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National Association of REALTORS 2010 Profile of Home Buyers and Sellers Reveals Winning Trends.

On February 21, 2011   /   Consumer Resources, Real Estate Industry Research & Articles, Real Estate News   /   2 Comments
What are the winning qualities consumers look for in real estate professionals?

How do top agents continue to win?

What are the winning qualities home buyers and sellers look for in a real estate professional?  The recent release of the National Association of REALTORS Profile of Home Buyers and Sellers for 2010 reveals that even with access to an abundance of information online, consumers still value the services offered by a full-service agents and brokers.

According to the stats – Here’s what  sellers want most from a full service agent -

  1. Help me price the home competitively – 22%
  2. Help find a buyer for the home – 21%
  3. Help seller market the home to potential buyers – 20%
  4. Help sell the home in a specific time frame – 19%

In today’s market place, sellers rely even more on real estate professionals to help them price their homes as competitively and realistically as possible.   Most understand that their home has most likely,  lost value in the past few years and understandably, want to sell for as much as they can.

Consumers also know that exposing their home to the largest universe of buyers possible means they stand a better chance of selling quickly and for a higher price.  That’s why agents who go above and beyond to actually market the home versus just posting it on the web on free  sites are preferred by sellers.

Also, according to the study, buyers want a real estate professional to  –

  1. Help them to find the right home – 51%
  2. Help negotiate the terms – 14%
  3. Help with price negotiations – 12%
  4. Help with the paperwork – 10%

Even though home shopping on their own has never been easier, buyers are still looking to the agent to help them find the right home and a professional agent to help them through the process.    Agents who presents themselves as honest, caring,  knowledgeable, and full-service stand a better chance of engaging buyers.

Even though the market has changed and technology has changed, consumers’ expectations remain consistent.   Sellers still want their home priced well and marketed well with the belief that means a faster, more profitable  sell and buyers are still looking for a professional agent to guide them through the process.

Top agents have always known this and they make sure they promote these qualities to both buyers and sellers.  That’s why they continue to win the business and confidence of consumers.

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CONFESSIONS OF A REAL ESTATE JUNKIE/TOP 5 MEDIA TRENDS FOR 2011

On December 29, 2010   /   About Marketing, Advertising Info, Connect, Consumer Resources, Engagement, Real Estate Industry Research & Articles, Real Estate News, Social Media   /   4 Comments

Like many of us in this business I have been awe struck by the rate of decline in almost everything related to the housing industry over the last three years; existing homes sold, new homes built and purchased, mortgages sold, real estate agent commissions and of course the one that most directly impacts me and my business, the significant drop in advertising and marketing spend.  If this is any consolation,  books will be written (some already have been) about this period in time and we’ll all be able to say we witnessed it first hand.

There are plenty of people better qualified than I to predict how the 2011 American housing market will play out, so I won’t try to second guess them. Their forecasts range from more of the same (4.8M to 5.0M existing homes sold) to slightly more aggressive numbers, closer to 5.5M existing homes sold. The consensus is the recovery in housing will be tepid in 2011.

But there is less consensus around real estate marketing media trends for 2011 and so I’d like to further that discussion with my own predictions for the Top 5 Media Trends we’ll see develop in the coming year.

Top 5 MEDIA TRENDS FOR 2011

1. Common sense will return to the media market. Top Agents and Brokers recognizing that real estate always has been and always will be a hyper-local business, will stop following the larger crowd and decide instead to find ways to stand out from the crowd in  their very specific, very local market.

2. Local housing guides, especially color catalogs integrated with an online offering.  like The Real Estate Book and its companion website http://www.realestatebook.com  and other well executed products, will regain favor due to their hyper local characteristics and their ability to attract buyers and influence  prospective sellers to list their home with a market leader.

3.  Internet marketing will change radically. The idea that simply posting listings on large national sites is innovative marketing and that “if we post they will come” will be replaced with a smarter approach, better leveraging the real power of the internet.  Large sites today like Realtor.com and other popular sites like Zillow.com and Trulia.com get anywhere from 5 to 10 million unique users every month, which is amazing considering the lackluster pace of home sales this year, but lead generation from those users is low at between 1 and 2% of traffic. These sites can be a great research tool, but for whatever reason the medium just doesn’t engage people to take action, like send an email or make a phone call, to the same degree other mediums offer.

4.  Content marketing solutions, like http://www.brokersherpa.com  where Agents and Brokers are able to leverage their existing digital assets, like listing data mentioned above and  integrate it in a more meaningful way to intersect and engage with buyers and sellers as they are online searching in any of the major search engines or social media sites, will be a major trend for 2011.

5. Cost and return on investment will continue to be major drivers to media and marketing decisions as the housing market recovers, but at a slow pace in 2011. Commission dollars will still be tight and very precious. Every decision should have a measurable and productive outcome and top Agents and brokers will insist that the vendors they choose to work with can back up their claims with concrete results and reporting.

That’s my list for Top 5 MEDIA TRENDS for 2011. I”d love to hear your thoughts and invite you to  let me know if you agree and if not, how you might modify the list.

 

Happy New Year!

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Enough about me. Let’s talk about you.

On December 9, 2010   /   Uncategorized   /   Leave a comment

red-bowAh . . . the joys of giving. 

Be generous this holiday season.  Here are 3 ways to give to home buyers and home sellers in your advertising and a special offer from The Real Estate Book.  Read on . . .

Give the people what they want.  In your advertising, buyers want to see  . . . PHOTOS of homes.  Multiple photos of the rooms inside, the yard, and the special features.  Don’t make them work too hard.  Make it FUN to look for their dream home.

Sellers want you to MARKET their home.  Make it stand out.  Advertise it.  Before you ask for a price reduction, be sure you’ve done more than put a single photo of the front of the home on MLS and and buried it for free on listing aggregate sites. Showing them that you are doing everything you can to reach potential buyers makes them feel SPECIAL.

Tell them how it benefits them.  So, you’re a top agent.  Good for you.  Consumers want to know what you are going to do for THEM.  Talk about how you’ve helped your clients, not about how they’ve helped you. Show success stories on selling a home quickly or helping a buyer find the perfect home.    Offer a free consultation, downloadable community resources, checklists to help them get ready for the big transaction. 

Be responsive – quickly and appropriately.  An automated phone message that takes 5 minutes to navigate before you get to a live person or a voice mail with the promise of calling them back within 24 hours means that they will most likely hang up on you.  An auto-reply on your email means they will most likely email someone else.  Advertise the best way to reach you and do your best to answer your phone personally and respond to voicemails and emails as quickly as you can.  Your TIME AND ATTENTION are the services they want – along with your expertise.

Here’s our gift to you.  We’d love to tell the world how great you are.  Send your best sales story of 2010 along with a photo if you’d like and we’ll post it here on this blog, on The Real Estate Book Facebook Page and we’ll tweet about you on Twitter.   So that people can find you, include:

  1. Your Name
  2. Company Name
  3. City and State or Province
  4. Your Phone Number & Email Address
  5. Your Website or Blog

Send to Marketing@treb.com and we’ll do the rest!

Thanks for all you do and HAPPY HOLIDAYS!

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