Market Trends

A walk down memory lane…

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At the recent RISMedia Leadership and Social Media Summit,
several of us discussed where we were from a technology standpoint in real
estate and discussed what the “next” big thing in real estate will be and how
it will affect our business. This got me thinking how much has changed since I
got into real estate in 1988. 

Let’s take a step back in time and see how much has changed
and how amazing it is to remember how we ever functioned without the tools we
have today.  The list is in no particular
order and none is more important than the other, but when taken on the whole,
it is amazing.  The following list has
made us more productive, efficient and in some cases even better business
people if used properly.  If you have
others, please let me know.

We used to operate with no cell phones, but technology
stepped up and we used pagers to help keep us connected.  The pagers first buzzed then offered us
numbers to call back which we were able to do with car phones that were
attached to our consoles that took a day to install.  Luckily, technology allowed us to become
mobile with cell phones and now, we finally have smart phones.  What is next?

When we negotiated contracts it was face to face with the
sellers.  Next, we had the opportunity to
use data grams – a service that came over our thermal fax paper machines which
gave us permission to counter contracts on behalf of our clients.  Next, we were able to use fax machines, then
we progressed to scan to email, and now we use docusign and other e-signature
services.  In essence, we don’t have to
see our clients and can even be global with our business practice!

In order for clients to see properties, we used MLS cards –
postcards with a picture on the front and a very brief description on the
back.  Next, we moved up to MLS books
that allowed us to be somewhat more mobile, but the information was dated as it
took time to print and deliver.  After
this came, thermal paper and MLS printouts, dot matrix printers, online access
to MLS service with logins and now to mobile search capabilities from our smart
phones…what is around the corner?

In addition to these changes, the business itself has
changed substantially.  Some argue for
the better, some not – you decide.  At
first, it was a broker based business. 
The broker controlled the commission splits, the information made
public, advertising, etc.  We then moved
into the agent centered business where commission splits skyrocketed, the
advertising and promotion was about the agent and what they could do for the
client.  Now, we have entered the consumer
based business where everything is about the client and how we can serve the
client and provide them with as much information as quickly and efficiently as
possible.

Let’s look at access to properties.  First, it was all appointment only or agents
had to pick up the key from the listing office. 
Next we saw combo lockboxes enter the marketplace.  Then, in order to protect the sellers more,
we were issued circle keys.  When these
became easy to replicate, we move to the combo bar system, and now we utilize electronic
lockboxes of many varieties.

The controlling of Information started with the broker
controlling data to clients then agents were allowed to pass information to
clients and now information is controlled by the internet.  The internet offers virtually endless
information through blogs, websites, idx feeds, vow’s, public records and even
more sources.  It is critical for agents
to be on top of their game at all times when speaking with clients.

Wow, think about how much lead generation has changed.  It used to be we used the newspaper, cold
calling, door knocking and open houses to generate leads.  Then agents took on geographical farming to
gain recognition which lead to agents working their sphere in various ways to
obtain leads.  The onset of the internet
lead to pay per click and other pay for lead sources and this area continues to
blossom through lead generating websites.

The whole technology realm is amazing in itself.  We mentioned pager and progression to smart phones
but how about in the office and on the road? 
We have gone from office computers to personal computers to laptop,
tablets, netbooks, ipad, and mobile apps – the possibilities seem endless at
this point.

Marketing used to be almost strictly all newspaper
advertising.  Then we utilized direct
mail, billboard advertising, bench marketing, bus and car wraps and other forms
of mass advertising.   Agents have become
more practical in their spending habits by utilizing marketing to their sphere,
developing email campaigns, embracing social media outlets.

There used to be no websites then we had company websites
which paved the way for agent websites, and now we have multimedia social
interaction with our clients.

Our offices used to be brick and mortar offices often with
multiple locations.  Next came the mega
office concept where brokers consolidated into on large location.  As the market and technology  changed , offices downsized.  As more agents began to work from home,
wireless access points and wireless cards have become available, café offices
have emerged.

Initially, the way we worked was as Individual agents.  As our businesses grew, assistants became
more prevalent and more of a necessity. 
When lifestyle options and life balance became more important, buyer
agents and listing specialists lead to forming mega teams.  As technology emerge virtual assistants also
offered alternatives for agents to be more efficient.

 Our education avenues
have also changed.  We were first taught
to use the Haines directory, work expired listings and FSBO’s.  Then we took our education on the road and
obtained designations.  Next we worked on
database development, social media development. 
Our travel then gave way to on line training through RSN and other
correspondence classes.  These have lead
the way to webinars, techinars, and streaming video trainings.  Also agents have developed mastermind groups
to grow their businesses.

The agent’s compensation plans have also changed
drastically.  Initially, commission structures
started at 50/50.  Then we saw graduated
commission levels based upon production and then the 100% comp plans with a
monthly fee.  We have also seen transaction
fees become part of our compensation plans. 
There are also plans where agents are on a split until the company
reaches a level acceptable to them known as a CAP schedule and we also see
hybrid forms of these plans.

The world of financing also needs to touched upon.  It used to be 20% down loans, cash, VA loans,
and FHA low down payment loans.  In addition
to these, we had buy downs, high seller consessions and then guidelines
changed.  We had 100% loans, 80/10/10,
80/20, 80/15/5, NINA, 106%, There were COFI loans, Balloon payment loans,
interest only loans and now we have the tightest loan guidelines we have ever
seen.

The marketing of houses has also had a metamorphosis.  Initially we had simple brochures with the
exterior photo taped to the page then we had 800 call capture numbers to find
more buyers for our listings.  Next we
were able to take digital photos and create more elaborate brochures and
virtual tours.   We now market properties
through videos, dedicated listing websites, text for information technologies,
voicepad, and once again, social media outlets.

Advertising venues have also been through changes.  We used to utilize magazines, newspapers, published
articles, hosted TV and radio shows and now we have youtube channels.

Our communication with clients and other agents has also
progressed from the phone only to writing notes, then came email and IM
followed by text and coupled with Facebook messages, tweets, and even more…we
are more available today than ever before

As you notice, our business is always evolving which means
we too need to embrace change, be forward thinking and continuously move
forward if we want our business to only not survive but thrive going into the
future.  Get it?  Got it? Good!

More business, more business, more business!

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Many people ask in our one on ones what is the best way to
get more business and my answer over the last several years has been consistent
and won’t change – it is to work by referral. 
So, the next question is how do you work and get more results by
referral?  It isn’t rocket science.  You need to be involved in life –get out and
get in front of people.  Develop yourself
as a “people” person. 

The first step is to give more in value than you ever expect
to receive back.  Get to know about the
business the other person is involved in, the charities they embrace, the cause
that most interests them and then ask how you can help through referrals,
participation or in any other way they need help.  By giving yourself without expectations of getting
anything in return will get you further faster in reaching your goals.

Next is to continuously grow your database.  As you get out in front of people and help
them with their areas of interest, you will naturally be introduced to more
people and the more people you serve the more you will get in return. 

So, the next question is how do you grow your database?  The answer is to get in front of people
through associations, coaching kids, get involved in schools, charities, hold
open houses, meet your neighbors, just do whatever it takes to get yourself
into social situations and ask to serve. 
The more visible you are, the opportunities you give yourself to be
perceived as a giver of value, time, resources, and expertise, the more likely
you are to receive business in return.

Above all, it is important to put other’s interests
first.  When you help others with their
challenges, issues or concerns and you are seen as someone who cares, you will
once again, receive business.  It is a
natural instinct for most people to want to give back if you continuously give
of yourself and put others interests ahead of yours.

It is your talents, your education, your desire to better
yourself and most importantly, your attitude that makes you, you.  Always keep in mind you are the biggest asset
you have to give to others.  Therefore,
it is of utmost importance that you become a continuous learner and
teacher.  Seek opportunities to show case
your talents.  Put yourself in the
position of being a resource to others by what and who you know.

Once you put all of these pieces – and a few more – in
place, you must be open to and ready to receive.  Be ready and able to help and give all of
yourself in these endeavors.  It is also
important to remember to be grateful. 
Thank those who give to you, serve them well and more will come.

As previously mentioned, it is not rocket science but these
are the stepping stones to a long and prosperous career.  Get it? 
Got it?  Good!

Now, go sell something!

 

 

Why salespeople are successful!

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I recently wrote an article about why agents fail and thought I should counter that article and mention why salespeople are successful.  Here are a few tips to help you know why agents are successful:

· They are continuously prospecting.  When at their kids games, or at the grocery store and any place in between, they are adding people to their database to increase their chances of receiving a referral.

· They can communicate their value proposition to those they meet.  They know why they are in the business and how to let people know, in an informative way of why they should buy or sell and use them as their agent.

· They know the market, stats, and trends and can repeat them quickly and easily.  People love to speak about real estate and if you can be the information provider, you will become a trusted advisor to them and receive more leads.

· They know why today is a good time to buy or sell and can state 3 examples of why this is the case.  People need to know the “real” reasons why now is a good time to buy or sell a house that is factually based and personal to their situation.

· They further their education above and beyond the minimum standards of continuing education.  Agents who earn designations and can communicate why the designation is important to the client earn more money than agents who do not earn a designation. 

· They are continuously networking with business people, previous clients and other industry professionals.  They join BNI, chambers, or start networking groups of their own to increase their databases and get more opportunities for referrals.

· They have a plan and work their plan.  If you don’t have a business plan, develop one today!  Your business plan will give you the direction you need to be successful and give you a daily plan of action to accomplish your goals.

· They utilize social media as a tool to market themselves and their listings and services.  It is a fact – social media is here to stay.  It is time to embrace this phenomenon and get online.  Blog, get on Facebook, Linkedin, Plaxo and reach out to your database to let them know you are in the business and you are successful in it.

· They communicate the value of working with a Realtor and subscribe to the code of ethics.  They are professional and show it through their actions and interactions with others.

· They are results and solution oriented and don’t dwell on the negative situations they encounter.  They look for the educational value or learning experience in each opportunity they face.  Failure is approached as learning experience not a negative one.

· And lastly, they have positive attitudes and attack each day with enthusiasm.  Be an example to others in how you approach situations with optimism and passion and results will follow as they do with other successful people.  Get it?  Got it?  Good!

How will you make it happen?

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In today’s business world we all have similar challenges – we want more sales, more clients, a larger database, more profit and the question is, “how do we make it happen?”  In my opinion, it all starts with relationships.  How you treat others, how you speak with others, how do you interact with others are all actions that you take every day that require continuous analysis.  Once analyzed, take the time to enhance and improve on these important skills to be successful. 

The analogy of – people do business with people they know, like and trust is an adage that goes back several decades.  What must you do to have this happen to you? 

First, be an excellent listener.  Be engaged, my eye contact, lean forward, and take notes – be interested, not interesting and people will respond in kind.  Remember their name – it is music to their ears. 

Next, avoid the “me” monster – ask questions, pause before responding, find common ground and build upon that common ground.  Take extra time with people, don’t rush people, ignore people or treat them poorly – this will have a long lasting negative impression upon them.  Remember, it is all about them – not you.  You want them to feel good about the interaction with you and want more.

Also, remember to be observant – recognize their style of dress, artwork in the office or home, memorabilia, pictures of places, friends or family, the car they drive, etc. that will give you clues about how they are as individuals.  These clues about who they are and what they enjoy will help you build upon your relationship with them.

Compliment them when appropriate.  People love to receive accolades for a job well done or on their personal appearance or style.  Be careful not to overdo it or it will come across as insincere.

Be positive and keep an open mind to learn something new every day.  By learning something new, you get the opportunity to teach or help someone else with their situation.

If you take these skills, couple them with dressing the part and build upon them with what my friend Hilary Fordwich calls the 5 C’s you will gain more business, get more referrals, have more profits and in the end, enjoy more success.  

Her 5 C’s are:

Communication.  Buy in your language, sell to them in theirs.  Never start emails with I.  Use their name often.  Be visual versus internal.

Candor.  Be open and honest.  If you make a mistake, admit it.  If you don’t know something, tell your client you don’t know but you will find out.  Be a straight shooter.  Do not use the following terms  – to be honest with you, let me be frank with you or to tell you the truth.  Being honest builds credibility and trust.

Concern.  Empathize with your clients.  It is about your clients and their needs not yours.  Show you truly care by going above and beyond the call of duty.  Understand their situation and where they stand.

Competence.  Know how to tailor your service to meet their needs.  Know your business, its trends, and the numbers and know how to communicate it with your clients.

Connection.  Find common ground to neutralize differences.  Ask the right questions both personal and professional ones to learn more about them.

The more you rehearse these skills, the more you incorporate them into your daily routines, the more you and your business will grow.  Get it?  Got it?  Good!

 

What are your opportunities?

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As I sat at home and watched the Capital’s game on Saturday night it reminded me of the fact that you can’t rest on your laurels.  The Caps won the President’s Cup for the best record in the NHL but they are down in the series to the Canadiens 1-0 and were losing, at that time, 2-1 in the game when I got inspired to write about the topic of staying on top of your game. 

The game reminds me of how in business, the skill set, knowledge, determination, perseverance and fortitude that brought you success today won’t keep you on top of the mountain tomorrow.  You need to stay sharp, look for new opportunities, continue to learn, make better contacts, improve your networking skills, ask better questions if you want to continue to be successful.  Your outlook on each day needs to be positive, upbeat and faced with an open mind.  Problems and challenges others put in front of you need to be looked at as an opportunity to shine and show you are the expert in your field.  You need to be focused, on task, have a plan of action for each day and attack it with enthusiasm, vim and vigor.  You can’t sit back and wait for things to happen.  You must be motivated, inspired and eager to attract others to want to be around you and do business with you.

Although the Capitals won the game in overtime, they appear to be going through the motions as so many others do in business on a daily basis.  If you find yourself in this situation, you need to find something that brings you passion and desire.  You need to get energized about your day by doing something that gets you pumped up to go to work.  Take time to analyze where you are and why and decide to change what you are doing to get the most out of life.  Determine what you want out of life, what brings you joy and what brings you the most success build your legacy – don’t just go through the motions.  Get it?  Got it?  Good!

Life is crazy…

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It is amazing how things happen in life and why they happen the way they do.  As I watched my kids play softball and baseball this weekend, the analogy of life throwing us curveballs came to mind.  We are in a current state of change and adjustment in life.  We can stay on the bench and watch it pass us by complaining about our circumstances or we can get in the batter’s box and play the game of life.  In the analogy of between baseball and life – getting off the bench and playing doesn’t ensure you success.  You can stand in the batter’s box and watch the pitcher throw the ball right past you.  You could step out of the batter’s box as you swing and miss the ball completely or you can change what you do and get a hit – maybe even a home run.

Business, much like softball and baseball, is a game of focus, determination, dedication and seizing opportunities.  Are you doing all that you can to be a success?  Are you putting in the time necessary to get results?  Are practicing your presentations to get them right?  Are you making adjustments according to the situation you are faced with to ensure your success?  Are you educating yourself on changes in the industry, trends in the market, and the numbers?  Do you have the passion for the “game” of real estate?  If not, why not?

In baseball there are different levels of success – Single A, Double A, Triple A, Majors and lastly World Champions.  Are you putting yourself in position to be a World Champion of Real Estate?  Do you have the right attitude and approach to the business.  Right now is the time to get into the game and work on becoming all that you can be as a Realtor.  If you need help, find a coach or mentor and grow your business today.  Get it?  Got it?  Good!

Conversations with Platinum Members

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Our group met today for our regularly scheduled meeting and the conversations were lively as usual.  Any time you get together with a group of movers and shakers in the industry with a history of production, sharing, and enthusiasm, how can you not get excited?

Here is what we covered: 

What is happening in the market?  Many of us are seeing a heightened level of activity – properties are selling but also inventory levels are increasing plus many of the agents are getting ready to put houses up for sale over the next few weeks.  Overall in the Northern Virginia market our inventory level of active resales has gone from 4,421 houses for sale the last week in December to 6,666 for sale today – it is over a 50% increase in just over 3 months.  In addition, this was the same level as what was available in July of last year.

We are seeing a lot of showings, but no contracts on some properties – a little slower, no urgency in the $500,000-$600,000, but the properties under $400,000 is still smoking hot.

Appraisals seem to be working out right now – agents were worried about achieving value but they still worked.  It is important to educate sellers and have them be prepared their properties might not get the value and be ready to make adjustments.

Interest rates have increased slightly and will continue to rise through the end of year.  Inflation is one reason they will increase along with the timing of the spring market and the fact that the government has gotten out of buying mortgage backed securities.  More short sales will be affected by rising interest rates – won’t qualify for HAMP and will go into HAFA.  This is a good thing as many people will avoid foreclosure and the inevitable debacle that we have seen where yards deteriorate, appliances are taken, and values are decreased.

More healthy sales are on the market versus distressed sales which is good for the buyers.  It appears as if that may change – stay tuned.  Right now in the Northern Virginia area, only 21% of the market is distressed sales.

In a recent study of first time home buyers by SunTrust mortgage, only 10% bought because of the tax credit.  April 30th is impending date we have been speaking about but it doesn’t appear as if it will have that much of a negative impact on the market because many people aren’t aware of the credit, don’t know if it impacts them so many haven’t utilized it as they should or could have the second time around.

What’s next?  Concentrate on short sales – they are here to stay.  Open house traffic is high so hold opens to increase your database and get more buyers.  Advertise your open houses on Trulia, Postlets, Craigslist, MRIS and e-properties to get the most exposure.  One agent has also had success with Washingtonpost.com and it is only $42 per month to advertise opens on for your sellers.

What are your activities scheduled to get more business this year?  Working on real deals.  Do more networking to build relationships.  Continue to grow database.  Be sure to reach out to agents with a history of working with in the past to become aware of potential new listings for your buyers.  It is all about relationship building.  Agents are utilizing Listingbook.com to educate sellers.

Other additional information was shared:

Please, please, please order HOA/condo docs for our buyers if seller or listing agent won’t provide them when we are working with short sales – you have to protect our buyers.  We have seen many instances where a high percentage of owners are in default on the association fees.  Also, get condo questionnaire filled out prior to listing a condo to see that the new owners can get financing on the property.

Equator says to switch contracts and start from scratch on short sales that kick out – you can no longer substitute new buyer contract at the last minute.

Stay on top of the market, what is happening so you can give your clients the right advice whether they are buying or selling a house.  Get it?  Got it?  Good!

Now, go sell something!

Do we have sustainable growth in our market?

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It appears that based upon recent news about our market we can!  Sales of new condos rose to their highest first quarter levels in three years with 630 sales posted – last year there were just 316.  This allows the inventory levels to shrink which is good on all levels for real estate sales.  We have inventory levels of unsold condos that match inventory levels of 2003.  As new homes starts slow and as financing remains tough to obtain for builders and demand increases, look for conversions to become popular again if demand continues.

Additional good news is that the vacancy rates on apartments also have dropped locally and regionally and the month’s supply of rentals owned by individuals is also at recent lows of just 1.5 months.  As a result, lower concessions are being made to tenants as well – are increased rental rates next?  This should be attractive to investors who are savvy and want to take advantage of today’s lower house prices and see a great return on investment as long term real estate investors. 

There is also renewed interest in Harbor Station in Prince William County.  The board of supervisors is reporting that virtually every major developer is interested in the 2,000 acre parcel along the Potomac River which is anticipated to be a 20 year project.  A golf course, VRE stop as well as the right mix of retail and housing is planned for the mixed use development.  The last few years the project has been mired in financial disaster but it is now in control of the bank and Compass LLC and they are making quick decisions on moving the property forward for development.

We are also experiencing near historic lows in interest rates.  The Fed got out of the purchasing of mortgage backed securities and rates did not skyrocket as previously predicted they would by so many industry experts.  The Federal Reserve has vowed to keep the funds rate at 0 – .25% for the foreseeable future to keep mortgage rates low and keep the housing market moving forward.  This too will help allow us to maintain growth in the housing sector!

Unemployment rates continue to hover in the high 9% range nationally but we are well below that here locally and houses are where the jobs go at night.  As long as we continue to keep people employed – we will have strong housing numbers.  There is nothing that indicates we will lose jobs as we are insulated with DHS, the Federal Government, defense contractors, as well as the hospitality, technology, and communication industries coupled with their support services, we will be in good shape for some time.

The housing affordability index will reach 160 this year – the highest level since 1972!  This index measures what percent of households can afford to purchase a home based upon median income, median house prices and interest rates.  For more details visit: http://www.realtor.org/research/research/hameth

The HAFA program will also help facilitate more sales as it will streamline the short sale process which is approximately 25% of our market in most areas and even higher in suburbs further out from DC.  Additionally, foreclosures are higher in Maryland versus Virginia further suggesting we can sustain the growth we are experiencing.

These factors coupled with the fundamentals of our region – low unemployment, relatively affordable prices in relation to 2004-2007, excellent school systems, international and cultural attractions, and so much more will help us remain a viable housing market for many years.

It appears that the extension and expansion of the homebuyer tax credit has not had as much impact on the housing market as the original tax credit.  Builders are selling homes beyond the June settlement deadline and many sellers and buyers are unaware that the credit affects them despite our efforts and the efforts of media outlets and NAR.  The elimination of this program should have little effect on our market if everything else stays equal – consumer confidence remains high, jobless claims continue to decrease, and pending home sales continue to increase (up 8.2% – highest in 8 years) we will have sustainable growth in the housing sector.

Know the market, know the trends, and know how to communicate this to clients and you will succeed in any market.  Get it?  Got it?  Good! 

Are you determined?

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I was recently at a Wizard’s game and during the warm-ups I was looking around the stadium and noticed there were hardly any fans at the game.  Yes it was a beautiful day outside yet people had paid hundreds of dollars on their tickets and still didn’t go to the game (courtside seats and center 3 sections on each side are sold out for every game).  Earlier in the day I had conversations with a few other season ticket holders who asked why I would go to a game when they were so bad and the team they were playing – the New Jersey Nets – were even worse.   After giving it some thought, the answer came to mind and it was dedication. 

It made me realize it is hard to have dedication when things aren’t going well.  When you have to give it your all when the chips are down or when you have to make a commitment and there are other choices that appear to be more appealing like the weather, the time obligation required and in a lot of cases – short term sacrifice for long term gain.  Truly, it can be difficult to go all in day after day when faced with adversity. 

In business, so many people give up when they are so close to success and it made me realize that they don’t have the dedication required to succeed.  They try one thing then stop, then try the latest fad and don’t get results and move on to something else always looking for the easy way to success and it is never the case – you need dedication for success.

What does it mean to have dedication?  Perseverance, commitment and devotion are characteristics of dedication and are essential elements of success.  The thought process of it is easier to do nothing than to put forth the time, energy and effort to get the results is relevant in today’s market more than ever.  Dedication to your education is critical.  Dedication to the development of your sphere of influence and its growth is necessary.   Dedication to market research to know trends is an essential element for success.  Dedication to your clients is a key area of focus.  Dedication to showing up and putting in the effort is essential. 

Think about this, the winners in life persevere when things look the bleakest and come out on the “other side” stronger, smarter and better equipped to handle the next challenge.  They have made the commitment to grow and learn from their experiences and become better in their chosen field.  As previously mentioned – you see it all the time in sports – many athletes “just mail it in” and many professionals do the same thing when faced with misfortune.  Be devoted to your career.  Be willing to sacrifice the time and resist the temptations of outside elements to get ahead in the business.  Decide if you have the loyalty for the business required to go to work every day and perform at the highest levels and attain success.  If not, you should find something that gives you this type of drive.  If the dedication, commitment, and devotion aren’t there for you in real estate – get out of the business and get into something else where you have the drive to succeed.  Get it?  Got it?  Good!

How is selling a house like rowing a boat?

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In a recent listing presentation, I explained to the sellers that selling their home was like a crew team rowing down a river.  Picture the scenario – a boat going down the Potomac River in front of Georgetown and you have the team in the boat – in order to get from point A to point B, everything needs to happen in a logical order.  The boat needs to be in tip top shape, the crew needs to be facing in the same direction, the strokes need to be precise and in sync and the captain needs to be able to give the proper commands at the right times in order for the team to achieve success whether they are participating in a race or if it is practice. 

So what happens if the boat has a leak in it?  What happens if the riggers are rusted and don’t allow the proper swing motion for the oars?  What if the team members don’t stroke in unison and are out of sync?  What if the captain improperly adjusts the rudder or gives the wrong command?  What if the captain is inconsistent in his/her stroke calls?  Any number of things could result, all of which are not productive to the team and in the end, the outcome is less than desirable.

How does this correlate to selling a house?  If any one piece of the home selling scenario is out of place the sale will be difficult to achieve.  If the house is not in the right condition and is in poor shape it will take longer to sell and the owner will “net” less in the end.  If the house is not staged properly and doesn’t show well the home will attract lower offers and in some cases, none at all.  If the house isn’t priced correctly, it may get lots of activity (showings) but no contracts and in the end, it will not sell.  In addition, if the Realtor/captain does not convey the proper message about the condition of the house, the importance of staging, the correct pricing of the property and then implement the proper marketing strategy, or if they don’t recognize changes in the market and inform the sellers to make the appropriate adjustments, the house will also have a more difficult time selling.

Selling a house is a “team” effort and in order to achieve the seller’s goal of selling the property, it is critical that all the parties work together, have open lines of communication and react to the market conditions quickly so the sale occurs.  The quote about team – Together Everyone Achieves More – is more relevant in today’s market than ever before.  If you are a seller, ask the right questions of your agent.  If you are an agent, be the professional and give the right advice – or – move on to a better client.  Get it?  Got it?  Good!