Real Estate Industry News – October 2022

How to FLOURISH in this Market

We have to be honest with ourselves; the last 2 years we have managed transactions, when we should have been:

• Creating inventory
• Prospecting with purpose
• Nurtured relationships, and therefore,
• We did not leverage our database to maximize our INVESTMENT

What we need to acknowledge | RATES HAVE DOUBLED

What is up?

• Inventory | DOM | Expired | Price reductions

What is down?

• Showings | Offers |Appraisals | Pending(s)

Let’s talk about:

• Agents vs. inventory
• Pending(s) and listings have crossed
• The market is unlike anything we’ve seen in 10-15 years

	2012	2013	2014	2015	2016	2017	2018	2019	2020	2021	2021
Number of Agents	1417	1471	1597	1803	2063	2347	2589	2701	2989	3445	3606
Active Listings	4415	4157	3755	3096	2063	2479	2740	2459	1334	1260	2191

What you need to do to be relevant in today’s normal market when you consider a few things:

• Number of agents have almost tripled in the last 10 years
• Active listings are down 50% from 10 years ago and YET up 50% from last year
• And or the first time in over 10 years, pending(s) and listings are almost the same
• The SHIFT happened in February in our valley

Here is the good news………….People will always need to buy and sale real estate.

In order to THRIVE, you need to know their WHY?

Why do you clients need to buy and sale real estate?

I used to think there would always be TWO major reasons; thanks to Amy McLeod, I stand corrected:

Let me introduce you to The Four D’s:

1. Death
2. Divorce
3. Destination
4. Duplication

Learn to FLOURISH with this in mind; this is where we / Ticor can help:

SYSTEMS, SYSTEMS, SYSTEMS:

1. Lead generation systems
2. Follow up systems
3. Automation systems
4. Listing presentation systems
5. Creative deal system
6. Money system
7. Database system
8. Scripts to implement your systems
9. Call me, to make this happen!

And if you’re lucky enough, you’ll find a ROBUST system to implement you plan of action.

1. Lead generation system:
   1. Landing page
   1. Where do consumers find you?
   1. How are you finding them?
   1. Where do they go after you made contact?
2. Follow up systems:
   1. New client retention
   1. Top of mind awareness
3. Automation Systems:
   1. What can you automate?
   1. Client nurture campaign
   1. Showing times
   1. Quick client responses via text
4. Listing systems:
   1. Acknowledge expired
   1. Price adjustments
   1. How are you preparing your clients for price reductions?
5. Creative deal systems:  
   1. Don’t wait for a Buyer to make an offer
6. Money Systems:
   1. When was the last time you audited your resources to identify your HIGHEST ROI investment?
   1. Do that… invest more in that.
   1. Yes, I have a system/tool/resource for you.
   1. Remember, “Your allocation of expense, is your biggest predictor for success.”
7. Database Planning System:
   1. Did you hear this market is changing/shifting/stabilizing/etc.?
   1. Clean up your database!
   1. Use an A.I. – you need predictive analysis to capitalize on the FOUR D’S above.
   1. Who do you know that is going out of the business?
      1. Buy their database
      1. Could you sell yours?
   1. Make daily deposits – add 2-3 clients a day
   1. Review your 2020-2022 calendar:
      1. Add those people
      1. Call those NEW owners
      1. Call those unsuccessful buyers
   1. Do you know what to say to them?
8. Scripts implement your systems successfully:
   1. Know what to say to your unsuccessful buyers from the last 36 months?
      1. Did you add them to your CRM?
   1. Know what to say to Owners that need to sell?
      1. Assumable loans
      1. Creative deal making
   1. Know how to set client expectations for:
      1. Price adjustments
      1. Expired and renewal dates

NEXT STEP……Call me for a one on one. You’re late to the party and still not too late to get this implemented with our help.

Ask yourself,

• Where will your client find you?
• Your brand
• Your character
• Your value

Ask yourself, if you are prepared to deliver that image? Or will you be left behind? Be memorable, create repeatable systems, and in the end a sustainable business.

For the last 2-3 years, we’ve been managing transactions, not cultivating leads, and creating our commissions. Now is the time for you to step up your partnerships and your systems by committing to a growth process and committing to a PARTNER like Ticor. We are MORE than just your closing company. We provide solutions for your business.

Thank you for your time today!