You learn something new every day in real estate. Even after 31 years in this business, I'm still learning.

I learned something fascinating this morning based on a study from Zillow:

In the last half of 2020, the number of listings taken week by week were about even with 2019.

There's a sense that there's a lot less listings in the market as a result of of us not taking as many listings, but it's just not true.

In the last half of 2020, we've taken as many listings as a nation as we did in 2019. But it doesn't feel like that.

So why doesn't it feel like that?

It's like if you own a grocery store and had a delivery guy come every Friday to fill your shelves with the same order. But what has changed is the number of buyers walking into your grocery store and how many products they're buying each time they come in.

If more buyers are coming into your store and buying more products from your shelves, it's going to seem like there's not as much on the shelves — even though ...

8.9 Million people in the United States have moved during the pandemic. What's interesting is when you dive deep into those numbers. 85% of those folks have moved outside of Metro markets or moved away from Metro markets. They're moving into suburban and rural markets instead.

According to the United States Postal Service, large cities lost the most people during the first seven months of the pandemic. They're seeing people move out of some of the most populated areas and relocating to the suburbs or rural markets.

Now, what does that mean to us? That means that we have an opportunity. There's a seismic shift happening in the real estate market and the real estate world may never be the same. We should be leveraging this as an opportunity. Maybe one of the biggest opportunities we ever have in our real estate career is happening right now in 2021. The market is shifting.

So how can you leverage this? One way is by focusing yourself around relocation. Relocation should be yo...

So one question that you might be getting occasionally from buyers is "I'm going to wait until we see a lot more foreclosures hitting the market...I know they're coming."

A couple of stats that has been recently reported in thew news is that 12% of mortgages across the country had recently been delinquent. Buyers see the headline and naturally assume we are heading back to a 2009 kind of market cycle where there's going to be a ton of foreclosures.

That's not true. Why? Because this is a completely different market environment. 

The first reason reasons we won't see a massive surge in foreclosures is because of the CARES Act, which was created in response to the COVID pandemic. The CARES Act includes a provision which forces lenders to offer forbearance to people that are in financial trouble. Forbearance allows borrowers to skips payments for a period of time or pay interest only payments. It started with a 180 days and it's now been extended for another 180 days. So a total of ...

The National Association of REALTORS recently conducted a study of buyer types and one group has accelerated to become the clear winner in purchasing housing.

While it's easy to throw money at marketing that may or may not be effective savvy agents go where the data takes them. Watch the video to learn three ways to quickly target today's biggest buyer pool as well as which group of buyers is shrinking quickly.

Will you discount your fees so I can buy this house? 

A conversation that is happening more and more frequently is when a buyer asks you to reduce or remove your buyer side commission on your listing and pass the savings on to them. 

Their argument is that they will simply "represent themselves". Of course the reality is that you will still be the one writing the offer, negotiating the sale, opening escrow, arranging financing, attending inspections, negotiating inspections, attending the appraisal, and attending to a million other unforeseen bumps along the way until you reach a successful closing. 

So how do you respond to this request? Watch this quick video for three scripts to use in the field. 

Do you need more leads, more listings, more buyers, and more closings? 

Explore Mastery Classes:

• Open House Mastery 
• For Sale by Owner Mastery
• Expired Listing Mastery
• Sphere of Influence Mastery
• Business to Business Lead Generation Mastery

Weekly Coaching Program: 

• The ...

Have you ever wondered what buyers and sellers think about the market? 

Inside the quarterly HOME Survey from the National Association of REALTORS we learn the answers. This quarterly report reflects consumer feelings about the housing market. It includes views on housing as a good financial investment, whether home ownership is part of the American Dream, if now is a good time to buy or sell a home, and perception of home price changes.

You can read the whole report by clicking this link:

https://www.nar.realtor/homeownership-opportunities-and-market-experience-survey/2019-q2-homeownership-opportunities-and-market-experience-home-survey

You can also watch this quick video and see how Jim not only breaks down some of the numbers but provides scripts for talking with both buyers and sellers!

Do you need more leads, more listings, more buyers, and more closings? 

Explore Mastery Classes:

• Open House Mastery 
• For Sale by Owner Mastery
• Expired Listing Mastery
• Sphere of Influen...

According to a recent study by Trulia.com - "Among the 100 largest U.S. metros, conditions in 50 are now shifting in favor of buyers, a ten-fold increase from just five metros a year ago. They determined this shift by examining an average of three buyer/seller balance-of-power indicators and analyzing how they’ve changed in the last year (from January 2018 to January 2019): the share of listings with at least one price cut, the monthly median days on market, and the sales-to-list price ratio (how a home’s final selling price compares to its list price). All three have shifted in favor of buyers.

This shift also shows up in other common housing metrics. Homes sitting on the market longer, for example, can also help push up monthly measures of inventory because home shoppers can count on listings remaining active for longer, giving them more options at any given time.

The shift in favor of buyers is also happening where home values have risen the most over the past six years, suggestin...

What do buyers want from you? 

If you don't know the answer to this question - your chances of converting a buyer into a client goes down dramatically! To win the hearts and minds of buyers you must lead with your buyers needs and deliver the services they most want to receive.  

According to the most recent study conducted by the National Association of REALTORS here are the top three items a buyer wants from you:

1) Helping them Find the Right Home to Purchase

2) Help Negotiating the Terms of the Sale

3) Help Negotiating the Price

Learn more by watching this quick video and start converting more buyers into loyal clients! 

See Entire Report:Click Here

Do you need more leads, more listings, more buyers, and more closings? 

Explore Mastery Classes:

• Open House Mastery 
• For Sale by Owner Mastery
• Expired Listing Mastery
• Sphere of Influence Mastery

Weekly Coaching Program: 

• The Path Performance Coaching Platform

Jim Remley is a nationally recognized expert in...

But Zillow say's the house is worth .....

At some point you will hear a buyer or seller say these words to you. How you respond can determine if you will gain a client's trust or potentially lose a listing or a sale. Ultimately buyers and sellers are driven by a need to feel confident in their decision making. What they are looking for is clarity and certainty. This is often why they go in search of answers from sites like Zillow and why they sometimes embrace Zestimates. 

To be viewed as a real estate expert it's important to define yourself as someone who provides not just information but more importantly interpretation of data.  You are the consultant, the adviser, and most importantly the clients advocate. 

Watch and learn as Jim uses Zillow's own website against them by utilizing the Zillow Accuracy Chart as well as powerful scripting. 

Do you need more leads, more listings, more buyers, and more closings? 

Explore Mastery Classes:

• Open House Mastery 
• For Sale by Owner ...

How do you capture leads at an open house or when connecting with a buyer on the phone? While many agents 'wing' every conversation with a potential client superstars use scripts to ensure they convert more conversations into closings! 

Having a strong conversion plan is essential to a marketing strategy that maximizes your return on investment for marketing dollars. Consider if you are already connecting with enough potential clients to transform your career you simply need a better conversion strategy. 

Watch and learn several easy conversion scripts and follow up scripts you can use in the field today to begin capturing, converting, and closing more potential clients into sales. 

Ready for a new lead generation plan for 2019?

Explore Mastery Classes! 

• Open House Mastery 
• For Sale by Owner Mastery
• Expired Listing Mastery
• Sphere of Influence Mastery

About Jim Remley:

Jim Remley is a nationally recognized expert in the field of residential real estate. Entering the re...