Fort Myers Real Estate School: florida cam school

239-344-7510

Tuesday, August 2, 2016

6 Tips for Dealing with Sellers in a Buyer’s Market

6 Tips for Dealing with Sellers in a Buyer’s Market

The real estate market is dominated by distressed properties. Real estate professionals are competing with short sales and REOs. The best strategy is to price the property right when it’s listed. If the market demands change, then it’s time to lower the price. Here are some things to consider if one of your listings isn’t moving:

You’re drawing few lookers

What are the sales statistics? Why aren’t buyers looking at your home? The answers to these questions may tell you why your listing isn’t attracting potential buyers.

You’re drawing lots of lookers but have no offers

Something is wrong if good buyers are buying other properties. An overly high price may be discouraging buyers from making an offer.

Your home’s been on the market longer than similar homes

How long is it taking similar homes to sell? It may be time to price the home UNDER the market.

You have a deadline

It’s a race against time. The price is not determined by how much money you need or when you need to sell, it’s determined by the market.

You can’t make upgrades

If comparable homes in better condition are selling, buyers are paying less for a home that doesn’t show as well as others. If the money isn’t there for fix-up, then the price must drop.

: Sometimes your hands are just tied

The competition has changed

Take a look at recent sales and current listings. You’re competing against the properties priced to sell, not the properties that are priced to sit.

Keep these 6 points in mind when trying to consider whether or not to lower your client’s selling price.

About Larson Educational Services:

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

239-344-7510

Tuesday, July 19, 2016

Quick and Easy Conversational Tips for Real Estate Professionals

Quick and Easy Conversational Tips for Real Estate Professionals

Being a real estate sales associate will require you to have a certain verbal panache that will improve your communication skills. Use these question and answer types to make better your interactions with potential clients.

When you talk, you can only say something you know. When you listen, you may learn what someone else knows.

Follow these quick tips to very easily improve your conversational skills:

When you begin to hear a person speak in generalities, that’s your indication to start asking specific questions to clarify what’s actually being said.
Listen actively to empathize with the other person’s feelings from his or her point of view.
Observe the nonverbal cues to determine what is not being said.

: Focus on your audience, not yourself.

Use the types of questions/statements below to obtain necessary information and maintain focus:

Open Questions: Who, What, When, Where, Why, and How

These questions allow the other party to speak freely and to reveal critical information.

Leading Questions: Do you… Would you…

These questions are used to obtain very specific responses, which will be helpful to your presentation.

Confirmation Questions: So you agree that…

These questions are used to obtain a simple yes or no response. Conditioning the other party to say yes throughout the discussion establishes a feeling of goodwill.

Supportive Statements: Yes, that’s true, or That is very helpful.

These comments provide positive reinforcement for those remarks made which are favorable to your case.

Utilize these conversational tips and question and answer types to better serve your client (or potential client).

About Larson Educational Services:

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

239-344-7510

Tuesday, July 5, 2016

The Importance of Proper Pricing--Florida Real Estate School

The Importance of Proper Pricing

More and more consumers are demanding that real estate sales associates arrive at the walk-through already armed with market information. It’s important to have information about all sales in the immediate area over approximately the past six months. If there have been relatively few sales, you might have to expand the analysis to include similarly desirable areas.

In performing your market analysis, determine the highest price the seller can expect to receive in the least amount of time with the least inconvenience.

Avoid Overpricing

Overpricing reduces the response from advertising

Properties offered for too long become shopworn

Salespeople lose interest after a number of unfavorable reactions

: Improper pricing can get you dejected.

Overpriced properties don’t compete with other similar properties that are priced lower

Buyers expect more at a high price

Use these cautionary tips to accurately price your clients’ homes.

About Larson Educational Services:

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

239-344-7510

Tuesday, June 21, 2016

How Much Does Your Wasted Time Cost?--Florida Real Estate School

How Much Does Your Wasted Time Cost?

Let’s face it: you waste time. We all do it. You’ve set aside a morning or afternoon to get some real work done and before you know it you’re sitting on Netflix on a 6-episode binge of Gossip Girl. But what's the true cost of wasted time when you’re a real estate agent (or any other self-employed person for that matter)? It’s important for you to ask yourself what your goals are related to time.

How many hours do you plan to devote to real estate?

How many hours do you want to spend NOT working?

Here’s a good way to judge the value of your time.

: How much is your wasted time costing you?

After looking at this chart, how much does every hour wasted cost you? If you make $50,000 a year, for example, you just spent $150 watching those 6 episodes of Gossip Girl.

Be honest. How do you waste time? Consider how much time is spent in non-productive activities and consider replacing them with something productive instead.

: Don't be like this guy. Forget about the socks, just use your time wisely!

About Larson Educational Services:

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

239-344-7510

Tuesday, June 7, 2016

Top 7 Time Management Tips--Florida Real Estate School LarsonEd

Top 7 Time Management Tips

In this age of constant distraction, it’s easier than ever to get off of task. Use these 7 simple time management tips to improve your focus.

Assign blocks of time and deadlines for each task.

Make a realistic estimate. Expect the inevitable interruptions. Consider importance versus urgency.

Set priorities

Some classify tasks as A, B or C priority. This helps clarify what is important and what is urgent.

Create a daily “To-Do” list

This is a simple but not necessarily easy task. It’s the most significant difference between people who are successful in their careers and those who are not.

: Make sure your daily goals are realistic.

Schedule work days and days off

Consider the unusual aspects of a licensee’s schedule. What are the most active times? Make appropriate use of holidays as either break time or planning time.

Schedule face-to-face time with a client, someone in your target market, or someone in your sphere of influence

Along with the globalisation of online communication comes a lack of face-to-face interactions. You’ll set yourself apart from your competition if you make time to meet with people in person.

Schedule direct preparation time to:

Prepare a listing or buyer presentation, prepare a CMA, or prepare marketing materials.

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Schedule planning time to:

Develop, review and revise your marketing plan; perform market research and analysis; review your budget and financial status.

Use these simple time management tips to use your time more efficiently and improve your productivity.

About Larson Educational Services:

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

239-344-7510

Tuesday, May 17, 2016

Top 10 Things Sellers Want From Agents After the Listing Part 2

Top 10 Things Sellers Want From Agents After the Listing Is Signed Part 2

Owners want to know what is happening with their listing. Therefore, sellers want their agent to creatively market the property, pay attention to detail, and provide excellent customer support as part of their services.

The reason most often cited by owners who were unhappy with the listing agent is not the failure of the agent to secure a buyer; it’s failure of the agent to communicate with them after the listing is signed.

Sellers want the property marketed on the Internet with a nice photo and up-to-date information.

If you’re not listing your client’s properties online then you’re living in the Stone Age. Make sure that you include the most flattering photo and information, just like you would for, say, an online dating profile.

Sellers want you to hold open houses.

Potential buyers are more likely to put an offer on your seller’s house if they can get a fully immersive experience with the property. Open houses allow buyers to envision themselves inside the home because, well, they are.

Sellers want you to be courteous, respect their property and respect their time.

Even if you think the seller is being needy, make sure that you make yourself available to them in a respectful way.

Sellers want you to use common sense when it comes to showings and appointments.

It’s good practice to keep a sign-in sheet when holding an open house. For one, you can use this information to build your email list. And secondly, this helps you keep track of what sorts of characters are milling about inside of your client’s home.

: Watch out, Mr. Real Estate Agent! There's a bad guy coming into the house!

Sellers want you to back up verbal information with written information.

Sure, the information you give your client may be just as good verbally as it is textually, but there’s something about information in writing that makes it seem much more reliable.

Keep in mind this top 10 list of seller desires so you don’t make the same mistake as many agents before you.

About Larson Educational Services:

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

239-344-7510

Tuesday, May 3, 2016

Top 10 Things Sellers Want From Agents After Listing Part 1

Owners want to know what's happening with their listing. Therefore, sellers want their agent to creatively market the property, pay attention to detail, and provide excellent customer support as part of their services.

Sellers want you to add value by providing much more than the sellers could do on their own.

If they could have found that extra value on their own then what do they need you for?

Sellers want you to look at the entire situation and give good advice.

It’s difficult for sellers to be objective about their own property. Emotional attachment, nostalgia, and good memories cloud their ability to accurately assess their home’s value. That’s why you need to be the voice of reason and wisdom for the seller.

Sellers want you to remember who the customer is and respond to their needs.

Always remember that your relationship with the seller is a mutually beneficial one, and you should remember your role as well as your client’s. This relationship will sometimes require you to swallow your pride.

: Okay, you gotta have a cut-off point though.

Sellers want to be treated like partners—keep in touch and update them at least once a week.

There’s nothing more frustrating for a seller than to be left in the dark. Keep them in the loop even if there’s nothing to report. This lets your client know that you care about them and their needs.

Sellers want to see a nice brochure—accurate, detailed, and professional.

A nice brochure shows that you’ve done your homework on the property and that you’re prepared to present their listing to potential buyers in the most professional way possible.

Keep in mind this list of seller desires so you don’t make the same mistake as many agents before you. Check back next time for part 2.

About Larson Educational Services:

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

239-344-7510

Tuesday, April 19, 2016

What Description Words Sell, Which Don’t--Florida Real Estate School

The MLS typically doesn't give agents a lot of room for descriptions. This space is valuable, so you shouldn’t repeat information that’ll show up in the details section. Save the description box for compelling, intriguing information that’ll reel agents and buyers into the home for a closer look.

Highlight the Best Stuff

Know what buyers want and, if the home you have listed has any of those features, hit them hard in your listing description.

Any unique amenities – a gourmet kitchen, hardwood floors, oversized yards and garages – are worth highlighting.
Brand names should be sprinkled throughout the text.

: Okay, maybe ease back on the brand names a bit.

Don't forget to mention appealing features such as those pullout shelves in the kitchen cabinets or the walk-in pantry.

Include Upgrades

Improved homes are attractive to buyers. New roofs and windows are especially appealing, but any improvements are worth mentioning. A homeowner who cares enough to replace, repair or improve is a homeowner who has most likely maintained the home, which is comforting to buyers.

Use the Right Words to Describe the Listing

Next time you sit down to write about a new listing, keep in mind that some words sell more effectively than others. They have more power: the power to compel a buyer to act.

Words that do not sell:

Must Sell
Value
Motivated
Move-In Condition
Clean
New Paint or New Carpet
Ranch
Quiet
Vacant

: This guy knows a bad listing when he sees it.

Words that do sell:

Landscaping
Granite
Gourmet
Curb Appeal
Fixer Upper
Beautiful – Homes described as “beautiful” sell for 5% more, and 15% faster than those described as being in “move-in condition,” according to the National Association of REALTORS.

About Larson Educational Services:

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

239-344-7510

Tuesday, April 5, 2016

The Keys to Effective Online Marketing for Real Estate Agents

The Keys to Effective Online Marketing for Real Estate Agents

Online marketing is one the most cost-effective ways to market yourself and your listings. Your business is your database. The Internet is your resource with the most potential to contribute the greatest number of relationships to that database.

A key to Internet success is to drive business to your website and listings. This can be done through traditional advertising, search engine optimization (SEO) or natural placement on search engines, blogging, and social networking.

Search Engine Optimization (SEO) is the process of improving the visibility of a website or a web page in search engines through organic / algorithmic (unpaid) search results.

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The higher on the page and more frequently a site appears in the search results list, the more visitors it will receive from the search engine.

It is easiest to obtain a top ranking for niche areas (“Heritage Palms Golf and Country Club Condos”).
More competitive areas (“Fort Myers Real Estate”) could take longer.

: Give it time for your search results to improve.

Bottom line, you won't see a large increase in traffic until you're on the first page of search results and in the top of the rankings. Find a niche and develop a central theme or message that you communicate in all media and platforms. Goal: get known for ONE thing.

About Larson Educational Services:

Brad Larson

Larson Educational Services

1400 Colonial Blvd. Suite 44

Fort Myers, FL 33907

239-344-7510