Survey says today's prospects ARE BUYING and WANT NEW

This Builder Magazine blog roll, by editor Boyce Thompson, cites survey data that people shopping in models and touring with Realtors are likely buyers and would prefer new over resale.  Check it out.  http://www.builderonline.com/blogs/postdetails.aspx?BlogId=thompsonsblog&PostId=105717

Become the LOCAL EXPERT with Market Intelligence

Coinciding with the newest update to the Builder's Report Matrix (www.hmsrealestate.com/brm) is this article on the RISMedia site that talks about trends.  We highly recommend not just reviewing data, but tearing it apart, finding the benefits for your audience and knowing the area you are responsible for better than local Realtors, buyers, EVERYONE.  Use the B.R.M. to compare new to resale, current activity to past trends, submarket to larger region, supply and pricing trends.  Then look around the web and local area for data that Greg Rand refers to on the RIS site:  http://rismedia.com/2011-09-21/5-real-estate-trends-to-watch-for/print/

Ohio Cities on the GREAT side of value

An investor service in North Carolina, the Local Market Monitor, has several cities HMS operates in on it's list of the most undervalued markets in the country.  The Cincinnati Business Courier cites this study recognizing Cincinnati, Dayton, Columbus and Cleveland on the list.  Prior issues in the Local Market Monitor had noted Indianapolis was a stable market with strong investment potential.  Check out the Business Courier article here:  http://www.bizjournals.com/cincinnati/blog/2011/01/study-cincinnats-housing-undervalued.html

Countering Negativity and using a "Systems" approach.

Along with the new tools HMS is rolling out for clients comes the realization that there is no easy way to succeed in sales of any kind, let alone Real Estate sales.   Buyers are more informed and able to see through poor preparation.  Prospects are more skittish and bombarded with media influence.   Fewer buyers mean more competition for sales, desperation tactics by some means that timely/accurate information is vital.  Irrational decision-making still abounds, as well as complete inaction….but with all this said, it is still a fantastic time to make money if you work a system and maintain consistent discipline.  That’s the message in these two submissions on RISMedia.  One comes from the top of the pyramid in Prudential Real Estate and helps show why right NOW  the opportunity is so great, we shouldn’t pass a chance to spread the word, every chance we get, one-on-one or to whomever will listen.  The other article comes from the trenches and promotes the benefits of systematic approaches to prospecting and sales.  Check them both out:

http://rismedia.com/2011-01-02/help-clients-answer-the-door-to-the-opportunity-of-a-lifetime/

 http://rismedia.com/2010-10-02/5-tips-to-create-a-successful-prospecting-plan/

P.S. drop by for a chat or give us a call about our new tools and systems that can help make the new year shiny and joyous.

The Leadership Attributes of Sales Today

This article in Big Builder, looks at what we all should focus more intently on.... working harder from the inside-out on sales improvement.  Our best managers are worth their weight in gold; and we can all demonstrate a higher commitment to teamwork, training and accountability.  Enjoy:  http://www.bigbuilderonline.com/Industry-news.asp?articleID=1414980

Comprehensive Home Buyer Survey

John Burns Consulting, a great resource for the building industry, has compiled an extensive research project to help builders understand their marketplace and the buyers in it.  The overview is intriguing and the research well worth the effort/expense.  Check it out here: http://realestateconsulting.com/content/CBMI-201010

Tips for Getting Appraisals to Work

We've had several clients ask for support to combat low appraisal recently.  This article in Professional Builder, by Pat Curry, is a great compendium of the basics.  We endorse data entry in MLS of sales of all new costruction, because MLS is prime resource to appraisers.  To-be-built, and other homes that support current builder pricing are critical to getting neighborhood and area pricing on solid ground.  Check it out here: http://www.housingzone.com/pb/article/10-ways-beat-low-appraisals

STAY POSITIVE - an old message important today.

In John Boe's article on RISMedia, he takes us back to 1957 and Earl Nightingale's message which works as well today and means more than ever to homebuilding during these ecomonic times.   Take 3 minutes and get a little recharged....and plan for more "exercise in exhurberence!"  http://rismedia.com/2010-09-26/4-tips-to-help-harness-the-power-of-positive-self-talk/

Improving Appraisals - communication and thinking "small".

In light of several clients encountering difficulties with appraisals, we offer this article from Builder Magazine.  It's mostly common sense and stepping back to take a bigger, objective view of the subject property and a builder's commitment to value; however, the tactics in the article are good points and HMS is always ready to help with data and process support in these situations.   http://www.builderonline.com/business/10-strategies-for-improving-your-chances-of-getting-a-fair-appraisal.aspx

Voters are talking, are the legislators listening?

An NAHB opinion survey shows overwhelming support for maintaining the mortgage interest deduction.  The support cuts across many different segments of the population and regions of the country.  Read up on the data that is so important as mid-term elections draw near.    http://www.nahb.com/news_details.aspx?newsID=11370

Buyer survey data from NAHB

In this article, we can get some overview in the data collected by NAHB of New and First-Time Homebuyers which was the result of efforts by the Census Bureau and Department of Housing and Urban Development.  If you like the short the version and want more there is a link to a very comprehensive report.  Check it out:   http://www.nahb.com/news_details.aspx?newsID=11372 

Actionable Advice from the SALES PROS!

Stephen Covey refers to "sharpening the saw"; the experts in this article on the RISmedia site have a variety of other tasks and techniques all sales people should think about in these challenging times.  Be sure to take action after reading the article in the following link:

http://rismedia.com/2010-09-09/learning-to-sell-in-a-down-economy-5-tips-to-help-you-succeed/#more-49310

Aiding & Correcting the widening gap of Existing Sales vs. New

Understanding the metrics and the opportunities may be crucial..... We all have to work harder to make new homes more relavant in today's market.  The realities are stacked against the proprosition: however, this means inventory stands out more and managing realtor interaction is more important than ever.   The one point that indicates a "bounce" will come in the future is also vital to consider; how will you be positioned for success when this point is reached. Check out the article in Big Builder on-line at the following address:  http://www.housingcrisis.com/home-builders/home-builders-eye-gap-existing-sales/

50 tips to think about in reverse

We don't like articles that take a negative orientation.  This list, however has too many points to think about and take to heart.  Builder Magazine does a great job reminding us of the important elements of success in both good times and rough patches.  We support and suggest focus on numbers 5, 7, 10, 19, 30, 44, 46, and 49.  You will find it here: http://www.builderonline.com/business/50-ways-that-builders-waste-money.aspx

J.D. Power insight into Realtor-Client Relationships

In this RISMedia article, survey data is presented about consumer satisfaction with Realtors.  This "third-party" data is important for two reasons:

1. It illustrates the increasingly important role Realtors are playing in home transactions.

2. It gives a perspective on attitudes and process steps that can help uncover opportunities to be better connected with all parties during the home-buying process.

After reading it, give us call to discuss the way we can build sales success into the process. http://rismedia.com/2010-07-28/study-among-home-buyers-satisfaction-with-real-estate-companies-increases-while-satisfaction-among-home-sellers-decreases-considerably/

Congress Extends tax credit deadline to close

It's official and it's already widespread good news for those trying to get closings done under the tax credit.  Check out the Associated Press article here:

http://www.google.com/hostednews/ap/article/ALeqM5guZ2uxoyv-PmSFsGGANQP8oGSqmAD9GMDDI81

The latest on Home Appraisal regulations and legislation

We all have a stake in how appraisals are conducted and their impact on home values and sales patterns.  Here is the latest in a WSJ article authored by Jessica Holzer with Dow Jones.  Stay informed with HMS... http://online.wsj.com/article/SB10001424052748704289504575312671921408674.html?mod=WSJ_RealEstate_LeftTopNews

New Home Census Data - What buyers want.

NAHB announced the release of a census report on new home trends and preferences.  Be sure to click through to the actual web site for the report, but the NAHB staff did a nice job providing a look into some trends and choices that we all should be familiar with.  Seize the "Day-ta"!  http://www.nahb.com/news_details.aspx?newsID=10898

Fed Chief cautiously optimistic about economy

In this article on the RISmedia website, Ben Benanke gives a good assessment of where things are headed and what  may become more evident with movement in pockets of the economy.   While somewhat tenuous, he is starting to influence a more generally positive outlook.  Enjoy.... http://rismedia.com/2010-06-13/fed-chief-cautiously-optimistic-about-economy/

Good news you might expect, but with talking points and details

RISmedia, in the article "Pending Home Sales Surge Continues," gives good information regarding the what, where, & how of the gains realized with tax incentives and stronger affordability.  Help to frame your conversations about the positive environment that has been established, and why it should continue, here: http://rismedia.com/2010-06-06/pending-home-sales-surge-continues/

Great Statistics and local news for Cincinnati

This Kentucky Post article demonstrates the strength of the local market in Cincinnnati and Northern Kentucky along with industry comments on sustainability.  http://www.kypost.com/news/local/story/Housing-Sales-New-Home-Construction-Skyrocket/PGuHKIrSaE28vtnQ7iSZNA.cspx

NAHB - Plenty of Reasons to buy a home even after the Tax Credit

In this article by NAHB leadership, we get solid reiteration of the basics of a successful market and why they fit today.  There are links to more in depth information from the association. http://www.nahb.com/news_details.aspx?newsID=10742

Survey Suggests Prices/Rates Could Propel Market Beyond Tax Credit Expiration

A survey conducted by Better Homes and Gardens provides some proof that the normal spring market forces and favorable environment will keep positive momentum in place.  RISMedia has the report data summarized here:

http://rismedia.com/2010-05-11/survey-suggests-affordable-prices-and-mortgage-rates-could-help-propel-housing-market-past-tax-expiration/#more-46440

Today's Diversion....Home life centered on Pizza

Imagine all the ways families enjoy the homes we work to find that match their lives...and how lives evolve and intertwine.  This story in the Wall Street Journal, written by Arnesa Howell, is a fun 5 minute read....and the slide show is a great tour of the Buzellis' home and lifestyle.  Enjoy!

http://online.wsj.com/article/SB10001424052702304510004575186481577602178.html

S.W.O.T. - For a listing, for your business, for YOURSELF!

We often speak to clients about S.W.O.T. Analysis of communities and specific listings.  Check out the article by John Mayfield with Realtor Magazine Online that addresses reaching personal goals through the process.  Enjoy!

http://www.realtor.org/rmosales_and_marketing/salescoach/columns/1005_salescoach_swot

Spring Sales Tune Up part 4

In the final edition of our collection from the treasure trove of articles at SalesHQ, we offer up a pot luck mix of important but often overlooked elements of maintaining high-levels of energy or recharging after hectic periods.  Check out these four subjects we found very useful, but refer to the SalesHQ website whenever you want to look for information on any issue related to sales success.

http://saleshq.monster.com/training/articles/1337-successful-selling-time-management

http://saleshq.monster.com/training/articles/142-7-ways-to-cut-loose-from-old-sales-thinking

http://saleshq.monster.com/training/articles/598-youre-falling-short-now---what-do-you-do-about-it

http://saleshq.monster.com/training/articles/943-reviving-prospects-from-the-black-hole

Armed Services Extension of Tax Credit

The NAHB announced today that the tax credit for purchasing a home as a first-time, or repeat buyer, has extended deadlines for qualified service members for an additional year and provides other benefits as well.  Get all the details and be sure all your prospects and audiences can spread the news as well. 

http://www.nahb.com/news_details.aspx?newsID=10602

Good News - More than 80% of First-Time Homebuyers Believe Now is a Good Time to Buy a Home!

In a just completed survey of propective buyers and sellers, Century 21 shows us that the enduring value of home ownership is a big influence on a positive view of buying a home now.  RISMedia captures the article and illustrates what is important to buyers and how we can serve their needs and motivations. 

http://rismedia.com/2010-04-21/more-than-80-percent-of-first-time-home-buyers-believe-now-is-a-good-time-to-buy-a-home/

Spring Sales Tune Up part 3

Here is a cornucopia of great stuff from Sales HQ.  You could go to this site every day for a year and read new articles or get motivated for trying new and proven techniques.  We are suggesting the following four around product presentation/value, competition and the importance of asking questions.  Enjoy!

http://saleshq.monster.com/training/articles/3571-wow-do-i-ever-have-a-drug-for-you

http://saleshq.monster.com/training/articles/452-recognizing-your-biggest-competitor

http://saleshq.monster.com/training/articles/617-product-features-advantages-and-benefits

http://saleshq.monster.com/training/articles/1048-the-key-to-building-value

New National Survey on Housing from Fannie Mae

The latest from a broad survey of owners, renters, mortgage holders and distressed borrowers, shows many more positive elements with some points of cautiousness.  Strong feelings of housing being important to the economy (80%) mix with now being a good time to buy (64%) and the belief that prices are going to be stable to rising (73%); however, there are also strong perceptions that it's harder to get a mortgage now than for previous generations (60%) and other mitigating factors.  Get the whole story here and build up positives while addressing the issues underlying negative perceptions.

http://www.fanniemae.com/newsreleases/2010/4989.jhtml

Spring Sales Tune Up part 2

This segment of tips and tune-ups is all about connections, networking and referrals. Since selling homes is a very personal, face-to-face event...the more connected we are to a prospect, and the sooner we have comfort in the contact, the more likely the sale.   Our client experiences show builder benchmarks of referral business that converts at 30, 40, 50% plus.  Four articles out of dozens on the Sales HQ website selected for your reading.  Enjoy!

http://saleshq.monster.com/training/articles/937-netting-a-return-on-networking

http://saleshq.monster.com/training/articles/1047-how-to-qualify-warm-leads

http://saleshq.monster.com/training/articles/458-pump-up-your-pipeline-with-the-5-by-5-referral-method

http://saleshq.monster.com/training/articles/270-make-giving-quality-referrals-easy-for-your-client

Spring Sales Tune Up part 1

Most of the focus this month will be on improving selling skills.  No matter whether you are a new home sales person, Realtor, or in virtually any sales discipline, the contributors on Sales HQ are great at reminding us about important rules, tips, secrets and the basic components of success.  Lets start with some great articles on "objection handling".  Out of dozens on the site, these five were among our favorites, check them out!

http://saleshq.monster.com/training/articles/230-how-to-deal-effectively-with-objections

http://saleshq.monster.com/training/articles/335--a-two-step-formula-for-handling-pricing-objections

http://saleshq.monster.com/training/articles/320--the-creation-of-an-objection

http://saleshq.monster.com/training/articles/336-is-your-prospect-hesitating-are-you-surprised

http://saleshq.monster.com/training/articles/674-costly-assumptions

Why not believe the good news...it's backed up with sound experience????

Ecomonic news, good or bad...pick your pundit and reinforce your view.  We believe in the merits of JP Morgan Chase & Company's message, delivered by James Glassman, a managing director who has Federal Reserve experience.  Read his perspective in the article developed by Matt Burns on MSN.    http://news.moneycentral.msn.com/provider/providerarticle.aspx?feed=ACBJ&date=20100318&id=11284305

What Realtors are doing to be successful and 2010 marketing strategies

This HomeGain Survey article shows some of the traditional "tried & true" activities like farming referrals and sending postcards are alive and well.  Not only does it speak to activities anyone selling homes shouid employ; the survey helps us understand the need to speak to agents about referrals and reaching both agents and buyers through e-mail.  Check it out here:  http://blog.homegain.com/homegain-market-data/top-10-most-effective-marketing-strategies-for-real-estate-agents/

Diamonds stand out...and are easily seen! Read to the end of the article.

Sometimes the secondary thought is key for the audience.  Builders should keep in mind the Realtor's needs in showing a home...along with all the benefits of a new home come the requirement of being shown.  This article talks about the easy to see things,  but the last thought by John Badalementi is what got our attention, and it should get yours if you have a home to sell.  http://blog.homegain.com/motivation/marketing-selling-a-home-diamond-water-paradox-mentality/

The most successful stars practice everyday and execute the basics!

Not just "another what to do" sales and marketing article, Nigel Maynard's article in Builder Magazine is another chance to reinforce the fundamentals of successful business building in good or rough times.     http://www.builderonline.com/business/10-ways-to-improve-your-performance-during-the-sp.aspx

Ready for the next rush....Pre-fab mansions in 32 hours

In this fun article, USA Today reporter and editor Wendy Koch talks about new products built in factories and modular homes for current times.  Check it out:  http://content.usatoday.com/communities/greenhouse/post/2010/03/new-homes-are-built-in-record-time/1

Everyone can be a better negotiator - 7 simple tips

No matter what part of the sales process we are involved in, negotiating comfortably, or at least understanding how to improve at the skill, will increase your income.  It may be as simple as a few rehearsed phases and a commitment to practice.   Check it out: http://rismedia.com/2010-03-03/7-tips-to-help-you-succeed-at-negotiation/

Interior Design ideas that sell homes

In this Professional Builder article, Carisa Chappell gives insight to designers strategies in model homes and insights that can help anyone who wants to be "showcase selling" a home.  The focus on marketing homes provides strong reminders to all readers.  Click here for the article:  http://www.housingzone.com/giants/index.asp?layout=articlePrint&xmlId=1135998691

America still believes in New Home dreams, federal programs

This article from NAHB reveals national poll data that most people want government support to invigorating the housing market.  Get the whole story here: http://www.nahb.com/news_details.aspx?newsID=10395

Buyer Data Collection and Market Research - "V.I.D."

"Very Important Data" - two articles from Professional Builder remind us all that it's easy to overlook and take narrow perspective on research; however, when prospect or sales activity is low, the need to know more about the market and buyers grows.   The who, how, why behind the sales is just as important what makes them happen.  Check out the latest on surveying buyers here:  http://www.housingzone.com/ProBuilder/article/CA6718960.html

The following article is a roundtable discussion on market research and breaking through tough challenges: http://www.housingzone.com/ProBuilder/article/CA6718961.html

Best Practices - Closing Techniques from New Home Experts

This Professional Builder article by the senior editor, Susan Bady, gets great sound bites from the best in the business.  Consider the pep talk by experts like Bill Webb, Jeff Shore, Dan Levitan and others in this link:

http://www.housingzone.com/ProBuilder/index.asp?layout=articlePrint&articleID=CA6718962

February NAHB Reports, Good News

The two newest data releases from the National Homebuilders Association speak to a strong mid-west for affordability and increased building activity.  While the good news is mixed with some problem spots, it speaks to our industry working hard to move in the right direction.  Check out record-setting affordability here   http://www.nahb.com/news_details.aspx?newsID=10347    and a rise in January home starts here http://www.nahb.com/news_details.aspx?newsID=10346

Tax Credit Window is Closing, Get Buyers Moving

RISMedia gives us another overview/explanation of the tax credit circumstances, which are set to expire on April 30th.  The article reminds us this  program not only helps sell new homes, but get buyers' homes sold too!  Check it out. http://rismedia.com/2010-02-11/home-buyers-rush-to-take-advantage-of-tax-credit-before-its-gone/print

Calls from the road, two articles on mobile computing

Communication is shifting in big ways and RISMedia has two interesting articles that all realtors and builders need to consider when reaching out to, and receiving information from, today's home shoppers.  Read them here:  http://rismedia.com/2010-02-07/monday-morning-mobile-the-medium-of-the-moment/    and here:     http://rismedia.com/2010-01-31/monday-morning-mobile-dont-call-me-text-me/

Measuring more than traffic conversion for success

Great consultants and front line experts collaborate in this article by John Rymer focused on eight important metrics.  Read the whole article: http://www.housingzone.com/ProBuilder/article/CA6716201.html

Grow your phone skills IQ

The article is titled about Cold Calling, however, Ari Galper at Sales HQ is really providing tools to help us all grow confidence and competence guiding sales oriented phone discussions.

Complete Story: http://saleshq.monster.com/training/articles/143-7-cold-calling-secrets-even-sales-gurus-dont-know?page=1&utm_content=shq_c3_20100126_hostile&utm_source=nlet

The Power of the Personal Note

Realty Biz Coach reminds us all of the most personal communication tool that is still available to a successful sales person. Find a category to put your signature...

Complete Story: http://www.realtybizcoach.com/2009/12/01/follow-prospects-personal-cards/

How to Avoid Internet Lead Conversion Failure

Mike Parker, in this article at RISMedia, stresses the importance of treating on-line leads (or any leads passed to a sales professional) like the potential gold mine they are.

Complete Story: http://rismedia.com/2010-01-25/how-to-avoid-internet-lead-conversion-failure/

Connecting Home Design to buyers through Model Merchandising

Dan Savickas, paints a strong image of the benefits and buyer connections builders can achieve through effective merchandising. Check out his story on Builder News Magazine.

Complete Story: http://www.buildernewsmag.com/features/2686-upstaged

Creating a 2010 Success Blueprint

In this article on RISMEDIA, Dr. Maya Bailey (psychologist and business coach) offers simple suggestions to help anyone, but particularly real estate professionals. Check out the quick read and print it out for your 2010 blueprint design.

Complete Story: http://rismedia.com/2010-01-09/create-your-2010-success-blueprint/

Waiting 'til the "Big Game" will be a Big Mistake

In this article posted on RISMedia, Sherry Chris of Better Homes and Gardens Real Estate speaks to the “traditional spring market” and why those who don’t activate their buying/selling attitude NOW will miss out on opportunity.

Complete Story: http://rismedia.com/2010-01-09/waiting-til-the-big-game-will-be-a-big-mistake/

Top 10 Green Building Trends for 2010

According to green building industry expert and consultant Jerry Yudelson, green building will continue to grow in spite of the global credit crisis and ongoing economic recession in most countries.

Complete Story: http://www.buildernewsmag.com/bnmagblog/65-green-building/2677-top-10-green-building-trends-for-2010

Great Tips on Home Selling

For anyone with a stake in selling a home, be they builder, Realtor or owner... this Realty Times article helps remind us of the broader perspective of presentation and competition. It’s just the unique selling characteristics of each home, attention to detail, and thinking like the buyer that HMS Marketing Services strives for.

Complete Story: The Art of Home Selling

A Permanent First-Time Homebuyers Tax Credit?

Daily Finance writer Zac Bissonette makes an interesting argument for making the first time buyer tax credit permanent. Not to stir controversy, but to consider the possibility and contact your legislator with an opinion...

Complete Story: First-Time Homebuyer Tax Credit Should Never Expire

Another Big Gain in Existing-Home Sales as Buyers Respond to Tax Credit

Existing-home sales rose again in November as first-time buyers rushed to close sales before the original November 30 deadline for the recently extended and expanded tax credit, according to the National Association of Realtors®.

Complete Story: http://www.realtor.org/press_room/news_releases/2009/12/another_respond

New Home Energy-Efficiency Incentives Could Boost Recovery, Says NAHB

The National Association of Homebuilders (NAHB.COM) has a great array of information, statistics, and tools for builders to access, a lot of information is available to the public and the news is always factual, hard-hitting and helpful. This article on an initiative to boost economic activity through energy efficiency should be of interest.

National Association of Home Builders today commended President Barack Obama as he proposed a new initiative to create jobs and make today’s homes more energy efficient.

In a speech Tuesday morning at a Home Depot in the suburban Washington, D.C. area, the president called on Congress to extend energy-efficiency tax credits for home owners as part of an $8 billion effort to reduce energy use.

Complete Story: http://www.nahb.org/news_details.aspx?newsID=10129