Sales meeting covering three main topics: 1. Company market share graphs, 2. Quiz on today's buyers and sellers, and 3. Working with online leads.

1. February 24, 2015
1
CHAMBERSBURG
OFFICE SALES
MEETING
Market Share
Graphs
Profile of
Buyers & Sellers
Working with
Online Leads

2. Can a listing be extended or price reduced via e-mail
from the seller?
No. A listing agreement is a contract. When a contract is going
to be enforced in court only the contents of that contract will be
considered as evidence. Outside emails or other information is
not part of the contract or considered evidence.
2
LEGAL CORNER

3. 3
MARKET SHARE GRAPHS
• Go to Homesale Center
• Click on the
TeamHomesale icon
• Enter ‘Market Share’ in
the Search box
• Download to your hard
drive
Units

4. 4
MARKET SHARE GRAPHS
• Go to Homesale Center
• Click on the
TeamHomesale icon
• Enter ‘Market Share’ in
the Search box
• Download to your hard
drive
Volume

5. 5
2014 PROFILE OF HOME
BUYERS AND SELLERS
Download a FREE copy
at TeamHomesale

6. 1. What percent of all home buyers were first-time
home buyers in 2014?
6
2014 PROFILE OF HOME
BUYERS AND SELLERS
4 3 3

7. 7
• We’re at the lowest percentage in 14 years
• First-time home buyers drive the real estate market
• At some point the cork in the dam will pop

8. 8
2014 PROFILE OF HOME
BUYERS AND SELLERS
2. What percentage of home buyers list “tax benefits”
as their main reason for purchasing a home?
2 0 2

9. 9
• NAR/PAR need to stop talking about ‘tax benefits’
• Desire to ‘own a home’ is qualitative not quantitative

10. 10
2014 PROFILE OF HOME
BUYERS AND SELLERS
3. What percentage of buyers that bought a new home
did so to avoid renovations or problems with
plumbing and electricity?
4 0 9

11. 11
• SHOW new
construction to
professionals on the
go -and- ‘un-handy’
people

12. 12
2014 PROFILE OF HOME
BUYERS AND SELLERS
4. “Looking online for properties for sale” was the first
step taken during the home buying process by what
percentage of buyers?
4 3 4

13. 13
• No other category comes close!
• First time home buyers are more likely to talk to a
lender than a REALTOR®
• Older home buyers LOOK online too!

14. 14
2014 PROFILE OF HOME
BUYERS AND SELLERS
5. What percentage of buyers found the home that
they purchased on the internet in 2014?
2 4 3

15. 15
• Use of the internet has increased 5X
• Home buyers are driving around less and visiting open
houses less often
• Newspaper usage has plummeted - - - Surprised?

16. 16
2014 PROFILE OF HOME
BUYERS AND SELLERS
6. What percentage of buyers either never received an
agent representation disclosure or can’t remember
receiving one?
2 4 1

17. 17
• Shocking!!! It’s the law.
• E&O Insurance will not cover willful negligence

18. 18
2014 PROFILE OF HOME
BUYERS AND SELLERS
7. What percentage of buyers either used online agent
recommendations or will consider using them in
their next home purchase?
2 5 7

19. 19
• Online presence matters! - - - and will continue to grow
• Your clients can’t help you unless you ask - - - make it
easy for them

20. 20
2014 PROFILE OF HOME
BUYERS AND SELLERS
8. What percentage of buyers never recommended
their real estate agent after completing the
transaction?
2 3 7

21. 21
• Over 1/3 of our clients don’t recommend us
• Are you staying in touch and are you asking?
• The median is only ‘1’ !?!?!

22. 22
2014 PROFILE OF HOME
BUYERS AND SELLERS
9. “Helping the buyer understand the home purchase
process” was mentioned as the main benefit that
buyers listed what percentage of the time?
6 3 9

23. 23
• Our role is to provide counsel and advocacy
• How knowledgeable are you in home inspections, mortgage
alternatives, title insurance - - - ?
• Notice that providing a list of homes isn’t on the list

24. 24
2014 PROFILE OF HOME
BUYERS AND SELLERS
10. What percentage of home sellers only contact one
agent before selecting one to assist with the sale
of their home?
5 7 0

25. 25
• You never get a second chance to
make a first impression

26. 26
2014 PROFILE OF HOME
BUYERS AND SELLERS
TIEBREAKER:
How many leads did the Lead
Center process in 2014?

27.  Leads are routed to Listing Agents, Duty Agents or
designated person
 Consumers can talk with a ‘Live’ person
 Inquiries are answered 7 days a week
 Names, phone numbers or e-mail addresses are
obtained in over 95% of inquiries
27
LEAD CENTER

28. Hours of Operation
 Mon-Fri: 8:30 AM to 8:30 PM
 Sat: 9:00 AM to 3:00 PM
 Sun: 10:00 AM to 4:00 PM
28
LEAD CENTER

29. 29
LEAD CENTER
42,196
Total number of inquiries answered in 2014:
(company wide)

30. 2014 Harrisburg Region Lead Distribution
1. REALTOR.com (web inquiry) 26.7%
2. Yard Sign 22.4%
3. Homesale.com (web inquiry) 18.8%
4. Homesale.com (phone inquiry) 4.6%
5. REALTOR.com (phone inquiry) 4.5%
6. BHHS National (web inquiry) 4.4%
7. Homes.com (web inquiry) 4.3%
30
LEAD CENTER

31. 2014 Harrisburg Region Lead Distribution
Newspapers 2.8%
 Carlisle Sentinel
 Patriot News
 Palm Advertiser
 Lebanon Daily News
 Merchandiser
 Public Opinion
 Hummelstown Sun
31
LEAD CENTER

32. 32
ONLINE LEADS
Idea:
Buy a Home
Go to
Web
Browse
for
Homes
Learn
Website
Consider
Finances
Drive
Areas Load
Portfolio Lender
Search
Pre-
Qualify
Select Homes
to View
Home Tour
Request
Show
PropertyNarrow
Home
Selection
Select
Home
Write
OfferNegotiate
Manage
Repairs
Loan
Process
Final
Walk-
through
Closing
Area of Opportunity
Strong Skills
Disconnect

33. 33
ONLINE LEADS
Initial Response
1. Respond quickly
2. Respond the way they
came in
3. Give exact information
4. Showcase your
expertise

34. Long Term Follow-Up
5. Use a CRM
6. Set aside time to follow-up
7. Send relevant information (customized)
8. Take notes on the prospect
9. Use your partners
10.3:1 ratio for impersonal vs. personal
communication
34
ONLINE LEADS

35. 35
THREE CHEERS

36. 36
WANTS AND NEEDS