Recording

The Shift is ON, Denny Grimes

Facebook.com/dennygrimesandcompany Twitter.com/dennygrimesco

Get Ready With The Power of 3

Denny Grimes

⦿33 years of Real Estate experience⦿BA and MBA from University of South Florida⦿Earned several distinctive real estate industry honors: CRS, CSP, ABR and CDPE⦿Past Director of the Florida Association of Realtors and the Fort Myers Association of Realtors.

Triple Your Production

with the Power of 3

TRIPLE YOUR LISTINGS BYUSING….

THE POWER OF 3

1. Help agents identify higher probability prospects (input) which will lead to a better output2. Give agents the foundation for a bulletproof listing

presentation3. Prepare agents for listing success by understanding real

estate axioms

3 LEARNING OBJECTIVES

AxiomWhen listings are easy to get, they are hardto sell (vice versa)

1. It’s dangerous information2. It’s the “pause” that can kill you3. How to spot the beginning oF the beginning

3 THINGS YOU SHOULD KNOW ABOUT THE COMING SHIFT

The 2016 Residential Market

3 Letters ThatWill Change Your Career

The Designation

You Don’t Want

CRSABRCRBGRIING

MARKETINGEXPERT

Does Marketing Sell Homes?

“How’s the Market?”

Buyer’s

Seller’s

Equilibrium

What type

of market are you in?

Axiom All market types(buyer, seller, equilibrium)exist in each geographic area

1. SELLER (0 -5 mo)2. EQUILIBRIUM (6-10 mo)3. BUYER (>10 mo)

3 MARKETS & HOW TO PRICE ACCORDINGLY

This is My MarketFort

Myers/Naples

4 Months

of Inventor

y

MONTHS 0 5 10 18 24 30 36

Lee County-Months of Inventory 2016

UNHEALTHYHEALTHY

SELL

ER’S

MAR

KET

IN B

ALAN

CE BUYER’S MARKET

MONTHS 0 5 10

18

24

30

36

Lee County-Months of Inventory 2016

UNHEALTHYHEALTHY

Our Board Publishes 4 MOI

SELL

ER’S

MAR

KET

IN B

ALAN

CE

BUYE

R’S

MAR

KET

Segment by Price Range

MONTHS 0 5 10

18

24

30

36

Months of Inventory (Lee County, FL)

$1m+

$750K-$1m

$500K-$750

$250K-$500

$100K-$250

<$100K

15

15

UNHEALTHYHEALTHY

2016

Segment by Subdivision

Segment by Subdivision

MONTHS 0 5 10

18

24

30

36

Months of Inventory (Gateway)

$500+

$400K-$500

$250K-$400

$<$250

21 months

7 months

3 months

.65

UNHEALTHYHEALTHY

2016

1. Understanding the Dr./patient relationship2. Understanding the concept of Mkt. Momentum3. Understanding success is a “we” thing, not “me” thing

3 CRITERIA TO ACCEPT A CLIENT- “THE BOX”

Where are Your Clients on this Curve?

Over Compliant

Over Controlling

Buyer Extremes

Never Question Price, EZ

Criteria, no demands on

agent

Wants deal of the century,

won’t commit to one agent, won’t listen to

advice, low ball offersReasonable and

Profitable Buyers

Seller Extremes

Never Question Price, EZ

Criteria, no demands on

agent

Wants deal of the century, wants short listing, low fee, won’t listen to advice,

expects you 24/7

Reasonable and Profitable Sellers

Template

Buyers Sellers

Reality

Who Always Wins This Battle?

The Winner is the one that

has the Market Muscle

1. A = ACCURATE INFORMATION

2. C = COMPELLING DESCRIPTION

3. E = ENGAGING PHOTOGRAPHY

3 INGREDIENTS FOR A PERFECT MKT. PLAN

A = Accurate Information

Listed for $96 Million

Eventually corrected to

$96,000 Sold for $55,000

C = Compelling Description“A real fixer-

upper”

E = Engaging Photography

“The Florida

version of a drive-byshooting”

Axiom The Real Estate Market

is Efficient

What happens when you put water

in the freezer?

1. Low to NO Showings

2. Showings, Low to no offers

3. It Sells

3 MARKET OUTCOMES AFTER YOU LIST

1. Low to no Showings

2. Showings, but low to no offers

3. It Sells

1. We are not in the people business….

2. That it’s our responsibility to predict a selling price

3. Selling a home fast is a good thing

3 MYTHS THAT MAY COST YOU MONEY

BUYER FRUSTRATION CURVE Frustration

level

Time

When Pricing in a Seller’s Market

Top $

Market Value Range

3 Lines Detrimental to

Business

When is your baby due?

24 Hour Notice on Showings

Feedback: Asking if it’s priced right

Question & Answer

Type in theQuestions section of theGoToWebinarcontrol panelon the right.