View
226
Download
0
Category
Preview:
DESCRIPTION
Â
Citation preview
NAR 12/2014
PENDING Home Sales
Foot Traffic (indicator of future sales)
Foot Traffic (indicator of future sales)
2014 Home Sales & 2015 Projections (Existing & New Construction in millions)
Months Inventory of HOMES FOR SALE
NAR 12/2014
3 POWERFUL Prospecting Techniques
1. 10-10-202. Direct Mail3. Content Marketing
10-10-20
BUYERS’ GUIDE
Winter Edition
DIRECTMAIL
STOP with the
Cherry Pie Recipes
BRANDING
beatles
No music trivia!PLEASE!!
Q: When do most listingscome on the market?
A: The 2nd Quarter of the Year
The 4 Major Mistakes agents make when prospecting for sellers
1. Bragging about Themselves2. Bragging about Their Company3. Branding the Wrong Message4. Telling instead of Teaching
Not 'Anything Goes’
Builds an AWARENES
Sfor your brand
#1 #2
2 REASONS to use GREAT CONTENT
“When your valuable content is shared widely on social
networks, that’s ‘free’ brand awareness.”
Creates a PREFERENCE
for your brand“Engaging content
marketing makes you a trusted source of
information and education.”
- Tips from Marketo
“When you freely give your audience
something so valuable that they’d
be willing to pay for it, you build trust –
which, ultimately, is your most powerful
selling tool.”
- Marketo
Enough Trust to Let You…
Sell possibly the largest asset their family owns
Set the correct market value on that asset
Set the time schedule for the liquidation of that asset
Set the fee for the services required to liquidate that asset
Rainmaker Content
Copyblogger
1.Solves real audience problems2.Reflects the character, passion, &
knowledge of an authoritative person
3.Finds a fresh approach to the topic
4. Is interesting and easy to read
The percentage of homes selling as a FSBO has decreased from 19% to 9% in the last 20+ years
FSBOs as a Percentage of all Home Sales
$209K
$235K
By FSBO By AGENT
*The ‘typical’ price is actually the average price in the survey. However, studies have shown that people are more likely to FSBO in markets with lower price points.
Typical Sold Price* FSBO vs. Agent
Where Buyers Find the Home They Purchase Over the Last 10 Years by percentage
Newspapers
Yard Signs
The Internet
% of Buyerswho used an Agent
NAR
The Why & What of Pre-Listing Packages
The 2 Major Mistakes 1. Bragging about
Themselves2. Bragging about
Their Company
CONFUSIONCONFUSION
HOME PRICES
S&P Case Shiller 12/2014
Year-Over-Year PRICE CHANGES
Case Shiller
Home Price Expectation Survey 2014 4Q
House Appreciation Cumulative by 2019
BullsAll
Projections Bears
Q: When do most listingscome on the market?
A: The 2nd Quarter of each Year
2014 Available Inventoryin millions
SELLERS’ GUIDE
Winter Edition
Marketing yourself as a ‘SELLING MACHINE’ (which is what every seller wants to hire!)
SOLD
Financial Reasons to Buy
Joint Center for Housing Studies, Harvard University12/2013
Reason Quote from Harvard Report
Housing is the one leveraged investment available
“Homeownership allows households to amplify any appreciation on the value of their homes
by a leverage factor.”
You're paying for housing whether you own or rent
“Homeowners pay debt service to pay down their own principal while households that rent
pay down the principal of a landlord.”
Owning is usually a form of “forced savings”
“Having to make a housing payment one way or the other, owning a home can overcome
people’s tendency to defer savings.”
There are substantial tax benefits to owning
“Homeowners are able to deduct mortgage interest and property taxes from income.”
Owning is a hedge against inflation
“Housing costs and rents have tended over most time periods to go up at or higher than
the rate of inflation, making owning an attractive proposition.”
55
Federal Reserve
OVER 36X greaterthan renters
Homeowners Net Worth…
Freddie Mac 12/2014
Freddie Mac Actual Rates
January 2013 – December 2014
30 Year Fixed Rate Mortgages
Where Are They
GOING? 2015 Projections
Q1
Q2
Q3
Q4
Where Have They
Been? 2014
Mortgage Rates Freddie Mac 30 Year Fixed Rate
Decade Average Rate1970s 8.86%1980s 12.7%1990s 8.12%2000s 6.29%
Historic Mortgage Rates by Decade
Recommended