Barry's Blog

Change Fear, and climb the ladder of Success as a Realtor its so simple.

Barry Papagno (Keller Williams) — Sun, 15 Nov 2009 04:34:40 -0600

I Entered Real Estate in 1972, passed my test, thought I would be rich the next year. At the end of my first year my energy was gone, my money was gone, and I was simply a " Frown in a Suit"

What turned my career around was hunger and lots of education outside of my local Town and MLS area, and a Telephone.

IF you would be kind enough to let me share some of my thoughts with you, I promise you will benefit.

Today it is so easy to spend all your time invested with one or two or three buyers and their needs. I mean it's a buyers market right? But what you are trying to sell them is a listing, and what they will buy will be a listing. A home listed, priced correctly and on the market for sale.

I see in my own local market place a few interesting changes that should be looked at. Maybe 8,000 agents chasing about 8,000 closed sales in Bristol and Plymouth Counties. So someone is getting paid very little. Because I know lots of agents doing 30 to 50 closing's this year.

And with a little research what I see is that the majority of agents getting the majority of closings happen to be listing based agents who also sell homes to buyers.

The good ones, the successful recession proof agents year after year, usually have about a 50-50 ratio. 50% of their income comes from both listings closed and buyers sold.

I also have seen some of the nicest agents, decent and hard working, thousands of them in fact. They have quit this industry as a full time agent and they have gotten either full time jobs or part time jobs to supplement their needed income.

They should not have quit the Real Estate business, they should have approached their work differently and done things differently sooner.

Now I know that more than half still love the business of selling real estate so they keep their license active and hope the market rebounds soon.

That rebound is not going to happen and when it does, these agents will be ill prepared to deal with it. As what you will not see for years, is the rapid rise in price that so many agents saw from 2004 to 2007, nor the easy financing that made all deals go fast and look great and go to the closing table. Next you will not find buyers or sellers who have the same habits as the consumer in the future. They will be so far behind the times.

What is the challenge for full time Realtors doing this for their lives work?

It is Simple, basic's need to be applied here for great results.

Control the chessboard, what I mean is stop telling folks how good you are and show them extraordinary service by calling them first to say hello, and you like them, and do they need anything at all. Vendors, Appraisals for estate purposes, any questions help them.

You must restore your relationships with past clients, your data-base, and your friends and vendors. You must become a valid work horse of help, service and ideas to any question they may have about real estate related issues. You must again and again be promoting yourself as the Realtor to call for any question, or need about Real Estate.

It is like any super market attended by shoppers, you must create your own inventory, get heard from folks you know, daily, weekly, monthly. Trust me with consistency the listings will come.

I know you do not like to bother folks, feel funny doing calls, well: just get over that ask them about their families, their jobs (any worries) their vacations, and slip in your message. Just do it, now ! And little by little you will see how they like it?

Your solution to increase your income will be directly related to the number of listings you take.

You need to work 1 to 3 hours 5 days a week at Lead Generation. And that is easier said than done when you do not time-block. MY message and suggestion has to be clear now. If you want to be in Real estate and you want to stay in Real Estate as a career, you need two things, Listings on the shelf and or lots and lots of buyers who shop exclusively with you.

And you need a never ending supply of both. To obtain that supply of buyers and sellers, you should be on the phone, same time almost every day, smiling and dialing and making minimum of 25 contacts with your data base, past clients, new clients, new vendors, and people who have clients and may send you referrals.

"But Your so Busy"

Working with buyers as a buyer agent your day just evaporates into firefighting, setting up appointments, negotiations, and assembling information and communication with your buyers, chasing banks, playing tele tag, and waiting for the right match to pop up on the MLS, and then burning rubber to get their first.

Next you must buy into this. You also must plug into Technology, I myself buy real estate, and when I call or E-Mail the listing agent off his or her web-site about a listing he or she is handling and they do not call me back for hours or days, this is the worse. So, I simply move on and most of the times see that listing with the new agent who did reply to me in a timely manner.

Agents today should have the MLS information at hand, on their phone to service the mood of the calling qualified and motivated client right then and right there, The statement I am not in the office, I will get back to you later, well its fine ; but face it , "its old style."

When I shop for anything I plan to buy, I am like the consumer's of today. I don't want to order it; to back order it. To wait, I want to own it when I am done shopping. Hey I am in the atmosphere and mood to buy now.

I like most people do shop where there is the best selection of inventory. You have to have listings or (inventory) to attract shoppers it's that simple.

To build a healthy self image of yourself, you have to finish what you start! OH, and to stay in the career of Real Estate and succeed at a high level.

You need to finish and complete the Job

. Lead Generation and constant promotion of your Brand, your name, is your JOB.

It's in your ability, and success comes with showing folks you're passion, your hardness, and you're sticking power in the field. Call them all, let them know you're winning and with them as a Professional should they ever need a successful Realtor to work with.

Spring of 2010 Starts Today.

Barry Papagno

OP Easton Ma Keller Williams

508-238-5000 or Barrypapagno@kw.com

"It's your time now". Call for career Opportunities.

April 2009, has the bottom formed, or are we still in the Gates of Fire?

Barry Papagno (Keller Williams) — Mon, 27 Apr 2009 07:08:48 -0500

Finishing the first quarter of the year many who think the market will turn around may just be dreaming.

The hardest part of this dream, are agents whom are busier then ever with buyers, feel like they have never worked harder. And for most this is absolutely true.

First thing you notice in this Current Market is the huge number of sellers who are "Selling Short" meaning they are asking the bank who has their mortgage to allow them to sell even though they are short on Equity and the resulting sale will Mean a huge loss for the bank. Although with most banks this is a cheaper and more controlled way of getting some money back, instead of foreclosing on a Home that is worth less than what is owed the bank.

Foreclosures by banks are expensive and messy items to deal with.

Banks do not win when they have Real Estate Owned or (REO'S) so many are agreeing to the short sale process when the Mortgage is beginning to get delinquent.

But for Broker and Agents these are hard, hard, work and they are never in control when they sell them to buyers.

The REO market is now controlled by a few organized agents who paid the price through the years to land these accounts. Doing years of Broker Price Opinions and making contacts with Banks who had lots of loans going bad. The hard part of selling these to your buyers is, there are lots of offers, and many times offers above full asking price. SO many buyers get mad their offer was not considered and the dialogue with banks is often done simply over a computer screen. And worse the selection of the best offer by the bank offends many first time buyers. Bidding on these properties with buyers should not be for the faint of heart.

On top of this mountain of great opportunities for agents are the facts that sellers, are waiting when they have equity, waiting for the Market to improve. Worse are they thinking it might happen soon? They quote "we should soon begin to feel the stimulus spending.benifits"; the warmer weather will bring out the expensive buyers", many millions of owners who think it unwise to try to sell if they are unable to get their price.

This is best evidenced by a sharp drop in the number of Americans moving from one home to another -- today about one-third below the numbers in the '80s and '90s.

What we all need to face now is this economy is on life support.

Selling one's home should be done or buying ones home should be done, because of one reason, its your lifestyle asset and you need to move on to another "lifestyle". Trying to time this market will never work today.

The economy is too crazy to predict anything; the government is embroiled in secrecy and is shading how deep our problems are. Here is a recent report from PMI. A leading insurer of Home Mortgages perhaps after Reading it you may realize that as agents we will be working very hard making the American Dream come true. As there is no easy way and perhaps no bottom forming in today's market place of Real Estate.

PMI says home prices May continue to drop

The U.S. recession may continue to depress housing prices nationally through the end of 2010, according to a report from PMI Mortgage Insurance Co. As many as 374 of the nation's 381 MSAs (Metropolitan Statistical Areas), some 98 percent, are now facing increased risk of lower home prices at year-end 2010. However, 212 of the nation's MSAs still had a minimal-to-low risk of lower prices in two years.

The report indicates that 21 of the nation's 50 largest MSAs are now in the highest risk category, signifying the highest probability of lower house prices by the end of the fourth quarter of 2010, relative to the fourth quarter of 2008. In addition, data through January 2009 from the S&P/Case-Shiller Home Price Indices reveals continued broad-based declines in the values of existing single family homes across the United States, with 13 of the 20 metro areas tracked showing record rates of annual decline, and 14 reporting declines in excess of 10 percent.

Following the lead of the individual metro areas, S&P reported that the 10-City and 20-City Composites also set new records, with annual declines of 19.4 percent and 19.0 percent, respectively.

March creates Miracles for Monster Efforts, Good Listings selling again fast!

Barry Papagno (Keller Williams) — Tue, 24 Mar 2009 06:05:32 -0500

Run Agents....RUN!

It's 2009. It's also March, which signals the beginning of spring and hence, the best six months of the year for real estate sales in New England. I am so thankful that we are in the middle of March NOW. That doesn't mean that I'm glad we made it to March. Rather, it means that after all this time of enduring the challenges of our struggling economy, I am so very glad and thankful that we are in March at this point in our economy versus being in, say, October, and looking forward to the lean Winter months of November, December, January and February. I'm glad those months are behind us and the great weather, the emotional excitement and an all-but-certain increase in home sales is about to be upon us.

If the next five or six months could be some of the toughest months of our economy, I wouldn't want them to come during any other time of the year! March, April, May, June, July and August are the wheelhouse months of the real estate industry in our Market. They are the best batters in the line-up.

For those of us in real estate, now is the time to CHARGE! The next six months are the most opportunistic months we may ever see in our careers. Deliberate, focused, intense, consistent lead generating action will not only improve our individual business results, but will also create the end of tough times for our entire local market. The next six months should generate more sales than the last six months. Increased sales mean more activity than the last six months. Increased activity means increased competition over the last six months. Increased sales, activity and competition may even bring us some positive reports from the media (or at least positive statistics for US to report!). And if, by some chance, average sales prices start to move up as a result of all of this activity, then we may indeed be approaching the point of no return - and that's a great thing!

Here's what I'm urging you to do: RUN! Run faster, run harder, run longer. Stop walking and stop jogging and start sprinting towards the beginning of what may be the most important shift in momentum in your career. If you've been making calls, make more. If you've been knocking on doors, knock on more. If you've been holding Open Houses, hold more of them. If you've been sending emails, send more. If your energy matches the opportunities of the market in the next six months, you will create momentum that will propel you through the next six years.

Run towards this opportunity!

Think of these words as those of your personal trainer, "Give me one more set, one more rep, one more lap, one more, one more, one more! You can do it! Don't give up now! Push through and earn your reward!" I'm not kidding.

I believe that the months ahead represent the Period of Champions.

Extra effort started and sustained will create and reveal the champions among us. Can you do it? Of course you can! The better question is, "Will you?"

The good news is that being at Keller Williams is a lot like being with Verizon in that we have a HUGE network of associates that is always behind us.

We are never alone.

With every call we make, every presentation we give, every house we hold open and every closing we attend, we have the wisdom of more peers supporting us and cheering us on to victory. "It's the network." And there's no better network than ours at Keller Williams.

When he wrote "The Dip," I wonder if Seth Godin knew how well-timed that book would prove to be? I seriously doubt that he had any idea of the magnitude of The Dip we were entering. I am entirely confident that the end of the dip is near. I can feel it. I can almost see it up ahead. However, by saying that, I don't mean that things will soon be "the way they used to be." The end of the dip will represent small and consistent improvements over time that will provide relief and rewards to those who have been faithfully preparing to take full advantage of a positive shift in the market.

The natural improvements that we should see over the next six months, combined with our extra (lead generation) effort will allow us to obtain our unfair share of the market and secure the future destiny of our businesses and careers.

Let's sprint to the finish line and beyond...together!

Your #1 Fan,

Barry Papagno OP

February 2009. A home is still your Pleasure Prescription for Security.

Barry Papagno (Keller Williams) — Thu, 05 Feb 2009 05:23:37 -0600

One thing that is true in today's buyers market , and that is just what we have today A Buyers Market. However it is a fact that Sellers are still selling homes.

Buyers are plentiful, however they are only bidding on the best of the best values in housing.

We as Realtors, are still facing an almost 8 months supply of inventory. That fact makes this a Real Buyers Market. This , combined with falling and low interest rates, does take out any urgency for buyers.

There are lessons being learned for sure by the buyers. The most important lesson, is the homes for sale are not coming off an assembly line. Each home is unique, location, southern exposure to the sun, neighborhood mix, and layout and floor plan, not to mention nearness to transportation, schools, or friends.

Buyers must decide if they are buying a home for an Investment or for a lifestyle asset.

Truly if it's a purchase that will be a lifestyle Asset to the buyer, than a falling price should not be considered a risk.

For them it's the settling in factor, hanging a mailbox in a neighborhood as their permanent place to raise family, or enjoy life in their own home. We buy a car because we have a need, you buy your home for the same reason. Buyers need to stop treating home purchases as a stock purchase. Only offering what they think the value will be 3 years down the road, if all in the ecomnomy goes terrible. Why is that? Sellers will not sell.

One fact is true, about 70% of the listings being offered buyers are overpriced and not listed at fair market value. Excluding those, the other 25% offered have very good value and very defensible prices on them. And they are selling, and selling to the more educated buyers who have become competitive and anxious to settle into a good home at a fair market value.

In January and we expect in February, we at Keller Williams in Easton, anticipate too continue to close on about 80 homes with sellers and buyers.

How we do this month after month is simple.

We find our buyers the best of the best homes for sale, and we consult our sellers to price their homes competitively, and allow us to use all our Top Agent Networking abilities, our Internet buyer attraction tools, and National Referral systems and our Marketing Abilities to attract the RIGHT buyer to our Sellers.

Folks, with about 12% of homes now having no or negative equity, the buyers fears are brought on by the past buyers mistakes who bought at the peak of the market, that perceived fear is stopping buyers from making a home buying decision in many cases. Those 12% of owners, bought high and got caught in the tail end of the rising market.

Across the Nation we still have 82% of the USA homeowners safe , secure and with much equity in their homes.

In conclusion, it is a slower market, but it has become a priced right market. And it is always a good time to buy well located real estate for a lifestyle asset and to make one a home.

Barry Papagno Realtor Keller WIlliams, Barrypapagno@kw.com subject seller or buyer

Attend the following Free Class on avoiding Procrastination, set Goals for 09

Barry Papagno (Keller Williams) — Wed, 07 Jan 2009 07:29:38 -0600

Organizer:		Barry Papagno
Date:		Friday, January 9, 2009
Time:		11:00AM to 12:30PM EST

Location 574 Washington Street Easton Ma. On Route 138 in easton exit 17 off Route The 2nd floor public Training room. Realtors are invited, This is a Realtor only event. Send an Email so we know you will attend and I will have my Assistant Prepare your Training Materials to have in Class.

Everyone

Description:

""Every accomplishment begins with the decision to try""

Have you clearly set your goals for 2009 in your Business?
Have you taken a year's calendar and blocked of time for yourself.
Are you clear about your AIM for 2009, your targets and purpose?
In a counter balanced life, you must begin to learn to budget time for
All the vital areas' of your life: Work, your career and money goals, family, health,
And spiritual pursuits, that are important to you and your family.
Stop the running of your business like a hot and cold faucet in 2009..
See the value of knowing where you must end up to change where you are presently.
See your prime time, and treat your life like this is your prime time to achieve.
The relationship of you to time is always one of master to Slave. There is no middle ground. The only question is this year in (2009) is which role you choose to play.

spend 90 minutes with Barry Papagno a Realtor and former Mega agent, manager and owner for over 37 years. Learn how to lay out your year, your plans, and take your career to the next level, by this Fri laying out your foundational model of a effective simple plan. Challange your excuses, get it nailed right in January and work for 10 months and enjoy 2 months off a year. see you there.

Send Email to acharvi@aol.com, yes I am attending, no other Info is required.

December Rap, You've lost that loving feeling.

Barry Papagno (Keller Williams) — Fri, 26 Dec 2008 12:23:13 -0600

Maybe the Righteous Brothers top hit, 'You"ve Lost That Loving Feeling" , gained its roots from working agents in a market like this one.

The prices in Mass. dropped in November 16% to the largest single monthly year over year price decline since accounters began tracking numbers in 1987. Like, 21 years ouch. And sales closed dropped from 3,210, to 2600 . Units closed at a medium of $275,000 from last years same medium price monthly 2007 of $330,000.

SO what drags the Agents down, its called being part of the Bad New Bears Band. Instead of making optimistic music daily. The words we must sing are some what like this,

"the bank wants more information and letters of explaination of why you have not change the oil in your cars for one year" " I know your putting down 30% but they want to know everything now. Sorry!!

Sorry, the market took that extra $40,000 dollars in equity that you had two years ago. But those boarded up house's next door are bringing your innocent family home down in value. "

" The Ceptic system that served your home for 50 years is now determined by the experts as failed, and the new one will cost about $35,000 to install and approve, and you can not sell without it being done. And it will not bring you one more dollar in value when selling. "

" My favorite Sir. "the 11% 2nd mortgage and the 9% first can not be renegotiated, your bank says because of a loss of value in the home, and it is not in default. However they say they sometimes do negotiate with people who unlike you , do not make their payments for 4 to 6 months and are heading into foreclosure. Those are the options according to your bank. Get close to being thrown out and losing the home, and maybe then they will negotiate high , existing killer interest rates?????

Wonder why we working Realtors look so darn Thunderstruck about noon, each day at the office?

Still our agents are getting it done daily. It requires more truth, knowing what the market is, but it gets hard. The silliness ,the overreaction to the crisis wall street made for us all, who work for a living, will linger on.

I still can't figure how it all got so screwed up but from what I understand, Wall Street and Mortgage Companies un-regulated created a mess globally. Think of it this way, they, (WALL STREET) were in the Ice Cream Business and With their packing beautiful White fresh Ice cream to sell, they put in an ounce of Donkey dung with every ounce of white ice cream, and calling it a Three star Ice Cream. It took a while but then it started to taste and look funny. Bingo, it ruined the Housing Market.

As agents in this new year 2009. Our challange is to not add listings that will not sell to the market. Creating an additional illusion of a never ending supply of inventory. To help our Clients achieve their goals, we must know the trends of mortgage requirements , watch our Death dates on contracts, get perfomance dates enforced, get larger Surety of closing after negotiations, "deposit " as you may call it. We need to bullet proof our transactions for our sellers.

And further we need to have listings to attract buyers. They are going to shop more and more from home, on the web, and at their leisure with less urgency.

Perhaps for the Agent this year the truth may be, for the worker the week may have 7 days, and for the lazy agent the week may have seven tomorrows. Again we are going to have to shift and it will all be in your attitude to see the true opportunities this market can bring agents, who want to take ground they will never surrender once the Market turns.

IT may not feel good, but its gotta be done. And its what we do, better than any one else. Be proud, be strong, and be the best you can be each day. Being a Realtor is such a worthwhile profession and career.Always has been , always will be. Each day we make a valid impact on the economy and the lives of our Clients.

Barry Papagno

Welcome to December 2008- DO not get aboard the Loser cruiser.

Barry Papagno (Keller Williams) — Mon, 01 Dec 2008 17:52:46 -0600

Hello and welcome to December 2008. And do not get scroooged this month. Its important that you bear with me and read this little note.

So many agents feel this is a slow month. I can tell you otherwise.

It's a buying mood month.

Agents, who sleep in December, die in the first quarter of the New Year. Just see that as a fact.

I watched in 2007 those agents who were great agents but became spenders instead of making Penders.

Man they got so COLD sales wise. And those who did not work in Nov and Dec paid a terrible price with no closings in Jan and Feb and March.

Caught without penders and No good listings, most did not have a pay day until May 2008.

It takes 30 days to break a habit and 30 to make a habit. Do not wait folks !

There are agents who without teams took off the summer or last fall in November and December, paid a terrible price. Further agents who counted on deals before they closed were foolishly led. Agents then stopped lead generating and entered the market cold again. And again , income for those went up and down and away.

So many Agents stopped mailing, thank you cards, personal notes, then circled the wagons and tried to protect income. They stopped making investments in branding and budget and goal models , sadly they lost big time. Those who stopped making calls to thier clients and cold, warm leads, stopped bringing ideas and value daily , weekly and monthly to data base lost again.

In this game you stop and stall, your out. Untill you break the chill and push the rock uphill again. When your hot your hot, and when your not, well you got to, just have to work ceaselessly untill your hot again.

For many in our game , that consistant work effort has not happened. That needed resolve has not kicked in.

For our competitors surely It is easier to whine, to make excuses to loved ones, and to go with the headlines that say we are in an awful market. They are going out of business, adopt thier orphans and take that market they did not want. They are quitting rather then to dig deep and find the market portion that is alive and vibrant and loaded with paydays.

Do not make the mistake that most agents make and ever break your work habits, start making

good habits today, show homes, view homes, get on listing presentations, fight for market share build your pipeline of pending deals and good listings now, get out of Telephone Terror, network, call people ask for business, talk about hot deals in the market place. Work again, and for those working, sharpen your brand and promotion of yourself.

Do not enter the 2009 market COLD; you will be broke and old before your time. DO Not do it. It is so anti career minded. A fatal mistake.

It's December start right now and turn up the heat on yourself. Be a fire-starter now. You have to Shake off the doldrums and get hot, do not wait until the New Year.

Make your habit now. Improve your market now. Be a tough boss to yourself now. And now you have to " get to getting it on."

Remember this saying "if it's going to be, it's up to ME."

Come January do not be picked up on the Loser Cruiser, the ride is free but it has so many negative people on Board. Stop making the excuses and delays and just go at getting things done inch by inch.

It's always better to feel uncomfortable doing lead generation, than uncomfortable without any MONEY.

Its so true, "no money no honey, "no Finance , less romance" Trust me its done inch at a time, and in the end when you work honestly and follow models of work , You will find it easier to get rich than to continue to make excuses.

Respectfully Barry Papagno OP

November warm chills,

Barry Papagno (Keller Williams) — Wed, 26 Nov 2008 04:33:50 -0600

I just got Back from Germany after a nice 3 week vacation with my family.

I walked into the Keller Williams office in Easton Ma and I noticed something I have not seen in a long time. "Lot's of our agents working and smiling." Energy was there, agents were in conference rooms with clients signing up offers.

Agents were huddled together in groups talking about how hard it was to make closings happen on time.

Culture was there, sharing information with each other, agents helping agents, team work, Calls to bankers and appraisers and clients were being made.

There was a new buzz.

An acceptance that this down market was going to last and so was the career of these fine agents.

Since January 2006, lots of agents were slain by expectations, sales did not happen easily, and listings did not sell. Money flow was sporadic, closings were delayed and pending deals shattered by new loan criteria.

This will be a hard switch to turn but the majority of our agents have shifted to the current market and with its failings and opportunity's.

Listings are being priced right, buyers are being serviced and negotiations are going longer but ending in more and more closings. I have to admit that I see more business being done by fewer agents, mostly it's a work and lead generation ethic that is prevailing now.

Service before pay as we say. Putting the client first, being client centric and knowledgeable in today's market and banking environments.

Our local agency field is still crowded with the "I SELL ONE HOME A YEAR AGENTS", And in time I had hoped that the ranks of the 1.2 million real estate agents "roaming the streets" would thin during this downturn, for the most part that hasn't happened yet.

They who are not doing well are not giving up their licenses, but getting part-time jobs, and that is not a good thing for the Business or public perception of professionalism.

Nevertheless, we can feel it in the wind, its there again, acceptance of what type of market we are in, and knowledge on how to deal with it effectively and profitably.

It is rock and roll time again and our good career agents have now fully shifted from surviving to thriving in the current market.

OH STOP FLOWING WITH THE TIDE,, think like a rainmaker.

Barry Papagno (Keller Williams) — Fri, 31 Oct 2008 08:31:55 -0500

Ok, I am saying it now, we are in a recession, the government goats can wait if they want to make the obvious announcement, but I am not waiting. I do Real Estate for a living. And this market is now holds nothing for agents to fear. Unless they are fearful , timid, and dreaming. Never the less, the ostrich approach will guarantee nothing but career extinction.

We can not run from the USA economy, we can not fear this change, and we have to find the gaps in the market now and work, the heck out of them.

Go on a wild , hard charging, listing war, get all the listings you can, remember they are in a price war and a beauty contest to win the offer of the buyer. You need resolve now, you must bring to the market your seeds of commitment to your career ,not your needs.

Rainmakers, what a great opportunity to build your team. Many agents who can not lead generate will be glad to work on a team that has a proven market leader and can create leads and opportunities for them to stay in the business of real Estate. As so many other companies will be cutting back, you recruit their agents and teach them to be your buyer and listing agents. With this group of agents they need to know how to convert and cultivate your leads into cash.

Brokers, what a great time to attract talent, there is an old saying in the ownership of a real estate company and it's so true, "IF YOUR NOT GROWING THEN YOU'RE DIEING."

SO many of your competitors will be cutting back on basics, "THINKING THEY CAN SAVE THEIR WAY TO SUCCESS." A FATAL MISTAKE. Reposition yourself in the best space you can afford that they have left, and hire the talent that they have dismissed.

All Rainmakers the GOAL NOW IS TO HIRE TALENT ON YOUR TEAM...

In these times get with winners, do not stay with an easy crowd, You will not grow, Go where the expectaions are high and the demands to perform are high . Ask your self constantly "who am I around? What have they got me reading? What do they have me thinking? Make conclusions about your career and taking it to the next level today.

Stop waiting, stop trying to save your way to success. Self preservation has a tendency to lead to poverty. Take aim at increasing your leading with revenue.

Get leads, get leads, meet sellers meet buyers recruit agents, and work on your branding. When the tide goes out , you can see who has been swimming naked. This is when smart Realtors slowly build and commit to staying no matter what the cost, or risk. Staying in the Wonderful Business of Real Estate as a career.

Screw the recession , don't buy into the headlines, Screw the polls, the studys, people have dreams want homeownership, want to sell, want to get married , have a family , have their own home, settle an estate, move up and down. Do not ever think there is not a lot of money out there, and it is Chasing individual dreams.

By choosing this time as an opportunity , you have decided to shift and succeed, just get it on now.

Never forget what Herb Brooks told his players in the "Miracle" (2004)

Coach Herb Brooks: Address to 1980 U.S. Olympic Hockey Team Before Playing the Soviets

Great moments are born from great opportunity.

This is your time. Their time -- is done. It's over.

I'm sick and tired of hearin' about what a great hockey team the Soviets have.

Screw 'em! This is your time!!- Now go out there and take it!

. The young U.S. team was given no chance against a veteran Soviet squad that had dominated international hockey for years and had routed the Americans 10-3 in an exhibition game at Madison Square Garden the week before the Olympics. A rag tag group of college hockey players fought and They won that night and took the GOLD MEDAL.

How we need to change our Marketing Habits IN MLS

Barry Papagno (Keller Williams) — Fri, 10 Oct 2008 04:55:18 -0500

Our best ad in remarks in MLS, we have to use that free space much better. It is seen by so many buyers and Agents with Buyers. Here are some tips to improve your awareness of your best ad.

Rule one. Do not leave the same remarks on the listing when it is not selling. You would never repeat an ad in the Newspaper you are paying for that did not pull, month after month. Right?

Two. Write the Ad in the remarks section for the buyer type who will buy that offering, First time buyer, Trade up Buyer, Luxury Buyer, etc. Use first lines as catchy, Great Resale Value, Stop paying rent, Room to grow,

FOR YOU AND SELLER ads do not sell homes, agents do 79% of time, any ad copy I write will do three things,
1. Very clearly promote what would attract the buyer. And Not mention what the seller did on his weekend after visiting Lowes.
2 attract the agent with a client for your home, and be assured he or she will have a good, Creditable showing.
3. Bring buyer to want to ride to our offering and peak his or her interest.

When advertising remember: [1] your ads and remarks in MLS and in classified bought ads should have a finger stopping catchy title or first line." Escape the landlord" "For alert buyers only" Ease the squeeze, " Fix and Save BIG "Bigger things are a phone call away" "STOP Repossession and Save " It should be simple and brief with a good verbal vision of the home, "Custom Crafted New York Colonial" Spacious Cape needs nothing but intercom to find family members" " Rare Easton Find." Brick and Copper, European inspired, Spouse saver kitchen, Chefs gourmet dream kitchen, Winding tree -canopied street. A screened porch made for summer dreaming.

A breathtaking master bedroom, living room with snuggle up fireplace.

HEADLINES< > CHANGE THEM OFTEN WHEN NEEDED.

EASE THE SQUEEZE, Embassy size colonial offers 3000 square feet of modern, bright magnificent living space.

Stop Foreclosure and walk with ease into Equity.

Let your tenants build your wealth, call today and see what it takes to qualify with this west side unique well maintained Three Family.

Retire in style in this special 3 bedroom affordable and sparkling maintained Ranch.

Attention Skeptics, don't believe Realtor Ads,, then check this home out for yourself or a family member. You know it is not possible to own a striking modern 3 bedroom Ranch in a top west side subdivision for only $240,000.

Get Muddy shoes and save $25,000, Builder has not landscaped lot, but you could save and be the first to live in this mansion styled colonial with 8 sunny rooms and 4 bedrooms with 2 car garage in large subdivision for $399,000, with over 25,000 in extras. So call today and walk into true Value in this Buyers market. You will be glad you looked today.

PUT THIS ON YOUR STOP DOING LIST. NEW pipes, new septic, owner goes to Lowes often and does his own work...... Stop selling Mechanicals in home. And drop the new roof, new furnace, new plumbing, new tile, new paint, new driveway, new shrubs, new wires, new gutters, dead end, , new 220 plugs, alarm system to control thieves in neighborhood, and all those crazy descriptions that sellers love to mention, sure keep them for your brochure and in your notes but use words that make your phone ring.

Really at today's prices I am sure the home should have a newer something like a roof or plumbing that works.

Great Marketers know that you, "Never sell the steak, sell the sizzle"

Mouse-k-ters sell the new septic, will put your mind at ease along with new roof, new window, new doorbell, new ,new appliances, new pipe etc . It's hard I know, and it's a Habit, I know, but change your mindset, and start not doing what you have been that is more antique than my Great Grandmas, olive press.

I beg you also to Please learn to use no major abbreviations, NONE! "Garage w/frog 4bds 2bh, lov ldsc lot with trees and new plumb,rf,famrm,fp inliv rm, ((FROG IS FAMILY ROOM OVER GARAGE))

Stop old habits, the last few years so many silly order taking agents got in the business and with the market moving fast we all suffered from the "DUMBDOWN EFFECT, " Lets go back to basic professionalism .

A reminder by Barry Papagno OP Keller Wiliams Easton Ma.

What a banking Bailout, whats it to cost us.

Barry Papagno (Keller Williams) — Thu, 02 Oct 2008 05:59:22 -0500

Finally it got done, in a lot of ways this whole mess of goofy loans made to "get Americans into Homes", reminds me of why NAR and our Lobby fought so hard for the last 30 years to deny Banks and Wall Street from getting into our Business of Real Estate.

Here are some facts from John OGG on his article the bailout.

Pretty unfair, to consumers and all hurt by the scheming and bundling experts on Wall Street.

In a few more months many bestsellers will come out with titles like Mortgage Lust, Bank robbery, Ruin a economy by Mortgage , and many more. The sad fact is this could have all been prevented but someone was asleep at the wheel in the Goverment . A crime has been committed that we will all pay for dearly.

USA Per Capita Bailout Costs

The $700 billion financial system bailout has so far stabilized the financial markets. That part is hard to debate. The long term effects, the path, and the implications are, of course, up for debate. The questions in many discussions this weekend were what the real costs would be and whether or not these institutions should be allowed to fail.

So, one issue we wanted to consider, was what exactly does this translate to on a per individual in the U.S. In 2006, there were more than 133.9 million individual tax returns and the total number of tax returns including corporations, employment taxes, and more came to more than 168.8 million. We decided to use the larger number of 168.8 million as a representation for the entire tax system rather than just individuals, since the larger number of roughly $2.5 trillion collected was only about half of the total collections from individuals. After all, we are all in the same soup on bailouts here.

The $700 billion bailout translates to roughly $4,147.00 per filer. If you wanted to use just the individual tax filings, you would come up with more than $5,200.00. That is the price of saving Fannie Mae, Freddie Mac, AIG, Bear Stearns, Lehman, Countrywide, and other failed financial institutions via assisted mergers and other bailouts. We haven't even gotten to the other failures which are waiting in the wings

August 2008 Turtles bathing in the sun. The hare and the tortoise

Barry Papagno (Keller Williams) — Mon, 18 Aug 2008 06:19:17 -0500

For July and August truly, the papers and news reports still report this is the worst real estate market since -The Great Depression began in October 1929. And Thank God, a good majority of smart folks are bored with the tired reports and are not paying attention to this created reality in today's market place. For people who want a home, a home of their own. All of these reports are about as helpful today as going to college to obtain a degree in buggy whip engineering. Old , Old , News !

Today's serious buyers and home seeker's are paying attention to these 3 Golden facts

, 1- Interest rates are low and borrowing money is still real inexpensive.

2- In a Buyers market, you "BUY", As Prices on Real Estate are pretty good and there are lots good values in the market to make a nice affordable home for their family's future.

3. History shows us all that, it is always a good time to buy well located good real estate, as in time it will always retain value, simply because of supply and demand.

AGENTS IN THE KNOW in our office participated in over 147 closings so far in the last 60 days. And in the last 30 days they wrote 72 new Sale contracts on homes.

What is it that makes these 40% of our agents who are successful?

They have courage to do it daily. Stay the course.

I believe it's the old story, the Tortoise and the Hare.

Slowness and timing and vision are necessary for success in Real Estate Agent Sales Success. Slowness is heroic, combined with patience, models and staying the course. For full time agents working hard not smart certainly is easy, however succeeding 4 weeks in a row to obtain a clear specific monthly GOAL, is a work of art and mindset daily.

There is no one who is succeeding at a high level in Real Estate without failing most of the time in lead generation. The difference is Persistence and determination and following a firm structure of models, goals and systems. And the steady path followed with consistent purpose.

Tortoise, agents knew that newer models and systems were not a suggestion but a requirement, they work.

Great agents lead generated, they showed more homes, converted more buyers and met many more sellers each week. Steady wins the race. More listings, more presentations and more patience with sellers and buyers, more relationships, more people and clients added to one's data base daily.

In 2008 the informed agent was consistent and steady, working in lead generation day by boring day. Not chasing success but building business through branding, mailing, calling and lead generation, the slow approach to success, failing more than succeeding.

In fact daily the top agents failed more than anyone else in the business, but their secret was they stayed the course, day after day.

Staying in budget, working in the educational model. The Branding model, investing in themselves and growing their business. More success and all those days of failing started to result in more listings, more buyer conversion and more money rolling in.

Now at the end of spring and summer, the Agent (steady-tortoise-) wins the race. And has taken market share they will not give up, once the Market starts to turn again.

July 18 2008 Boiling June and July Market Shaky but alive.

Barry Papagno (Keller Williams) — Fri, 18 Jul 2008 20:28:33 -0500

I heard the fence creaking from the weight of all the "waiting" buyers sitting. In June and July quite a few got the message and went out and bought the home they wanted. These last 45 days have been powerful sales months for agents still working and following "that business plan, of, mailing, promoting, branding and educating themselves to "walk the Talk," and lead generating and listing.

In our office the larger percentage of closed transactions are going to fewer and fewer agents.

The rising rates, the tougher underwriting standards and bigger deposits fueled many buyers to see the future, "that when you fence sit and want a bank to fund your loan your going to pay more by waiting.

The hardest part of watching this market head to more "flat growth" is seeing the newspapers report on the most negative points of news they can report . Lines like "Market Sours, Stumbles, Fumbles, Brokers Mumble, Crash, We have not hit bottom yet." Terrible negitive reporting about our housing Market honestly...

What is all that brainwashing about? This market has been weak now for 28 months. A lot of Goofy loans got made by Goofy and Greedy bankers. Ordinary folks were building "Mac-Mansions" that now they can not afford to own. Builders and I included paid too much for Raw Land. We are in a Recession that feels like a depression.Mainly because it is coming after a market that gave everyone nose bleed values for ordinary Real Estate.

Here it is, simply, we are in a slow market, with flat prices. It should have happened sooner so it will last longer.

Yet everyday, thousands and thousands of homes are selling. Well cared for fine Residential properties. In fact about 88 homes a day are being closed on with new buyers in Ma. Lots of floks are buying good priced homes, Married and unmarried happy couples are moving in to homes,getting a mortgage, buying paint and furniture, and setting up their lives.

Children are playing in their new yards. Clubhouses are being built in trees. Wal-Mart is still selling Basketball hoops, and children are making new friends while parents check out schools and bus-routes.

Now I am not saying it's easy, with food, gas, and all this inflation, and lack of consumer confidence but let's get real. The banks are in business, the homes are selling, the buyers are buying and the newspapers are pumping those 10% of people in trouble and forgetting that 60% continue to be working hard to keep their homes and are paying bills. And about 30% are doing better than ever and want to buy "well located Real Estate."

Right now , part of this slowdown it it's the builders we are missing in this market. Yep, that small creative builder, who is building the right home with value on the right land. If one builder starts throwing up Raised Ranches and Small Capes in a nice sub-division for $310,000. In our area they would be selling like hot cakes.

The builders are afraid and rightly so, many have land and bank costs that are so high, and they may never be able to deliver a product on thier propertys in the near future that is guaranteed to sell.

It's these guys, these builders , that really create and move a stale market. Creating Re-Sales and new products. These local builders are missing from our market, and the bankers that backed them in good times, now make it tough for them to rock and roll.

July is busting a lot of good agents whom had hoped for a powerful spring in sales, and a lot of good builders whose products are just too expensive.

Until affordability catches up with pricing, I think truly its going to be a flat priced market.

But the good news continues, in the last 6 Months in Mass. 16,900 single family homes alone have sold.

And the highest price paid was $10,000,000. And the average market time was 142 days. With the Average price being $405,000 and the Medium Price being $320,000.

So I think the Glass in still pretty full of Opportunity in the summer of 2008.

Thud is the sound of the bucket hitting the well bottom.

Barry Papagno (Keller Williams) — Thu, 26 Jun 2008 00:28:45 -0500

Well June has come and almost left now. For many agents a failed spring means they will quit. Many had really quit a while ago and were just hanging in hoping for a good spring . Nothing make me sadder than an owner and agent for the last 37 years than to see good people with great potential leave this industry.

Its all about the money when it does not come in the agents have to move on. Like the exhaust of a failed engine, the money stream has gone deadly silent for most.

We have a whole generation of agents who never experienced reality in a market . Agents who for the last seven years had sellers who bought thier home and could sell every few years and make a big profit. That fact alone assured that everyone who bought and wanted to sell and buy again was rolling in money and making gains.

Now after agents have had thier overpriced listing expire with out selling, sellers have withdrawn thier homes because of disapointing results, and buyers who shop and shop waiting for the market to fall lower. Many agents can not take the slower pace and have not put money aside to keep the "themselves" in the business are leaving, and heading to better , steady jobs.

What kind of commitment is made by agents, when they start in this career? A doctor goes 4 years of college and medical school and then does a real tough internship. Years of study, practice, before she or he even gets to the money.

I am sad to see agents quit this business, its a great industry, and a fine opportunity for a career. Yes, its a full contact sport, and it has its ups and downs. And it offers great freedoms and rewards, but you have to learn , learn and then earn. And learning and not applying what you learn is a crime and quitting your career when times get lean does not lead to a successful Career .

I guess the old saying is really true, you do not get into real estate it gets in to you. And after all its the highest paid hard work and the lowest paid easy work in the world.

June 15th 2008 The Realtor "Papa" Fathers day.

Barry Papagno (Keller Williams) — Sun, 15 Jun 2008 04:45:27 -0500

Time to take the day with Gusto. Enjoy the time, shut down the mind when it comes to business. Stop the worry. Worring is like paying Intrest on a loan that you do not owe. It takes its toll.

Make the time to enjoy a day, call your dad say something nice, how he drove you to little league tryouts, any thing to let him know he is special in your mind, and you think of him .

No Dad, he passed or he left when you were young, then call a mentor , your brother, a friend and wish him happy fathers day. Tell him thanks and you were thinking of him. Or give by calling a friend who is a father and wish him a good day.

Forget the tie you get is horrible, the shirt to large, the day is rainy, the day is about you , as a father you have completed another year at the hardest job possible, raising a child.

Smile, push it, let it come out. Its real hard to be happy, sometimes you have to cut out of your work and be grateful, calm and satisfied with one day and make sure you hug your kids, tightly and tell them you love them and are proud of who they have become.

Remember one's accomplishments highpoints, are not measured in success, or money, but measured in how you change the world by bringing up children that are loved and treasured by you.

Stay Happy, healthy, and live to be 100.

Happy Dad's Day to all Realtors.

How do you really know a buyers Opportunity Market is done?

Barry Papagno (Keller Williams) — Sat, 14 Jun 2008 05:27:58 -0500

Oh, sure the Inventory build up is lower , but truly that is not the tell tale sign.

That is how the bookkeepers measure and report. But today opportunity for buyers has changed for sure. The hint that rates are going to have to go up is one to fact to look at in my opinion. Combine that with if your not Rockefeller, or Trump, getting a mortgage now is harder than the last 8 years have been. And the inventory, take a good look at it, what is left? Lots of foreclosed homes, neglected properties, Lots of opportunities there, for investors, kings of cash who can throw 100,000 dollars into just bringing a home back to basic Housing Codes.

These last 2 years, ( since end of 2005) in our area, some of the best homes coming to market have been "cherries and peach plums" bought at the right price. These were well cared for homes, owner occupied and they are gone. Those buyers who bought them, were (ready, willing and Ready) . Those ready buyers got a good rate, and are enjoying summer in their newer homes. Not meeting contractors, but watching their children play on the lawn, or coming home to a real home.

HOME, it is where you feel so comfortable. Home, is where you hang your mailbox of permanence in a community. And for now, those buyers, still waiting and confident in sitting on the fence , are going to pay more and get less home now.

The time for shooting ducks in a barrel of water , well it is done.

As done as a well cooked burned hot dog by a rookie cook playing with his new Weber Grill.

Barry "Papagno"

37 years of being a Good Name in Real Estate.

June 8th 2008 drinking soup with a Knife.

Barry Papagno (Keller Williams) — Sun, 08 Jun 2008 07:18:41 -0500

IT has always amazed me how agents can get so down on themselves for being in a slump. I have to tell you guys or gals who did not have a powerful closing last 2 quarters. So what!

This is your career; look at it long and lasting. I know, when you do not have the money you need coming in, you think of getting an other job, you get down, and start thinking that awful thought. "Maybe", real estate is not for me?

That thought my friends, is the anchor that kills and speeds you sinking to the bottom of the Realty Sea.

It's those thoughts that get's you circling the drain, and increases the negative and binds you to your slump. In 37 years of selling Real Estate I have had 444 months in the game. I will testify to you all that I had more than my share of "slumping and poor production in many of those months".

Real Estate is a tough game for agents, full contact sport, but in all those bad months I had, what I did not lose is Hope, and faith that it was temporary shift. I never beat my self up. I just went back to basics and established a daily, weekly plan and each and every day put more work into the hours I put in. In other words, leaving real estate as my GIG was never an option.

When these down markets shift and move, most full time agents really did not realize how off track they were. In that naive time 4 to 5 months go by and you have zero for money. That my friends was, you're paid for education time, lots of folks get caught asleep at the wheel. Captains of industry, of Billion dollar companies and agents.

You just have to get your attitude adjusted and see those months for what they are, 3 or 4 marks on a calendar. In a long career to come, you will not let it happen again. So attitude and bright smile and back to work you go, as we all know you plan and work your way out of any slump, with out getting results for 30 to 60 days or expecting them. Hi Ho, HI Ho, and its back to work we go. But never quit trying, this is too wonderful a career once you master the high and low winds of change.

Agents 5 biggest mistakes today.

Barry Papagno (Keller Williams) — Tue, 20 May 2008 05:38:04 -0500

May 20th 2008 Productivity mind whispers from an experienced agent.

In today' market most struggling agents can be heard will be saying that "once I get a qualified seller or buyer I do a great job."

But truly the issue is in the "getting. Being client "centric", means that for many leads you meet, today , it just may not be the right time for them to either buy or sell. So agents have to incubate and work longer , and stay closer with more clients' to create more leads for the future.

After 4 years of the GO, and GO now, market. The change in pace can be disturbing. The solution to creating money on a steady basis is meeting and servicing and being referred by more people in one month than the 7 to 10 that some agents in previous years, simply turned into a transaction.

Here I think are the top 5 mistakes agents make in this marketplace.

•1. As the listing agent, writing a quick and ineffective ad in the remarks section of MLS. Not targeting who will be the buyer, and what the home will do for them. Boasting about the features of the home instead of the individual feeling of the home. Worse is keeping that ad in MLS for the whole term of the listing, and never updating and changing it. Just day after day it repeats itself and usually brings the same results from buyers, None.

•2. Not being pro-active in prospecting for sellers and buyers, not setting a dedicated time to lead generate daily. Flying by the seat of one's pants daily. With out purposeful intention to get a listing daily and add more people who have future RE issues to an active agents data-base.

•3. Cutting back on Marketing, and education and branding issues and dedicated space, to set up an office and work out of daily. Disconnecting with the agents and leadership in a successful office. Pulling back down a trap door where inactivity lurks, getting you out side the culture of productivity. It's so easy to do, to retard your career. Then it is easy to point blame on your own misfortune. The real issue is you. Perhaps you may have been "Misbehaving" with your own money and time, as a career agent. And you may have dropped being a self, starting and self motivated person on a hourly, daily, and weekly, basis to be consistent in your career as a profitable agent.

•4. An other big mistake is going into each weekend with out appointments to show buyers homes, or to pop-by and look at sellers homes. It's not necessary to work each weekend. But weekends add up to 104 days a year. That is a 3rd of a year. And those unproductive weekends add up, all week you should be striving to set up as many possible appointments with buyers and sellers that you can. Driving by all the new listings early in the morning and calling back any one to look at the best values offered in this market where it's always a great time to buy well located and priced real estate.

5. Its a career game, and agents mistake the wonderful opportunity of Staying with your business and running it like a business. With a budget model, a lead generation plan, a economic model and a promotion model, and a bookeeping model. And all of this backed with a client servicing model based in consistancy.

Truly in my 37 years in Real Estate the biggest mistake I witness agents do, is to treat this business as a job, and a income source and not a Business with a clear exit stratagy to sell to another up and coming agent in the office, when you decide to slow down or retire. The years fly by, and no one I know is getting younger as they work.

The successful agents in our company are the one's that do the same dull routine day after day, lead generation, showing homes, visiting sellers, creating new ideas and implementing them. Going to daily training and positive classes. Those same "hard working agents", also take the most time off, earn the most, and set short and long term goals for themselves.

In the sales game, Courage is not the roar of the lion; it is the day to day work and courage of failing but being consistent and getting a "little get up and go in your daily get up and get it done."

Barry Papagno OP Easton Market Center Keller Williams.

New Homes sales getting better.

Barry Papagno (Keller Williams) — Sat, 17 May 2008 05:30:21 -0500

Builders are starting to dip thier toes in building speculation homes agein, With land costs way down, and more sub-contractors ready to sharpen the pencil in bidding for work, some foundations are being poured and newer homes are being built.

This pleases the buyers, as everyone knows a first choice in Real Estate for the majority of buyers is a new home. Just try to find new homes at entry level prices now a days. Nothing in terms of single familys in new sub-divisions are being built.

But Builders are nervous with the final end price that may move down, it is truly a speculation and risk. Putting out a lot of time and money and not sure that they will be able to get what they want in a sales price once the home is finished.

But slowly the Custom homes are being bought , and the profit line is small for those builders daring to build. Buyer Clients are pricing builder against builder. But truly sometimes the lower cost does reflect some poorer quality in the home .

What does that mean to buyers? Well more maintance in 10 years to begin with. And perhaps less response by the builder to your issues and complaints over the first year of ownership. With rates very low now, and a new home mortgage, its is absolutly silly not to look carefully at what materials and workmenship are going into the home you are buying. From the sub-floors to the Finished cost and items in finish landscape promises. Cost is not as important as quality and reputation and Call Back policy with todays builders.

As a Realtor I can tell you at this spring point in the market there just are not enough good new homes up and ready for buyers to buy.

May 13th 2008 Everyone is getting offers. Rock and Roll in May

Barry Papagno (Keller Williams) — Tue, 13 May 2008 06:36:15 -0500

This has been a hot week. We have 326 good listings for sale and every agent who has signs on property is getting calls from buyers. The number one question buyers are asking is, "How much are you asking for that home." That is the Major point, if the listing is overpriced in the mind of the Buyer who is calling in, the showing does not follow.

But the buyer client has made contact with our agent.

I can tell you there are lots of buyers out there, and they are understanding now is the time to buy priced right real estate. Our agents are in relationship with Thousands of "will be ready" buyers. 67% are looking for a single family home, and 19% looking for a townhouse, condo and Multi Family two or three family. Our surveys show that buyers are taking longer to buy a home, From start date to shopping most are looking inside at only 5 homes, and about 50% are taking 6 months from idea concept of ownership to purchase. Agents are learning that 40% of these buyers are taking up to a year before they put down the check and offer. Length of time spent shopping for a home has increased due to two main factors, more inventory coming on the market and low steady interest rates. But 78% of these buyers will pull the trigger if the right home comes up in the right neighborhood. They are all pre approved, and ready willing and able to buy today.

Most interesting is inventory being offered, buyer customers preferences for today's 21st Century Dream Home has changed over the last few years, this too is causing a glut of homes to build, along with low rates and more inventory coming on the market.

However the "ready Buyers who buy seem to be looking longer but looking at less homes, so with fewer showings, the average buyer is buying after only seeing the inside of 5 homes.

Just because your home is not being shown does not mean it will not be sold.

Last month our office in Easton wrote 84 offers on listings. Almost 25% fell apart and did not make it to purchase and sales, because of Home inspection repairs needed, and sellers did dictate they would not pay or make those necessary repairs. Buyers moved on, not willing to add to the cost those expensive repairs to their Commitment to purchase. Some buyers were unreasonable with the costs of those repairs, and some sellers were unreasonable in the counter offer to address the costs of those repairs.

In closing, it is best for sellers to have a home inspection by a certified home inspector before hand and find out just as a Maintance idea how far behind they are on Normal Maintance, and expect those items to come up with a buyer. Mold, Repairs, Painting and Structure issues can be a treated as an expected credit to buyers, or they can be addressed, but they will not disappear when selling a home at today's prices.

Barry Papagno

Big mistakes made in April by Sellers and Buyers, that I observe :May 10 2008

Barry Papagno (Keller Williams) — Sat, 10 May 2008 06:56:57 -0500

For Buyers, they look at a home for Schools, transportation, easy improved living, comfort, room to grow, Items, that satisfy themselves emotionally and their desires for satisfying their current budget and needs. Then they deal with a bank, which may have an Appraiser from outside the area.

Mistake, the banks Property appraisal is too low. Buyers use this as a final step to negotiate and walk from the deal.

Buyer's Best move is to; suggest a 2nd appraisal by a more local appraiser, so the buyers have the right information to purchase the home of their dreams. Many times an appraiser from Fall River or Maine will not see the value in an expensive home in Easton or the value of a Rural Special property in the Middleboro or Norton area. That appraiser may just be connected with the bank and He or she may also not have the best comparable sales information in their filing system. Where many times a local appraiser will bring in the value of the home exactly at the price point. Because their information is much more specific to the local area and recent sales in the area

Buyers Sign a Contract With Contingencies; IT is imperative that all Promised Performance in those dates be watched by the buyers, it does not matter what is Emailed or talked about, those conversations are as "good as the paper they are written on." NO GOOD AT ALL.

Buyers must watch the CONTRACT Death Dates, which are those dates for Mortgage approval, Home Inspection, dates you must have full Mortgage application in by. Those dates are firm. Do not, not worry. Passing those dates without a written extension signed by sellers and buyers and in your hand can put your deposit at "DEFAULT'. And your Home Buying experience at Risk.

Sellers, biggest mistake is getting emotionally defensive about their home during negotiations and home inspection issues. I hear sellers say all the Time, "every home needs work; they are not buying a new home." Every home does need work, but working couples and today's buyers, really do not have time for past repairs. They come into a home, almost broke from the down payment and about 3 to 8 thousand dollars in closing costs. They are afraid, the values may go down, and understand that they just know that in New England what work a home needs is called Normal Maintained. If the seller has not done their share of Normal maintained than the buyers want it fixed. Seller's get into a rage about these small percentages of sales prices and get stubborn and the opportunity to sell and move on falls apart. In 90% of these cases the issue comes up with the next buyer and the seller who waits in a dropping market gets less net as time goes on.

Sellers mistake #2. Choosing the wrong Listing Agent; your friend, your cousin, your working partner, may not be the best choice to represent you in this challenging market. Negotiation ability is so necessary to find in a listing agent today, this talent can save a seller thousands and may be the difference between you staying or moving. The ability to consult and council you properly in an unemotional by caring way. Listing agents owe you COAL. THIS means CARE, Obedience, Accounting and Loyalty. I never take a listing on my team, I do not plan to close and I am prepared to consult with that seller in a positive way until we get him or her to a closing where they win in this Market.

Seller Mistake #3 Waiting to sell your home, acting like it will be easy to buy one before selling yours? Given the current housing environment, it's more important than ever to sell your existing home before you commit to a new one. Thanks to a glut of properties on the market and tighter lending standards for potential buyers, it's going to take a lot longer to find a buyer than it would have a year ago. If you don't start showing your home until after you've signed a contract for a new place, you're taking on the added risk of carrying two mortgages for an extended period of time, which is a huge Family wealth drain.

Seller Mistake #4. Not understanding the contingencies in the contract and what they mean to you and your home and loved ones. Timing is so important, and the average buyer tends to drag their feet when their feet are not held to the fire for performance. The deposit being to low, is another huge mistake, sometimes sellers want their home sold, they take less than they should in the excitement of the offer process. This is truly a seller's decision; the deposit is what I call the "surety of closing happening."

Seller Mistake #5 , Folks this is a whooper, The Seller "SAYS IF I CAN NOT GET MY PRICE I WILL RENT IT."

I tell sellers, come on folks, you have over $134,000 in Equity here, {IF THAT IS THE EQUITY POSITION}, Would you go give a stranger $134,000 in cash and ask him to pay you $2,000 a month and when he is done with the money return the balance in full to you? That is exactly what you as a seller are doing when you rent a home. Changing one's mind is a great sign of character, renting your house in a market that is declining only brings you more loss, more maintained condition worries and depreciation and less wealth. In this market "Cash in King."

Hope this helps agents, buyers and sellers, and Remember I am never to busy for your Referrals' or questions on current real estate issues.

Barry Papagno OP Easton Keller Willliams

Barrypapagno@kw.com

A rain filled weekend, but lots of offers, What are the buyers bidding on?

Barry Papagno (Keller Williams) — Sat, 03 May 2008 23:37:23 -0500

Priced right property again has picked up. Lots of offers taken this rainy weekend. Bigger deposits are put in with these offers to show the sellers our buyers are earnest in thier Surety to close on the home, if the offer is accepted. Most of the buyers are shopping up , "UP PRICING SHOPPING FOR HOMES, shopping up in prices. Why do you need to know that well, if your a seller and your not priced or marketed correctly in a competitive position, chances are your home is not going to get shown.

The biggest question that sellers ask us is why are we not getting activity. There are only two reasons, you are priced right and the attraction to your home is not large right now. IT could be your home is different, 5 bedrooms, 2 bedrooms no garage, not in the scope of the average buyer, but be patient if your agent thinks the value is right than it will sell , no matter what the Threshold activity has been.

The other answer may be , your home is on the market but not in the market, sometimes just being 7% overpriced means your not in a competitive position with other similiar properties asking less money, which may be getting buyer attentinon and offers first.

After 37 years I would rather price a home fair and square and price it right and have my sellers refuse offers than not get them at all.

Of course communication between agent and Ownner/seller is most important. To review current market pricing changes and activity. This should be discussed and updated once a month. In consultation with Seller and Agent face to face. Using tools called a "REVERSE MARKET STUDY"

Your exclusive listing agent should be doing a Reverse Market Study on your home listing for you. This means to review every home that has come on the market in the last 30 days since yours has been listed, including all price changes, on exisiting competition, all solds, and all homes that went underagremt since your listing. Also all expired listings, or "not Solds", and Cancelled Listings or withdrawn listings. ANother reason for the meeting is to review client comments to see if staging the home in a simple way would help bring in more offers or at least traffic. It is also a great time to look at the marketing plan that has been used, and the ideas of open houses and broker networking used by the agent.

Homes sell or do not sell for 5 reasons, Price, Condition, Location, Target appeal, and Agent Marketing ability.

And buyers look at homes to buy when there seems to be good value and the value outweighs the asking price.

Don't lose at the negotiating table , many opportunites are lost here. Work with your agent to keep you in focus, on your desire to sell. Do not get emotional, be openminded if your a seller or a buyer, a home is a big ticket item. Stay out of Conclusions and Judgement untill you have heard all the facts.

This being the first full week in May lots of homes will be sold. This will be a hot Month for sales for 2008.

The good propertys , that are priced right this month will sell, to the right buyer if that buyer is ready willing and able to make the deal. Good luck on all ends this May, it truly is when the infomed buy the informed sell.

How about the many clients who are not moving or buying now? TRENDS 08

Barry Papagno (Keller Williams) — Wed, 30 Apr 2008 18:42:09 -0500

April 30, 2008, Lots of consumer changes in attitude will affect how successful we can be selling to this new wave of "low consumer confidence".

However, lots of change are happening in their lives and affecting the confidence of both sellers and buyers.

I want to talk a moment about some of these trends we need to see.

First; Structural trends take their toll. Just ask Smith Corona, or any typewriter company.

Do me a favor, when you're driving around Bristol and Plymouth County just, start to notice a newer trend in the real estate market place.

Working the road, I start to see more and more retail space vacant. That shows someone is losing jobs. The personal trainers gone, the ski shop closed the former small Dinner and restaurants, closing. The local video store, the fabric store, furniture store, appliance store, as the vice tightens, small trends can have a great effect on any business in any community.

Sure some changes are good, why rent a movie when you can sit and get one on TV. Of course you can not use it on the Kids TV or the Family TV. Only on one TV.

But when pasta gets more expensive you have to notice, My dinner bill for Pasta for my children and friends the other night was over $110 dollars with pizza. I was at a small little spot, not the 4 Seasons in Boston.

Grain, Gas and oil are "Scarce now"> I read , that Australia lost 95% of its usual grain production in 2007 from a drought. That is a big field of grain , Australia is big, my buddy Mike Hailkal vacationed there he told me it was a huge island.

Ok, so what's that got to do with Real Estate Sale.?

Empathy we need to have more of it as agents. Folks some contact's you will meet will not move now. But they will buy or sell in the future.

And agents you need to stay in Relationship with them, as they are now, scared of this economy and with Good Reason. Half of the world is a lot more conservative than the average Realtor personality, whom has drive and is a risk taker.

Follow me here please, everyone is paying more and getting less. Lots of Less.

Gas and food, at all time highs, the local towns are raising property taxes and water usage rates. Closing libraries, laying off Police officers, not hiring fireman, and I don't like the sound of that, any one who risks their lives to make me safe is worth the money and needed in my opinion.

Today You pay for Rubbish take-away; Children do not play sports free in town any more.

More fees' and more fees's everywhere.

Like a little thief of every time you turn around, a dollar more is being lifted from your money clip. The sticker expired on your cars. The Insurances on your home, car, life.

The medical program your "safety net" is getting more expensive and your getting less.

Now my point is that all of this is taking it's piece out of the free spending consumer of yesterday.

I know home prices have come down. But really they were at such high-heights in our area that the closing costs came to almost as much as I sold my first home for in 1973. And when you add all these costs of living and the cost of housing it takes a moment to think about things for most buyers and trade-up sellers.

This trend of title 5 is a good thing for the globe, clean water less pollution of ground water. But tell an older homeowner of 80 years that before he sells his cost of upgrading his Septic system between engineering and excavation and installation and town approvals may take 23,000 of money he hoped to live on in the future.

Not a fun spot to be in as the friendly Realtor. Please "do not shoot the messenger."

Realtors of today have to learn this recession is not global, its consumer driven, they are getting shopped out..

This attitude of commission "centric" agents, instead of "service Centric " is left over from the go-go early 2001 2005 era of "do business now or I am moving on." A fast market poor lesson to newbie realtors.

Think Service and Relationships when prospecting, staying in touch. Service without fee's, practice high empathy with potential clients.

Become a relationship Realtor, not just a transaction based Realtor.

Our industry will be better for us all.

Homes will sell, it's the American dream. You build wealth through home ownership, its true. Everyone I know who is rich either made their money selling and buying real estate or owning real estate. But do be a little more understanding and helpful as an agent when the seller or buyer says I just can not do this now. Make him a client for life.

Barry Papagno OP KELLER WILLIAMS EASTON MA. 508-238-5000

The Neighbors are moving,

Barry Papagno (Keller Williams) — Mon, 21 Apr 2008 23:45:55 -0500

Well, warm weather was the liquid wrench this market needed, our office has picked up in offers and buyers, lots of well informed buyers, coming to the table, taking advantage of this tremendous time to buy good real estate.

A good few weeks indeed. Sellers finally are listening to the talented agents who bring in well qualified clients with offers and bids on their homes. Finally that is getting easier; sellers are getting it more and more. The news's that price compensates for this market has been received poorly but makes sense to those who are serious about moving on with life and the past of higher values. Now tested is Patience on the part of serious buyers. As the Vice tightens in the world of good qualified buyers getting a mortgage approved.

Buyers have to go through the paces and places of tough underwriting standards by cautious bankers.

But sold signs are going up, and everyone has learned to drop the past nose bleed price wishes of 2 years ago, at least everyone who is selling and moving on with their lives.

Don't get me wrong , Plymouth and Bristol County still have lots of inventory left to sell, and with agents and sellers if your home or listing is slightly overpriced by even 10% your in for a long wait to sell. And when you reduce it you may receive 12% less depending on the market and town but for sure in a downward market, you do get less the longer it takes to sell.

We at Keller Williams Easton are teaching as fast as we can our agents daily and retooling them to get today's education they and their buyers and sellers need. It is a complex market to understand ; a "shifting ‘Market and timing is a valuable asset.. Leadership is everyone's opportunity in this company. Lead in the market or follow a leader, its time to work . All hands on deck the perfect storm is not over and will not be for quite a while.

But last month and this month the action is back. Some will, some will wonder, and some will fence sit , but sellers and buyers are reaching agreements and going to closings. AH !!! Spring time in Real Estate the best Juice on the market today.

Stay plugged in for now. Be part of something big, help a seller a day, then eat an apple to keep the doctor away.

Real Estate in 2008

Barry Papagno (Keller Williams) — Sat, 05 Apr 2008 08:26:04 -0500

I am starting this blog, to hopefully bring trends that may interest agents, buyers and sellers in this 2nd quarter real estate market of 2008. The perception presently in this local market place is that it may not be a great time to buy real estate. The reality is, it is always a great time to buy good real estate.

I plan to post trends and facts that do not hid the challenges in this market place, but show clearly that priced right Real Estate that is "not on the market but priced in the market are getting multiple offers and selling above asking price. In each community my office work's in, there are gaps and very little inventory in well located neighborhoods. Buyers are so reluctant and most of the starter buyers that "free up the Trade up clients, are simply "shopped out". Credit tight, confidence down and paying monthly bills have strapped lots of them.

However there are sales happing each and every day, and buyers who qualify and are motivated towards home ownership and willing to pay premium price for a well located home. And they will get financing. Many buyers understand clearly that a home is a place to live not a stock market investment;

Lenders are not as willing to lend as they want buyers to spend no more than 28 percent of their gross monthly income on mortgage payments, real estate taxes, and home insurance. Buyers shouldn't count on stretching further because lenders won't approve their loans.

For all involved in the Real Estate business this next quarter will require focus, careful consultation of clients and an extra cup of strength as the housing bubble tightens its grip and agents face to little buyers, unreasonable pricing expectations of sellers, and the sub-prime fallout, being driven down even further by loss mitigation officers who do not listen to common sense.

April 6th 2008---springtime in Real Estate. Rainy and grey days do not help with sales. This week many offers have been taken. And lots of activity noticed in new home sites, (but there is just not enough product up to see and touch by these buyers in New Homes.) Activity is good on homes in well located neighborhoods, and subdivisions. And Properly priced homes are selling. Homes that have modern floor plans and have been kept in perfect shape inside and outside. The buyers are bidding on those homes. The cozy Bungalow, the high priced custom built Colonial.

The reluctant buyer is Shying away from the homes that just do not have curb appeal or have the perception they will need to meet a lot of contractors, to make the home the way they want it. Sorry, but lots of buyers are both working jobs to make ends meet and are to busy to pick up the hammer or paint brush anymore.

Seems to me, that In the minds of the buyers with low rates and prices dropping, urgency has to be created by the price of the listing offered and the move in condition of the home.

Price sets the pace of attraction of value with buyers in this market. And condition and location is what gives them the resolve to make the plunge.

But as always The Agent who is Marketing and his or her skill set has a lot to do with having the home picked by the buyer as "one to view."

MLS LISTING REMARKS are the best ad an agent can have, since 80% of the buyers are already working the intranet and working with a Broker. Make your sellers home stand out.

Here are a few "Tips"

Never forget that Posted MLS remarks are your best ad! And like all classified ads it should have a catchy headline,

EASE THE SQUEEZE, Embassy size colonial offers 3000 square feet of modern, bright magnificent living space.

Stop Foreclosure and walk with ease into Equity.

Let your tenants build your wealth, call today and see what it takes to qualify with this west side unique well maintained Three Family.

Retire in style in this special 3 bedroom affordable and sparkling maintained Ranch. A hint of elegance, muted elegance, Builder Fresh, Young and Beautiful, A sparkling rendition of country classic.

Attention Skeptics, Nature is your decorator, Privacy prevails, Wild Neighbors (birds, chipmunks and Deer) Run WITH YOUR NEIGHBORS WIFE, in this over 55 active community, jogging, swim and tennis to just name a few activities offered.

The body of the ad should say what the home will do for the buyer! "You'll enjoy the spaciousness and classic comfort of";" You'll never look back" list its best special features, sunlit, maple kitchen with breakfast Island. Drift away in your 3 season sun porch. Entertain friends with pride at cookouts on oversized polished mahogany wrap around deck, finished lower level may be your office or favorite relaxing spot.. And always give location," Chestnut Knoll Setting < Easton: number of bedrooms, number of rooms.

Next task in attracting buyers, are the photos used in a property listing. Take lots of them and like the show Top Model only pick the best of the best shots. Use light, a wide angle lens, and seek any photos the owner may have that reflect the seasonal best features of the home, green lawns, swimming pool shots etc. Shrubs in bloom. Its marketing folks and marketing at glossy best in today's environment. Finally; I myself can not wait to have the perfect selling setting to do more home sales and I think of that wonderful Beatle song, "Here comes the sun."

April 10 2008 End of another good week, good inventory selling, lots of sellers on the fence with selling now or waiting, and buyers feeling that the better homes priced right do sell and it is sort of competitive out there in the market to find the "good located homes". OH but most frustrating is working with Banks who are soon to be sellers on many Short Sales issues, this week I have to say, Bankers you have to pull your head out of the sand. Half of the short sales have good buyers who are paying a fair price for the property in near foreclose situations.

And more than half of these Banks ignore the facts and let the foreclosure happen. Now it may be an easy decision to foreclose, easier than taking a property and saving it from going to auction, by having a higher ear towards empathy for your sellers and the buyers and agents. But what you do to the whole community is a crime.

By ignoring the short sale deal on the table, and foreclosing on the seller. What happens then, now we set the property on the very crowded market? Evict the former owner, and winterize the home, and lower the sale price which effect's downward the values on the whole of the neighborhood, in addition to making the home a distressed property in most cases.

Bankers Why not change your mind about all short sales, work them all out, keep the former owner in the house so at the closing one family trades the key and the deed to the home and the former owner lets the new family move in the home. Most times what the Bank officers tell me is, "they are just doing their job" Or "they have a Board of Directors to answer to." This is code for banks being short sighted and foolish and mean minded, thinking the whole world is that "REO" folder they are glancing at.

Sure they have many reasons for not doing the right thing. And lately Real Estate agents have heard them all. As time goes by, more and more Bankers are getting it done better, but there are still too many arrogant and short sighted loss mitigation bank workers with the wrong attitude and a negative mindset adding to the housing mess their former 101% goofy loans created in the first place. We in Brockton have now 700 vacant homes that have been foreclosed and most had a potential homeowner who would have bought the home before foreclosure. Best Banker Line of the week, "We are only protecting our position." "You're Position"? Have some empathy will you guys, have a vision of the community your bank was working in will you please? Get this fact that changing one's mindset is a great sign of character, start listening and stop boarding up the windows of homes. That is my rant this week; while the Government spends more time on Federal bailouts of these blinded by the righteous make your own rule book lenders. The loss mangers of these banks should work as fast as the buyers who want to buy, want to own that home. Put a little more get up in your get up and get up to speed with our market place reality.