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20142014 will be the year of the repeat homebuyer
- Trulia
• The 3 powerful prospecting techniques which secure the most listing appointments
• The 4 major mistakes agents make when prospecting for sellers
• Creating a pre-listing package that seals the deal before you even show up
• Marketing yourself as a ‘selling machine’ (which is what every seller wants to hire!)
We will cover…
3 POWERFUL Prospecting Techniques
1. 10-10-202. Direct Mail3. Content Marketing
SOLD
Direct Mail is Back!
“One of the main ways that companies are establishing authority and gaining trust with consumers is by consistently creating valuable content through a variety of channels.
This typically involves relevant industry information that provides insight to an audience. Doing so allows a company to steadily build rapport with its demographic and develop a loyal following.”
Forbes MagazineContent Marketing Will Be Bigger Than Ever
2014 will be the year that real estate marketing shifts to effectively and
consistently answering the one question every real estate pro gets asked:
How’s the market?
Nobu Hata NAR’s Director of Digital Engagement
The 4 Major Mistakes agents make when prospecting for sellers
1. Bragging about Themselves2. Bragging about Their Company3. Branding the Wrong Message4. Telling instead of Teaching
Trust Me… Just Sign the Papers
“
Marc Davison1000Watt Consulting
Frivolous content will sink in 2014 as the
gems of true insight continue to rise.
STOP with the
Cherrie Pie Recipes
BRANDING
“
Dave Ramsey Financial Guru
When getting help with money, whether it is insurance, real estate or
investments you should always look for
someone with the heart of a teacher,
not the heart of a salesman.
Home Prices
CONFUSIONCONFUSION
FHFA 3Q Home Price Index11/2013
Year-over-Year Price Changes by Region
FHFA 3Q Home Price Index11/2013
Year-over-Year Price Changes by State
Month-Over-Month Price Changes
12/2013
Month-over- Month Price Changes by State
The Pre-Listing Package that seals the deal
before you get there
The 2 Major Mistakes
1. Bragging about Themselves
2. Bragging about Their Company
Existing Home Sales
S&P Case Shiller 12/2013
WEST
Down 10.1%
MIDWEST
Unchanged
SOUTH
Up 1%
NORTHEAST
Up 6.6%
NAR’s Existing Homes Sales Report 12.2013
Year-Over-Year % Change in House Sales
2013 Available Inventoryin millions
Marketing yourself as a
‘SELLING MACHINE’ (which is what every seller wants to hire!)
SOLD
Financial Reasons to Buy
Joint Center for Housing Studies, Harvard University12/2013
Reason Quote from Harvard Report
Housing is the one leveraged investment available
“Homeownership allows households to amplify any appreciation on the value of their homes
by a leverage factor.”
You're paying for housing whether you own or rent
“Homeowners pay debt service to pay down their own principal while households that rent
pay down the principal of a landlord.”
Owning is usually a form of “forced savings”
“Having to make a housing payment one way or the other, owning a home can overcome
people’s tendency to defer savings.”
There are substantial tax benefits to owning
“Homeowners are able to deduct mortgage interest and property taxes from income.”
Owning is a hedge against inflation
“Housing costs and rents have tended over most time periods to go up at or higher than
the rate of inflation, making owning an attractive proposition.”
55
Federal Reserve
OVER 30X greaterthan renters
Homeowners Net Worth…
An American Family’s
Net Worth
Federal Reserve
Impact of Increasing
INTEREST RATES
ta·perˈtāpər/Verb – to diminish or reduce
Mortgage Rate Projections
Analyst Projected Rate 4Q 2014
Fannie Mae 4.8% National Assoc of Realtors 5.4% Freddie Mac 5.0% Mortgage Bankers Assoc 5.3%
Date Average Price*
Interest Rate**
P&I***
November 2012 $227,900 3.32 $1,000.61
November 2013 $244,500 4.29 $1,208.53
$207.92Difference in Monthly Payment
Monthly Annually Over 30 Years
$207.92 $2,495.04 $74,851.20
Date Average Price*
Interest Rate**
P&I***
November 2014 $254,280 5.3 $1,412.03
* Assuming a 4% Appreciation as projected by the latest Home Price Expectation Survey** Based on projection from the Mortgage Bankers’ Association
*** Principal & Interest Payment
Monthly Annually Over 30 Years
$203.50 $2,442 $73,260