Every Monday morning we (sales agents) meet to discuss our current sales, new listings, office policies, any newsy stuff for the office, the market and marketing at Century 21 Liberty Homes office in Mililani, Hawaii. One thing that keeps coming up is pricing. Though our Hawaii Real Estate Market is pretty stable in sales prices, the number of sales went down over the last two years. Understandable. There is no boom and there isn't a bursting bubble either.
BUT in the last month inventory is down a little, buyers are coming back out with reasonable interest rates and though sales prices of single family homes went down a from this same time last year, condo prices went up.....again.
Our BIC, Leona Soto reminds us that we really need to follow up on those leads and run with them. Our PB, Douglas Fortner, keeps reminding us that we have to educate our sellers (and with proper documentation too) to price listings AT reasonable market value.
Reasonable market value doesn't mean to 'get that listing at all costs' and list a property we KNOW is overpriced. It doesn't mean to ONLY listen and not give back correct information. It means being realistic with yourself and your seller in obtaining the information and facts ELSE you and your seller will be following the market.....DOWN.
Following up with leads for buyers does not mean to email or talk to them once and leave it alone. That first initial contact is the most important part of that lead. Know what you're talking about and LISTEN to the needs of the client. Ask questions! (There are plenty of initial contact forms that AR members have written that may give you ideas of what you'd like to put in yours.) Criteria, needs, location, time frame and refer them to a local lender if they need one....to get qualified for a loan within their desired monthly payments.
So, at this past Monday Sales Meeting my BIC is off island and Doug has to go over a rental agreement with a new tenant. So, he tells me to finish the rest of the meeting for him. Onward Ho about ActiveRain and Blogging for Business! The majority of agents in our office aren't so enthusiastic about blogging let alone that some are just starting to think about getting a website. I explain the importance of moving on with current marketing skills and how the internet is the main focus point for 'would be sellers and buyers'.
Randy Prothero jumps in and talks about how he and I have received clients from blogging. How we both have received CLOSED TRANSACTIONS from blogging. I jump back in and talk about how it started with websites, then blogging and now VIDEOS! We go on and on with a few asking questions. Not many.
Oh, well. Randy and I are ahead of the game.......so there.
I was talking to Kathy McGraw the other day and the subject of Hawaii Military Relocations leads came up. Kathy loves dealing with vacant land and knows her stuff about it. I love representing buyers and sellers (buyers turn into sellers!) and I know my stuff and I am articulate with my presentation to the Buyer. After giving my 'speil' to Kathy on Military Homebuyers she said, "Sally, that was amazing. You know your stuff and you have me sold".
I hadn't realized that I was 'teaching her' (I was on a roll haha) about the stuff I know well and........ surely do "Walk MY talk". Continuous educating and keeping up with all there is to know about our LOCAL market and marketing.
Are you up to date with your Local Real Estate Market and Marketing?
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Celeste "Sally" Cheeseman is a Realtor-Associate with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocating to Hawaii, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents. Website: www.hawaiihomesmarket.com
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