Real estate success tips from Steve Harney, Keeping Matters Current.com. Good stuff you will want to read!!
1. Stop waiting for the cavalry to arrive. WE ARE THE CAVALRY!
The Fed has stopped purchasing mortgage-backed-securities (MBS) and the Home Buyers’ Tax Credit has expired. What should we do now? The answer is simple. We need to get back to work. Originally the end to the Fed’s purchasing of MBSs was to occur on December 31, 2009 and the Tax Credit was set to expire November 30, 2009. We petitioned the federal government and explained that they couldn’t abandon the housing market in the middle of the winter. We let them know that if they got us to the spring (our normal peak selling season) we would take it from there. They lived up to their end of the bargain. Our time to perform has arrived.
We need to show leadership right now whether we are an owner, a manager or an agent. The best comment I have ever heard on leadership was from Colin Powell:
“A leader must be the person people come to in times of crisis. When they get there, they must never see you hungry, cold, afraid or tired.”
Let’s be strong right now. How do we do this?
2. Start CREATING transactions
During the boom years of 2004-2007, we really were not in the business of creating deals. We were actually in the business of facilitating the transactions. There were even some who said we should actually take on the title “Facilitator”. That was then and this is now.
A recent Gallup poll reported that “Lower but stabilizing home prices combined with continued low mortgage interest rates have persuaded 72% of Americans that now is a ‘good time’ to buy a house.”
The Survey of Affluence and Wealth in America reported that nineteen percent (19%) of the wealthiest people in America “say they are ‘in the market’ to acquire real estate”.
And a Move, Inc. survey found “17.2 percent of potential home buyers today say they plan to purchase a home in the near future as an investment compared to just 5.6 percent in March 2009.”
What might prevent these people from accomplishing their goals? FEAR!
But let us realize that fear always comes from ignorance. Fear is only the symptom. Ignorance is the disease. We have been trying to make people feel better by trying to hide the reality of the market (treating the symptom) instead of educating them to the market (treating the disease).
Once we can simply and effectively communicate the reality of the market, we can easily point out the opportunities that exist and help these people accomplish their goals. Let’s search out the people mentioned above and help them understand that the move they are considering is not only possible but in the future will be profitable.
And make sure that when these buyers do purchase that they purchase your sellers’ homes. How?
3. List the property at a COMPELLING PRICE
The sale of a home can be a very emotional time for a seller. They often have fond memories of people and events that graced their home over the years. However, when we are setting the price we must realize that emotion should play no part. The value of any item in any industry is determined by two variables: the DEMAND for the item and the SUPPLY of that item.
With the government programs aimed at bolstering prices expiring, we can be very confident that DEMAND will remain stable throughout the year at best. If anything, potentially higher mortgage interest rates could soften demand.
The SUPPLY side of the equation is much clearer. A recent Zillow.com survey shows “8% of homeowners, or about 10 million Americans, are ‘very likely’ to sell if and as local conditions improve.” Obviously, not all 10 million will come to market. But even if only one quarter does that would be 2.5 million additional homes. And recent foreclosure statistics show that between 5 and 7 million homes are eligible for foreclosure. Prices will be impacted severely when this discounted inventory begins to come to market as the year unwinds.
Help your sellers to price their houses properly now to avoid further reductions that will occur later in the year. What should YOU do to prepare for this wave of foreclosures?
4. Become comfortable with DISTRESSED PROPERTIES
More and more families are finding it very difficult if not impossible to keep up with their monthly mortgage payments. It is our duty to help these people in every way we can. We must become better informed as to the programs available to these families in order to assist them as a true real estate professional should. Get certified by taking the short sale/distressed property classes offered by your local and state associations. Then commit a portion of your weekly work schedule to assisting this rapidly growing segment.
The more neighbors we help avoid the nightmare of foreclosure (either through a modification or a short sale) the better off they and our neighborhoods will be. Vacant foreclosures are what drive down values in a community. Modifications and short sales avoid this situation.
Help our neighbors in order to save our neighborhoods. It is a rather simple concept but it won’t be easy unless you…
5. Develop the HEART OF A TEACHER
Dave Ramsey the writer, radio personality and financial guru said: “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. If you find someone with the heart of a salesman, run away.”
We must stop trying to sell people and instead educate them to the best options for themselves and their families. Take the time to truly understand WHAT is happening in the current market. Then, go even deeper and discover WHY it is happening. Then, and only then, will you be able to simply and effectively explain it to your customers and clients. Until they truly understand their options, they will be afraid to move forward.
