Thriving in the New ABnormal

Thriving in the New ABnormal

Copyright © Larry Kendall, Ninja LLC

Larry Kendall


It’s Another Day In Paradise!



• 3 Success Keys in Any Market• 3 New Skills in the ABnormal• Finding Inventory• Negotiate Like a Ninja


Three Success Keys in Any Market

Your “Mindset”Your “Skillset”Your “Actions”

Mindset


Control Your FOCUS & ENERGY


Focus on what you CAN control.

Dr. Stephen R. Covey

Concern

Influence

Control

Drifters(FEAR)(Victims)

Players(Ninjas)


Control Your Focus & Emotional EnergyHIGH

LOW

HighNegative

LowNegative

HighPositive

LowPositive

- +Fear Love


Strategies to Move to Positive Energy

• Gratitudes• Exercise• Walk in nature• Positive people • Positive reading


The Power of Our Thoughts & Words

• Dr. Christine Porath• Professor of Management• Georgetown University


“The Sport’s Worlds Best Brain Trainer”


“Be a fountain, not a drain!”

Skillset


Three New Skills

1. Virtual Viewing – “A Game”2. 3-Step Listing Launch3. Negotiate Home Plate


Virtual Viewing in 2020

63% of buyers made offers without ever physically viewing the home.(NAR Profile of Buyers & Sellers)


The Power of Virtual Viewing• 9 = Average # of homes viewed (before contract)

• 5 were virtual showings (only on-line)

• 4 were physical showings (on-line & physical)

• “Shine On-line” to make the finals (Staging, professional photography, video, floor plans)


Benefits of Bringing Your “A Game”1. Better exposure – 403% more “clicks” & time2. Better results

o 32% sell fastero 44% sell for a higher priceo Fewer cancellations

3. Your next listing is embedded in this listing.Source: Real Trends 1-21-2021


Video Results: (Analysis of The Group’s listings)

1. Listing viewing time with video = 90 seconds2. Listing viewing time without video = 7 seconds3. All video viewing times averaged 90 seconds


The Facts: (Study of 25,000 Zillow & Realtor.com listings. March – June 2021)

1. 94% had no video or virtual tour.2. Only 16% had a floor plan.3. Only 10% had a floor plan for single family.4. Less than 30% used photography best practices.5. Apartment listings were twice as likely to have

professional photography and floor plans.

July 8, 2021


On-line Decisions• 90% check you &

your marketing out on line first.

• 77% make the decision and only talk to one REALTOR®(NAR Profile of Buyers & Sellers)


Your Greatest Expense“In real estate today, your greatest expense is the money you don’t make.”


You Control the Process: “Go Slow to Go Fast”

Use the 3-Step Listing Launch


Seller Dialogue:“Our mission is to put you in the strongest negotiating position possible.”• Help you shine on-line & live• Staging, photography, video, floor plan (“A Game”)• Pre-inspection (No Surprises)• Listing launch (Maximum Exposure & Best Contract)


Three Step Listing Launch1. Package

o House – “Move-in Ready?”o Marketing – “A Game”

2. Priceo Wholesale/Retail?

3. Promoteo Launch! Parade Ready!


Your “A Game” - Ready for the Parade!


Low Inventory - Multiple Offer Market


The “Mosh Pit” Market


Negotiate Home Plate


Contract Cancellations: 20% - 30%

1. 1st Base – Price & Dates2. 2nd Base - Inspection3. 3rd Base – Loan/Appraisal4. Negotiate for Home Plate!


1. Price2. Terms3. Dates (closing & possession)4. Inclusions/Exclusions5. Contingencies

5 Negotiating Points of a Contract


417 Park Street (State of the Industry)

• 15 offers• 5 loan offers

Preapproval Letters? Two

• 10 cash offers Verification of funds? One

Actions


Finding Inventory: The “No Inventory” Myth

• Compare new listings & sales this year to last year• A shortage of Standing Inventory


Buyers: Solve for Price

Price


Buyers: Solve for Location

Location


Your Mission: Find them choices!


Your Value Proposition


Your Biggest Value Wedge? YOU!


Your Goal: Become Invaluable

Source: Christy Budnick, CEO HSF Affiliates, LLC


Are You On-Demand or In-Demand?


What common belief do these share?• Most Sellers?• For Sale By Owners?• Discount Brokers?• Most REALTORS®• The Justice Department? • The Federal Trade Commission?• The Media?


The Big Myth in Real Estate

“There is a fixed price for a home.”


Value Clarification Question

“Do you believe your home will sell for a fixed price or do you believe it will sell in a range of value

based on the marketing and negotiating skills of your REALTOR®?”


1. ENHANCE your property – Top $

2. Pricing Strategy – most net $

3. Give you “Maximum Exposure

4. Help you negotiate best contract

5. Manage your transaction

Articulate Your Value (5 points of value)


1. ENHANCE your property – Top $ (2 weeks: home detailer, pre-inspection, new roof)

2. Pricing Strategy – most net $ (Last sale = $750K; $775K seller; $800K “on the bridge”

3. Give you “Maximum Exposure (Staging, floor plan, video, drone, pro photos, 60 showings)

4. Help you negotiate best contract (25 offers, Top = $975,000 cash, no contingencies) (Called top 3 offers. Final = $1,012,000!)

5. Manage your transaction (CLOSED!)

Articulate Your Value (5 points of value)

Jack NeedyFort Collins, CO


Three Questions?

1. Did Jack earn his fee? 2. Was Jack INVALUABLE to his seller?3. Is there a fixed price for a home?

Jack NeedyFort Collins, CO


“As a seller in this market, your greatest expense is the money you don’t make.”

Making $ versus Saving $


Living a 5G Life

Living On-Purpose in 5G



Gratitude


Gratitude“Nothing new can come into your life until you first give thanks for that which you already have.”




Goals


Your “WHY” is the . . .

rocket fuel of your life!


“The two most important days in your life are the day you are born and the day you discover

the reason why.”- Mark Twain



Grit


Grit“the ability to carry through on a commitment long after the motivation in which it was made has left you”


“He who has a why to live can bear almost any how.”- Friedrich Nietzsche



Grace


Grace“a polite & thoughtful way of behaving”


The Ritz Carlton Motto:

Ladies & Gentlemenserving

Ladies & Gentlemen


Four Core Values: Family/Friends, Occupation, Recreation, Dreams

Relationships are built with GRACE.



Giving


Giving“Give more in value than you receive in payment.”

“The more you give the more you have.”


We are here to create, not to compete.


We are here to serve, not to sell.


Why do we exist? (other than making money)

“We exist to help our people and our clients go from the life they have to the life they dream about.”


Two Associates: Listing Goals

• Typical Associate Goal: “Get the listing!”

• Ninja Associate Goal: “How can I help these people get to the next

chapter of their lives on time?”


May You Live On-Purpose in 5G

Gratitude, Goals, Grit, Grace, Giving


May Every Day Be Another Day In Paradise!


Documents

Thriving in the New ABnormal