Keller Williams Realty’s Agent Mountain – Gary Keller Audio Interview:
How To Handle Price Objections
Brad McKissack, Jr., Shon Kokoszka, & Heidi Fore discuss the powerful methods they use to overcome buyer objections. Take particular note of the ABC system of setting appointments, Action-Benefit-Commitment.
Last week, after the Senate gave its final and fully supportive approval on the homebuyer tax credit extension, the House of Representatives voted overwhelmingly to pass the legislation, sending the tax credit to President Obama who's final sign-off on Friday made it official.
The $8,000 first-time homebuyer tax credit, which was slated to expire Nov. 30, 2009, will be extended for contracts signed before May 1, 2010 that close before July 1, 2010. First-time buyers, who are in the process of closing now, no longer have to worry about qualifying for the $8,000 tax credit if they do end up closing after the Nov. 30 deadline. The new legislation also increases the income limit for couples with income up to $225,000, a nearly $55,000 increase above the current level.
Buyers who already own a home are also now eligible for a tax credit and the purchase of a home. The $6,500 maximum credit will be available to existing homeowners who have lived in their current residence for five of the prior eight years. The legislation does set forth several provision including, limiting eligibility for existing homeowners to homes worth $800,000 or less, as well as making both credits available only for primary residences, not second homes or investment properties. The legislation will take effect December 1, 2009 and is not retroactive.
The original first-time homebuyer tax credit jump-started the housing market, driving home sales to the highest level in more than two yeas. The National Association REALTORS® reported sales jumped 9.4 percent to a seasonally adjusted annual rate of 5.57 million units in September and are 9.2 percent higher than the 5.10 million-unit pace in September 2008.
As a steady flow of first-timers and new move-up buyers begin to saturate the market, you have an optimal opportunity to position yourself as their real estate agent of choice. In this prospecting, lead generation market, it helps to have resources to give to your clients. Check out Your First Home: The Proven Path to Homeownership, a great tool to give all your new first-time clients. Also, be sure to check out the Your First Home presentation materials. Holding a first-time homebuyer seminar in you local market is just one of many successful methods for driving clients in your direction.
Keller Williams Realty Special Report: A Look Into The Future of Real Estate
There's no magic pill to success in this new business environment. Read the below REALTrends' October 2009 newsletter to learn how to win in real estate today. Find out the answers to some critical questions regarding the future of the real estate industry:
What does a normal real estate market look like in terms of housing sales?
What is it that determines the success or failure of a brokerage firm?
Was it size, location, brand, technology, marketing, business model or some other factor?
Was it the age of the leadership, the structure of ownership, the personality of ownership or some other factors?
Keller Williams Realty’s Agent Mountain – Gary Keller Audio Interview:
Working with Resale Sellers in a Buyer's Market
Brad Korn, The Korn Team , David Fogg, The Fogg Team & Peter Chabris, Team Chabris remind us that today’s sellers are in a beauty contest and a pricing war at the same time. Pay attention to how these top agents work with upside down sellers. Take particularly good notes when they discuss their three tiered pricing strategies.
Carolyn Capalbo sells homes 15-20% faster than her competition. In this informative conversation with Gary, Carolyn discusses her biggest challenges and successes in the real estate industry.
Keller Williams University’s Realtor Career Training:
SHIFT - Tactic 11: Distressed Properties: Listing Short Sales
Based on SHIFT's Tactic 11, this easy-to-read guide helps you enter into and succeed in the business of listing short sales. The course covers distressed property market conditions, becoming the local economist, mindsets of the players in the market, lead generation and qualifying short sale candidates, the stages of the short sale listing process, and how to work successfully with buyer agents and lenders to get offers that are accepted and contracts that close.
It also includes exercises that help agents review their grasp of key concepts, plus exercises that help them evaluate themselves against the requirements of listing short sales. A final exercise and action plan at the end helps them make a decision about whether listing short sales is the best course for them to follow in working with distressed properties – and, if so, what approach to the business is the best fit for them.
Objectives:
Understand the power and scope of the short sale listing opportunity in distressed properties.
Grasp the Market Background and Distressed Property Timeline.
Learn where to watch for information on new industry trends and government policies that will change your market.
Understand where consumers are coming from – and the options they have. Be prepared to consult effectively.
Understand where the ultimate sellers are coming from – why they do what they do, and how to work most effectively with them.
Know all the steps from qualifying the seller and preparing the short sale package to submitting the offer and package, negotiation and closing.
Learn the importance of educating and creating a winning mindset in cooperating with buyer agents.
Learn tips for helping ensure offers are accepted and transactions close.
A Millionaire Real Estate Agent Video Moment with Gary Keller & Jay Papasan: The Economic Model
Gary Keller, the author of “The Millionaire Real Estate Agent,” and co-author Jay Papasan, discuss how the Economic Model applies to the market of 2009.
Nancy got serious about script practicing and lead generation for 30 days and increased her number of clients by 400%. Listen to Nancy's description of this successful implementation of timeblocking for lead generation.
While a real estate agent’s success will ultimately be determined by their own motivation, wisdom and skill, their company provides the environment in which their success will be supported or hindered. If you want to attract the best and brightest in the industry then simply provide the agents with the best training, education and support! Keller Williams Realty is a training company disguised as a real estate company.
As a result of our unique agent-centric culture, which emphasizes access to leading-edge education and technology and promotes an economic model that rewards associates as stakeholders and partners, Keller Williams Realty is now the 3rd largest real estate company in North America!
Through profit share, our phenomenal coaching and training and our technology offerings, we are offering agents their own ‘bailout plan’ for this real estate market. Keller Williams Realty's mission is to build careers worth having, businesses worth owning, and lives worth living.
Disclaimer: ActiveRain Corp. does not necessarily endorse the real estate agents, loan officers and brokers listed on this site. These real estate profiles, blogs and blog entries are provided here as a courtesy to our visitors to help them make an informed decision when buying or selling a house. ActiveRain Corp. takes no responsibility for the content in these profiles, that are written by the members of this community.
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