Thriving in Turbulent Times
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1 Thriving in Turbulent Times Larry Kendall United States Conference Line: Access Code: OR turn on your computer speakers.
2 Neighborhood Report CMA Buyer Tour Design Center Campaign Manager The tools you need to navigate all aspects of today s complex market buyers, sellers, short sales and FSBOs
3 Advanced Access provides the leading real estate website and internet marketing solutions in the industry. More agents invest in Advanced Access than any other provider
4 AgentAdvantage, the official website provider for Homes.com, makes Internet Marketing Easy! Real Estate Websites, Marketing Solutions, Search Engine Optimization and Listing Syndication Services
5 Homes.com, a leading provider of real estate advertising solutions. Over 4 million homebuyers start their home search on Homes.com every month! Brand Advertising Listing Exposure Lead Generation productinfo@homes.com
6 1. What is the name of this Rock. 2. How many miles around is it. 3. What country does it live in?
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8 Thriving in Turbulent Times Larry Kendall United States Conference Line: Access Code: OR turn on your computer speakers.
9 Name this collection of Rocks.
10 Neighborhood Report CMA Buyer Tour Design Center Campaign Manager The tools you need to navigate all aspects of today s complex market buyers, sellers, short sales and FSBOs
11 Advanced Access provides the leading real estate website and internet marketing solutions in the industry. More agents invest in Advanced Access than any other provider
12 AgentAdvantage, the official website provider for Homes.com, makes Internet Marketing Easy! Real Estate Websites, Marketing Solutions, Search Engine Optimization and Listing Syndication Services
13 Homes.com, a leading provider of real estate advertising solutions. Over 4 million homebuyers start their home search on Homes.com every month! Brand Advertising Listing Exposure Lead Generation productinfo@homes.com
14 Thriving in Turbulent Times Larry Kendall United States Conference Line: Access Code: OR turn on your computer speakers.
15
16 Your Hosts: Debra Helleren and Mel McMurrin
17 Larry Kendall Creator of Ninja Selling Training Systems Founding partner of The Group Inc. 240 Sales associates in 7 offices. The Group is a real estate firm owned equally by its sales associates and staff Realtor Magazine The Most Productive Real Estate Company In The US. Also awarded Top Company with Highest $ sales volume per associate and transactions sides closed per associate In 2004 The Group Inc. recognized for highest number of average transaction sides closed per associate among top 100 real estate companies in the US. Conference Line: (484) Access Code:
18 Thriving In Turbulent Times Larry Kendall
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20 3 Keys Your Mindset Your Skillset Your Actions
21 Your Mindset
22 Replace Survive With Thrive!
23 Karen Levine
24 Thriving it out vs. Riding it out
25 3 Personal Beliefs Real estate as a career Your company Yourself
26 There s always a market! 3 Basic industries National mobility 14% Average person knows 4.2 people who moved last year
27 Stop waiting for the storm to end and start learning to dance in the rain.
28 Your Skillset
29 What is the single most important factor in getting a home sold? Seller Decisions
30 Top selling agents don t list homes. They list sellers.
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32 Crucial Conversations Stakes are high Difference of opinion Emotions are high
33 Crucial Conversations Violence or Silence Make it safe Clarity versus confusion
34 Conference Line: (484) Access Code:
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37 Pricing Tools
38 What are a seller s three greatest fears? Selling property too cheap Paying Realtor too much Property not selling
39 Listing Questions: Where are you going? When do you need to be there?
40 Calendar
41 Our goal is to help you get to on time.
42 Our goal is to help you avoid foreclosure and get on with your lives with the least damage possible. It looks like we have about to get the job done.
43 Would you like to see your odds?
44 The secret formula to increase your income is really no secret It s spending more time with prospects, and using better presentations and proposals. Customizable, personalized reports featuring housing trends, school info, demographics and more!
45 Advanced Access Websites Over 150 Website Templates to choose from, including FLASH Templates! Limitless number of pages, links, buttons Flash Slideshow builder to create visually stunning presentations Each listing will get maximum exposure with Listings Syndication! Each page of the Advanced Access website is designed for leadgeneration. Ask about our Search Impact Internet Marketing Service!
46 Brand advertising: Gain maximum local exposure and build your business by advertising on the search results pages on Homes.com! Listing Exposure: Increase your listing exposure by over 4 million monthly home buyers and sellers. Lead Generation: Spend more time selling your leads than searching for them! Go Mobile with the first real estate portal to feature an iphone App, Blackberry App and mobile website! Conference Line: (484) Access Code:
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48 Absorption Rate Positioning
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51 Calculating Absorption Rate Homes sold last 12 months - 1,200 Monthly absorption - 100/mo. Current active listings Absorption time in months -9 mo.
52 Resale Over $1 Million Homes sold in 12 months = 12 Absorption Rate = 12/yr =1/month Homes for sale over $1M = 100 Absorption Time = 100 months Odds of Selling = 12/100 = 12% Days on Market = for those 12 properties that sold = 285 days
53 New # of competing houses Inlet The Pond Current Housing Market Market Date Flow (Best Value & Price/Shown & Offers Made) Show (Shown But No Offers) Stagnant Mass (Not Being Considered) Sold Outlet # Sold per month # Shown (flow x 2) # Stagnant
54 Absorption Rate Positioning Help the seller fill this worksheet out. Step 1: Buyer Eyes Game Board Step 2: Sold in 12 months = 25 Step 3: Sales rate = approx. 2/month Step 4: Properties for sale = 17 Step 5: Absorption time = 8.5 months Step 6: 2/mo. 18 = 11.1%
55 Two Key Points: Most buyers do not buy strictly on price. They buy based on value. (value = relationship of price/quality) Our goal is to help you with a Value Positioning Strategy that increases your odds of selling from 11.1% to potentially 100%. Would you like to see how it works?
56 Absorption Rate Positioning Step 7: Valuation Pricing (buyer eye) Condition Location Size (lot and house) Features/Amenities Price Step 8: Sales rate = approx. 2/month Top 2 = 100% Odds of selling Top 4 = 50% Odds of selling Top 6 = 33% Odds of selling
57 New 18 # of competing houses Inlet The Pond Current Housing Market Anderson Farm Market Date Flow (Best Value & Price/Shown & Offers Made) Show (Shown But No Offers) Stagnant Mass (Not Being Considered) 2 Sold Outlet # Sold per month 4 # Shown (flow x 2) 12 # Stagnant
58 Adjusting for seasonality and/or market trends: Step 1: Buyer Eyes Game Board Step 2: Sold in last 3 months = 3 Step 3: Sales rate = approx. 1/month Step 4: Properties for sale = 17 Step 5: Absorption time = 17 months Step 6: Odds = 1/mo. 18 = 5.55%
59 Absorption Rate Positioning Step 7: Valuation Pricing (buyer eye) Condition Location Size (lot and house) Features/Amenities Price Step 8: Sales rate = approx. 1/month Top 1 = 100% Odds of selling Top 2 = 50% Odds of selling Top 3 = 33% Odds of selling
60 What if there is little or no supply?
61 Best Idea of 2009: Absorption Rate Positioning
62 Remember: No amount of marketing will overcome poor pricing!
63 Your Actions
64 The Power of FLOW Frequency of Interaction
65 People prefer to work with people they: Know Like Trust Flow
66 Herbert Research Study (Buyers and sellers mo. Process) Select a Realtor in 1 to 3 days Choice is quick & arbitrary - based primarily on flow
67 Success Habit #1: Increase your flow More face to face
68 Success Habit #2: Focus on your Hot List daily.
69 Who can I write a contract with this week?
70 Success Habit #3: Focus on your Warm List daily.
71 Look & Listen for CHANGE Pain Pleasure
72 Debbie Hansen
73 Evolution evo-lu-tion, n., the ability of a species to change or adapt to its environment in order to survive.
74 Evolve or Dissolve!
75 3 D s of Success Dream (mindset) Dedicate (skillset) Dare (action)
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80 Jason Lezak
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83 Thriving In Turbulent Times Larry Kendall
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86 Question & Answer Session Please enter your questions in the Question and Answer section of the GoToWebinar column on the right hand side of your screen.
87 If you missed ANY of the Sponsor Offers presented during the webinar, call: Larry Kendall Q & A Session Or visit: SecretsofTopSellingAgents.com/offers for details.
88 Thank you Larry for this Inspiring presentation! Join us for the next Mariana Wagner Breaking Down the Barriers to Blogging February 11th, 3 pm ET/12 pm PT Sign-up NOW:
89 Remember to visit our website: SecretsWebinars.com to sign up for future Webinars or to view archived presentations.
90 Don t forget to follow us on Twitter!
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