Hey guys, I want to share two real estate opportunities that many agents are overlooking:
The first opportunity is targeting the most likely seller in America - baby boomers aged 45 to 55 who are downsizing or right-sizing their homes.
According to a recent study, 10.4% of all listings will fall under this category.
Now, when these baby boomers downsize, their current homes may need some repairs or upgrades. Many of them may not have the money or the desire to fix them up, and that's where you can come in.
Reach out to these homeowners and ask if they would consider selling their homes without having to do any repairs or upgrades. Let them know that you are working with buyers who are willing to put some sweat equity into the property. This messaging will resonate with many of these sellers who are looking for convenience.
The second opportunity is to capitalize on the decline of iBuyers in the market.
Many iBuyers have gone out of...
Today I want to talk to you about the current state of the real estate market:
There's 67% more inventory on the market today than there was a year ago at the same time, which is more than before, but we still need way more inventory than we have today. When you start to see listings linger, you need to remember that there are two types of markets: listings that come into the market and sell instantly with multiple offers still happen today, but then you have another group of listings that hits the market but then just lingers.
When you're talking to sellers at a listing appointment, it's important to talk about being competitive or looking at comparable sales data. Comparative versus competitive sales data is a very important concept that most REALTORS never talk about with their seller clients.
A comparative market analysis, or CMA, is what most REALTORS use to determine a home's value compared to...
Do you want to be a better recruiter?
As a seasoned recruiter with over 30 years of experience, I can tell you the secret to successful recruiting is this:
Recruiting is like owning an NFL or NBA team.
You need to understand that recruiting is all about building relationships with people. People join people, not companies or brands. If they don't like you, they won't come to work for you.
So, first and foremost, you need to establish a career-long relationship with people in the marketplace.
To build these relationships, you need to have conversations with potential recruits. Top recruiters in the NBA, NFL, and NHL are cold-calling and creating connections with people. They're showing them the organization's value, passion, and vision of how they can help them win. Ultimately, people want to be with a winning team and need to see how you can help them make more money and make their life easier.
It's not all about commission...
If you're looking for a way to quickly ramp up your business—if you're having a little bit of a slow time, or even if you're not—and you want to lead generate in a simple, easy, and organic way, let me give you the 20 messages a day strategy.
The 20 messages a day strategy is very, very simple.
I'm gonna use my social media account. You can pick your one: Instagram, Facebook, wherever. I'm gonna go to my friend's list of my following, my group, my audience, and I'm just gonna pick 20 people. And I'm generally just gonna start at the A's and work my way down. Or start a Z's and work my way up.
But I'm gonna click on each individual profile of those 20 different people. I'm gonna find something interesting, something they've posted that really catches my interest. Maybe they went to a restaurant, they went on vacation, they went to a certain business that you frequent, they bought something super cool,...
There's a new survey that was done by the National Housing Survey, which was just done in June. So it's fresh data. And it shows a divergence that we haven't seen probably in the last 10 years or more.
It shows how many people think that the economy is on the wrong track:
81% of Americans believe the economy's on the wrong track.
So when you look at that number and we put it in perspective of people that are buying and selling real estate, how do we have that conversation? Where people think, oh my gosh, we're on the wrong track. I don't know that I should be buying.
We call that consumer sentiment. Or I don't know if I should be entering this real estate marketplace.
What can we say?
How can we address that concern where people think it's the wrong time to enter this market?
Well, a good lesson for us is to model successful people. People that are more successful than us, right?
One of the most successful people in our...
Here's a shocking number:
For every listing in America right now, on average, those sellers, when the listing goes live, are getting 4.8 offers. Let's call it five offers per listing.
It's truly one of the best times in history to put a home on the market, but will this be changing soon?
The answer is yes.
What will change this dynamic is a buyer's ability to afford the house. And what's impacting that right now is interest rates.
Interest rates are rising rapidly, approaching 5% in a lot of markets. And with that, it's pricing a lot of buyers out of the market. And if they're not priced out of the market, it's for them to readjust what they can afford downward. They can't afford that high price because the interest rate won't allow it.
So when we're looking at working with sellers, we need to tell them there's a five alarm fire going on in the real estate industry right now.
And it's interest rates. They're rising so rapidly that...
Hey guys, there's a new study out from The REALTOR Organization talking about the consumer index. They're asking consumers questions about the real estate market.
One of the questions they ask homeowners is: Do they think it's a good time to sell?
What percentage of sellers do you think would answer yes to that question in your market?
Across the country, 76% of people that own a home believe now is a good time to sell.
That's excellent news because when you have such a high sentiment, when you're out there talking to people, they're much more likely to be open to having that conversation.
Not that long ago, just a few years ago, that was more like 30% or 40%. Today, it's 76%. That means over two-thirds of the people you're talking to think it's a good time to sell. Now it's just a timing issue — whether they're ready to sell today or not.
And here's some more good news:
A Zillow study reveals one in seven homeowners over the...
If you were to go back in time for the last 24 months and look at every closing you had, would all those people you closed a transaction with have given you a recommendation or endorsement online?
In other words...
If you closed 20 transactions, do you have 20 endorsements on realtor.com, Zillow, Facebook, or Google Business? Or are you missing a lot?
If you're missing a lot, you're missing opportunities. Here's why:
If you look at a couple of agents in your market, you might find this, I see this all the time. You might have an experienced agent that's crushing it — doing 30-40 transactions a year. Then you have this brand new agent who just started their business a couple of years ago and only closed 10-12 transactions each year.
But... online, they're getting a recommendation or endorsement from every single client. And sometimes clients they didn't even close a transaction with, but just had a good experience with them. So...
There's a "four alarm fire" happening in the real estate industry today:
What is it?
Interest rates are rising extremely rapidly. Now we knew coming into 2022 rates were gonna rise. The anticipation was from Mortgage Bankers Association, NAR, Fannie Mae and Freddie Mac, etc. The consensus was 3.7% by the end of 2022.
But what has happened?
First week in January, rates went to 3.12%. Second week in January, rates went to 3.45%.
Wow — that's almost a vertical rise!
So what's the messaging here?
The messaging for our buyers and sellers is get off the fence and get into the market.
Now, why are rates rising so quickly?
Well, we know that the Fed had told us already that they were gonna raise rates three times in 2022 to fight inflation because inflation's at a 50-year high and 7% was the latest number.
So their #1 goal was to fight inflation.
They also announced they were gonna stop buying mortgage-backed securities...
I'm gonna give you some numbers that are just reality in our business that you should know. And these numbers are going to drive your success throughout your career — whether you like it or not.
Are you ready for these numbers? Here they are:
They may be slightly different for every person, but in general, across the country, here's what the numbers look like in our industry:
* For every 30 conversations you have, you'll average one closed transaction.
And I want you to remember this:
Almost every single transaction you will ever have in your career will be the result of a conversation you've had in the last two weeks. You want more closings? You're gonna have to have more conversations.
Here's another one:
* For every 10 sphere members you have in your database today, you should average one closing — assuming that you've made 20 to 50 contacts with them in the past year.
20 to 50 contacts will get you a 10 to 1 closing...
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Fresh ideas, new scripts, cool tools, and the hottest trends in the real estate industry are coming your way. Have an amazing day!