Have you ever said something in the heat of the moment, then wished for weeks later you could reel those words back in? The truth is, all of us commit emotion-driven mistakes in some areas of our lives. But when it comes to selling their homes (read: cashing out their most valuable assets) the stakes are simply too, too high to allow your sellers and their transactions to fall prey to predictable emotional pitfalls. And that’s particularly true for winter sellers who are not only under the stress of selling their home, who are doing so during an already-stressful time of year.
Fortunately, when it comes to emotion, what’s predictable is avoidable. Over the years, you’ll find that sellers can and often will check themselves before they wreck themselves if you can help them predict the specific emotions they are likely to experience at various points in their transactions.
Individual buyers in the investment market have largely been squeezed out by institutional money in recent years – a trend that is not in the best interest of the industry in the long run. The number of first-time homebuyers is also way down, as an overall percentage of the market. Yet owner-occupied deals are more stable – and less likely to result in default, all other things being equal – than investment deals.
Owner-occupants are an important stabilizing element in the real estate market, and first-time buyers are a critical part of that demographic. But while the historical percentage of first-time buyers should normally be around 40 percent, that number has plummeted to 29 percent.
And so, despite the market traumas of 2008 to 2012, much of the real estate industry is now eager to restore individual owner-occupants as the backbone of the real estate market. Here’s some information to help new buyers take the plunge. continue reading
When the colder months come calling, many real estate agents experience a decided slowdown. But this downtime doesn’t need to signal year-end disaster for your business.
A few smart, proactive strategies can help you find the buyers and sellers in your market who may be ready to make a move before the year is out. Plus, these must-dos will set you up for stellar success come 2015. It’s time to learn how you can dominate your market in the downtime—and all year long.
In this complete guide to off-season lead generation you’ll find smart marketing ideas for the winter, signs of next year’s hottest clients, and stats you need to know to help you win more listings right now.
In 2003, Former Defense Secretary Donald Rumsfeld referred to the then recently-launched Iraq War as a “long, hard slog,” referring to the Herculean effort that troops would have to go through to secure victory on the battlefield.
Fortunately, in the world of real estate sales, violence isn’t necessary. But “slogging” sure is. And there’s nothing “sloggier” than cold calling – dialing one’s way down a list of cold contacts.
But it’s part of any sales career – especially in the early days, when you have little money and few resources, but lots of time on your hands and steel in your heart.
What do we know about cold calling? Is it really effective? Is it realistic to set appointments and build a business by relying on smiling and dialing?
The Keller Center at Baylor University did a study involving real estate agents dialing from a list of numbers to which they had done no previous marketing. Each of the 160 agents in the study committed to calling this list for one hour each day for seven days. The agents used a standard script.
Of the 160 agents who said they would make the calls, only about 50 actually did so – which accounts for a good deal of agent attrition right there. Let’s look at the numbers. continue reading
We’re ready for it! Are you? Trulia is gearing up for its best year yet at this year’s REALTORS® Conference & Expo from November 7 – 10 in New Orleans.
With 17,000 real estate professionals from across the country scheduled to attend, this promises to be one the most exciting events of the year. Here are the top reasons you should stop by booth #1401 to hang out with Trulia at NAR: continue reading
Fall house staging has to be sharp, because your listing has to sell if you want to close the year out on a high note and leave your sellers feeling satisfied.
Here five ways to help your clients make their real estate listing stand out and get their home sold before the holiday season hits!
These days many sellers are selling to move on to another property. Chances are, your listers have a vision for both the property want and the new furnishings to make the new space into their dream. For sellers who have the budget, encourage them to shop ahead. The dream furniture and non-permanent fixtures for their new space may help their current property sell faster.
Before you bring up house repairs, find out what your seller’s always wanted to do with the home and never got around to completing. This, sometimes emotional, trip down missed-out memory lane can help you make the case for improvements you know will make the home move.
Sometimes helping sellers revisit their dreams for a property can unlock easy ways to market it as the dream home for someone else. continue reading
Want a home designed precisely to your tastes? It’s no longer a homeowner luxury. A building in San Francisco is now offering custom details to some of its penthouse suite renters.
In a recent press release, rental placement agency RentSFNow announced that the 3035 Baker building in San Francisco, CA will be offering two penthouses that renters can customize, including two free hours of design services from local interior design firm LOCZIdesign.
Why? They want to appeal to renters who desire a living space that’s beyond “builder-grade,” a space that reflects their individuality and personality. “Do-it-yourself personalization is becoming more commonplace in every aspect of life,” says LOCZIdesign founder Paige Loczi. As the release states:
“While apartments have long touted ‘customization,’ those options are typically paint and minor cosmetics whereas 3035 Baker offers complete build-out options including top-of-the-line appliances, countertops, cabinets, flooring and other features including paint and finishes.” continue reading
Real estate can be contagious, some say infectious, and yes…even hereditary. Families with generation after generation of real estate agents are more common than anyone would think.
They’re also pretty easy to spot. Here are six signs you’re raising an agent and you’ll be coaching your “little ones” through managing their first closings one day.
When your seven year old starts strategically placing (and moving) his or her lemonade stand in efforts to bring in the big bucks, you might have a deal-maker on your hands. An innate sense of the importance of location is a clear sign that a kid has a closer’s charisma running through their veins.
If your former infant is willing to sell anything, including their school supplies, know that your grandkids might get fed by commission. If your child sees a payoff where others see essentials, you’re raising and entrepreneur.
One of the biggest parts of closing a real estate deal is negotiation. If you find yourself arbitrating over naptime, dessert, or other kid “concessions,” you might be bringing up an expert bargainer.