There will probably be about 4,000 real estate closings in February 2012 in our North Texas area.  Those Realtors, home sellers and home buyers are working today.  It can be you, your home, your seller or your buyer.  You should capitalize on this opportunity to establish yourself as an active professional in our industry – activity brings activity!  It’s a great time to get busy.

Imagine:  You could be the Realtor that helps them think and act strategically.  You could be the Realtor that helps them build their plan to purchase in the future.  You could be the Realtor that helps them save money by getting “green” features in their home.  You could be the Realtor that wows with technology and shows practical applications for cool gadgets.  You could be the Realtor that has fun events.  You could be the Realtor that keeps them informed about their community.  You could be the Realtor that sells home faster than average.

You can create more value than your competitors…and you probably already do.  The most important question is:  how are you telling your story?  How are you letting people know that you are remarkable and extraordinary?  Do those in your sphere know and understand how you are different?

Tell your story.  Accent your quality and your value.  Remember, people do not want discount service or lower value.  People today want high quality, excellent service and consistent value – and you can give it to them.

Let’s focus on a few dangerous assumptions and be sure we do not allow them into our 2012:

1)       They’ll call when they are ready.  They might.  But it is more likely that they won’t.  It is not their job to remember you and what you do, to be able to easily find your phone number or e-mail.  But it is your job to be their advisor in your industry, to be top-of-mind in your area of expertise.  Don’t risk it.  Stay in touch by providing information and value consistently – whether they may be buying today or a year from now.

2)      They’d rather be left alone.  Quit interrupting what people are interested in and BECOME what people are interested in.  People do not want to be hassled or pressured, but they do want to be engaged, advised, informed, assisted, invited, welcomed, served.  Everyone is interested in homes, their family, their neighborhood, real estate, the economy…from the micro view of their own backyard to the large political view – real estate is interesting!

3)      They’re not a buyer or seller or investor….they’re not a potential client.  Who do they know?  Who are they going to talk to today?  Remember that they do not need to impress you, you need to impress them:  with your professionalism, knowledge, courtesy and service.  Always take contacts seriously and you will reap the rewards. “What I heard today” gets tweeted, Facebooked, texted….it is the currency of the moment, so use it!

They can find that out on the internet.  What they are learning on the internet will either be about you or about your competition.  In either case, a personal contact is vital.  The internet contains both current and out-of-date information, and your average consumer does not take that into account.  The internet gives people background information and opinions, but does not replace a trusted relationship.  Particularly when it concerns home and family, a personal contact wins over online information every time…..at least every time the personal contact is timely, informed and valuable!  You are an expert on the area and the industry – people will want to talk to you!

Wake Up Homebuyers! Be aware that a lower volume of loan applications can mean a better deal for you the buyer on mortgage fees, etc. which are always negotiable.  Historically low rates + negotiable fees = GREAT TIME TO BUY!

2.*   UNT will open the area’s first pharmacy school in Ft Worth by August 2013.  The College of Pharmacy will have a first class of 80 students, growing to 100 students by the 3rd year.  UNT is also beginning the largest construction project in the university’s history with an expansion and renovation of the Student Union building on the Denton campus.  The project is expected to cost about $100 million.

3.*   City of Highland Village has been recognized as the Safest City in North Texas for the past nine years. This year Highland Village is once again shown as the Safest City in North Texas, based on information provided by the FBI’s 2010 Uniform Crime Report.  Information on the FBI website confirms Highland Village is once again not only the Safest City in North Texas, but the Safest City in Texas with population over 10,000 and less than 100,000.

4.*    Nebraska Furniture Mart is planning a 1.8 million square foot retail and distribution center south of Hwy 121 between Plano Parkway and West Spring Creek Parkway in The Colony.  Construction is planned to be complete by the end of 2015, creating 1,700 full-time jobs and anticipating bringing 8 million customers a year and $600 million in sales from throughout the southwest region.  There are only three other locations for the retailer in the US:  Omaha, NE; Kansas City, KS; Des Moines, IA.

5.*   The U.S. Census Bureau released a report on September 22, 2011 listing Flower Mound as having the fifth-highest median income in the country for locations (including counties) with a population of at least 65,000. Flower Mound is the only geographical area from Texas to be included in the Top 5, with a median income of $105,637. The other cities in Texas within the list of 15 locations highlighted were Frisco, ranked at No. 13, and Sugar Land at No. 14.

6.*  The Dallas Museum of Art has opened its first ever exhibit dedicated to exploring the art of fashion with an exhibit of Jean Paul Gaultier’s fashion designs. Dallas is one of just three North American cities – along with Montreal and San Francisco – hosting the exhibit of works by the French designer.  The pieces displayed were created between 1976 and 2010.  The show is expected to attract thousands of “well-heeled” visitors to Dallas between its opening date of Sunday, Nov. 13th and its closing on February 12, 2012   A sneak peek for an opening usually attracts about 300 visitors to the Museum, but the sneak peek for this show had over 1,200 visitors from around the country.

From November 5 – 12 , 2011 in Flower Mound:
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From $150,000 – $250,000 there were 190 showings
From $250,000 – $350,000 there were 223 showings
From $350,000 – $500,000 there were 102 showings
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The business is out there –   how can we help you get your share?

2. Only serious buyers look for a home during this time.  Most November-December home shoppers need a home now.  These are motivated buyers.  If you are going to keep your home clean and rush out at a moment’s notice, doesn’t fewer showings with more motivated buyers sound good?

3.  Less competition with more motivated buyers means better negotiating power for you, the seller.  It’s just a fact.   People shopping for a home during the holidays want to get the task accomplished and know where they are taking their family.  They are more emotional, as we all are.  They do not want to be taken advantage of, but may have less patience for lengthy negotiations and just want to get the deal done.

Read the whole list of 12 reasons - Why You Should Have Your Home on the Market Over the Holidays in 2011

The Question

The Answer:  Use real estate as your vehicle to Financial Freedom!

Why Now:   Mortgage rates are lower; rental rates are higher; distressed property can mean foreclosure, short sale, divorce or many other; population forecasts show our area growing dramatically in the next 20 years; stock market is uncertain and interest rates you can earn are lower; Gen Y’ers will arrive at their peak earning years in 2020 – 2025….expect another real estate BOOM!  When you analyze the facts and the situation – real estate is a great investment choice and the time to buy is NOW!

#2):  Have the homeowner talk in great detail with their lender prior to choosing the short sale route.  (Or give the Realtor authority to talk to their lender)  While short sales are usually a great option, they should ask the tough questions in advance to assure they understand the process.  Get these answers in writing:  Will I receive a 1099 for the difference between the sales price and the amount owed on the loan?  Will there be a judgement placed against other assets for the difference between the sales price and the amount owed?

#3): The homeowner should consider all options.  Can they rent the home a few weeks a year during a convention or festival that comes to town?  Can they rent a bedroom and bath to a student?  Will that extra money get them by?

#4): If foreclosure appears inevitable, the homeowner should ask for a copy of their actual note, and they should ask in writing.  The lender should be able to provide the documents and the homeowner should review exactly what it includes.  While this may just be a stall tactic, it is a legitimate one.

#5): The Mortgage Bankers Association reports that the cost is 30% higher for a foreclosure than a short sale.  Make sure the lender knows what the realistic sales price of the home will be, and that a short sale is possible.

#6):  The homeowner should visit www.hopenow.com.  This website has great tools for considering all options and includes information on the federal Making Homes Affordable (HAFA) program, state programs and lender programs.  It is relevant 3^rd party information that could help.

#7)  Price the home to sell quickly.  This is a stressful and emotional time for homeowners.  Wishing won’t change anything, but selling the home quickly and efficiently will.

Friends and neighbors are counting on the professionalism and expertise of their Real Estate Consultant….YOU!

 Be certain that your sphere knows you can help them, that you help people in difficult situations daily.  Make it easy for them and remove their embarrassment by talking about these situations as a part of your daily life as a professional, by asking regularly if they know anyone who needs your assistance during a difficult time.  Do people in  your sphere know that you can help them have foreclosure action deferred?  Do they know that you can guide them through a short sale?  Do they know that you can talk to both parties AND their attorney during the home sale and get it closed successfully?

Your marketing should directly address these circumstances, as they are a part of our business today.