20142014 will be the year of the repeat homebuyer

- Trulia

• The 3 powerful prospecting techniques which secure the most listing appointments

• The 4 major mistakes agents make when prospecting for sellers

• Creating a pre-listing package that seals the deal before you even show up

• Marketing yourself as a ‘selling machine’ (which is what every seller wants to hire!)

We will cover…

3 POWERFUL Prospecting Techniques

1. 10-10-202. Direct Mail3. Content Marketing

SOLD

Direct Mail is Back!

“One of the main ways that companies are establishing authority and gaining trust with consumers is by consistently creating valuable content through a variety of channels.

This typically involves relevant industry information that provides insight to an audience. Doing so allows a company to steadily build rapport with its demographic and develop a loyal following.”

Forbes MagazineContent Marketing Will Be Bigger Than Ever

2014 will be the year that real estate marketing shifts to effectively and

consistently answering the one question every real estate pro gets asked:

How’s the market?

Nobu Hata NAR’s Director of Digital Engagement

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

Trust Me… Just Sign the Papers

“

Marc Davison1000Watt Consulting

Frivolous content will sink in 2014 as the

gems of true insight continue to rise.

STOP with the

Cherrie Pie Recipes

BRANDING

“

Dave Ramsey Financial Guru

When getting help with money, whether it is insurance, real estate or

investments you should always look for

someone with the heart of a teacher,

not the heart of a salesman.

Home Prices

CONFUSIONCONFUSION

FHFA 3Q Home Price Index11/2013

Year-over-Year Price Changes by Region

FHFA 3Q Home Price Index11/2013

Year-over-Year Price Changes by State

Month-Over-Month Price Changes

12/2013

Month-over- Month Price Changes by State

The Pre-Listing Package that seals the deal

before you get there

The 2 Major Mistakes

1. Bragging about Themselves

2. Bragging about Their Company

Existing Home Sales

S&P Case Shiller 12/2013

WEST

Down 10.1%

MIDWEST

Unchanged

SOUTH

Up 1%

NORTHEAST

Up 6.6%

NAR’s Existing Homes Sales Report 12.2013

Year-Over-Year % Change in House Sales

2013 Available Inventoryin millions

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 30X greaterthan renters

Homeowners Net Worth…

An American Family’s

Net Worth

Federal Reserve

Impact of Increasing

INTEREST RATES

ta·perˈtāpər/Verb – to diminish or reduce

Mortgage Rate Projections

Analyst Projected Rate 4Q 2014

Fannie Mae 4.8% National Assoc of Realtors 5.4% Freddie Mac 5.0% Mortgage Bankers Assoc 5.3%

Date Average Price*

Interest Rate**

P&I***

November 2012 $227,900 3.32 $1,000.61

November 2013 $244,500 4.29 $1,208.53

$207.92Difference in Monthly Payment

Monthly Annually Over 30 Years

$207.92 $2,495.04 $74,851.20

Date Average Price*

Interest Rate**

P&I***

November 2014 $254,280 5.3 $1,412.03

* Assuming a 4% Appreciation as projected by the latest Home Price Expectation Survey** Based on projection from the Mortgage Bankers’ Association

*** Principal & Interest Payment

Monthly Annually Over 30 Years

$203.50 $2,442 $73,260