Jerry's Blog

RainMaker Strategy #2: Make Your Relationship with Customers Job One

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Wed, 04 Mar 2009 12:26:14 -0800

Most customers are no different from you and me. They want:

High-quality service at the lowest possible price.
Ready access to information on their terms and in their time.
Representation that puts their interest first, whether selling or buying.

As a rainmaker, your 'Job One' is to probe deeper into customers' minds to find out what they need. The secret to success is to stay focused on the customer. What does the customer need? What worries keep the customer up at night? What prompts a consumer to become an active customer?

Your customers' needs depend on whether they are first-time buyers or first-time sellers; whether they are move-up consumers or downsizing consumers; whether the owners will occupy the house or are absentee investors, second-home buyers, estate heirs; or whether the customers are bilingual or foreign-born. All of these target-customer segments help you define and focus your marketing on the customers needs.

Appeal to the self-interest of your customer, help solve your customer's problems, help save your customer time or money and avoid costly mistakes. Be focused on the customer. Remember, the transaction begins and ends with them. Once you have a customer on your side, it is always easier to generate high-profit word-of-mouth referrals than to find an entirely new customer from the marketplace of strangers.

The rainmaker's ultimate challenge is to generate customers by specializing in people, not property, because only the customer is truly valuable.

Pre-Approval: The Key to Moving Quickly

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Tue, 24 Feb 2009 15:28:54 -0800

One of the most important steps in the home-buying process is being pre-approved for a home loan. Many buyers apply for a loan and receive approval from a lender BEFORE searching for a home. This is called "pre-approval."

Why is pre-approval important at the beginning of the home-buying process?

Pre-approval can cut days or even weeks off the closing, because the lender has already conducted its credit analysis and approved you for a mortgage.
Pre-approval strengthens your offer and negotiating position. A home seller will often choose to accept an offer from a buyer who is pre-approved for a mortgage over one whose financial picture is still in question.
Pre-approval will determine your price range and narrow your search parameters. Based on your down payment and that pre-approved mortgage amount, you will know how much you can afford before you even start looking for a house.

There is also a significant difference between buyers who are merely "pre-qualified" and those who are pre-approved.

Pre-qualified buyers are those whose lenders have determined how much they can borrow based only on information the buyer has provided to the lender. Nothing has been verified to determine the buyer's true creditworthiness. The buyer still must fill out a loan application and go through the lender's approval process.

For buyers who have been pre-approved, the lender has already done a credit check along with verification of employment and deposit. The lender's pre-approval is a commitment to loan the buyer up to a certain predetermined amount. The only piece missing is the lender's appraisal of the home to confirm its value.

Contact me when you are ready to purchase your next home. And let me know if I can provide any additional information about pre-approval or financing options.

Visit SoldbyJerry.com or call me anytime at 704-804-3550 or 704-814-6206.

Jerry Fletcher - Broker, Allen Tate Realtors®

Considering Making a Move?

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Mon, 09 Feb 2009 21:31:32 -0800

When you're thinking about making a move, the first steps in the home buying process are:

Deciding when you want to make your move
Considering how much money you would like to spend
Thinking about what type of home you would like
Deciding where you would like to live

The next step is usually finding out how much you can qualify for and deciding the type of financing that will work best for you.

If you're in the "thinking about it" stage, you will want to speak with a lender about receiving pre-qualification. If you choose to become pre-qualified, the lender will determine how much you can borrow based on financial information you provide to the lender. Pre-qualification is useful for making preliminary decisions about how much home you can afford, but does not assess your creditworthiness. You will need to fill out a loan application and go through the lender's loan approval process at a later date.

When you decide to buy a home, you will want to become pre-approved for a loan prior to beginning your home search. When you are pre-approved, the lender conducts a thorough credit check and verifies your employment and deposit. The lender's pre-approval is a commitment to loan up to a certain pre-determined amount. The only thing missing is the lender's appraisal of the home to confirm its value.

Why is pre-approval important at the beginning of the home buying process?

Pre-approval strengthens your offer and negotiating position. A home seller will often choose an offer that is pre-approved for a mortgage over someone whose financial picture is still in question.

Please don't hesitate to contact me for additional information about the buying process.. My goal is to provide you with practical information as you consider your next move. And, when you're ready to make your move, I'll help you find your dream home and handle all the details of the transaction, so all you need to do is pack!

Visit SoldbyJerry.com or call me anytime at 704-804-3550 or 704-814-6206.

Jerry Fletcher - Broker, Allen Tate Realtors®

The 2009 outlook is gloomy but some regions show growth

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Sun, 08 Feb 2009 10:26:01 -0800

Home prices around Charlotte fell last year, but not as much as you might think. On average, prices across the six-county area fell about 4 percent, shedding the modest gains of 2007. No one likes a loss, especially in the value of their home. And the outlook this year is lousy.

But there's hope. The average price of homes sold last year in more than three-fourths of the area was at or above prices from 2003 through 2005. That means most people who have been in their houses a few years are likely still sitting on gains.

Carolina Multiple Listing Services' sales from 2003 to 2008 show the following:

Last year, 26 of 70 area ZIP codes, or more than one-third, posted their highest prices of the six-year period.
Only seven ZIP codes posted declines for the period. In Charlotte, the University area's 28262 and northwest Mecklenburg's 28216, both pocked with foreclosures, had the biggest declines.
The region's biggest gain in the six years came in 28206, which includes part of Charlotte's Arts District, or NoDa, and the fragile Lockwood neighborhood north of uptown.
Last year, the top Mecklenburg ZIP code was 28204, which includes the new Metropolitan condos and the historic Elizabeth and Cherry communities.

"The market we had in 2006 and into 2007, that was not a normal market," said Donna Anderson, president of the Charlotte Regional Realtor Assoc. "We're finding that we're in a market correction."

Got questions? Visit SoldbyJerry.com or call me anytime at 704-804-3550 or 704-814-6206.

Jerry Fletcher - Broker, Allen Tate Realtors®

Finding Info on a Charlotte Neighborhood

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Sat, 07 Feb 2009 18:36:59 -0800

If you are considering moving to a new neighborhood, whether it's across the street or across the country, I recommend doing three things:

1. Use the Internet! You can find almost anything on the Internet....population demographics, crime rates, home sale trends, data on schools, satellite pictures of the area, the list is endless. The Internet is a great place to begin your research. For some tips and tricks on using the Internet to research a home or neighborhood, please visit our Real Estate & The Internet page.

2. Ask an agent. A good real estate agent knows the area. We drive around neighborhoods, we read the news, we talk to people. A good agent can tell you a lot about a neighborhood. You should know however, that real estate law prohibits us from discussing certain things. We can't tell you if a neighborhood is "good" or "bad". YOU have to decide that. We can't discuss racial, religious or economic status of a neighborhood. But we can point you to places to find answers and can provide you a lot of great info on potential neighborhoods. We just have to stick to facts, not opinions.

3. Drive around! We strongly encourage our clients to simply drive the neighborhoods they are interested in. (Obviously this may be impossible if you are relocating from a significant distance.) Try to drive the area at different times of day, during the week, and on weekends. Doing this can give you an excellent understanding of what an area is like. Sometimes nothing beats seeing the neighborhood in action...

If you do all three of these things, you find yourself a neighborhood expert in no time!

Got questions? Visit SoldbyJerry.com or call me anytime at 704-804-3550 or 704-814-6206.

Jerry Fletcher - Broker, Allen Tate Realtors®

How many Charlotte homes should I view before buying?

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Sat, 07 Feb 2009 18:05:29 -0800

This is an interesting question and one that is very difficult to answer...

The short answer is "as many as it takes to find a home for you".

The long answer is complicated and will likely change depending on your circumstances.

Purchasing a home will most likely be the single largest investment someone ever makes. As such, it is important to make sure you find a home that meets your current, and future, needs.

I tell my buyers to list home qualities and features into three categories:

Must Haves -- things you simply can not live without.
Nice to Haves -- things that would be nice, but you could do without.
Can't Haves -- things you simply can not live with.

Armed with a detailed list of these three items, a good agent can include and exclude many homes from your potential search. As more homes are visited, it becomes easier (most of the time) to refine the potential homes that may work for you. Be prepared, sometimes you may find things actually move around in your three categories!

Before you begin viewing homes it is important to discuss in detail with your agent the strategy and approach you will take to find, and view homes. There are agents out there that limit how many homes they will show someone -- an utterly ridiculous practice in my opinion.

I've heard some agents say "no one should have to look at more than 10 homes before deciding which one to buy".

Poppycock!

Everyone is different. I've helped people who bought a home after looking at 3 houses, and have other people we've shown over 100 homes to. It is important not to get into "analysis paralysis" and second-guess everything. It's also important not to pass up on a home you love "just in case" something better is out there. But by taking a systematic approach to looking at homes, keeping your priorities in order, and working closely with your agent, you can find the home that is perfect for you.

Got questions? Visit SoldbyJerry.com or call me anytime at 704-804-3550 or 704-814-6206.

Jerry Fletcher - Broker, Allen Tate Realtors®

Welcome to Charlotte!

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Sat, 07 Feb 2009 16:42:52 -0800

My name is Jerry Fletcher. and I liked to wecome and encourage you to check out Charlotte NC. I am a local real estate broker that would like to help you get acclimated to the area and local real estate market. If you have any questions about the area or any information you find here please don't hesitate to contact me at 704-804-3550.

Charlotte and the surrounding areas are a wonderful place to live. Close to the mountains and beaches it makes it a very desirable area. Our lakes and towns make a bold statement of the lifestyle that you would want to live.

Since October 1, 2008 - December 31, 2008, 250 single family homes have sold in the city of Charlotte. The median sales price is $197,906 for an average of 90 days on the market. The median square footage is 2,046.

The enjoyable weather, abundant business opportunities, and high quality of life continue to help Charlotte grow and attract newcomers. Charlotte has such a diverse community that you are sure to find the perfect community for you.

450 Million Dollar Corporations call Charlotte home for their headquarters. Many more companies are moving to Charlotte for their great job market opportunities, affordability of Charlotte, and of course for its southern charm. Charlotte is the 21st largest city in the United States.

Charlotte offers southern charm and hospitality, combined with excitement, dining, and hotels of any world-class city. Charlotte is also the home to the Panthers, Bobcats, Checkers and the Knights.

ZIP Codes: 28202, 28203, 28104, 28105, 28107, 28210, 28211, 28212, 28213, 28214, 28215, 28216, 28226, 28270, 28269, 28273, 28277, 28134

Charlotte is a growing and exciting place to live and work. Rich in Art & Sciences, the downtown area is fast becoming a great place for fine dining and different cuisine. Come see what makes Charlotte so wonderful.

Got questions? Visit SoldbyJerry.com or call me anytime at 704-804-3550 or 704-814-6206.

Jerry Fletcher - Broker, Allen Tate Realtors®

RainMaker Strategy #1: Concentrate on Marketing, Sales Will Follow

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Fri, 06 Feb 2009 14:57:11 -0800

Real estate has evolved from a sales business to a marketing business. Failing to understand the difference between marketing and sales can be very costly. To illustrate this point imagine the deep sea fisherman. Of course, they only want to catch the big ones. As they say, "The bigger the fish, the better."

Catching fish is one thing but fishing for them is an art. You have your depth finders and favorite fishing holes or reefs that always produce a catch. Then there's your favorite bait or lures, some even use an enticing mixture called chum to encourage feeding. When a large fish is caught, they pull it in next to the boat, gaff it and wrestle it into the boat.

For real estate professionals, the lesson of this story illustrates the fundamental difference between marketing and sales. Marketing's job is to make the phone ring, to generate the lead, to get the prospects through the door and compel them to ask for an appointment. Marketing is the hook, the line and the sinker. Marketing is the bait you use. Marketing is where you place the hook, how deep you lower it in the water, and in what location. Marketing is testing different techniques until you know your fish customer so well you think like a fish.

The job of sales, on the other hand, is to gaff them securely, get them in the boat, and not let them go until they buy something.

The fundamental difference between marketing and sales is that marketing is attracting and sales is convincing. These are two distinct, separate functions that go together like hand and glove. When marketing is done well, all sales has to do is close.

Probably the biggest single mistake most real estate agents make is not understanding the difference between marketing and sales. To be a successful RainMaker, your first strategy must be to concentrate on marketing and sales will follow.

If you haven't explored it already, check out the Allen Tate Intranet "Realtor Marketing Services" page. There you'll find many items for personal marketing, product marketing and stay-in-touch marketing. Then check out the Education section and look into taking advantage of the great classes available for free. Then hone those sales closing techniques.

Hail, The RainMakers!

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Sat, 31 Jan 2009 15:57:47 -0800

"Do you know what a Rainmaker is? Bucks will be falling from the sky!"

Deck Booker (Danny Devito), The Rainmaker (movie)

Hail, the Allen Tate Rainmakers!

Long ago in ancient Greece, Zeus, the Father of the Gods, was also the god of rain. Because little rain falls in Greece and on its islands, every drop could spell the difference between life and death. According to legend the solution for the desparate Greeks was to have Aikos appeal to Zeus through his mother, who was on of Zeus' hundreds of mistresses. Zeus being the father of the Gods, granted Aikos' request and sent rain. Aikos, the young rainmaker, was a hero to the Greeks.

A similar theme played out amoung the Navaho in the southwestern United States. There, the people turn to the shaman-or rainmaker-to appeal to the gods of rain. Believers have faith the shaman's appealing prayers are the reason the rain falls.

In a modern approach, airplanes have been used to "seed" the atmosphere with condensation-forming chemicals. The therory is the chemicals will attract moisture to form a cloud that will grow heavy enough to release rain. Many scientist believe this technique works.

Today's Allen Tate Agents are in a similar position. All the people in the company depend on the rainmaker to make it rain to generate business. In our case it's those life-giving leads, which without, our business will die. Generating a flow of new business is our highest responsibility. In short, the Allen Tate RainMaker is the zeus-shaman-pilot who gives life to The Allen Tate Company.

Next, I'd like to discuss some strategies to becoming a productive Allen Tate RainMaker.

Springboard to success!

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Thu, 02 Oct 2008 15:53:14 -0700

I hope everone is doing well and excited about getting your new business up and running. It's all about creating a buzz around what you're doing so use your new found excitement about all of the good stuff we learned in Winners Edge as a springboard to success. I now wear my name tag everywhere I go (except churc and maybe a funeral). People love to ask "How's the market" with a smirk~!! I say "Well, were going thru a transition period right now, but it a Great Time to Buy! I can't believe you know someone that's looking to buy a house!" It's a great conversation starter.

I look forward to hearing about all of your sucesses as we go from rookies to pros.

All the best,

Jerry

Welcome to the Winners Edge Group!

Jerry Fletcher - Charlotte / Matthews NC (Allen Tate Realtors) — Thu, 02 Oct 2008 15:18:55 -0700

This group is for new Allen Tate real estate agents and brokers to meet & greet. Exchange links, thoughts and information to increase our web presence and network for the better good of us all! After graduating Winners Edge class we are now expected to put all of our gained knowledge to work. But sometimes things just might not be as clear as we would like. Or maybe we just need an unbiased oppinion. Hopefully, here we can support one another to take the next step to becomming a top producing agent.