Real Estate Information

100's of CRS's attended Sellabration this year to hear industry leaders share how to Thrive in today's real estate environment.

Here are some ideas I took notes on.

Sellabration 2010

 

 

Ira Serkes

 

            Graph – percent of asking versus original asking

                        X is days on market and Y is percent of asking

 

Sam Miller

            Kodak Zi8 Video

            RED Scarlet 3K Video – Higher Priced

            Canon 7D DSLR – Video and Still Camera

            So watch for the Sony

 

            iPad – think of it as a consumer device. Because it is so small

                        WiFi or 3G

            Lenovo S10 3T Tablet – about $1000

 

            Smart phones

                        Palm Pre –

                        Blackberry Tour – good keyboard, good email, weak browser

                        Droid X – Verizon based – can shoot video, droid & Google  app creator

                       

            WiFi cards      

                        Verizon 2200

                        Sprint will be going to a 4G, it is already out

                       

            iPhone – 4G

                        Can do video

                        Face to face

                        Financial Calculator App is available

                        Mortgage Calculator – razlaze

                        Trulia iPhone

                        Homes.com

                        Zillow.com it has very good mapping

                       

            iPod into a Hard Drive – Google this

           

            Network File Server – Buffalo Terastation Server – remote login

 

            Solid State Drives – Longer Battery Life

 

            Huge Flash Drives – 250 Gig flash drives are available

 

            Dropbox is great for virtual assistants and sharing data

 

            Cloud computing – Real Pro is that

 

            David Knox and send a view of the video

                        Realestateconsumervideos.com

 

            QR Codes Ideas & Uses

                        Facebook using QR codes

                        Qrcode.kaywa.com to get one

 

            Fijitsu USB Scanner-creates all the paper work

 

            Portable Printing – Hp 470

 

            PC best - Lenovo X201 Tablet

 

            Slydial

 

Social Media and Beyond – Deborah Madey

 

            Youtube.com – good seo and googlejuice

                        Video cities you live in

 

            Twitter –

 

            Foursquare – location based social networking site

 

            Flickr – great place to put your photos

                        Kristal Kraft has done a lot with photos

 

            Yelp – trip advisor to see what others have to say

 

            Postris.com- blogging account and also networking your phones

 

            Taking it Offline – IRL – Face to face

                        Meetup.com – zip code and see the meet up groups

 

            Real estate related

                        CRS – blog, FB, LinkedIN

                        NAR –LinkedIN

                        Trulia

                        Zillow

                        Active Range

                       

 

           

 

James Nellis – Social Fusion

 

            The cost of it is time.

 

            What are the 2 items you want to accomplish?

                        Complete transactions because of this

 

            Social selling

                        It is a consultant approach

                        Lose the salesperson hat

                        Be consistent

                        Disciplined with it, using proper time

                        Be yourself rather than sell your real estate

                        Use the FORD concept on your posts

                        Keep your posts of 10 for personal and 1 for business

                       

            Target market your people – look at your profile name, profile photo, profile bio!

 

            Bio – hobbies, business commitments,

 

            Status comments – keep it social, engage others,

                        LinkedIN – not listing, about the area

                        Facebook – it’s a marketing brand of your firm

                                    Create a list of personal, business, client, vendors, Realtors,

                                                Referral Realtors, relatives,

 

            If you do photo in of your area of landmarks. If you do 2 a week after a year you         

            would have over 100.

 

 

            Real Estate Group or Business

                        Business Page -  customize your business page – sending

                        Facebook.com/nellisgroup

 

            LinkedIn is a business to business network, a personal connection

                        Be sure to get your recommendations this

                        See if you can get 1 recommendations a week

                        Establish 10 new connections a week

 

            Flowtown.com – put email in and you will see the medias they are in.

 

            Twitter – direct message to a person or @username you want to connect with

                        Search.twitter.com

                        Tweetgrid.com

                        Twitpic.com

                        Make 10 posts a week

 

            Customized posterous page on your web site

 

            Calljuice.com – put all the phones of team with the money line directed to for the 1^st acceptance.

 

The Extreme Future: Reshaping of Real Estate – James Nellis and panel

 

            Kill Your Future – What will happen and what will we be

 

            The New Consumer

                        Being ready instantly

                        The boomer with retire later, staying in homes longer

                        Unconsumption Generation – Trade, Rent, Auction

                        Adapt technology quickly

                       

            Brokerage Change

                        A mobile agent- the mobile office

                        Bricks and mortar are not needed

                        Buy your space by the day

                        Open office between Starbucks and Kinko’s

                        People – Systems – Technology

                        Education of your agents with online and in-house

                        Building team

                       

            Technology

                        Hype Cycle – a great book – Gartner Hype Cycle

                        Second mover advantage – analyze and then adapt

                        Woopra.com – it allows you to see how is on your website live

                       

            Referrals

                        The Seven levels of Communication

7. 1 to 1 meeting

                        6. Events and seminars -

                        5. Phones calls – Hour of Power

                        4. Handwritten notes

                        3. Electronic communication

                        2. Direct mail

                        1. Print media

           

                        Private client party

                        Brian checks his models every 30 days

                        Julie Beall does a radio show

                       

            Buyer Future System

                        Lead organization – social media, realtor.com, websites,

                        Asking the buyer how they want to be communicated with

                        Email to email, text to text, phone to phone, whatever the communication

                                    they use.

                       

Pipeline Management to Grow Your Business

 

A Lead

B Lead

C Lead – three calls and no response then to a drip campaign

 

DISC – now that in your emails

            Different campaigns for the D I S C

            Understand people because we are in the people business

 

Excel

Name   Buyer/Seller      Contact Date    Most current     Motivation        Source

 

Real Pro Backend to help with the leads

 

Heidi Hines idix site look at from Real Pro

 

Kubek’s site has weather from wunderground

 

Professional design ads to stealth sites through newspapers, Craig list,

 

Promotes bank owned on Craig’s List

 

Demand the phone number

 

Lead on iPhone from Real Pro looks good

 

By leaving out the something like the garage it gives the opportunity to talk to the client about that so that you can talk with them.

 

Heidi has the Platinum Level

 

Newsletter with statistics, giving them information. Send them real stuff about real estate.

 

The letters should be looked at by an email is a writer that is not a Realtor.

 

You could use Market Snapshot from Top Producer

 

Calendar System on the back end of Real Pro, it will work with outlook.

 

Call all prospects within minutes, who is your agent, take lots of notes, be assertive

 

Ask open ended questions.

 

 

 

 

Listing Power Panel

 

Bolin, Morris, Rawls, Shaw

 

Talking a lot about on the front end questions? Ask what they are thinking of the market. Mortgage, payments, motivation, when did they buy, etc

 

You need to know the submarkets within your market.

 

Presentation – short sale – the price shouldn’t matter them

            Russell is not interested in listing upper bracket unless they are interest in

            Sellers today needs to be have to sell

            4 months supply is seller, 6 months is balanced, 8 months is buyers market

            Have you seller initial your price so that they are on the line, probably doing a

                        Net sheet with buyer closing costs if applicable

            We are in price war and a beauty contest

            3 types of sellers – Want, Must, Banks

            Hire an appraiser for the seller to get the reality of value

            Cost does not create value, value in use e.g. swimming pool $80000 to put it yet

                        Valued at $15000

 

Definition of Marketing

 

Managing your sellers expectations

            Be selective on what you take

            Lending guidelines harder, inspections with buyers asking for a lot

            In a rising market you are a hero, in a declining market you must let them know

                        the circumstances

 

Scripts and dialogs

            I don’t make the market

            I work hard to help my sellers out perform the market

            I don’t list houses just to have them sit.

            I list house is to help my sellers get their homes sold

            What do you think of the real estate market?

            Brenda is going to personally meet with each seller each month

            I don’t have to take their listing.

            I don’t need the practice of listing

            I am not sure I can meet your expectations

            The reason for the listing appointment that I can get the right price, I can work

                        with the seller, then can I get it.

            Do you think it is the right time to sell?

            When do you think you have should have sold?

 

Improvements add to your property in two ways

            Helps sell the houses

           

Debbie has What is the Buyers market!

 

Have you refinanced your home recently?

Do you have more than 1 mortgage?

Are you current with your mortgage payments?

                       

                        You must ask a lot of questions, asking the tough questions

 

Market update – some do it every 30 days

            Does bookashowing let us know how many showings by price range

 

Brenda is doing neighborhood tours that they put on their website. Good to show prospective sellers, help in SEO,

 

Supposedly you can change #1 Expert can click to the different language

 

Brenda has gone back to having people register

 

Russell shortsale site is very good. Look at it.

 

 

Buyer Power Panel

 

Lead generation

            Leads coming from everywhere – SEO, Social Media, Signs, Trulia, Calls

            When they come in you have to get them into a system

            Twitter and Facebook and My Space for getting neighborhoods.

                        Dale Chumbley does this on neighborhoods on Facebook

            Working a select group of people – direct contact with people that you know

                        and you want to work with. They only work with people that come

                        as a referral

            Buyers are online and looking at local information. They are searching Google.

 

Buyer Incubation         

            One person said it is 17 to 21 months before they raise their hand.

            Trying to give something good every day.

            If a web site is static, what will keep them coming back – blog

            Using a homefinder system that gives them properties daily

            Teaching people about the process instead of concentrating on houses

            5 1^st time homebuyer mistakes

            Pros and cons of condos

            Property wish list

            LOOK AT YOUR WEBSITE UNLESS YOU LOOK AT IT AS A GARDEN

                        AND WATER IT EVERY DAY OR 2.

            Lead Dash Board – Platinum shows the lead incubator

            Call people within 8 minutes of the call

            Use top producer letter system via email – one year campaign every week

           

Buyer Loyalty

            You must earn loyalty – a student of your profession

            With 1^st time buyers they do a Practice Offer

            Respond to people how they want to want to be treated

            They request loyalty, they don’t demand it, they use non exclusive buyer agency

           

 

Leads Power Panel

            MacCullum, Kelly, Maher, White

 

Leads – building relationships

            Handwritten note, phone call, attending events, one to one

            Spend 4 hours on the phone each day

            If you are not out there you are out of business

            Relationships trump all other items

           

Keeping in the relationship pool

            75% of Shane’s business comes from clients – tail gate party at high school games

                        They would do hot dogs

            Large client events of for Christmas in Nov, now client parties at the house.

            Summer event at the house with the moonwalk set up

            VIP service like free conference room, free fax, free notary, free color copies

            Giveaways – blankets, towels, cups, reusable grocery with logo

 

Websites

            Shane built a custom site with ProStep – 28% from the internet

           

Radio

            Got 100 sales for Kelly. Better than billboards or TV. It gets you in the door.

           

           

Managing Your Trust Network in the Digital Age – Jeff Turner

 

Being a trust agent – do you know why people do business with you.

            What can you add to make you unique?

            Messages that people will see, are the ones that  make you human.

            Don’t act like a marketing agent. Have a proper behavior online.

 

One simple key- reach for each other. Find people you can help, find people you enjoy.

 

Look at your social media posts and make a reason for them to be there. There needs to be a why not just a post.

 

Social Media

 

Spend time on it twice a day, in the morning and evening

 

Put quotes up on post

 

Friending and unfriending – friend local agents I like,

 

Not serious about real estate on Facebook.

 

Status update – talk about the dead raccoons in the listing, find creative and interesting real estate to talk about.

 

Fan Page –

            They are fun, what will they take identity in, on communities with events of what

                        is going on. Do the context with a tiny url to your real estate blog or

                        community area.

            Posterous.com is a free service. Go and check it out.

 

Write down a good url.

            Get a good url

            Print new cards

            Own the content

            Interview

            Video Live Music – Youtube it and then put it on your website or Facebook

 

Follr.com you can connect all your social networks.

 

Logos of your social media on your website.

 

When you advertise put you are on Facebook or LinkedIn

 

Facebook friend lists

            Out of town agents

            In town agents

            Friends

            Relatives

            Business Owners

            Sphere of Influence

 

 

Business Page

            TwinCitiesUSA maybe on Facebook

            Tag yourself

            Never tag your clients without their approval

 

Flowtown.com

           

Niknik.com

 

Hashtag – doing a fund raiser for what you believe in

 

 

Emerging media are that are on your radar-

            iJot.com doing video

            Keep it social system – Mike does Facebook, Twitter, Youtube, LinkedIn

           

Expired and FSBO Listings

 

Snagit the listing picture of the expired and sends out an invitation card with a wow. With

 

2^nd mailing – unique marketing, single property website, and well shot photography

 

3^rd piece – Use a snagit of the old lising

           

4^th piece -  a bad pic snagit showing the difference

 

5^th piece – a reference letter of testimonial

 

 

Delegate, delegate your system

 

Take the photos out of your expired listings

 

The first mailing has to give hope plus a wow.

 

Expired Listings Specialist Brochure

 

100% success on relisted properties

 

Ten reasons why their property may not have sold!

 

11 Page expired book. Content book.

 

FSBO Book – 17 page book to selling your home for sale.

 

Byownerlafayette.com for

First Aid Kit – from Star Power Homeseller’s First Aid Kit

 

Doing it consistant. Keep doing it.

 

Have buyer agent call the fsbo – cathy is a listing agent but can help you to where you are going to and can I help you.

 

Every call or mail is money in the bank.

 

Expired postcards for 4 a month

 

Personal contact by going by the house that expired

 

 

Short Sales, foreclosures and risk reduction

 

What steps do you take to successfully negotiate short sale?

            Do go fact finding.

            Know who the mortgage on the property

            Get seller expectations in line

            Make sure you are not wasting your time.

            People need to be edgiblity

 

What do buyers agents do to make their offer more appealing to the lender on the short sale?

            Find out how the agent works on short sale

            Keep the offer clean, no work orders

            Explain how to write the offer on a short sale. Cunninghamoffers.com

            What do you do with the listing agent that is clueless, has a series of 10 questions.

            Sherman Smith look at website

 

What would you say are the two biggest mistakes agents make in negotiation with banks on short sales?

            Misinformation to the client on lingering liabilities – tax, assn,

            Allegations by the listing agent that are misrepresented about conditions that the

                        Agent didn’t make aware of.

 

            Refer your client to legal counsel and make that in writing to minimize your

                        Liability

            The HUD statement is so important to do properly with the your closer, you need

                        a great escrow officer to deal with this

            Make sure you have your client take the letter from lender to CPA or attorney

            Always counter the offer so that you show the bank that you have

            Have the client pay the HOA

 

 

What is the number 1 issue that arises in trying to get short sales closed?

            The second trust deed is the biggest problem. Work it out before you ever list the                                  property.

            Share information with other short sale specialists. Exchange information.

            The 2^nd is always the biggest problem. Watch out for them making a default

                        judgement. Let your sellers no the options.

            Telling your client what can happen, talk to an accountant & attorney.

            Have a form that says that they have given them that info that they initial.

           
In short dale risk reduction, What action do you feel realtors need to focus on doing correctly?

            Short sale consideration

            Giving reliable info – CDPE web site

           

 

Aaronline.com – Arizona assn on short sale information

Shermansmith.com

 

What kind of documentation would you recommend

            Short sale advisor with options that is a sign off

            Short sale addendum to the listing contract

            Any doc that says to get legal or tax advise

            Phone notes or emails

            Equator – Bank of America – right click the plus and copy

 

What can we do to avoid short sale Fraud?

            Everything you do must be on the HUD. It has to be upfront.

            If buyer wants to negotiate the sale on the control of the seller

            If buyer is an LLC

            If a buyer or agent asks for a low BPO

            Go with your gut. – You are asked to do something wrong, walk.

            Watch out for whapping – google what whapping is.

 

What is the one thing you they need to implement their business

            Upside down or need a loan modifications

            The easiest listing to get is the short sale listing

            Policy matching the seller financial situation need to be properly safeguarded

                        Shred it when it is done.

            Consider how you market yourself for short sales, don’t say you are an expert but                                 show your education and designations.

 

You must keep the buyer agent informed with what is going on in the transaction. Take back up offers and keep them in the loop also.        

If you had a purchase agreement in before April 30th here is good news if you didn't make your closing on June 30th.

 

To: All REALTORS®

From: Vicki Cox Golder, 2010 NAR President

Date: July 1, 2010

Re: NAR Update:  Tax Credit Deadline Extended; Flood Insurance Program Reinstated

Dear fellow REALTOR®,

I am happy to report that Congress has passed a bill extending the Homebuyer Tax Credit closing deadline to September 30, 2010.  This is a huge win for REALTORS® and homebuyers, and NAR worked closely with members of Congress to make it happen.

The extension applies only to transactions that had ratified contracts in place as of April 30, 2010, and have not yet closed.  There will be no gap between June 30 and the date the President signs the bill into law. 

Additionally, Congress has extended the National Flood Insurance Program (NFIP) through September 30th.  The bill is retroactive and will cover the lapse period from June 1, 2010, to the date the law is enacted.  NAR will continue to work with Congress on the NFIP Reform bill, and we will keep you posted on those efforts.

For additional information on both the tax credit deadline and the NFIP, visit Realtor.org/Government_Affairs.

Neither of these bills would have passed without your support.  Nearly 83,000 REALTORS® responded to our latest Call for Action, sending more than 250,000 letters to Congress asking them to extend the National Flood Insurance Program.  I know many of you also raised your voices in support of extending the tax credit deadline.

On behalf of NAR, I thank you, and I ask that you visit the RealtorActionCenter.com and make your voice heard on every issue.

Sincerely,

 

 

Vicki Cox Golder, CRB
2010 NAR President

I will be making a presentation today on the real estate market place in the Twin Cities. Enclosed are the reports I am using to give my 30 synopsis.

Met Council Construction Report:

http://www.metrocouncil.org/metroarea/ResConstruct/2008MCPermitsMetroStats.pdf

Cassidy Turley Commercial Real Estate Report Twin Cities:

http://www.cassidyturley.com/research/market-reports/market-report/mktid/12/interior/1

Minneapolis Area Association of Realtors

Weekly Activity Report:

http://www.mplsrealtor.com/downloads/market/WMAR/wmar.pdf

Monthly Indicators Report - April 2010

http://www.mplsrealtor.com/downloads/market/MMI/mmi.pdf

Housing Outlook Report - May 2010

http://www.mplsrealtor.com/downloads/market/HSO/hso.pdf

Foreclosure & Short Sales Report - April 2010

http://www.mplsrealtor.com/downloads/market/FSS/fss.pdf

Market Updates for the 205 Twin Cities Communities

http://www.mplsrealtor.com/the100.aspx

2009 Residential Real Estate Activity Report

http://www.mplsrealtor.com/downloads/market/RREAR/RREAR.pdf

 

Our Twin Cities market is a diverse and wonderful area to live. When I do an analysis for a client we look at the broad market, narrow to there area and then specifically to the type of home, amenities, and 7 other parameters to help my clients make the best decision possible with their real estate needs and desires.

I have been a student of statistics since joining real estate in the 1970's and appreciate the background of statistical study in Finance from the Carlson School at the University of Minnesota to apply to my real estate profession.

Every person is unique, every property is unique, and every situation is unique. My 35+ years of expertise is helpful in accomplishing my clients desires. I am grateful for the confidence that is shown to me and will always do my best as I work to help them in their real estate transaction. 

Cyberstars 2010

Scottsdale, AZ

 

Tech tools – Rob Jansen, Rob Levy, Nate Maritnez

 

iPhone – applications

 Jawbone Headset

ColorSplash – standing out

Instapaper on the iPhone or iPod

Autostitch – iPhone

Zillow iPhone application

Tour narrator – alamode.inc

MapQuest navigator

Slydial – goes straight to the voice mail.

PhotoGene

Adobe Photoshop for iPhone

Mobileme – internet cloud, full internet between Mac and iPhone

            Does work with Mac and pc

Knockinglivevideo – iPhone send video phone to phone

Snippets –

Mobilio for blackberry

Auto conference

 

Hardware

Mac book touch – just coming out

Dell xt2tablet pc – solid state hard drive

MIFI 2200 from sprint that is a wifi – can be shared with 5 people

4g wimax sprint – rolled out by clear wire – only 4 g – be sure to get it from Sprint

Projector from 3m to use from

Dell 1901s

 

Software

Picasa – 99% can be used for photo

Snagit – Capture. Edit. Share. Organize

Walkscore – tells you what you can walk to

Jing – like Snagit

Premierpro cs4 - $600

Visual communicator from Adobe –

Keyword spy – keyword research

Printlimenator – remove stuff from intern

Website grader

 

CRM

Platinum Real Pro – idx, people, where leads are, all the team can use from iPhone and blackberry. Calendars. You can go to breakout today for more info

 

Kodak V750

Poor Mans Steady Cam

Flip Eye-Fi – it does geo code

LCDVF7D – viewer

Lense – sunpak  m power lense – lens .45 x

Canon Rebel T1i

Qrcode.kaywa.com – code

 

 

Lead Generation & Conversion – Bryan Bomba, Kristen Cole, Sven Anderson, Thomas Cook

 

Market and team structure – Bomba -150 leads a months, uses tigerleads, custom web and realtor.com -25% of his business comes from internet.

Cole – VA does lead conversion out of KC. 1800 leads a year.  Steal websites, you have the right message so that you get people to site. They have worked on foreclosure and short sale, that is who they come in. Copy in the lender for the leads.

Cook –

 

Database – Top Producer 7i – looking for a better solution, Online Agent – admin uses, real pro for drips, Cook uses Top Producer 8i and likes it . Constant contact, get response, and intele contacts

Have over 65000 contacts in email. –Cook

Bomba – Tiger Leads with email conversion, scripts, blogging and direct Mail

Cole – stealth websites, micro marketing to specific sellers, blogging and direct mail.

Cook – craigslist, pay per click, buyer seminars.

 

Bomba – if there is a phone number with the email – call asap

            Go to Bomba site to get dripped

           

Cole – VA that does the immediate contacts, then puts into AO and website back end.

            On her website is best buy.

            Using the David Knox videos on short sales and tax credit

Stealth sites – best buy list, foreclosure email, idx search, preset idx searches, public sites

 

Cook – The thank you site –

            Are you interested in other areas

            Getting information as you warm them up. Get a sign in and then have them

            asking for more information.

            On going training for internet lead conversion

            Pay per click – on Google www.livingintoronto.ca

            Www. Homebuyerworkshop.com

            www.saturdaytourofhomes.com

            20 individual sign up sites – www.libertyvillagecondolist.com

He buys his pay per click when he needs it and flips it off and on. He gets 35- 50 clicks per day.

 

Print advertising –

            Just listed and just sold cards

            Direct mail – experience matters more than ever.

            List of homes when they were the second Realtor

            Micro marketing – finding sellers that can really sell. Finding seller that

            bought before 2004 with only one loan. Terry Mc that maybe able to find out

            that person.

 

Blogging with kinetic

Altos research

Stealth ads in the newspaper

Respond to email with in 10 minutes. Response is 4 times better when done by phone.

 

Top lead generation & top conversion tools

 

Blogging and adding content to your site that will be market edge type of interest.

Leadrealty.com for listing leads

Small ads in newspaper of your stealth ads

Gooder group on the website

Niche website that generates

Get a good response from Craigslist – call to action after the ad for want a foreclosure list, free CMA, or email list of houses.

Personal contact is the 4 times more effective.

High touch working with the database with client events, asking for Facebook classes,

Banner ad on the newspaper site for CMA’s for $45 per month. Ron Kubek

Hour of power by talking with clients.

Social, economic and keyword adds.

Display ads for being specific to social / economic

Highly targeted pay per click – Patrick Lilly – Greenwich Village town house

Every office meetings team member does 3 thank yous a week

Stealth ads on tag lines on craigslist – Galen 200-300 leads a week with 8 sales.

Market snap shot - that it $99 per month.

Dining card in their area they can pay for ($4) and 2 for 1.

eNeighborhoods.com

Seminars – buyer workshops, women for women, 100 to 150 per month.

Visual tour and uploading it to Craigslist

Purchased 5 zip codes from Zillow for leads. $6000 per year.

Micro sites for specific neighborhoods – does a neighborhood a month. – Willow Historic Neighborhood - Phoenix, he uses referral only. Goes after listings.

Banner ads on TV or Newspaper Websites

Radio station advertising - $2200 per month

Keywords – property listings

Form – weekly foreclosure list

Sold cards – sold , in case you missed it, homes I sold

Target market to seniors – went to people who have lived in homes over 20 years through title companies.

Newsletter – neighborhood farming – hand delivers

 

Three Minutes of Fame

 

Tupper – does a walk on video like Demetiria with buttons instead of having every time, add banker’s quarterly report.

 

Leigh Brown – Issuu.com account $19 per month – seller, buyer, relo books

            Don’t print the books just email them to customers

            Green version of the homebuyer workbook

 

Judy Luna – Magneticlens.com you can get a wide angle or fisheye

 

Schenfeild – “Free” is my favorite place.

            Calculatedrisk.com – you can tell you a lot of stuff going on in this difficult

            market.

            Google Docs Spreadsheets is for free – put all listings on a spread sheet and

            can view it from the team. Any time a team member changes is changes to

            everyone. It can be viewed on your cell phone. Google is going to rule the

            world.

 

Orly – Zingding.com with sound enhancements

            Redx – a great expired program

            Shredding event in a neighborhood with a shredding truck.

            Eco-friendly shopping bag Art of Marketing 888

 

Wynne Achatz – sendoutcards for birthdays, anniversaries

            FAX service, Notary service

 

Erik Lerner –“Qualify” Architectural Quality of Listing

                                    Enrich your understanding

                        Classicist.org greatbuilding.com notsobighouse.com

 

Bryan Bomba – Welcome to the Neighborhood Sign for 2 weeks for your buyers.

 

Scott Pridemore – Canon 50D with wide angle, photomatrix, HDR Techniques and Adobe Photoshop Lightroom 2

 

Tim Burrell - Technology & Short Sales – Training for how to go from signing to back approval. Software is www.shortsalecommander.com for working on your short sale. Outsource it to a closing services company for short sale. www.NationalQuickSale.com

www.shortsalenegotiatingspecialist.com

 

Tami Spaudling – Job Loss Protection Program, mortgage payment protection plan, $500 at closing. Myhelpconnection.com

 

Valerie Hunter Kelly – Amazon Kindle – paperless, more environmentally friendly. Download 60 books. Much cheaper than buying regular books. Over 1000 blogs. Over 350,000 titles for Kindle. Cost around $260. Free access to Wikipedia.

 

Susan Camiliere – holiday party, invitation to database 4-5 times over 6 weeks. It is the 1^st Monday of December. Cost $3500.

 

 

 

 

Virtual Assistants – Sven Andersen, Shane White, Leigh Brown

 

VA – Using Steve Kantor’s team that he goes over projects for the week and then they implement. Contact management, closing coordinator. It took Sven 7 different VA’s before found one he really worked well with. Creative marketing, post cards, blogs, newsletters, web banners and footers, eCare coordinator (leads for seller, buyer, renter, relo), data base cleanup, better organization and lead management, any thing that doesn’t take a personal touch in office. They become a business expense, no office expense, don’t need to teach, no dead time, no vacation or benefits, 

You can hire for a specific talent.

Order by project.

Finding one by referrals and/or recommendations from agents.

Hourly rate or contract.

What do you think your ROI is for your VA?

 

VPN to do a remote. Box.net to upload pics,

 

How to make sure it is the right one

            - things to look for and think about

            - make sure personality, profile fits job description

 

It is hard to find a good VA.

            www.realsupportinc.com

            www.myreassistant.com

            Steve Kantor

 

What VA did?

            Updated Real Pro site – babblefish, altos

            Do the brochures – template

            Post cards for just listed, just sold – go to a mail house, special events.

            Listing marketing to craigslist, Zillow, realtor.com, etc

            Monthly marketing eNewsletter

            Posts the blogs, does the Monday Morning Coffee

            Do the drip marketing campaigns, customize it.

            Newsletter can become a blog post

            Referral marketing

            Create stats for houses

            Internet marketing

            Website maintenance

            Internet lead follow-up – leads went from 6% of business to 23%

            Buyer lead management including database organization, phone calls,

                        vetting relo leads

            Enter all leads into central database and attach email campaign.

            Make initial phone call within minutes of prospect registering.

            Schedule recurring follow-up calls

            Access to automated searches

            Send to lenders

            Either they die or buy

            The VA and pick the DISC

            Listing processing

            Calling database

            Closing coordination

           

 

Real Pro Systems Upgrade Ideas

 

John Jones with video that is updated.

 

Background photo on the front page is video newjerseybesthomes.com

 

Pick your from pic as a reflection of your area, maybe using the seasons.

 

Sven Andersen with them around the area North of Boston Real Estate – he went to his VA to creatively work with Real Pro to upgrade for front page.

 

They do free training. Virtual assistants can be the hired from Real Pro for $30 an hour. They know Real Pro Systems.

 

Find the Sven page for following on FB, Twitter, and LinkedIn

 

A blog with a video in it.

 

John Jones does Tuesday Morning Coffee with a video.

 

What ever you can bring up on a browser your can put on your blog.

 

Control panel with videos with 15 different things

 

Altos research to take info and drop into your pages for market stats

 

Community market statistic – Bearpath market stats

 

TeamJodi.com for Chapel Hill Stats to check

 

Made links for an idx search – look at Janet Reilly Monterey County

 

Blog article by Zac with a list of terms _ bankruptcy

 

Rob Zimmer and video

 

Testimonial videos from raving fans.

 

Tom Cain sets up community vendors

 

You can have as many custom pages as you want

 

Idx broker – drilling down to specific neighborhoods to have for quick look

            Bank owned

            Short Sale

            Traditional sales

           

 

Look a Rob Levy to see the specific neighborhoods and then by price

 

You can go to the idx site from your Bank Owned with idx broker

 

 

 

 

DOING MORE WITH LESS

“Right Sizing”

 

Story of the forest fire in the Black Hills

 

I.                    Know your balance sheet.

A.     Use your past 3 years tax returns to begin with

B.     Don’t for get the dollars your paid your company in looking at GCI

C.     Get yourself up on Quick Book

D.     The 50% Rule in Real Estate – 50% your business, 50% for you!

II.                 Don’t Confuse the Business with Yourself – you make money and spend it.

A.     Make a Business Budget- How will you run your business on 50% of GCI

B.     Make a Personal Budget – How will you run your household on the other

III.               IOU Dearly

“When you Output Exceeds Your Input,

Your Upkeep will be Your Downfall.”

IV.              Reserves

A.     Cash in Bank – how much must you have to run your business

One month, three months, or six months –Cash is King

B.     How liquid are your assets

V.                 Inventory

A.     What is good inventory I have now? Any energy vampires?

B.     What is the saleable inventory I should go after?

C.     There is not a seller or a buyer market. It is the market.

VI.              What you need to know!

A.     What is my cost of taking each listing to closing?

B.     What is my cost of taking each buyer to closing?

C.     What is my hourly rate?

GCI $100,000/3000 hrs = $33/hr

GCI $500,000/3000 hrs = $166/hr

D.     Know your market – stats on unit sales, average sales price, days on

market, months supply, value ranges selling, areas selling, etc

E.      What are the percentages of where your of source of income comes?

 

VII.            Cutting Expense

A. Fixed expenses – leases, taxes, insurance, telephone, etc

      Rework lease with landlord or cars; insurance deductables; types of

      phones with long distance & line charges, take each line by line

B. Variable – staffing, advertising, education, vechiles, etc

      1. Staffing –Question to ask, “If I had to rehire knowing what I know      

          would I rehire?” If not – bye bye. “Who is the most cross trained or

           willing to cross train?” If they say “It’s not my job.” Show the door.

          Build on a core group. Capable of learning. Incredible flexibility.

If some one specializes – cut to half time so they    

          can work for someone else.

      2. Advertising – I use 1 to 5 ratio. If you spend $1000 in advertising it

          should generate $5000 in GCI. If you advertise and it is not generating

          the proper GCI – get aggressive and cut.

      3. Keep asking the question – “Did I cut enough?”

 

 

VIII.         Managing your business Week to Week

Some business look at there business on a year to year budgeting. Better business look at their budgets on a month to month. The most effective businesses in these hard economic times are looking at their businesses every week. 9AM on Monday, What sales happened last week,? What listings happened last week? How many new customers did we get last week? Etc

Then – What is the plan this week? Who is going to buy this week? Who is most likely to sell this week? What do we have to do this week to make this one better than last? What are you committing to do this week?

 

If you concentrate on yourself 80% of the time on what you need, you will lose.

 

If you concentrate on what your client needs 80% of the time, you will win.

 

REAL ESTATE IS PERSONAL!

The most current report on Lender Mediated sales in the Twin Cities shows the in the 1st quarter 55.8% of sales were lender mediated and in the 2nd quarter it dropped to 44.2%. That is a 20% drop.

Current new listing in the 2nd quarter that were lender mediated dropped by 5% to 7,369.

The bank owned properties seem to be dwindling quickly but short sale listings are increasing. This maybe that the banks are willing to work with sellers on their homes that they are upside down in. To get help in this area please check out our new web site www.ShortSaleHELPtwincities.com

For the full report on lender mediated sales for the 2nd quarter click here; http://www.mplsrealtor.com/downloads/market/FSS/fss.pdf

 

The Twin Cities has signs of coming out of the declining market both in sales and also in market value.

In the enclosed reports you will find that our inventory of homes for sale is dropping, and has in fact been doing that for 2 years. But to get back to inventories of the early 2000's we still need an additional 25% decrease.

Average sale prices and median sales prices have been declining since 2006 but in these most recent reports you will in an increase in both over the last 2 to 3 months.

Unit sales are up, which is a very good thing. But the great increase in sales has been in the value range under $150,000. At the values over $190,000, sales lag behind last year by 15-25% depending on the value range.

Lender mediated sales (foreclosure & short sale) grew from 6%, 2 years ago to over 50% in 2009. A changing indicator though is that we peaked in percentage of lender mediated sales in the spring of 2009. This trend needs to continue to firm up the values on Twin Cities real estate.

Enclosed are the reports. I would be honored to meet with you to get specific with your property(ies) and how these apply to your specific price range, area, and style.

Monthly Market Indicators: http://www.mplsrealtor.com/downloads/market/MMI/mmi.pdf

Housing Supply Outlook:http://www.mplsrealtor.com/downloads/market/HSO/hso.pdf

The Skinny - youtube video: http://www.youtube.com/watch?v=VwdCVLCS82A

 

Enclosed is an article from the MAAR research that shows our lender mediated sales percentages are on a 4 month decline after going through a 2 year increase. This is a good reflection for the Twin Cities that have been in a fall back position since July of 2005. We continue to look a other changes in our market like less inventory, reduction in speculative new construction and days on market before sale as positive indicators of a market turnaround.

 

Traditional sales increase market share

Minneapolis, Minnesota (June 10, 2009) – Traditional, non-lender-mediated homes increased their market share in May, according to the Minneapolis Area Association of REALTORS® (MAAR) based on data from the Regional Multiple Listing Service of Minnesota, Inc.

The number of traditional home sales is growing. Only 43.0 percent of the pending sales in May were lender-mediated, compared to 59.4 percent in January.

This decrease in lender-mediated market share brought the overall median price up $12,000 from last month to $165,000 in May. Despite the month-over-month increase, that's still a 19.5 percent drop from May 2008. The median May sales price of traditional homes was $214,000, down 4.3 percent from a year ago. Lender-mediated homes posted a May figure of $122,000, down 20.8 percent from a year ago.

There were 5,183 signed purchase agreements in May, up 17.3 percent from this time last year, marking the 11th consecutive month of year-over-year increases.

"With low mortgage rates and the $8,000 federal tax credit for first-time home buyers we're seeing the recent jump in sales spill over into the traditional market a bit," said Steve Havig, MAAR President.

The number of properties for sale at the end of May was 26,674, down 19.0 percent from this time last year. That amounts to 7.6 months of supply available, down 26.9 percent from this time last year and trending back towards a balanced market of 5 to 6 months of supply. However, there are 9.9 months of traditional supply and only 5.0 months of lender-mediated supply.

"Sales are only up in certain price ranges and on certain property types, so smart pricing and marketing remains extremely important for sellers," said MAAR President-Elect, Brad Fisher.

Established in 1887, the Minneapolis Area Association of REALTORS® (MAAR) is the leading regional advocate and provider of information services, research and education on the real estate industry for brokers, real estate professionals and the public. With more than 8,000 members, MAAR is one of the 25 largest local REALTOR® associations in the nation and serves the Twin Cities 13-county metro area and western Wisconsin.

Since Jluy of 2005 the Twin Cities market place has had different types of indicators that we are in a declining market. From the falling of unit sales, to decline in average and median sales prices, increased inventories, conservative lending practices, affordability issues. foreclosures and leander mediated sales, and other economic forces;we have had to deal with the changes in this real estate market.

Enclosed is the most recent "The Skinny" from the Minneapolis Area Association of Realtors to give a prespective on what is happening.

http://www.youtube.com/watch?v=KXbOx925NbM

Each area, price range, and style is affected differently by the market. I meet daily with people to discuss what is beest for them in their specific market. Let me know how I can help.

If you are a parent with children of the age of 18 years or older you are eligible to help them buy their first home with you as a cosigner by using FHA financing. With FHA financing the down payment amount is only 3.5%. So instead of renting they can now have an option to buy with your help.

For example if you buy a $100,000 home or condo your down payment would be $3,500. Once you have closed the home you are now eligible for the $8000 tax credit. Instead of waiting until next year to file your taxes your child can amend their taxes and get the $8,000 check from the government this year.

Now as long as your child does not sell their home for the next 3 years then they do not have to pay back the $8,000 tax credit. This holds true whether you have one or more children. In my 35 years of helping first time home buyers buy a home I have never seen such a great way to help them get into a home for virtually no money of their own. It is like our government is paying us to help our kids buy their first home.

If you would like to learn how you can help your children own a part of the American Dream please give me a call at 612-363-6600 or email at steve@stevewestmark.com