The coronavirus is on everyone's mind so it's important to be able to address your clients concerns, stay positive, and help clients make good long term decisions.
Here are a few scripts that might help you along the way:
"The thing on everyone’s mind is the coronavirus….it’s scary no doubt but despite the up’s and down of the stock market – the real estate market is strong. In fact it’s incredibly healthy, back in 2008 there were 11 months of inventory, today in our market (quote local stats), in 2008 there were subprime loans that had created unsustainable gains and double digit appreciation, today loan standards are still very tight and interest rates are at 40 year lows, plus appreciation rates have normalized to <quote local market> … in 2008 we had people losing their jobs and unemployment that was over 10% – last month the economy added 273,000 new jobs and the unemployment rate is 3.5% the lowest in 50...
Have we hit a hard ceiling on pricing in the country?
According to a recent study the number of homes receiving over full price has fallen dramatically. In addition the appreciation rate has slowed to 3-4% in many areas of the country. Here are some numbers that provide some insight:
Even with record low inventory and strong demand buyers are now resisting higher prices. Why? One reason is income, over the past twenty years incomes have been relatively stable with very little growth.
So how can we help sellers navigate the changing market landscape? One way is to explain demand based pricing. Watch the video to learn how identifying and explaining buyer demand to a seller can help them position their home to attract more showings...
We have all heard from numerous channels that video will be the key differentiation tool for top real estate pros over the coming years.
But numbers just released by the KCM blog provide some staggering insight into just how fast this transition is occurring and why embracing video as a key part of your marketing strategy is so important.
Would you like a way to quickly ramp up your real estate business (even if you have zero listings and no budget)?
You can be modeling one of the top team leaders in the country - Joshua Smith - who learned how to use a Mega Open House Strategy during his first year in the business (he sold 43 homes his first year!) to power an incredible rise in the industry. Joshua has since gone on to sell 6000 homes and has become listed as one of the top 30 REALTORS in the country.
I caught up with Joshua during an Elite Retreat for my own company where we hired Joshua to be our keynote presenter. (Please excuse the sound and lighting as we recorded this clip shortly before the session was set to begin.)
Do you need more leads, more listings, more buyers, and more closings?
What if lead generation didn't have to feel like work? What if you could tap into the easiest, most productive lead generation system to produce an endless stream of referrals? Oh, and by the way - no technology skills or social media mastery required!
The answer is networking. Before you dismiss this concept let's dig into the details and the specific technique.
Networking simply means you are connecting with people who have the power to send you referrals. It may be surprising to hear that according to Columbia University every American has 290 connections. These aren't Facebook friends or Instagram followers but actual connections. This is your clients sphere of influence.
Now of that group how many people will be moving this year? According to the US Census Bureau 11% of the US population moves ever year. This means that every single person in your sphere is in direct contact with 33 people who will move this year.
Now let's assume you...
Looking for a way to unlock more transactions while you are in the field or talking to your sphere of influence? Try using the "What's stopping you?" technique!
This easy script can pave the way to discovering what's preventing buyers and sellers from moving foward with buying or selling real estate. More importantly it can give you a road map of the objections, questions, and concerns potential clients have with moving forward.
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About Jim Remley
Jim Remley is a nationally recognized expert in the field of residential real estate. Entering the real estate industry at the age of 19 he began an unlikely rise from college drop out to real estate Rock Star...
Are you finding that sellers are reluctant to put their home on the market?
You aren't alone! One big reason for buyers and seller to hesitate entering the market is low inventory. When sellers fear they can't find replacement housing it creates a self reinforcing loop of even lower inventory for buyers with fewer and fewer homes coming to market. As real estate professionals we need to be able to answer the question of how we can protect sellers when they place their home on the market.
In this quick video we provide some key insights into the market for 2020 as well as three key way to overcome sellers reluctance. In addition we have three reports from our friends at KCM Blog that provide clear insight into the market for 2020 including mortgage rates, home sales pace, and appreciation rates.
Interest rates are predicted to hover at 7 year lows and provide an incentive for buyers and sellers to enter the market.
If you are looking for a value added way to connect with your sphere of influence - the Annual Home Valuation Review is a fantastic technique that provides clients with something they are always interested in knowing but never want to bother asking you: What exactly is my home worth?
By offering to provide an annual home valuation you are providing your sphere with timely, accurate information and more importantly you are putting yourself in a position to receive referrals. Let's look at the scripting:
Good Morning…I am now offering a value update service to all my friends. It’s free and it’s not about selling your home. It’s a report that provides you with an estimated value of your home annually. A lot of people find it useful for estate planning, insurance, and for financial planning. Would you like a quick update on your home value?
Social Media Post:
Annual Home Value Update - Have you checked your home value on Zillow? It’s...
It was an honor to be on the Lab Coat Agents Pod Cast with Jeff Pfitzer during the program we covered a ton of ground but really focused on how to unlock business by using Aspirational and Experiential Marketing.
Here is the show description:
During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer speaks with Jim Remley, a broker-owner and coach. Jim understands how to start a conversation and go beyond the basics. He is a great teacher who shares his secrets to understanding aspirational and experiential marketing and how it can help you convert more in 2020. If you are struggling to talk to enough people every day to achieve your goals, you need to tune into this podcast episode.
Jim would like to talk to you about your real estate business with a complimentary 30 minute coaching session.
During the call be prepared to discuss - Your goals for the next twelve months. Your time management and priority management strategies. Your willingness to change and adapt to a changing market landscape, and your biggest choke points - what's really holding you back
The road to transformation starts with small steps. Take your first towards a better real estate business today...