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HDREThe World Changes.
The Real Estate Market Changes.Real Estate Agents must Change…
By: Mickey McNearney
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The Millennium Changed
1999…would we survive Y2K? 2008…we survived and thrive!
OfficeMicrosoft
2007
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Music Changes
1999…Cassettes and Walkman 2008…itunes and ipods
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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
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The Political Landscape Changes
1999…Al Gore for President2008…Al Gore wins Nobel Peace Prize & Academy Award
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Gas Prices/Cars Change1999… Unleaded .99/gal.
Gas Guzzlers Rule the Road2008…Unleaded 2.99/gal.
Hybrids are “Hot”!
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Cell Phones Change
1999…state of the art cell phone 2008…razr’s and iphones
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Cameras Change
1999…Film Camera 2008…Digital Camera
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Computers Change
1999…Laptop 2008…Laptop
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Lock Boxes Change
1999…place the key on the box 2008…point the key at the box
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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
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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.
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Today’s Market:The “New” Norm
Position Yourself for Success!
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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
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LeadRouter
Coldwellbanker.comCbgundaker.com
Realtor.com
CBG Associate
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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
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High Def Pricing Presentation
Buying Up in a Down Market Pricing in a Changing Market
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High Def Pricing Presentation
Another Agent Will List it Higher We Can Always Come Down
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High Def Listing Agents Defend Their Commission
Educate Sellers regarding Commission Split
Value Added Selling, Avoid Being a Commodity
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High Def Listing Agents Defend Their Commission
Contrast Cost Savings to Net Equity
Contrast Full Service with Low Service Providers
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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
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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
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HDRE
Change your thoughts and
you change your world.
Norman Vincent Peale (1898-1993)