents
about the policy
You should also:
Investigate and take
prompt action on
complaints
Keep excellent
records
Discipline offenders
58. Predatory Lending
Discriminate:
Distinguish or differentiate
vs.
Discrimination:
Treat differently on the basis of
something other than merit.
What’s merit or what matters?
Employment history
Rental history
Credit history
Criminal history
59. Ponder what the pastor said on CNN
clip
Willing to confront our biases
Willing to build cultural
bridges
Willing to take relational risks
by being proactive and
intentional
So how many times a day do
you think discrimination
occurs?
55
10
90 140 Times a Day
140
5
200
75
60. The Cold Within
Six humans trapped by happenstance
In black and bitter cold
Each on possessed a stick of wood,
Or so the story’s told.
Their dying fire in need of logs,
The first woman held hers back
For on the faces ‘round the fire
She noticed one was black
The next man looking ‘cross the way
Saw one not of his church,
And couldn’t bring himself to give
The fire his stick of wood.
The third one sat in tattered clothes
He gave his coat a hitch
Why should his log be put to use
To warm the idle rich?
The rich man just sat back and
thought
Of the wealth he had in store,
And how to keep what he had earned
From the lazy, shiftless poor
The black man’s face bespoke revenge
As the fire passed from his sight.
For all he saw in his stick of wood
Was a chance to spite the white.
61. And the last man of this forlorn group
Did naught except for gain.
Giving only to those who gave
Was how he played the game.
The logs held tight in death’s still
hands
Was proof of human sin.
They didn’t die from the cold without,
They died form the cold within.
Author unknown
Concluding Quote:
Treating people with dignity
doesn’t require agreement or
approval…
…but it does require character
Contact information
Matthew Rathbun, Director of Education
ABR, ABRM, ASR, e-PRO, Green, GRI, QSC, RECS, SRES
www.TheAgentTrainer.com
Matthew@REALTOR.com
62. NAVIGATING THE SHORT SALE
BROKERAGE
Matthew Rathbun, Licensed Broker
ABR, ABRM, ASR, AHWD, CSP, e-PRO, GRI, GREEN, QSC, SRES
HOW WILL WE SPEND OUR TIME?
Time Frame Benefits to
Defining Agent Contractual Commission
of the Parties
Short Sales Techniques Issues Issues
Transaction
DEFINITIONS
A short sale is when there is not enough equity
in the house to cover the mortgage that is due.
Foreclosure is the legal process whereby a
lender (bank or secured creditor) terminates the
owner’s right to a property that was pledged as
security for a debt.
Real estate owned is frequently used by its
acronym REO. A term used for property acquired
through lender foreclosure which is currently held
in inventory.
63. TRENDS
VIRGINIA TRENDS
TREND DATA
Where can you go to gather trend facts:
Virginia Association of Realtors
MRIS
Realtytrac (Free period, then membership)
Be careful of paying for data that is already
available through your membership.
Research on your own, there is a lot of
information on news sites as well as research
driven governmental agencies. Let you
fingers do the walking on the internet
64. WWW.995HOPE.ORG
SHORT SALE PARTICIPANTS (MAYBE)
Borrower
Auction Pre-
Company Foreclosure
Department
Loss
Negotiator
Mitigation
Officer
Trustee
SELLER BENEFITS – SHORT SALE
Embarrassment of Foreclosure
They can stay in property till Sold
Credit Protection
2-5months behind = 30-60 deduction
Foreclosure= 200+ Deduction
Fannie Mae Guidelines
Cannot get a mortgage for 5 year post Short Sale
Cannot get a mortgage for 5-7 years post Foreclosure
It’s the “RIGHT” thing to do
65. LENDER BENEFITS – SHORT SALE
Cost of Filing and Foreclosing
Notice of Default = $1500
Notice of Trustee Sale = $1800
Cash for Keys Closing = $1500
REO / Agent Commissions = (4-5% on Average)
Property Maintenance Costs
Utilities
Potential for Marketing Continuing to Decline
Reduce Bad Debt on the Books
Most lenders may keep no more than 3% of leveraged
properties as inventory
2003-2004 Study shows $55,000 avg to REO
property
BUYER BENEFIT – SHORT SALE
Potential for Purchase Price under market
value?
Other thoughts….
STATUTORY CONFIDENTIALITY
54.1-2131 A
3. Maintain confidentiality of all personal and
financial information received from the client
during the brokerage relationship and any other
information that the client requests during the
brokerage relationship be maintained confidential,
unless otherwise provided by law or the seller
consents in writing to the release of such
information;
66. SHORT SALE LISTING – THE INVESTIGATION
Ask Difficult Questions
Are you behind? (Should be asked of EVERY
client)
Have you called your Lender
May I disclose the pursuance of the short sale?
Can I obtain your pay-off information
Commissions
Routine Payment / Payoff Investigation
Contingent Listing Agreement
SHORT SALE – THE INVESTIGATION
Get Lender’s Short Sale Packet
Does the Seller meet the Criteria for a Short-
Sale
Have all Options been explored
Have they called / visited 995Hope.org?
Have they spoken to an “investor”?
Have they signed any documents for
“assistance” from anyone other than lender?
HIGHLY LIKELY VERSUS NOT LIKELY
Actual hardship exists and can be
demonstrated
No more than two loans, with the second
getting at least 20% of leveraged amount
Property
Marketable Price
Marketable Condition
Marketable Location
67. HIGHLY LIKELY VERSUS NOT LIKELY
Same Lenders for both trusts
Seller can and is motivated to, provide all
requested documents
Sufficient time before foreclosure to market
and sell property (preferably 90 days)
No Bankruptcy (current in or intending to be)
No recent refinance / cash outs
No other liens
Tax,Child Support, Court ordered, medical, credit
cards
OPTIONS FOR SELLERS
Deed in Lieu of
Foreclosure
Loan Modifications Workout Agreement
Repayment Plan Forbearance
TASKS FOR AGENTS TO TRACK
Order Title Work – EARLY
Follow up with Seller:
Hardship Letter
2 months reoccurring bills
Proof of Assets and Income
Obtain Draft HUD / Settlement Sheet
Update CMA – Monthly
Monthly Phone Call to Lender(s) *maybe
more*
DOCUMENT, DOCUMENT, DOCUMENT
68. HUD / SETTLEMENT SHEET
This is a Final Seller Side, not Draft
Should be done by Attorney
Things to have for Attorney
Arrears Sales Price
Taxes (back taxes) Pre-Payment Penalties
Commissions and Admin Forbearance Payments
Fees Etc….
Liens / Debts
Legal Description
69. TAX RELIEF ACT OF 2007
You’re not a CPA, and neither am I
Signed December 20, 2007
Excludes income made from real property sale
Applies on to primary residence
Forgives qualified debt for 2007, 2008 and 2009
Only applies to properties under 2 million (1
million is married filing separately)
OFFER TO PURCHASE AGREEMENTS
You CANNOT negotiate commission in terms
of the offer to purchase
Buyer Agency Agreement?
Buyer required to pay commission?
Home Inspections
AS-IS
Third Party Approvals
When are you really ratified?
70. FORCE DISCLOSURE IN THE OFFER TO PURCHASE
Recommendation to Paragraph 34:
“As a condition of ratification, the seller
obligates themselves to disclose to the
purchaser if they are pursing a shortsale,
or if they decide during the time period
from ratification to closing, to pursue a
shortsale. Notice of the Seller to the
Purchaser shall be in a timely manner,
and the Purchaser will have 3 days to
decide to void the contract based on the
Recommendation ONLY: Consult your Broker and legal
counsel…
BUYER CONSIDERATION
Lender on Board?
When to Lock-in?
Due Diligence for Buyer’s Agent
Interviewing the Listing Agent
When to walk away
BPO versus Appraisal
Distressed Market Areas (95% LTV)
WikiMLS.com
BROKERAGE POLICY CONSIDERATIONS
1. Only properly trained agents may take
listings that they know to be Shortsale.
Setup a written policy on who may take
them and what the steps are.
2. All Shortsale listing agreements must
be subject to broker’s final approval
before marketing.
3. All Shortsale listings must state that
agent has four days of discovery before
proceeding to market and are contingent.
71. BROKERAGE POLICY CONSIDERATIONS
4. Seller must (in writing) give
permission to disclose the pursuit of a
short sale in MLS marketing. This is a
waiving of their otherwise protected
confidentiality.
5. Buyer Agents making offers on
Shortsale listings (if known) should have
company “disclosure” warning buyer of
potential issues with the pursuit of a
Shortsale listing.
BROKERAGE POLICY CONSIDERATIONS
Broker should have specific training on
how Listing and Buyer agents should
handle negotiations with the Lender.
They are not parties to the listing
agreement.
Company policy should address how
agents can handle commission disputes
with other companies. (i.e. Only Brokers
can negotiation or alter commission
agreements)
QUESTIONS?
Fredericksburg Area Association of REALTORS®
Real Estate Career Academy
www.TheAgentTrainer.com
Matthew@REALTOR.com
72. Matthew Rathbun
www.TheAgenttrainer.com
Innovative Listing Agent
To b e A c c e p t a b l e y o u
h a v e t o E x c e p t i o n a l
THE WHY OF TECHNOLOGY
1%
1% 38%
2%
5%
6%
Internet (38%)
Realtor (33%)
Yard Sign (14%)
Home Builder (6%)
Friend/Relative (5%) 14%
Knew Seller (2%)
Flyer/House Book (1%)
33%
Print Media (.87%)
Source: 2008 NAR Profile of Buyer and Sellers
73. Swanepoel: “87% of Brokers feel that
servicing smarter and more informed
consumers I their largest concern”
Marc Davison, 1000 Watt Consulting:
“How long can a trillion dollar industry
sustain disregard for the iPOD, MySpace,
Facebook, YouTube, Starbucks, text
messaging and brand conscious
consumers?”
http://seemylistings.com/
77. Rule of 21
CREATING HOME CDS WITH
POWERPOINT
Things to add to a Home CD
All the Home Pictures
Visual Tour
Surveys
HOA Docs
Special Addendum's
Tax Plats
YOUR contact information
Any other related documents…
81. Rethinking Property Descriptions in Real Estate 2.0
Actual Listing:
Be Micro-Market Specific
Engage the Reader
Use ALL the Space
Make Google Happy
Paint a Picture
Know your local buyers!
