Top Banner
February 24, 2015 1 CHAMBERSBURG OFFICE SALES MEETING Market Share Graphs Profile of Buyers & Sellers Working with Online Leads
36
Welcome message from author
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
Page 1: Working with Online Leads

February 24, 2015

1

CHAMBERSBURG OFFICE SALES

MEETING

Market Share

Graphs

Profile of

Buyers & Sellers

Working with

Online Leads

Page 2: Working with Online Leads

Can a listing be extended or price reduced via e -mail

from the seller?

No. A listing agreement is a contract. When a contract is going

to be enforced in court only the contents of that contract will be

considered as evidence. Outside emails or other information is

not part of the contract or considered evidence .

2

LEGAL CORNER

Page 3: Working with Online Leads

3

MARKET SHARE GRAPHS

• Go to Homesale Center

• Click on the

TeamHomesale icon

• Enter ‘Market Share’ in

the Search box

• Download to your hard

drive

Units

Page 4: Working with Online Leads

4

MARKET SHARE GRAPHS

• Go to Homesale Center

• Click on the

TeamHomesale icon

• Enter ‘Market Share’ in

the Search box

• Download to your hard

drive

Volume

Page 5: Working with Online Leads

5

2014 PROFILE OF HOME BUYERS AND SELLERS

Download a FREE copy

at TeamHomesale

Page 6: Working with Online Leads

1. What percent of all home buyers were first -time

home buyers in 2014?

6

2014 PROFILE OF HOME BUYERS AND SELLERS

4 3 3

Page 7: Working with Online Leads

7

• We’re at the lowest percentage in 14 years

• First-time home buyers drive the real estate market

• At some point the cork in the dam will pop

Page 8: Working with Online Leads

8

2014 PROFILE OF HOME BUYERS AND SELLERS

2. What percentage of home buyers list “tax benefits”

as their main reason for purchasing a home?

2 0 2

Page 9: Working with Online Leads

9

• NAR/PAR need to stop talking about ‘tax benefits’

• Desire to ‘own a home’ is qualitative not quantitative

Page 10: Working with Online Leads

10

2014 PROFILE OF HOME BUYERS AND SELLERS

3. What percentage of buyers that bought a new home

did so to avoid renovations or problems with

plumbing and electricity?

4 0 9

Page 11: Working with Online Leads

11

• SHOW new

construction to

professionals on the

go -and- ‘un-handy’

people

Page 12: Working with Online Leads

12

2014 PROFILE OF HOME BUYERS AND SELLERS

4. “Looking online for properties for sale” was the first

step taken during the home buying process by what

percentage of buyers?

4 3 4

Page 13: Working with Online Leads

13

• No other category comes close!

• First time home buyers are more likely to talk to a

lender than a REALTOR®

• Older home buyers LOOK online too!

Page 14: Working with Online Leads

14

2014 PROFILE OF HOME BUYERS AND SELLERS

5. What percentage of buyers found the home that

they purchased on the internet in 2014?

2 4 3

Page 15: Working with Online Leads

15

• Use of the internet has increased 5X

• Home buyers are driving around less and visiting open

houses less often

• Newspaper usage has plummeted - - - Surprised?

Page 16: Working with Online Leads

16

2014 PROFILE OF HOME BUYERS AND SELLERS

6. What percentage of buyers either never received an

agent representation disclosure or can’t remember

receiving one?

2 4 1

Page 17: Working with Online Leads

17

• Shocking!!! It’s the law.

• E&O Insurance will not cover willful negligence

Page 18: Working with Online Leads

18

2014 PROFILE OF HOME BUYERS AND SELLERS

7. What percentage of buyers either used online agent

recommendations or will consider using them in

their next home purchase?

2 5 7

Page 19: Working with Online Leads

19

• Online presence matters! - - - and will continue to grow

• Your clients can’t help you unless you ask - - - make it

easy for them

Page 20: Working with Online Leads

20

2014 PROFILE OF HOME BUYERS AND SELLERS

8. What percentage of buyers never recommended

their real estate agent after completing the

transaction?

2 3 7

Page 21: Working with Online Leads

21

• Over 1/3 of our clients don’t recommend us

• Are you staying in touch and are you asking?

• The median is only ‘1’ !?!?!

Page 22: Working with Online Leads

22

2014 PROFILE OF HOME BUYERS AND SELLERS

9. “Helping the buyer understand the home purchase

process” was mentioned as the main benefit that

buyers listed what percentage of the time?

6 3 9

Page 23: Working with Online Leads

23

• Our role is to provide counsel and advocacy

• How knowledgeable are you in home inspections, mortgage

alternatives, title insurance - - - ?

• Notice that providing a list of homes isn’t on the list

Page 24: Working with Online Leads

24

2014 PROFILE OF HOME BUYERS AND SELLERS

10. What percentage of home sellers only contact one

agent before selecting one to assist with the sale

of their home?

5 7 0

Page 25: Working with Online Leads

25

• You never get a second chance to

make a first impression

Page 26: Working with Online Leads

26

2014 PROFILE OF HOME BUYERS AND SELLERS

TIEBREAKER:How many leads did the Lead

Center process in 2014?

Page 27: Working with Online Leads

Leads are routed to Listing Agents, Duty Agents or

designated person

Consumers can talk with a ‘Live’ person

Inquiries are answered 7 days a week

Names, phone numbers or e-mail addresses are

obtained in over 95% of inquiries

27

LEAD CENTER

Page 28: Working with Online Leads

Hours of Operation

Mon-Fri: 8:30 AM to 8:30 PM

Sat: 9:00 AM to 3:00 PM

Sun: 10:00 AM to 4:00 PM

28

LEAD CENTER

Page 29: Working with Online Leads

29

LEAD CENTER

42,196Total number of inquiries answered in 2014:

(company wide)

Page 30: Working with Online Leads

2014 Harrisburg Region Lead Distribution

1. REALTOR.com (web inquiry) 26.7%

2. Yard Sign 22.4%

3. Homesale.com (web inquiry) 18.8%

4. Homesale.com (phone inquiry) 4.6%

5. REALTOR.com (phone inquiry) 4.5%

6. BHHS National (web inquiry) 4.4%

7. Homes.com (web inquiry) 4.3%

30

LEAD CENTER

Page 31: Working with Online Leads

2014 Harrisburg Region Lead Distribution

Newspapers 2.8%

Carlisle Sentinel

Patriot News

Palm Advertiser

Lebanon Daily News

Merchandiser

Public Opinion

Hummelstown Sun

31

LEAD CENTER

Page 32: Working with Online Leads

32

ONLINE LEADS

Idea:

Buy a Home

Go to

Web

Browse

for

Homes

Learn

Website

Consider

Finances

Drive

Areas Load

Portfolio Lender

SearchPre-

Qualify

Select Homes

to View

Home Tour

Request

Show

PropertyNarrow

Home

SelectionSelect

HomeWrite

OfferNegotiate

Manage

Repairs

Loan

Process

Final

Walk-

through

Closing

Area of Opportunity

Strong Skills

Disconnect

Page 33: Working with Online Leads

33

ONLINE LEADS

Initial Response

1. Respond quickly

2. Respond the way they

came in

3. Give exact information

4. Showcase your

expertise

Page 34: Working with Online Leads

Long Term Follow-Up

5. Use a CRM

6. Set aside time to follow-up

7. Send relevant information (customized)

8. Take notes on the prospect

9. Use your partners

10.3:1 ratio for impersonal vs. personal

communication34

ONLINE LEADS

Page 35: Working with Online Leads

35

THREE CHEERS

Page 36: Working with Online Leads

36

WANTS AND NEEDS