This document discusses the need for real estate agents to understand market conditions and price listings appropriately. It notes that the U.S. housing market has seen rising home prices and sales in recent years but supply is now outpacing demand. The author advocates having "fierce conversations" with clients to share data showing most buyers view homes in the first 30-45 days, so properties must be priced right from the start. A case study is presented of a team that increased sales and commissions by getting listings prices adjusted to market realities through data-driven discussions with clients. The document encourages agents to set goals for price adjustments and prepare market analyses to have productive conversations about listing preparation and motivation.
Rich Williams is the CEO and cofounder of NABCO, a certified master trainer, and author of several books on real estate. He has trained over 15,000 real estate agents through his coaching programs. His coaching is spread over 10 weeks to fully absorb the material and apply it for success. Participants are required to report weekly activity and results to create focus and accountability. Students are given assignments to apply the material in order to produce immediate results. The coaching is done in teams to create company loyalty and agent support networks. Role playing is used to increase student confidence and the likelihood they will use new techniques. Follow up is provided indefinitely to help students progress in their careers. The coaching is 90% practical application to provide students what
This document provides information about selling a home by owner, including a marketing plan and customized services to sell the home quickly. It discusses preparing the home for sale, marketing strategies, and explaining the home selling process. The goal is to educate homeowners on market conditions, pricing, and achieving the highest sale price with the fewest problems through an organized approach.
Learn six main truths about today’s real estate market. In addition, gain four key insights into shaping a positive belief system for success in any area of your life.
This document provides an overview and agenda for a real estate training event. It introduces the speaker, Rich Williams, who has over 15 years of real estate experience. It outlines three keys to creating momentum: having a direction and destination, a vehicle, and a continuous series of events. Specific income producing activities are listed, such as listings, sales appointments, and daily prospecting. The document also provides tips for telephone prospecting and emphasizes the importance of conducting oneself professionally.
This document outlines Rich Williams' proposal for a productivity coaching program called STAR Mastermind for Keller Williams. The proposal involves a 90-day spaced training program that increases agents' productivity through skill development, mandatory activities, and accountability. It would include in-class events, online webinars, conference calls, and materials to support weekly accountability and development. The benefits outlined are better trained and retained agents, increased production and market share, and a recruiting tool for brokerages.
The document outlines five reasons it costs less to hire a real estate professional to sell your home compared to selling it yourself. The five reasons are: 1) true value is determined by the real estate marketplace; 2) risk seriously affects price; 3) real estate professionals eliminate legal, physical, and financial risks; 4) professionals typically sell homes for 16-28% more than FSBOs; and 5) an individual homeowner's chances of winning on their own are limited at 12% to sell and 1% to come out ahead financially.
This document provides an agent's guide to short sales, foreclosures, and REO properties. It discusses the opportunities that exist in mastering these areas and outlines the skills, time commitment, and risk acceptance required. The guide covers the foreclosure process in three phases, defines short sales, and outlines the eight steps to complete a short sale. It also discusses how to work with foreclosure auctions and break into the business of REO listings and buyer leads. Agents are encouraged to develop an action plan to apply what they've learned.
Have you tried to sell you home previously and weren't successful?
Do you still have a strong desire and motivation to get it sold?
Perhaps we can help, view the slide presentation and then decide.
Rich Williams is the CEO and cofounder of NABCO, a certified master trainer, and author of several books on real estate. He has trained over 15,000 real estate agents through his coaching programs. His coaching is spread over 10 weeks to fully absorb the material and apply it for success. Participants are required to report weekly activity and results to create focus and accountability. Students are given assignments to apply the material in order to produce immediate results. The coaching is done in teams to create company loyalty and agent support networks. Role playing is used to increase student confidence and the likelihood they will use new techniques. Follow up is provided indefinitely to help students progress in their careers. The coaching is 90% practical application to provide students what
This document provides information about selling a home by owner, including a marketing plan and customized services to sell the home quickly. It discusses preparing the home for sale, marketing strategies, and explaining the home selling process. The goal is to educate homeowners on market conditions, pricing, and achieving the highest sale price with the fewest problems through an organized approach.
Learn six main truths about today’s real estate market. In addition, gain four key insights into shaping a positive belief system for success in any area of your life.
This document provides an overview and agenda for a real estate training event. It introduces the speaker, Rich Williams, who has over 15 years of real estate experience. It outlines three keys to creating momentum: having a direction and destination, a vehicle, and a continuous series of events. Specific income producing activities are listed, such as listings, sales appointments, and daily prospecting. The document also provides tips for telephone prospecting and emphasizes the importance of conducting oneself professionally.
This document outlines Rich Williams' proposal for a productivity coaching program called STAR Mastermind for Keller Williams. The proposal involves a 90-day spaced training program that increases agents' productivity through skill development, mandatory activities, and accountability. It would include in-class events, online webinars, conference calls, and materials to support weekly accountability and development. The benefits outlined are better trained and retained agents, increased production and market share, and a recruiting tool for brokerages.
The document outlines five reasons it costs less to hire a real estate professional to sell your home compared to selling it yourself. The five reasons are: 1) true value is determined by the real estate marketplace; 2) risk seriously affects price; 3) real estate professionals eliminate legal, physical, and financial risks; 4) professionals typically sell homes for 16-28% more than FSBOs; and 5) an individual homeowner's chances of winning on their own are limited at 12% to sell and 1% to come out ahead financially.
This document provides an agent's guide to short sales, foreclosures, and REO properties. It discusses the opportunities that exist in mastering these areas and outlines the skills, time commitment, and risk acceptance required. The guide covers the foreclosure process in three phases, defines short sales, and outlines the eight steps to complete a short sale. It also discusses how to work with foreclosure auctions and break into the business of REO listings and buyer leads. Agents are encouraged to develop an action plan to apply what they've learned.
Have you tried to sell you home previously and weren't successful?
Do you still have a strong desire and motivation to get it sold?
Perhaps we can help, view the slide presentation and then decide.
We all know that if we had more listings we would have more sales and income. Being able to master lead creation for listings in today’s market is essential. Dirk will break down the best sources, strategies and systems to generating seller leads.
View Recorded webinar:
https://attendee.gotowebinar.com/register/997998494058253825?source=dzeller-ss
This document summarizes retail real estate trends from Q2 2010. National job growth is expected in energy and technology markets. Absorption has turned positive again and cap rates are above national averages, suggesting now is a good time to buy stabilized assets in Colorado. Denver submarkets like outlet centers have below average vacancy. The document was presented by Tom Ethington of Pinnacle Real Estate Advisors to provide an update on retail market conditions.
In a shifting market it’s very important to understand not only comparables, but also actives, absorption rates, months supply, and more when wanting to price a home properly.
Weichert Princeton March 2016 Market Update SeminarWeichert Realtors
A review and preview of the Princeton, NJ area real estate market trends. Offers insights into price trends, affordability and strategies to buy and sell.
Is it all going to fall apart in 2020? Let's see what Steve Harney says! The founder of the popular real estate publications "Keeping Current Matters' says something that may surprise you: Although there is uncertainty in the market ahead, Steve is confident he can successfully tackle and approach it. He will show you how. Steve brings his data and research based prognostication for 2020 to share with us January 22, 2020. Don't miss it!
Price your home correctly based on current market trends or it may not sell. Have your realtor do a comparative market analysis of all similar homes currently listed and sold in your area, not just select comparables, to determine an accurate price. Price slightly below recent sale prices of comparable homes in a decreasing market or slightly above in an increasing market. If priced too high, buyers may not even view your home and it risks becoming "invisible" on the market.
This document provides a summary of key real estate market statistics for single family homes in Lafayette, Louisiana. It finds that the $150K-$200K price range has the most pending sales, listings, and recent sales. The median home price is $269,900, and the median time on market is 73 days for active listings and 45 days for recent sales. The market is considered "mildly active" with a pending sales ratio of 37.5%, indicating balanced supply and demand.
The document provides information on selling a home, focusing on the four key factors that determine when and how quickly a home will sell: price, condition, location, and marketing effort. It discusses how to properly price a home, prepare it for showing, leverage online marketing and technology, and implement a comprehensive 12-point marketing program to effectively sell the home. Pricing the home correctly from the start and making minor repairs to improve its condition are emphasized as important tactics to sell faster and for the best price.
Absorption rates describe the relationship between housing supply and demand in a given area. It is calculated by dividing the number of homes currently on the market by the rate of home sales over a set time period, such as 6 months. An absorption rate of 6 months indicates a balanced market, less than 6 months is a seller's market with high demand, and more than 6 months is a buyer's market with low demand. Absorption rates can help assess housing market trends over time and between different areas.
This document provides a summary of key real estate market statistics for single family homes in Lafayette, Louisiana. It includes charts and tables analyzing numbers of properties for sale, pending contracts, properties sold, and properties taken off the market over the last six months. The median list price is $274,500, median days on market for active listings is 74 days, and the absorption rate indicates a 4.2 month supply of inventory based on current sales levels. The $150,000-$200,000 price range shows the most activity with high numbers of pending contracts, listings, and properties sold.
"The way your clients live in their home and the way you market and sell their house are two different things." Statistics show that homes that are ASP® Staged in today's market sell much faster than those that are not Staged. So, how much can your sellers save by staging their house? Here is an example of the return and the rate of return on home staging investment.
The document provides a market update from the Weichert, Princeton Junction Office including:
- A brief history of real estate market conditions and an overview of the current forecast which predicts low inventory, high demand, tight listings, rising prices and repeat buyers.
- Comments from several experts predicting continued recovery in 2014 with single-family home sales and housing starts at the highest levels since 2007, ongoing high affordability and demand, and pent-up demand from household formation.
- Tables showing real estate market statistics like active listings, pending sales, absorption rates and inventory levels for various towns in central New Jersey which indicate markets ranging from normal to low supply/high demand.
Things to Consider When Selling Your House - Summer 2023 EditionTom Blefko
This document discusses reasons to sell your house this summer and advice for doing so successfully. It notes that inventory remains low, putting sellers in a good position. Sellers who price their homes competitively based on market value can sell quickly. The document provides tips on preparing your home for sale, such as curb appeal projects. It also explains that selling allows homeowners to leverage the equity they've built up over time to help purchase their next home. Selling when inventory is low and pricing appropriately are presented as keys to a successful sale.
Things to Consider When Selling Your House Fall 2023 - KM Realty, Chicago GuideTammy Jackson
Ready to put your property on the market? With KM Realty Group's "Seller Guide", we're taking the guesswork out of the process! This comprehensive resource is designed to help you understand current market trends and equip you with powerful marketing materials to share with clients or bring to pre-listing appointments.
Our "Seller Guide" highlights:
📈 A deep-dive into the current Chicago real estate market, analyzing trends and forecasts.
🏡 Expert advice on how to effectively showcase your property with staging tips, professional photography, and open house strategies.
📊 A personalized evaluation of your property based on its location, size, and unique features.
📝 All you need to know about listing your property, streamlining the paperwork, and closing the deal.
With KM Realty Group standing by your side, we'll simplify the journey for you from start to finish. So let our "Seller Guide" be the key to achieving your real estate goals with ease!
Don't wait any longer! Get your free "Seller Guide" now:✅https://kmrealtygroup.net/properties/
For more information, visit our website at ✅ https://kmrealtygroup.net/
40% of real estate investors surveyed bought their last property off marketDaniel Sperling-Horowitz
A survey of 50 real estate investors found that 40% had purchased their most recent property off-market, compared to 60% purchasing on the multiple listing service (MLS). This was a surprisingly high percentage of off-market purchases, as the surveyors had expected a lower range of 15-25% off-market. Real estate investors tend to seek fixer-upper properties suited for renovations, which are more commonly available off-market. The current low housing inventory and mortgage rates are thought to be pushing more buyers to search off-market where competition is lower and prices may be more attractive. Some sellers also prefer to avoid listing on the MLS due to health concerns during the pandemic or not wanting extensive showings and open houses
This document contains a series of questions and prompts related to economics concepts like demand, elasticity, and determinants of demand. It includes examples of demand schedules and graphs to illustrate key ideas. Students are asked to analyze demand curves, identify price points that maximize revenue, and explain how changes described in various scenarios would impact demand. The document aims to help students learn how to apply concepts of demand, elasticity, and their determinants through examples, practice questions, and interactive activities on whiteboards and slates.
The document provides an analysis of the single family real estate market in Lafayette, Louisiana, including statistics on current listings, pending sales, recently sold and off-market properties for the last 6 months. Key metrics examined include median prices, days on market, pending sale ratio, and months of inventory. The data is presented in tables and charts to give an overview of market conditions and trends in different price ranges.
We all know that if we had more listings we would have more sales and income. Being able to master lead creation for listings in today’s market is essential. Dirk will break down the best sources, strategies and systems to generating seller leads.
View Recorded webinar:
https://attendee.gotowebinar.com/register/997998494058253825?source=dzeller-ss
This document summarizes retail real estate trends from Q2 2010. National job growth is expected in energy and technology markets. Absorption has turned positive again and cap rates are above national averages, suggesting now is a good time to buy stabilized assets in Colorado. Denver submarkets like outlet centers have below average vacancy. The document was presented by Tom Ethington of Pinnacle Real Estate Advisors to provide an update on retail market conditions.
In a shifting market it’s very important to understand not only comparables, but also actives, absorption rates, months supply, and more when wanting to price a home properly.
Weichert Princeton March 2016 Market Update SeminarWeichert Realtors
A review and preview of the Princeton, NJ area real estate market trends. Offers insights into price trends, affordability and strategies to buy and sell.
Is it all going to fall apart in 2020? Let's see what Steve Harney says! The founder of the popular real estate publications "Keeping Current Matters' says something that may surprise you: Although there is uncertainty in the market ahead, Steve is confident he can successfully tackle and approach it. He will show you how. Steve brings his data and research based prognostication for 2020 to share with us January 22, 2020. Don't miss it!
Price your home correctly based on current market trends or it may not sell. Have your realtor do a comparative market analysis of all similar homes currently listed and sold in your area, not just select comparables, to determine an accurate price. Price slightly below recent sale prices of comparable homes in a decreasing market or slightly above in an increasing market. If priced too high, buyers may not even view your home and it risks becoming "invisible" on the market.
This document provides a summary of key real estate market statistics for single family homes in Lafayette, Louisiana. It finds that the $150K-$200K price range has the most pending sales, listings, and recent sales. The median home price is $269,900, and the median time on market is 73 days for active listings and 45 days for recent sales. The market is considered "mildly active" with a pending sales ratio of 37.5%, indicating balanced supply and demand.
The document provides information on selling a home, focusing on the four key factors that determine when and how quickly a home will sell: price, condition, location, and marketing effort. It discusses how to properly price a home, prepare it for showing, leverage online marketing and technology, and implement a comprehensive 12-point marketing program to effectively sell the home. Pricing the home correctly from the start and making minor repairs to improve its condition are emphasized as important tactics to sell faster and for the best price.
Absorption rates describe the relationship between housing supply and demand in a given area. It is calculated by dividing the number of homes currently on the market by the rate of home sales over a set time period, such as 6 months. An absorption rate of 6 months indicates a balanced market, less than 6 months is a seller's market with high demand, and more than 6 months is a buyer's market with low demand. Absorption rates can help assess housing market trends over time and between different areas.
This document provides a summary of key real estate market statistics for single family homes in Lafayette, Louisiana. It includes charts and tables analyzing numbers of properties for sale, pending contracts, properties sold, and properties taken off the market over the last six months. The median list price is $274,500, median days on market for active listings is 74 days, and the absorption rate indicates a 4.2 month supply of inventory based on current sales levels. The $150,000-$200,000 price range shows the most activity with high numbers of pending contracts, listings, and properties sold.
"The way your clients live in their home and the way you market and sell their house are two different things." Statistics show that homes that are ASP® Staged in today's market sell much faster than those that are not Staged. So, how much can your sellers save by staging their house? Here is an example of the return and the rate of return on home staging investment.
The document provides a market update from the Weichert, Princeton Junction Office including:
- A brief history of real estate market conditions and an overview of the current forecast which predicts low inventory, high demand, tight listings, rising prices and repeat buyers.
- Comments from several experts predicting continued recovery in 2014 with single-family home sales and housing starts at the highest levels since 2007, ongoing high affordability and demand, and pent-up demand from household formation.
- Tables showing real estate market statistics like active listings, pending sales, absorption rates and inventory levels for various towns in central New Jersey which indicate markets ranging from normal to low supply/high demand.
Things to Consider When Selling Your House - Summer 2023 EditionTom Blefko
This document discusses reasons to sell your house this summer and advice for doing so successfully. It notes that inventory remains low, putting sellers in a good position. Sellers who price their homes competitively based on market value can sell quickly. The document provides tips on preparing your home for sale, such as curb appeal projects. It also explains that selling allows homeowners to leverage the equity they've built up over time to help purchase their next home. Selling when inventory is low and pricing appropriately are presented as keys to a successful sale.
Things to Consider When Selling Your House Fall 2023 - KM Realty, Chicago GuideTammy Jackson
Ready to put your property on the market? With KM Realty Group's "Seller Guide", we're taking the guesswork out of the process! This comprehensive resource is designed to help you understand current market trends and equip you with powerful marketing materials to share with clients or bring to pre-listing appointments.
Our "Seller Guide" highlights:
📈 A deep-dive into the current Chicago real estate market, analyzing trends and forecasts.
🏡 Expert advice on how to effectively showcase your property with staging tips, professional photography, and open house strategies.
📊 A personalized evaluation of your property based on its location, size, and unique features.
📝 All you need to know about listing your property, streamlining the paperwork, and closing the deal.
With KM Realty Group standing by your side, we'll simplify the journey for you from start to finish. So let our "Seller Guide" be the key to achieving your real estate goals with ease!
Don't wait any longer! Get your free "Seller Guide" now:✅https://kmrealtygroup.net/properties/
For more information, visit our website at ✅ https://kmrealtygroup.net/
40% of real estate investors surveyed bought their last property off marketDaniel Sperling-Horowitz
A survey of 50 real estate investors found that 40% had purchased their most recent property off-market, compared to 60% purchasing on the multiple listing service (MLS). This was a surprisingly high percentage of off-market purchases, as the surveyors had expected a lower range of 15-25% off-market. Real estate investors tend to seek fixer-upper properties suited for renovations, which are more commonly available off-market. The current low housing inventory and mortgage rates are thought to be pushing more buyers to search off-market where competition is lower and prices may be more attractive. Some sellers also prefer to avoid listing on the MLS due to health concerns during the pandemic or not wanting extensive showings and open houses
This document contains a series of questions and prompts related to economics concepts like demand, elasticity, and determinants of demand. It includes examples of demand schedules and graphs to illustrate key ideas. Students are asked to analyze demand curves, identify price points that maximize revenue, and explain how changes described in various scenarios would impact demand. The document aims to help students learn how to apply concepts of demand, elasticity, and their determinants through examples, practice questions, and interactive activities on whiteboards and slates.
The document provides an analysis of the single family real estate market in Lafayette, Louisiana, including statistics on current listings, pending sales, recently sold and off-market properties for the last 6 months. Key metrics examined include median prices, days on market, pending sale ratio, and months of inventory. The data is presented in tables and charts to give an overview of market conditions and trends in different price ranges.
3. U.S. Existing Home SalesU.S. Existing Home Sales
0.0
2.0
4.0
6.0
8.0
1978
1980
1982
1984
1986
1988
1990
1992
1994
1996
1998
2000
2002
2004
2006
Millions
6.48M
transactions in
2006
3
4. U.S. Average Existing Home Sales PriceU.S. Average Existing Home Sales Price
4
$0
$50,000
$100,000
$150,000
$200,000
$250,000
$300,000
1978
1982
1986
1990
1994
1998
2002
2006
$268,300 in 2006
5. SupplySupply
Number of homes on the market –Number of homes on the market –
U.S.U.S.
5
DateDate InventoryInventory
12/0412/04 2.22 million units2.22 million units
12/0512/05 2.85 million units2.85 million units
12/0612/06 3.51 million units3.51 million units
6. SupplySupply
Atlanta Market Conditions:Atlanta Market Conditions:
(Source: Atlanta Business Chronicle, Aug. 3, 2007)(Source: Atlanta Business Chronicle, Aug. 3, 2007)
6
SalesSales 2Q’062Q’06 2Q’072Q’07 % Diff% Diff
NewNew
HomesHomes
(North Atlanta(North Atlanta
Area)Area)
81698169 63156315 -23%-23%
Ga MLSGa MLS 24,38624,386 18,13318,133 -26%-26%
7. So, Check Your Attitude…So, Check Your Attitude…
Long-term successful agentsLong-term successful agents
shouldn’t care if the market isshouldn’t care if the market is
up or down, they should alwaysup or down, they should always
act like it’s down.act like it’s down.
7
8. Why?Why?
Because down marketsBecause down markets
alwaysalways forceforce you toyou to focusfocus
on what really matters!on what really matters!
8
9. Two GREAT Books by JimTwo GREAT Books by Jim
Collins:Collins:
““Built To Last”Built To Last”
““Good to Great”Good to Great”
9
10. From ‘From ‘Good To GreatGood To Great ’:’:
One of the first steps toOne of the first steps to
greatness is gaining a fullgreatness is gaining a full
understanding of -understanding of -
““THE BRUTAL TRUTH”.THE BRUTAL TRUTH”.
10
11. BRUTAL TRUTH:BRUTAL TRUTH:
Experts say that about 80%Experts say that about 80%
of the REAL marketing of aof the REAL marketing of a
house occurs when thehouse occurs when the
listing price is established.listing price is established.
11
12. BRUTAL TRUTH:BRUTAL TRUTH:
Experts estimate that aboutExperts estimate that about
60% of the real Buyers for a60% of the real Buyers for a
home will view it in the firsthome will view it in the first
30-45 days it is on the30-45 days it is on the
market.market.
12
13. BRUTAL TRUTH:BRUTAL TRUTH:
If it isn’t priced right from theIf it isn’t priced right from the
beginning, you are fightingbeginning, you are fighting
an uphill battle.an uphill battle.
13
14. BRUTAL TRUTH:BRUTAL TRUTH:
When supply exceeds demand:When supply exceeds demand:
Prices go downPrices go down
Buyers are more choosyBuyers are more choosy
Sellers are more irritableSellers are more irritable
Lenders and appraisers are moreLenders and appraisers are more
unpredictableunpredictable
The strong (smart) will surviveThe strong (smart) will survive
14
15. BRUTAL TRUTH:BRUTAL TRUTH: Most agents
resist doing anything about it.
Don’t know the “brutal truth”.
Afraid to have “fierce conversation”.
Don’t know how to prepare analysis.
Don’t want to upset clients/lose listing.
Lazy, naïve, “busy”, waiting, blah, blah.
They aren’t likely to make any money any
time soon.
15
16. BRUTAL TRUTH:BRUTAL TRUTH:
Even the big MEGA Teams needEven the big MEGA Teams need
a dose of the brutal trutha dose of the brutal truth
sometimes….sometimes….
A CASE STUDY – Tufts RealtyA CASE STUDY – Tufts Realty
Associates, Atlanta SugarloafAssociates, Atlanta Sugarloaf
16
17. Tufts Realty Associates:Tufts Realty Associates:
Most listings ever – YEA!!
Most Agents ever – YEA!!
New Marketing Manager ($60k)
New Marketing Plan ($ 5k/mo.)
Getting hammered by Clients
Where’s all the business??
17
18. Tufts Realty AssociatesTufts Realty Associates
Mid-Year 2007 Monthly Volume vs. GoalMid-Year 2007 Monthly Volume vs. Goal
0
2
4
6
8
10
12
J F M A M J J A S O N D
2007 Act
2006 Act
2007 Goal
19. Tufts Realty AssociatesTufts Realty Associates
Mid-Year 2007 Cumulative Volume vs. GoalMid-Year 2007 Cumulative Volume vs. Goal
0
10
20
30
40
50
60
70
J F M A M J J A S O N D
2007 Act
2007 Goal
20. A Call To Action:A Call To Action:
Tony DiCello Class in Orlando
Fierce conversation with Team
Stopped spending on marketing
Updated CMA’s – REALISTIC!!
Prepared a plan and scripts
Analysis (macro) of market
20
21. Analysis of Market:Analysis of Market:
Its easier than you think, 2-4 hours.
Select a relevant large market area
From MLS, collect data on number of
listings and number of solds over the
past several years (3-4 years is best).
Prepare a graph/pictorial view of the
market (Excel is all you need).
Make it simple and colorful – 1-2 pages
21
22. Action:Action:
At the middle of May:
35 Listings
Set a goal to do this for 7/month
Got 7 price reductions in late May,
another 7 in early June
Another 5 or so in July (because
we were getting busy!!)
22
23. An Easy “Fierce Conversation”:An Easy “Fierce Conversation”:
“Mr. Lister, I am here today to discuss the trends in
our market and share some factual data with you.
This is not necessarily data that you are going to
want to see, but as your Realtor, it is my
responsibility to share information that you NEED
TO KNOW in order for us to make the best
decision about SELLING your home as soon as
possible. Okay?”
23
24. Market Analysis of Supply and DemandMarket Analysis of Supply and Demand
25. An Easy “Fierce Conversation”:An Easy “Fierce Conversation”:
“Mr. Lister, studies show that about 50-60% of all REAL buyers
will see your home in the first 30-45 days it is on the market.
As you can see, there is a lot to look at right now. Buyers
have lots of choices and the media has told them that they
can get a good deal right now. If a home is not priced and
prepared to sell, they will quickly go elsewhere. What
choices do you see based upon this information …….”
25
26. Results:Results:
August: Closed $13.6 million, 19
transactions:
All listing sides had been from price
reduction action
About half were “fierce conversations”
about preparation and motivation
A few “fierce conversations” with Buyers
and their Agents
No commission reductions
26
29. Answer:Answer: Sitting in overpriced
listings waiting for them to
sell!!
3 of the sold listings produced
qualified Buyers that completed
immediate transactions
29
30. Tufts Realty AssociatesTufts Realty Associates
2007 Monthly Volume vs. Goal2007 Monthly Volume vs. Goal
0
2
4
6
8
10
12
14
J F M A M J J A S O N D
2007 Act
2006 Act
2007 Goal
31. Tufts Realty AssociatesTufts Realty Associates
Mid-Year 2007 Cumulative Volume vs. GoalMid-Year 2007 Cumulative Volume vs. Goal
0
10
20
30
40
50
60
70
J F M A M J J A S O N D
2007 Act
2007 Goal
32. A Call to Action for You:A Call to Action for You:
Set a numerical GOAL for getting prices adjusted.
Hang it on the wall in big letters.
Face the “brutal truth” about your market.
Face the “brutal truth” about your listings.
Prepare a factual analysis of market trends. Do a
rolling average to smooth the data.
Rehearse some scripts for the “fierce conversation”.
Have a revised CMA with you with recent and
realistic comps. Review it with another agent.
Be ready to stop “actively” marketing some listings.
Be ready to sell the others!!
32
33. JUST DO IT!!JUST DO IT!!
(It doesn’t hurt as much as not making any money.)(It doesn’t hurt as much as not making any money.)
33