hdre the world changes. the real estate market changes. real estate agents must change… by: mickey...

HDREThe World Changes.

The Real Estate Market Changes.Real Estate Agents must Change…

By: Mickey McNearney

The Millennium Changed

1999…would we survive Y2K? 2008…we survived and thrive!

OfficeMicrosoft

2007

Music Changes

1999…Cassettes and Walkman 2008…itunes and ipods

The Environment Changes1999…Global Warming Fact or Fiction 2008…Global Warming A Reality

Experts Predict Polar Bear DeclineGlobal Warming Is Melting Their Ice Pack HabitatBy Blaine HardenWashington Post Staff WriterThursday, July 7, 2005; Page A03

The Political Landscape Changes

1999…Al Gore for President2008…Al Gore wins Nobel Peace Prize & Academy Award

Gas Prices/Cars Change1999… Unleaded .99/gal.

Gas Guzzlers Rule the Road2008…Unleaded 2.99/gal.

Hybrids are “Hot”!

Cell Phones Change

1999…state of the art cell phone 2008…razr’s and iphones

Cameras Change

1999…Film Camera 2008…Digital Camera

Computers Change

1999…Laptop 2008…Laptop

Lock Boxes Change

1999…place the key on the box 2008…point the key at the box

Embrace Change

That was then…1999• Stellar MLS system • No online photos• Post Dispatch Primary

Marketing Tool• Little or no email, no text

messaging• Cell Phones a luxury item• No RE Websites• Film Cameras & Developing

This is now…2008• Rapattoni & Maris Xpress• Multiple Photos & Virtual

Tours• Post Dispatch readership

declining• Email & Text Messaging

Commonplace• Cell Phones, a Necessity• 85% Buyers use the Internet

to search for properties• Digital cameras & photos

High Definitions

HDTV• High-definition television

(HDTV) is a digital television broadcasting system with greater resolution than traditional television systems. From Wikipedia

HDRE• High-Definition Real Estate

(HDRE) is a real estate agent with a greater resolve to work smart, embrace change and refine their skills.

Today’s Market:The “New” Norm

Position Yourself for Success!

High Def Listing Agent

• Carefully Qualifies listing appointment • Creates a highly precise CMA– Tightens CMA criteria to increase accuracy– Uses tax records to research info on FSBO’s

• Carefully tests the level of seller motivation– Short Sale, Pre-Foreclosure

• Customizes Marketing Plan to differentiate themselves

• Well versed on CBG Internet Advantage

LeadRouter

Coldwellbanker.comCbgundaker.com

Realtor.com

CBG Associate

High Def Listing Agent• Prices Listings to Sell• Stages Listings to Sell• Uses Statistics to Reinforce points in Listing

Presentation• Prepared to answer the four questions

1. What’s your average selling price?2. What percentage of your listings actually sold in the last

12 months?3. What’s the average amount of time it took to sell these

listings?4. What’s your average list price to sale price ratio?

• Has an Effective Pricing Presentation

High Def Pricing Presentation

Buying Up in a Down Market Pricing in a Changing Market

High Def Pricing Presentation

Another Agent Will List it Higher We Can Always Come Down

High Def Listing Agents Defend Their Commission

Educate Sellers regarding Commission Split

Value Added Selling, Avoid Being a Commodity

High Def Listing Agents Defend Their Commission

Contrast Cost Savings to Net Equity

Contrast Full Service with Low Service Providers

High Def Buyers Agent

• Shows Value– Meets Buyers for Initial Consultation

• Illustrates “behind the scenes” research to buyers• Previews property• Consults with buyers about choosing the right lender• Asks probing questions to help buyers focus on the

important features of a home and determine needs• Is able to effectively discuss agency and obtain signed Buyers

Agency Agreement• Determines Motivation• Prepares buyers by giving them an overview of the process

High Def Buyers Agent

• Prepares the buyer to buy– Law of Contrast, show properties in proper order

• Makes it “Fun” to look at homes• Lets them discover the home, remains

emotionally neutral• Avoids buyer confusion by helping buyers rate

each home• Uses Statistics to help buyers determine value

HDRE

Change your thoughts and

you change your world.

Norman Vincent Peale (1898-1993)