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Dear Member,
You're in a tough spot. You're just getting started in a
profession and being bombarded by bad news about the economy and the
real estate market.
Here's some fuel to keep you going. We've pulled together the
tips and tools you can use to continue building a successful business in
spite of the negative messages we all seem to be hearing. Read on to
find out how to cope with the confusion in a cooling market, the secrets
of an undeniable sales drive and the insider's guide to managing your
clients' expectations. It's here for you, now get going.
In This
Issue
-
Confusion in a cooling market (go)
- The
keys to an unstoppable sales drive (go)
-
Managing homeowner's expectations (go)
- Buying
a home isn't stupid, says NAR (go)
- Black
belt negotiating for buyers' agents (go)
- See or
do something outstanding? Let us know! (go)
Confusion
in a cooling market
by Bob Schultz, MIRM, CSP
New Home Specialist Inc.
A cooling housing market is no longer a threat lingering
somewhere in the future. It is here. Even national builders are starting
to see the effects.
The good news is that you can still succeed in a cooling market.
But you must have a clear understanding of how the market works in times
like these. Discover the
secrets of success now.
[Read more]
The keys to
an unstoppable sales drive
by Steve McCann
Our self-image is the portrait we have of ourselves. It's the picture
we've created about ourselves and is commonly based on past experience.
So if a new desire for improvement is introduced and it conflicts with
our current self-image, it is doomed to fail.
Our actions, behaviors and, yes, our discipline, are all heavily
influenced by our self-image. Even if you force yourself via will power
to do things beyond your self-image, you won't be able to sustain it for
very long. You will go back to the old behaviors consistent with your
own self-belief because you believe it, and you act from this belief.
What caused the Alis and
Jordans
of the world to work as hard as they did? What causes the top one
percent in selling to consistently sustain their mind-boggling activity
levels? Find out now...
[Read more]
Managing
homeowner's expectations
by Steve Harney
The days of quick home sales, selling for top dollar, and pricing wars on
homes are gone. As such, today's successful real estate agents know that
merely getting the listing isn't enough; you now have to educate your
clients on how to price their home correctly so it can sell quickly in
today's real estate market.
The challenge for REALTORS® is the homeowners' perception of what
their home should sell for. As recent as June 2007, a survey by the
Boston Consulting Group found that 55 percent of American homeowners
believe their home is worth more today than it was one year ago. In
reality, in virtually all locations, home values have gone down. Learn how to
manage what your clients can expect when selling their home.
[Read more]
Buying a
home isn't stupid, says NAR
The National Association of REALTORS® has had its share of
battles this year, but none is more frustrating than the national media
telling homebuyers that investing in a home is a stupid idea. Noted real
estate expert Blanche Evans has some answers in this article
for clients who might be fence sitting.
[Read more]
Black belt
negotiating for buyers' agents
by Michael Soon Lee, CRS, GRI
It's become a buyers' market in many areas of the country, so in these
locales much more is negotiable than when we were lucky just to get an
offer accepted at full price. Unfortunately, many of us have forgotten
how to bargain effectively for buyers during the last decade when the
sellers called all of the shots.
Negotiating is like a martial arts contest where knowing how to
use power, leverage and timing can mean the difference between winning
and losing. For instance, a martial artist would never go into a contest
without first spying on his opponent to find weaknesses. Similarly,
before making an offer you'll want to discover everything you can about
the seller and his or her property. Factors such as how long the house
has been on the market, any price reductions made and why the owner is
selling can give you an advantage. Read how you can
make this advantage your own.
[Read more]
See or do
something outstanding? Let us know!
Have you witnessed an outstanding REALTOR®, educator, or program
in action this year? We need to know.
Nominations are now open for VAR's 2008 real estate awards. Now
through January 3, 2008, you can nominate REALTORS®, programs,
instructors, or associations for the chance to be recognized in
statewide media, the Commonwealth magazine, and at the February 2008
Legislative & Education Conference awards banquet. VAR would like to
recognize those who are making a difference in Virginia's real estate community and we
need your help.
For nomination entry forms visit VARealtor.com,
or contact Lisa Noon at (800)
755-8271.
[Nomination forms]
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Got a Facebook or LinkedIn profile? Join VAR's
groups!
Need to hear some good news for a change?
Need to hear some
positive news about real estate? A weekly podcast from Real Estate Coach is ready for
anyone who wants to hear some real estate good news for a change. Check it out now.
Calendar
January
10-11, 2008
SRS Designation Program: Seller
Representative Specialists Course
VAR Headquarters
Glen Allen
Become a member of one of real estate's fastest growing specialty arenas
with an SRS designation. Represent sellers in a variety of formats with
training in different models, office policies, field transactional
issues and much more.
Register by January 1st and save $55 on the registration fee.
January
17-18, 2008
Introduction to Commercial
Investment Real Estate
Dulles
Get an overview of every aspect of commercial real estate - from property
inspection to follow-through after the sale. Learn the many ways to
profit in the multi-faceted, dynamic field of commercial investment real
estate.
Get more information and register today.
February
13-15, 2008
Legislative & Education Conference
Omni Richmond Hotel
Join hundreds of your fellow REALTORS® for Day on the Hill to make your
voice heard at the Generals Assembly and then spend a couple of days
learning more about legislative initiatives and earning CE credit. It's
a great chance to network with the
Virginia's best and brightest REALTORS®.
Get more information.
February
22-23, 2008
Annual CCIM/SIOR Conference and
Significant Transaction Awards winners announced
Williamsburg Lodge
March 5-6,
2008
Annual Relocation Conference
Farmington Country Club
Charlottesville
March 12,
2008
Annual VA CRS Sell-a-bration event
Holiday Inn Select
Fredericksburg
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