THE HIGH NOTE...

Winning, Loosing and Starting Over…

John Mangas (RE/MAX Preferred Associates) — Fri, 09 Nov 2012 12:13:04 -0800

By John Mangas, Broker/Co-Owner RE/MAX Preferred Toledo, Ohio

"Success is not final, failure is not fatal: it is the courage to continue that counts." -Sir Winston Churchill

So on Tuesday another election cycle ended. There were winners and losers’ but one thing that every candidate had in common is that they all had to start over on Wednesday. And so did each of us.

That isn’t really all that different from what each of us experiences in the normal course of doing business. None of us sign every listing appointment that we go on. Not every buyer gets to the closing table. Simple facts of life, but very often we have invested so much of ourselves in a buyer or seller that moving on can be a challenge.

Setbacks are a very normal part of life. What I have observed as a managing broker is that the most successful agents prepare for success; they make a great listing presentation or endeavor aggressively to get the buyer to the closing table. They focus on the details and leave as little to chance as they can.

The best agents also know that there are some clients who are too difficult to business with or have circumstances that they simply cannot navigate through. Plain and simple, none of us win every time. When most of us were children, we had a sibling, relative, neighbor or friend that would twist an arm behind our back until we said “uncle”. Sometimes we have clients that do the same. Recognizing that early on and then letting go can save so much of your time, but more importantly your energy and attitude. Most of us know the red flags when we see them, and yet choose to ignore them.

Having the ability to start over energized, excited and engaged can be a challenge, but as professionals we have the ability to do exactly that. Knowing that there are good people out there that need to buy and sell homes and appreciate the expertise that we offer is what keeps many of us going. Embracing the win, overcoming the loss and mustering the enthusiasm to openly greet the next opportunity is how I approach things. None of us wins 100% of the time, but allowing ourselves to move on after a defeat makes us winners!

Working IN the Business vs Working ON the Business

John Mangas (RE/MAX Preferred Associates) — Mon, 29 Oct 2012 09:16:37 -0700

By John Mangas, Broker/Partner RE/MAX Preferred Toledo, Ohio

We are all in business, and self employed…

And upon occasion we all fall into the certain traps that are part of being human. Let’s face it, sometimes we allow ourselves to take the easy path and yet there are times when we are super motivated, organized and on our A+ game. Why is that?

Psychologists tell us that the majority of us do the same 8 or 9 things every day. This includes the work patterns that we manage our business and our personal lives with. They also tell us that of these 8 or 9 tasks, only 1 or 2 is pro-active and drives business.

This is a great time of the year to analyze how we manage our business and activities. How much time do we spend working IN the business vs working ON the business?

Working IN the business can be thought of as day to day busy work much of which could be delegated. It also includes some bad habits that many of us also have that ultimately hold us back. Unfortunately, the majority of us spend way too much time on the minutia. For example, one of the bad habits I often see among agents is that they expect technology to drive their business. Many agents love spending time exploring technology options. Technology is just a tool and does not create relationships or translate well in a negotiation, however it can be helpful to enhance an existing relationship.

Now let’s shift to working ON the business. This includes creating and monitoring systems and efficiencies, being the rainmaker (enhancing relationships and creating new opportunities), evaluating priorities and managing the processes. When I think of these activities I see agents at opens, working expired listings or by owners, being in the community and actively seeking new business opportunities with business owners, HR managers, builders etc. This includes making sure that systems and processes function well and in turn allows the agent to be working at their optimum efficiency.

I know from my own personal experience, I do a much better job working ON the business the week before I leave for vacation. Suddenly, I become very organized and go into “crush it mode”. In my opinion that is an example where instead of doing 8 or 9 tasks of which only 1 or 2 drives the business I am performing at a higher level and perhaps 6 or 7 of them are driving business.

Hope is not an effective strategy. What I mean is hoping that 2013 is better than 2012 just doesn’t cut it. As we look at 2012 and plan for 2013, I encourage you to honestly ask yourself if you are spending too much time IN the business and not enough time ON the business. Increasing the pro-active tasks to 3 or 4 is manageable and doubles the amount of time that you are ON YOUR BUSINESS! Here’s HOPING that you spend more of 2013 like each week is the week preceding a vacation and that you WORK ON YOUR BUSINESS like never before!

Good morning; it’s Q4 – 2012, WOW!

John Mangas (RE/MAX Preferred Associates) — Mon, 15 Oct 2012 09:37:37 -0700

By John Mangas, Broker/Co-Owner RE/MAX Preferred Toledo, Ohio

It’s the 4^th quarter…are you re-positioning yourself to reflect that in your business practices?

I think most of us would agree that how you are conducting your activities in the 4^thquarter is different than it is in other times of the year. Many times I receive feedback from associates acknowledging that, but then there is generally a “what do you think I should be doing” follow up question. So let me share a few thoughts…

Listings: OVER COMMUNICATE! My suggestion is to be face to face with every seller at least one time during the 4^th quarter. Sharing market stats, feedback, perhaps a new market analysis or even a price adjustment are all great topics. Updating seasonal appropriate photos is a must! A great tip for this time of the year (depending on your market) may be to load your sellers in the MLS as a prospect for their neighborhood so that they see all activity (or lack of activity) in real time. By doing this, you have the perfect reason to follow up with a conversation (not an email or text message) every time you are copied on the MLS correspondence. What I’m really saying is to make information your strongest ally and use personal communication to support the message. They hired YOU and they want to hear from you personally.

Buyers: Buying power has never been better in the course of my career. Historic averages for interest rates are in the mid 8% range. With fixed rates in the high 3% range and home values at late 1990’s to early 2000’s values, this may just be the perfect window for buyers to get a property under contract. We all know that energy costs have gone up and that a large portion of the U.S. suffered from a drought this growing season. Energy and food costs together could begin an inflationary cycle that may eventually affect home values. Right now is an ideal time to be a buyer, period!

YOU: How are you re-investing in yourself? This is a terrific time of the year to spend reaching out to past clients, friends and potential new business contacts. Look at your daily and weekly routines through a STOP-START-CONTINUE lens. There are places that we can all be more efficient and this is an ideal time to evaluate your systems and business practices. No matter how good any of us are, there are always areas that could be improved.

Thanksgiving is 5 weeks away. How are you going to make a difference in your 2013 business by using the next 5 weeks to set next year’s momentum in motion now?

The Path “Fast Forward”

John Mangas (RE/MAX Preferred Associates) — Fri, 28 Sep 2012 13:06:26 -0700

By John Mangas, Broker/Co-Owner RE/MAX Preferred Associates Toledo Ohio

“Where did I leave my MLS book?”

“Can you fax this for me?”

“Will you pick up the prints at Photo-Mart for my new listing?”

“Let’s ride together today on tour”

“After I stop at Quick Print for 5 color copies, let’s do lunch”

And the list could go on endlessly…

And YES, I can recall making each of these statements!

The days of showing homes with an MLS book under one arm are long gone. Today most real estate professionals know how to do property searches on line and can upload a digital photo. But what does it mean to be truly relevant in today’s fast forward arena? Back in the day of the MLS book and the other antiquated activities above, the agent was gatekeeper to the information and the listings, conduit to the lender & title agency, and the one who controlled the process.

But consumers today “know” everything, and get it wrong from time to time. They have instant access to the listings, facts and figures that once were exclusive to agents and brokers and endless how to guides from the internet. How do we as real estate professionals ensure we remain a meaningful party to the transaction and meaningful to the process going forward?

To be relevant to consumers, brokers must first be relevant our agents. Distressed properties, short sales, HUD listings etc continue to comprise a significant percentage of the market. Those properties need the expertise of a Realtor to navigate the complex process. FSBO’s continue to list their properties with a Realtor eventually finding that they need the skills that we offer in difficult and in heated markets. Brokers must stay current and forward thinking which must be communicated to their associates which ultimately benefits the clients.

Knowledge of the local market and the ability to assist buyers and sellers to interpret the abundance of information now available to them is where today’s real estate professionals fit in. Business intelligence is the bottom line. We must learn and relearn the business every day, week, month and year. Right now going mobile is the big push and we have responded with a terrific mobile site. As we fast forward into whatever the next big push is, we will need to learn and adapt because it’s what we must do for our agents and clients; if we fail to do so we will be no more useful than the MLS book from 1985!

“The Market is GREAT, sure wish I was!”

John Mangas (RE/MAX Preferred Associates) — Fri, 10 Aug 2012 12:52:49 -0700

By John Mangas, broker/co-owner RE/MAX Preferred Toledo, Ohio

We all have those periods when frustrations begin to take us to a point where burn out starts to take over. Believe me, I've been there.

Recognizing that something is "off" is a huge first step. As Real Estate professionals, we don't have the "off" luxury if we want to prospect for and serve our clients well. For me, I have to find ways to make the business "fun again" when I'm feeling that way. That generally involves a series of deliberate steps...

1. Take a break; plan a trip or just get away from it all for a bit (& try to unplug too)

2. Bring on a few ideas; seminars, conventions or even brainstorming with other like minded people can get the creative juices going again.

3. Read something that gets you excited. I know I'm a huge fan of Gary Vaynerchuk’s books (The Thank youEconomy and Crush it!) but listening & re-listening to them gets me pumped up about where technology & alternative marketing can help us take our business.

4. Identifying what parts of the business are troublesome and causing the burnt out feelings. This needs to be part of the process, or you'll be right back in the same spot in 90 days. The problem with this is that until you have taken some time off and your head is in a different place, you may not have the perspective to look back and accurately define those areas.

5. Ask yourself what really matters. Connect back to the elements of the business that attracted you in the first place. Like putting on an old favorite jacket on the first cool fall day, you may rapidly find yourself falling back in love with your career; this is the "what's old is new again" principle. Perhaps it's as simple as a having a corkboard wall with photos & testimonials from the people that have helped buy and sell homes over the years.

6. Find a "bitch" buddy. What I mean by that is that my business partner Kathy and I vent to each other constantly. Saying what's bothering you out loud to another human being who understands you can be very therapeutic. Somehow, saying it goes a long way in getting it off your chest and begins to allow you to resolve the situation or move on. It makes me a better person and keeps the ugly stuff from taking over.

7. Keep putting good stuff in. I absolutely love Rory Vaden’s book “Take the Stairs"…I’m just finishing it and find that it takes me to good places. Finding inspiration could be as simple as a walk in the park, playing catch with child, attending weekend services, hearing some great music, going to the museum or even going to a comedy club or reading a good book. Doing something bigger than yourself or the career somehow grounds us again and helps to keep it all in perspective.

One of the first sayings that I was exposed to as a young business person was "if it's going to be, it's up to me". I still keep that on my bathroom mirror so it is one of the first things that I see each new day. It reminds me that I control my life and my destiny and that no matter what comes my way, I’ll be just fine.

Home Sales Market Showing Signs of Improvement

John Mangas (RE/MAX Preferred Associates) — Fri, 06 Jul 2012 07:29:00 -0700

By: John Mangas Broker / Owner RE/MAX Preferred Associates

Spring has given way to Summer.

Just like how the seeds that we planted in our gardens have blossomed into flowers, the Metro-Toledo real estate market is blossoming. Single family and Condo/Villa properties are showing a lower number of days on the market and an increased number being sold.

The Toledo Board of Realtors statistics show that closed sales for May 2012 were up 20% from May 2011. Additionally, our internal data shows that 2012 closed units for our agency, RE/MAX Preferred through June 27^th when compared to the same period in 2011 are up 15.9%.

We are seeing additional activity nationally and also in our local market for new homes and new construction contracts. The pent-up demand for new homes is beginning to show according to the Toledo HBA Executive Director, Bill Brennan, who stated that there has been a steady increase in permits issued in recent months.

What we are really experiencing is the front end of a recovery process. Interest rates remain historically low and buying power is as high as it’s been ever in many markets. Certainly, we are early in the process and the economy as a whole including the jobs market need to show growth to maintain the momentum.

To quote the National Association of Realtors, “Housing Matters” and housing may just help fuel the economic recovery.

HOME OWNERSHIP MATTERS

John Mangas (RE/MAX Preferred Associates) — Wed, 23 May 2012 11:58:56 -0700

By John Mangas, Real Estate Broker at RE/MAX Preferred Toledo, Ohio

I had the great privilege to be in Washington DC for the REALTOR Rally at the Washington Monument. There was patriotic music, terrific speeches and a feeling of oneness. But the message was much, much more.

Home ownership matters. It’s the reason that many of our ancestors came to America in the first place and the legacy was demonstrated throughout the program. People spoke about the tangible benefits of home ownership such as a great long term investment. However, they also spoke how owning your own home provides a sense of community and can even be traced to higher testing scores among students. Home owners take pride in their property and get involved in the neighborhood, schools and community in ways that are meaningful and provide stability.

Locally, RE/MAX Preferred was involved in over 1900 transaction sides in 2011 which helped many in the Metro-Toledo area achieve their goal of home ownership. In 2012 we are seeing even more people getting into the housing market with historically low interest rates, abundant inventory in nearly all markets and price points and an improving job market.

The dream of home ownership doesn’t need to just be a dream. The opportunity has perhaps never been greater. Housing affordability remains terrific, and in fact the Toledo Market was recently recognized by the Brookings Institute and the 3^rd most affordable housing market in the United States! It’s time now to turn the dream of home ownership in to the reality of owning a home of your own.

REAL ESTATE RECOVERY TOLEDO STYLE

John Mangas (RE/MAX Preferred Associates) — Mon, 09 Apr 2012 10:44:32 -0700

By John Mangas, Real Estate Broker, RE/MAX Preferred

April 9, 2012

While on his morning neighborhood walk Bob commented “Good morning Frank. Did you hear that the Smith’s house finally sold?” And Frank replied, “yeah…and they only had to bring $17,000 to the closing!”

That is a quick snap shot of the Toledoarea real estate market. Home sale are on the upswing. In fact we just had the best first quarter in 5 years, but make no mistake,Toledo and many other badly hurt markets have a very long way to go.

The Brookings Institute MetroMonitor has said that the Toledo is among the Top 20 cities recovering from recession when it comes to manufacturing, the report says. Expansion at the Jeep plant and GM Powertrain have spurred jobs and have helped to provide stability in a very volatile jobs climate. The report did not take the 1,100 service jobs at the new Hollywood Casino which opens in May 2012 into account.

The jobs climate and housing markets go hand in hand. What I’m seeing tells me that we just may have found the bottom in the Great Recession and are beginning to make incremental improvements. To be sure, we will bump along the bottom for a while, but short of a worldwide disruption of crude oil or an all out mid-East conflict, we should be able to look back in years to come at 2012 and say that’s where the recover began.

Back to Frank and Bob…when asked for advise about buying and selling, I like to remind people that if they are selling at a lower price, that also means that they are likely buying at a lower price. It’s all relative. We have historically low interest rates, great housing inventories to select from and bargain basement pricing; Yes Frank and Bob, homeownership is on sale!

JUST ONE MORE…

John Mangas (RE/MAX Preferred Associates) — Mon, 30 Jan 2012 15:05:57 -0800

By John Mangas, real estate broker with RE/MAX Preferred Toledo, Ohio

Last week I had the pleasure to be at the Ohio Association of Realtor’s 2012 inaugural in Columbus. The very talented Bob Miller was inducted as the 2012 president of OAR.

In Bob’s remarks, he spoke about “one more”. He challenged us an our industry to do one more thing each day to build our businesses.

That simple statement, ONE MORE really resonated with me. We can all create the time to do one more positive thing each day. In doing so, think what we can accomplish with…

ONE MORE:

Post closing follow up call
Contact with a past client
FSBO or Expired contact
Market update to an overpriced seller
Follow up with a Human Resources Manager
Call to your open house attendees
HAND WRITTEN thank you note

The list is nearly endless, as is the potential. Honest, sincere calls and follow up is part of our job. It’s not glamorous. Sometimes it’s not much fun at all, but its what successful Realtors do.

As self starters we also must be good time managers. Creating time in your schedule for regular prospecting, plus ONE MORE can only make you more successful and set you apart as a respected professional. Take the time to make the time for ONE MORE…you won’t regret it!

Top 10 Tips for Holding Successful Open Houses

John Mangas (RE/MAX Preferred Associates) — Fri, 20 Jan 2012 15:20:17 -0800

With the new year just beginning we have seen a lot of buyer activity in our market. So now would be a great time to schedule an open house.

We have several Realtors who made a good income from holding successful open houses. If you would like to shadow or chat with someone who has had success at open houses talk to Joan Rauh, Sharon Kowalski or Johnny O. They can share their techniques and strategies.

Here are our top 10 tips to holding successful open houses that we have compiled with input from our RE/MAX Preferred Realtors!

1) Check your open house attitude! Make sure it’s positive and realize you can have a successful open house if you get one buyer or seller to work with.

2) Buy a plant or gas card to use for a drawing at your open house. Use drawing entry cards instead of sign in sheet with a place for name, address, cell phone number and email address. With this information you can notify winner and deliver prize to their home or office and add them to data base to provide them with more home buying information.

3) Do research: check our appointment log on RPAAgents.com and see what price ranges are getting the most showings to determine the best price range for your open houses

4) New listings that are priced right or homes with recent price reductions are usually the best open houses.

5) Make sure the home you select is “open house ready” clean and de-cluttered interior with the exterior making a good first impression. (if not make suggestions to sellers so home is ready for open house.)

6) Put open Sunday sign rider up early in the week to attract more buyers.

7) Ask yourself where is a likely Buyer to come from: If it’s a home that may attract more first time home buyer’s than you may want to do a mailing to apartments or duplexes in the area. If the home is in a move up price range, send invitations to an adjacent neighborhood that is at a lower price point but in same area.

8) Thursday or Friday before the open drop off flyers to the neighbors inviting them to the open. Who better to sell the neighborhood than somebody who lives there. Also they may be considering selling sometime in the future. What a great way for you to start a relationship.

9) Email invitations/flyer to your sphere of influence.This serves two purposes. It keeps your name at their “Top of Mind” awareness and reminds them that you are a successful and (pro-active Realtor.

10) Use several open house signs. Most Realtors use 2-3. Try 5 or 6 and see how it increases your traffic.

Open houses can become a great source of income for you if you make them a priority when Buyer activity is high.

So please use these tips at the next open house you schedule and share your success stories with other RE/MAX agents on RPAagents.com

Speaking of Bang for the Buck…..

John Mangas (RE/MAX Preferred Associates) — Fri, 13 Jan 2012 14:45:48 -0800

By John Mangas, Real Estate Broker with RE/MAX Preferred Toledo, Ohio

Can we agree that property values in metro Toledo have fallen over the past 6 years?

Would 30% be a fair number?

Have you heard that you can obtain a 30 year fixed rate loan for around 4%?

Did you realize that the same rate would have been around 5.5 – 6% just a few years ago?

So let’s assume that a buyer bought a $150,000 home 5 years ago and did FHA financing (3% down) and that they were able to obtain a 30 year fixed interest rate of 5.75%. The monthly principal and interest payment would be about $849. per month.

In today’s market, that same $150,000 home would sell for around $110,000. Additionally, the interest rate that today’s buyer is paying is around 4%. Staying with the same FHA 30 year fixed rate (3% down) scenario, the monthly P & I payment would be around $502 per month! That represents 40% more buying power!

TALK ABOUT BANG FOR THE BUCK!

We lose site of this because the market shift happened over an extended period of time and the change was gradual. The media has talked a great deal about lower property values but has failed to point out this very important part of the equation. Today’s buyer has an opportunity to buy more home for less…PERIOD! As real estate professionals, we need to be educating the market and talking about this tremendous opportunity.

Housing affordability has not been better during the years that I have been a Realtor. We can’t depend on anyone to speak this message louder than we do! If we become ambassadors for the housing market, we become a meaningful voice and help to drive the recovery! NOW is a GREAT TIME TO BUY!

EVERYONE WANTS TO BE YOU!

John Mangas (RE/MAX Preferred Associates) — Tue, 03 Jan 2012 15:10:09 -0800

By John Mangas, real estate broker www.metrotoledohomes.com

Well…not exactly, but being aware how to protect yourself from identity theft is a great start in preventing your good name from being misused. As a realtor with RE/MAX Preferred in Toledo Ohio, I see just how important it is to protect you’re your information.

Identity theft is a serious and costly crime. People whose identities have been stolen can spend months or years cleaning up the mess thieves have made. In the meantime, victims may lose job opportunities, be refused loans, housing or cars, or even get arrested for crimes they didn't commit. We see this often when people have not reviewed their credit report for an extended period and begin house hunting in Toledo, Perrysburg, Sylvania or anywhere and loan pre approval process.

The following tips can help you lower your risk of becoming a victim.

Protect your accounts against fraud.

Contact the fraud department of any of the three consumer reporting companies--Equifax, ExperianSM and Trans Union--to place a fraud alert on your credit report. The fraud alert automatically lets credit card companies and other creditors know they must contact you before opening any new accounts or making any changes to your existing accounts.

Don't get caught by "phishing."

Scam artists "phish" for victims' information by posing as representatives of banks, stores or government agencies. This is done over the phone, through regular mail, and especially via e-mail. Don't respond to a request to verify your account number or password. Don't give out your personal information unless you made the contact. Legitimate companies will not request this kind of information in this way.

Keep your identity from getting trashed.

Invest in a paper shredder and shred all papers with personal information before you throw them away, including unwanted credit card applications and "convenience checks" that come in the mail, credit card receipts with your account number, outdated financial papers and papers containing your clients' personal information.

Control your personal financial information.

Many states have laws requiring banks and other financial institutions to get your permission before sharing your personal financial information with outside companies. You also have the right to limit the sharing of your personal financial information with most of your companies' affiliates. Write to your companies that you want to "opt-out" of sharing your personal financial information with their affiliates.

Shield your computer from viruses and spies.

Use passwords with at least eight characters, including a combination of letters, numbers, and symbols. Use firewall and virus protection software and update it regularly. Download free software only from sites you know and trust, and don't install software without knowing what it is. Set browser security to at least "medium." Don't click on links in pop-up windows or in spam e-mail, and don't download any file from an e-mail address you don't know.

Click with caution.

When shopping online, check out a Web site before entering your credit card number or other personal information. Enter personal information only on secure Web pages with "https" in the address bar and a closed padlock symbol at the bottom of the browser window.

Check your bills and bank statements.

Open your credit card bills and bank statements right away. Check for any unauthorized charges or withdrawals and report them immediately. Call if bills don't arrive on time. It may mean that someone has changed contact information to hide fraudulent charges.

Stop pre-approved credit offers.

Stop most pre-approved credit card offers by calling toll-free 888-5OPTOUT (888-567-8688) to have your name removed from credit bureau marketing lists.

Ask questions.

Ask questions whenever you are asked for personal information that seems inappropriate. Ask how the information will be used and if it will be shared. Ask how it will be protected.

Check your credit reports--for free.

One of the best ways to protect yourself from identity theft is to monitor your credit history. You can get one free credit report every year from each of the three national credit bureaus. Order your free annual credit reports by phone, toll-free, at 877-322-8228, or online at www.annualcreditreport.com.

For additional questions or to speak to an associate contact us at www.metrotoledohomes.com or 419 720 5600.

Source information provided by the Toledo Board of Realtors

It’s easy to take the “no tech” approach…

John Mangas (RE/MAX Preferred Associates) — Tue, 03 Jan 2012 15:07:14 -0800

I’m a RE/MAX broker in Toledo Ohio with 85 associates in 3 locations and over 700 listings. We closed about 1700 transaction in 2010 and are on track to do so again in 2011. We do business throughout Metro-Toledo and sell homes, condos, apartments, land etc. Basically, we deal with all types of property and people. What I’m getting at is this, nearly every day someone is in my office complaining about technology. Perhaps it’s a seller that wants only email communication, but doesn’t check their email regularly (while complaining about technology the entire time to the listing agent or anyone else that will listen). Or maybe it’s an agent complaining about a 20 something buyer that wants to negotiate a purchase offer via text messaging exclusively. In my opinion, these people are actually in the middle of the continuum. On either side of them we have people who still have (and use) a home phone and don’t have internet access. On the other end of the spectrum are those people who consider it normal to have their smart phone downloading a new app while looking at social media on their iPad and check work email on the lap top all while enjoying family movie night at home on the couch. As sales professionals it is our job to size up and sort out the level of technology our clients (and yes, even the other agent involved) are comfortable with using.

Let’s be honest here…how many of us regularly use the fax machine collecting dust in our office? In a new era of technology options, we are forced to know and understand the options that exist. Electronic signatures are here to stay. So is the new world economy. Our web site, www.MetroToledoHomes.com is getting hits from across the country and around the world. Investors have identified Toledo and many of our suburbs like Perrysburg, Oregon, Waterville, Maumee and Bowling Green as great places to put their money. And yes, like many of our other clients they are doing business electronically.

One piece of advice that I consistently recommend is to identify the communication preference that your client is comfortable with. Yes, if it’s a couple, there may very well be two different communication applications going within one side of the transaction. When you factor in the other side of the transaction, the lender, appraiser, title company

and perhaps even a 3^rd party company or asset manager; there are multiple layers of communication methods taking place. As engaged professionals, we no longer have the luxury of not learning that next new thing; it’s our job.

To be certain, there are clients out there that are “no tech” wanted. They want to speak in person or at the very least on the phone and insist on original documents with real ink on them. I say great; go see them at Starbucks and wear your name badge to better leverage the appointment. Then, go back to the office and scan the documents to a jpg…the next person in the transaction will be asking for it soon enough.

Optimism, Realism & Real Estate…

John Mangas (RE/MAX Preferred Associates) — Fri, 30 Dec 2011 15:06:02 -0800

By John Mangas, Real Estate Broker with RE/MAX Preferred Toledo, Ohio

I am an optimistic person by nature and think of myself as a glass half full person.

Today is December 30, 2011 and I am forced to look at 2012 with one part optimism and one part realism. This is where it gets difficult.

Yes, 2012 is an election year which generally is good for the real estate industry. I’m not sure it matters this time around.

2010 was the year of the “short sale”. 2011 was the year of “robo-signer”. 2012 will be the year of____________________________(fill in the blank).

Foreclosure
Recovery
Intelligent credit policies
The 2^nd helping of price reductions
Credit scoring reforms
New construction
Job creation
Inflation

We obviously do not know, but these and many other factors affect our ability greatly to our ability of offer our clients great advise and make a living.

What we know for sure is that a significant back log of foreclosure properties need to make their way through the system. Job growth needs to occur and our economy must expand before we begin to reach an equilibrium in the housing market.

Because of their convoluted methodology, NAR’s market forecasts have been overstated by as much as 14% in 2011. That number has made it’s way into the mainstream media which undermines the integrity of our national voice. Case Schiller cranks out great information but they use data that is 3 – 6 months old. It’s great for trending, but does it really mean much to the home owner needing to get every penny out of their home? Earlier this year I was flipping through the morning news “talking heads” and their in studio real estate experts who had contradicting opinions about the future of home values. Our clients don’t know who or what to believe.

That’s where we come. We absolutely must be the local real estate expert. We must have a pulse on the market and be able to offer our clients a realistic picture of what is happening in the LOCAL Metro Toledo real estate market. No rose colored glasses, just facts and insights based our unique abilities to read what the conditions are telling us.

In 2012, let’s be extra informed so that our clients get the best information available from the real estate source…each of us! Let’s make it our goal to keep real estate REAL in 2012!

HOW MAY I HELP...?

John Mangas (RE/MAX Preferred Associates) — Mon, 19 Dec 2011 15:17:01 -0800

By John Mangas, RE/MAX Preferred Broker/Co-Owner Toledo, Ohio

The Holidays are here!

Amid the news stories of foreclosures, government shut down, unemployment numbers, consumer spending trends, political debates etc. there was a news story that caught my attention. A small story that is huge.

It involves a man in Michigan who has gone to K-Mart and paid off the delinquent lay-a-way balances. Those families who were unable to pay off the balance due could now pick up their gifts and enjoy Christmas thanks to the generosity of this individual. The donor was anonymous which adds another layer of meaning to the story.

Across the country there are countless people helping those in need in ways most will never know. At RE/MAX Preferred we have sponsored a Christmas family that needed some assistance in the metro Toledo area every year to help them celebrate the season. This year the Toledo Seagate Food Bank asked us to help a family who was in distress. The father has a stage 4 cancer. Two of the 3 children have health issues of their own. We were asked if we could help solve the problems that occurred after a huge rain storm that resulted in their basement flooding. They needed to have a sump crock and sump pump installed and connected to an exit line. Additionally they needed the basement to be dried out. Our agents stepped up and within 24 hours work had begun. We were pleased to provide that assistance to this family.

Realtors are a giving group. Regardless of the region or company, the real estate industry steps up and helps to meet the community. RE/MAX has for years been involved with the Susan Komen for the Cure and the Children’s Miracle Network raising significant sums of money for research.

At RE/MAX Preferred, we are proud to give back and serve our fellow man and communities in meaningful ways. There is more need that we have the resources to meet, but we are pleased to contribute where we can and make a small difference, just as so many others do nationwide.

If you see a need in your community you have also seen an opportunity to get involved and make a difference. Please take a moment to look around…the real gift is the one you give yourself when you get involved

“IT’S THE END OF THE WORLD AS WE KNOW IT… AND I FEEL FINE”

John Mangas (RE/MAX Preferred Associates) — Wed, 30 Nov 2011 11:03:06 -0800

By John Mangas, Real Estate Broker in Toledo Ohio

Most of us recall the song in the title from the 1987 REM release, even if we can’t sing every word of every verse.

My thought is simple; the brokerage business has changed dramatically and the world we lived in has ended. Do you feel fine?

December is upon us and 2011 is in the rear view mirror. Have you embraced the new real estate world or are you still longing for things to get back to the way they used to be? It’s a great time of the year to reflect on where you are and where you want to be.

Strategies and tactics for 2012 as they relate to business planning for the new year need to be pulled out and dusted off. The time is now to take a hard honest look at yourself and your business and ask yourself some tough questions. If you are an agent looking to take your practice up a level or a broker/owner wanting to become more progressive now is the time to do an honest assessment.

Business planning is much more than budgeting and goal setting. In part it’s being a visionary and analyzing your market, your strengths & weaknesses and translating that to specific strategies. These strategies are a big picture overview with specific tactics that detail how you will implement the overall strategy. I listened to a real estate business and technology “smart guy”, Doug Devitre at a conference a couple years back. He shared many great insights that have been implemented into our company and culture. One of his sayings is powerful: understand the WHY…delegate the HOW. That saying and his presentation inspired my partner and I to transform our agency without dramatically changing the underlying culture.

Discovering ways to integrate news systems of technology and efficiencies into any business is a challenge, but necessary. Finding ways to do more with less is the way of the future. Be creative. Ask for help. And begin today!

I can tell you from personal experience that once I came to terms with the fact that the real estate world had ended as I knew it, my partner Kathy Kuyoth and I became proactive and embraced those changes, and we DID BEGIN TO FEEL FINE!

Have a great 2012!

John is broker and co-owner of RE/MAX Preferred in Toledo Ohio with 3 offices & 80+ agents.

Real Estate Career, overrated? Not!

John Mangas (RE/MAX Preferred Associates) — Mon, 28 Nov 2011 15:25:21 -0800

By John Mangas, real estate broker, Toledo, Ohio

The experts at CNBC* posted a story to their website “12 Most Overrated jobs” on November 10^th.

I read the story and was surprised to see that among their top 12 list was being a Real Estate Agent. They reference CareerCost.com who describes being a Realtor as overrated “due to the decrease in activity since the housing crisis began.”

Quiet honestly, I take great offense to their assertion which tells me that they have a fundamental lack of understanding when it comes to our industry. The need and opportunity for the real estate professional has never been greater, assuming that the Realtor has changed with the times.

There is a learning curve that successful agents in today’s market must make. Distressed property sales are a large part of the marketplace and require skill that didn’t exist 5 years ago. Short sales, bank owned properties and HUD sales represent about 1/3 of our sales in Metro Toledo and track through to our own numbers at RE/MAX Preferred.

Specialty buyer options like 203K loans, OFHA financing and rural loan programs plus the investor and rental markets also represent opportunities for Realtors. Many real estate professionals did not historically embrace these market segments, but in today’s world, they are very important to the overall business mix.

Realtors play a more important role in the home buying and selling process than ever. In fact, what I am seeing is that while there are fewer agents licensed today than 5 years ago, our agents are closing more sales. The agents at RE/MAX Preferred in 2010 based on the REALTrends reports, ranked #31 nationally for per agent production which translated to just over 21 closing sides per associate.

There is more opportunity than ever for Agents who understand the demographics of our industry. NAR research tells us that the average Realtor is about 20 years older than the average buyer. That is a generational difference that translates well for agents who understand how to blend technology, relationship building and on line marketing opportunities to more effectively reach today’s buyers.

I saw a presentation at the RE/MAX convention and the presenter asked the question, “are you learning as fast as the world is changing?” That really goes to the level of success that any Realtor can expect to enjoy. The learning curve that comes with changing marketplaces translates well to creating security and even growth for progressive agents and brokers.

WELCOME TO 2012…..

John Mangas (RE/MAX Preferred Associates) — Tue, 08 Nov 2011 10:20:32 -0800

By John Mangas, Real Estate Broker Toledo, Ohio

It’s early November…

The pumpkins and Halloween decorations are still being displayed at my house. The weekend was sunny & in the 60’s and I was even thinking about one more boat ride on Lake Erie. Then it happened; I got in the car Saturday morning and as I started to back out of the garage and there it was – CHRISTMAS MUSIC playing on the radio! NO!

Quickly, I hit play on an iPad music mix and went about my day. That momentary sound bite of the Christmas Season nagged at me all day. It was a not so subtle reminder that 2011 is rapidly winding down.

More importantly it was a jolt of awareness that 2012 is upon us. The old adage, “how you start is how you finish” couldn’t be more true. And the time to start is now, by thinking of these next 7 weeks as a jump start for 2012. Let’s ask ourselves some tough questions about working “IN” the business:

1. How is my attitude?

2. What am I good at (& remind yourself how good you really are)?

3. What can I improve upon?

4. Have I changed with the market?

5. What can I learn from my business in 2011?

6. What about the business gets me inspired and excited?

7. When I am at my best, what do others see in me?

8. Are my current systems giving me the return on investment that I deserve?

9. Where can I give back and build up others?

10. What new streams of activities should I add to build my business?

11. Have I thanked those who have gotten me this far lately?

If you notice, I did not ask about number of contacts being made; cold calls, expireds & FSBO’s. Or about social media programs, distressed sales, data bases, HUD sales etc. You see, the business naturally occurs when we are in sync with the 11 points listed above.

The real estate business in metro Toledo, Perrysburg, Sylvania and elsewhere is ever changing and evolving. The business plan for 2012 may look very different from other years. That’s OK. We’ve all heard it and perhaps even said it, “if it’s going to be it’s up to me”. It begins and ends with each of us. You see, if we are not in the right frame of mind and positioning ourselves properly to thrive in any market, the business plan is worthless. When we are working in the business, working on the business occurs as an extension of our daily activities. Yes, there will be prospecting, hand written notes, listing presentations, showings, purchase contracts, inspections, appraisal issues…and that’s what working on the business is all about. Working in the business goes to the purpose and the passion that we have for our profession, so let it show in all you do!

Welcome to 2012! It has the possibility to be your greatest year ever, and it begins today!

COMMUNICATING EFFECTIVELY UNDER PRESSURE

John Mangas (RE/MAX Preferred Associates) — Fri, 28 Oct 2011 10:39:40 -0700

By John Mangas, real estate broker

“No…that’s not what you said…”

And then it goes downhill from there.

Misunderstandings are a natural part of the communication cycle. If we become more aware of how we send and receive, respond and react, we reduce the number of misunderstandings that occur. As a RE/MAX Realtor and Broker in the Metro Toledo, Ohio area, I can attest that our clients very often don’t understand the home buying and selling process and depend on our skills to assist them.

There are 3 basic principles to follow:

1. Speak carefully

2. Listen attentively

3. Respond Accurately

Let’s begin with speaking carefully. To me that means we need to eliminate the trade jargon and speak to our clients in a concise, thoughtful way. Often times, this is where less really is more! Sticking to the facts of the matter and staying on topic are priorities. Avoid getting into run on explanations and scenarios that may or may not apply. Let’s face it, planting the “what if” seed doesn’t benefit anyone, so don’t plant it. This is where, as a trained professional, you watch their body language and gauge their reaction to your message.

Listening attentively is an area that we as human beings, much less Realtors need a reality check in. As outgoing gregarious associates, we are conditioned and even trained to have the answers. Unfortunately, we don’t always listen to the question before we offer up solutions. Effective communication under pressure must involve great listening skills. Those skills are deliberate and acquired over time. In other words, we must tell ourselves that we need to listen and focus on what they are saying, how they are saying it and pay specific attention to their body language. Empathy is a big part of hearing where the client is and gaining a better understanding of where they are. Being sure they know you have heard them and understand where they are coming from are elements of empathy. That’s not to say that you must agree with them; there will be plenty of opportunities to sort out their message, but now is not the time. A couple final thoughts on this: don’t interrupt, don’t get defensive, do turn your phone off and do take notes!

Ok you’re on! It’s time for you to respond back to them. Keep in mind that what you say is a small part of your overall message. Your facial expressions, vocal inflections, body language and even hand motions play a far bigger role than most of us would think. Life Coach Tom Ferry tells us that only 7% of communication involves the words and that 38% is tonality and 55% are the other non verbal gestures. I don’t know if he is correct, but let’s assume he could be off as much as half; that still means that we need to get better at packaging our message. Creating points of understanding is a great place to begin. Confirming what you believe they said and stating it back to them can be a great bridge builder. For example: “You mentioned that you needed possession at closing, is that correct?” This also shows them that you are listening to their concerns. Responding to the facts and keeping it simple is also important. Often times we allow ourselves to get off on tangents that only serve to confuse the issues. Like Detective Joe Friday used to say in the TV show Dragnet, “just the facts.”

Moving the conversation to points of agreement can begin to bring the conversation to a conclusion. Pointing out the things that everyone is in agreement on begins to show how much has been already agreed to, and when you get someone in a “YES” frame of mind, you are likely to get another yes! Dale Carnegie has taught this principle for years. Moving clients through issues and to a successful place of mutual agreement is not always easy, but very necessary if we want satisfied clients and future referrals.

For any questions on this topic, please contact me at www.MetroToledoHomes.com or at RE/MAX Preferred in Toledo Ohio where we serve the Maumee, Perrysburg, Toledo, Oregon, Sylvania and Holland/Springfield Twp areas.

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2010, the Year of the Housing Recovery?

John Mangas (RE/MAX Preferred Associates) — Wed, 20 Jan 2010 10:26:13 -0800

Maybe...

http://www.ohiorealtors.org/news/eNews/backup/RE10PowerPoint.pdf

The link above is the PowerPoint from a presentation that I saw in Columbus last week. It was put on by Dr. Paul Bishop, VP of Research for NAR. Great information about the state of our economy and housing industry. We need jobs, conmumer confidence, and an end to the bad news.

The tax credits have certainly helped us, but there seems to be a disconnect between the program and first time buyers. NAR has great commercials running on TV right now, but does Gen X and Y watch television? It's up to each of us to tell the story, and ask for referrals. It's a once in a lifetime opportunity for buyers and over the next 6 or 7 weeks we need to connect to those buyer...then the game is over.

One of Dr. Bishop's points was that we are likely to see higher interest rates and the biginnings of an inflationary period in the last half of 2010. That said, let's get out and talk to buyers NOW...and do what we know how to do...ASK FOR THE BUSINESS! Don't depend on NAR to do our job...we need to engage and go look for business. "IF IT'S GOING TO BE, IT"S UP TO ME!"

JUST THIS WEEK....Buyers's credit, DOA or More to come?

John Mangas (RE/MAX Preferred Associates) — Fri, 16 Oct 2009 09:29:54 -0700

It's Friday, October 16th and I'm reflecting back on this week in real estate.

The most often asked questions that I fielded from my agents have involved the first time buyers tax credit; is it too late to meet the November 30th deadline, do you think it will be extended, if so what will it look like, when will we know and so on.

My answer is that all we know is what we currently have. Personally, I believe that it will be extended, but there are several bills out there with significant changes from what we currently have. Any bill would have to get through the House and Senate. That may be a problem given the size of the federal budget deficit. The first time buyer credit has helped our local markets in Toledo, Perrysburg, Sylvania and throughout northwest Ohio.

Again...all we know for sure is what we have! Get those first time buyers out of your car and into a house in the next few days or it just may be too late!

What are you hearing... www.metrotoledohomes.com www.JohnMangas.com

Contact John Mangas, RE/MAX Preferred Broker/Co-Owner for more details.

Facinating Times...

John Mangas (RE/MAX Preferred Associates) — Mon, 20 Oct 2008 22:21:33 -0700

Real estate, the economy, war, domistic auto industry, the election and JOE the PLUMBER...

So...is that quite the combination? Yes, interesting times indeed! It's facinating to see what impact these have when combined. And then enter a plain speaking small business owner from Holland Ohio who ignites the imagination of two campaign, and our entire country. As we look deeper into Joe remarks, I believe we find a piece of ourselves; small business owners, paying our bills, wanting to grow our business' and just looking for answers.

The Blade from Sunday October 19th ( www.toledoblade.com ) clearly shows Lucas County as one of the most economically challenged counties in the State. The ripple effect impacts each of us. Yet, out of the blue emerges a plain speaking plumber from the Toledo area asking a simple question that has ingited something in many of us, which is exactly why he has been embraced on the campaign trail.

I get asked almost daily about these and other factors that impact the housing market in Toledo, Perrysburg, Oregon, Waterville, Sylvania and the region as a whole. None of us have a crystal ball, but consumer confidence is what drives the housing market. Regardless of who's elected, on some level that will create closure and the negitive or attack ads will cease; I believe that will help people start to feel better, and may be the catalyst in getting the housing market moving again. Many thing need to happen for the recover to complete itself, but let's get on with it!

Joe's ready to bet on the future and expand his business...he's not a victim of this market and we shouldn't be either.