Category Archives: AGENT TRAINING

6 Things Only a Real Estate Pro Knows

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Those who consistently make money in real estate know the market. They know the location and the history. They know what new developments are planned. They know the transportation and the schools. They know everything about the area where they invest. They have to know it all.

Staying ahead of the competition in real estate investment means doing your homework. If you are new to the business, it can be daunting, but in this article we’ll teach you six tricks that the old pros use to get ahead of the trends instead of chasing them.

  1. Study Local Pricing

The first things to study are the current price trends in the area. For example, a potential investor should look to see if the price of homes is accelerating faster in one area than in others. Next, check to see if the average home price is more than in other neighboring towns. This will provide an idea of where the biggest demand is. Another reason to study these trends is that, over time, you will start to develop a sense for which prices are “fair” for certain properties and which are overpriced. For individuals looking to buy properties at the lowest cost possible, this knowledge can be invaluable.

Realtors and real estate agents are a terrific source for this information given their access to the Multiple Listing Service (or MLS). The local newspaper, the internet, and the town hall may have a record of recent sale prices as well.

  1. Get Pre-approved for a Mortgage

There is a host of benefits you can enjoy by getting pre-approved for a mortgage. Chief among them are financial benefits. For example, most lenders will lock in an interest rate for you once you are pre-approved for a mortgage. This let’s you enjoy the benefits of a lower interest rate if interest rates rise while you’re house hunting. Further, if you are able to be pre-approved for a mortgage prior to finding your dream home then you become a preferred buyer in the eyes of the seller because you’ve demonstrated you have serious financial backing.

  1. Look for a Catalyst

One sign that an area is up-and-coming and that it will be desirable in the future is the development of new infrastructure. When you see new roads and schools being built, it’s a sign that the community is set for a growth spurt. Investing in a growing community can be very profitable. In addition, certain types of development, like new shopping centers, may be extremely attractive to homebuyers, and may also help keep the tax base low.

Spotting new developments can be as easy as looking out your car window as you drive by. Telltale signs of land clearing, surveying or the beginnings of construction in and around major roadways are pretty big tip-offs. Also, look for widening of traffic lanes, the installation of turnaround lanes and the erection of new traffic lights. All suggest the possibility of increased traffic flow.

Next, visit town hall at the municipality or the county level, and speak with the road and the building departments. They should be aware of any major projects slated to begin in the area, and they may even be able to provide you with a connection at the state level so you can find out if any state-owned roads or properties are slated for development as well. Real estate agents also have a general idea of what new projects are about to be undertaken. (For added insight, see Profit With Real Estate Land Speculation.)

  1. Explore Low-Tax Alternatives

If there are two towns side by side – one with high property taxes (or with progressively rising property taxes) and the other with low property taxes – the one with the lower taxes will usually be more in demand.

Real estate agents can help you determine which areas have the best and worst tax structures. In addition, a simple call to the local tax assessor can reveal how much the town charges in taxes per $100 of house. The assessor can also let you know when the last time the area was evaluated by the township. Also watch to see if a reassessment is set to take place in the near future, as it may mean that property taxes are about to go up. Beware of towns and communities that are becoming overcrowded. Signs include schools filled to capacity and inferior roadways. This could mean the town will have to do some major construction to accommodate the influx of people. And how do they pay for that construction? Tax dollars. (For more on property tax, see Five Tricks For Lowering Your Property Tax and Tax Tips For The Individual Investor.)

  1. Check the School Rankings

Nearly every state ranks its schools by how well students in each district fare on tests in math and English. Sharp-eyed investors should look for schools that are moving up or are atop the list. These areas are often desirable to parents. Access to quality education is a big selling point to new home buyers.

There are several ways to find this information. Check our your state’s board of education website. Also, PSK12.com has public school rankings for most states in its free section. Visiting the schools yourself is also a good idea. Schools that rank the highest are usually quite eager to provide information.

  1. Watch the Outskirts

If the properties in a major city or town have become overpriced, the areas on the outer fringes most likely will soon be in demand. Areas in close to major bus and rail transportation are even more desirable Nearly any area that is about to install a major train stop or a new major bus route will see its proverbial stock go up in value.

To find out what’s planned, you can check with the local railroad or bus company to see if they will be expanding service in the area. The local town hall or planning department will also have this information.

The Bottom Line

It pays to do your homework and to tap local resources to determine which areas are hot now and, more importantly, which ones will be hot in the future. Much of the information is out there and free for the taking. You just have to be willing to do the leg work. Source: Investopedia.com By Glenn Curtis

Your Loan in the Valley

Great proven seller lead gen Real Estate marketing ideas

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Try these 4 proven seller lead gen real estate marketing ideas:

  1. Leverage Your Buyers

To generate solid referrals, strike while the iron is hot! After you hand over the keys, show your buyers you appreciate them and provide great follow-up to help solicit referrals.

  • Offer your buyers a small congratulatory closing gift (and be creative!)
  • Include a small stack of your business cards and ask your buyers to share them with anyone who may be in need of an agent
  • Since closing is a hectic time, follow up with your buyers in a week to thank them again – and remind them that you’d love any referrals

Referrals from past clients may not guarantee you seller leads, but this is a great way to open that channel with minimal effort.

  1. Go After For Sale By Owner (FSBO) Listings

90% of sellers who attempt to sell their own property aren’t able to complete the transaction. This is typically due to some combination of inexperience, limited resources, poor marketing and overpricing.

Trying to sell a home is extremely stressful, especially when you don’t have a background in real estate – presenting a great opportunity for you to come in and save the day! Look up FSBO listings on Craigslist and reach out to offer your services – perhaps a free consultation – to take full advantage of this technique.

  1. Contact Sellers with Expired Listings

Why do listings expire? Much like we discussed with FSBO properties, it’s typically because the expired listing is overpriced or is not being marketed well. Once again, you have the opportunity to step in and save the day.

In contrast to the FSBO method, you’ll need to rely on your MLS to pull a list of expired listings. Sellers with expired listings may already be working with another agent – but considering that the listing is still on the market and unsold, they may be motivated to explore all options.

Reach out to the seller to let them know that you can help them with their stalled listing. Come up with a game plan on how you will generate exposure for the listing. If the plan is good and pricing is in line with expectations, you may well find yourself representing the seller moving forward!

  1. Search for Leads on Facebook

Facebook has done a lot to improve their search functionality, specifically in building out the detail with which you can search for people, places and things from your profile page. Did you know that you’re able to look up keywords and locations in the search box at the top of your Facebook profile? Give it a try! If you type in your city along with a few keywords associated with selling a home – things like packing, house hunting or moving, you may very well find individuals in your extended network who could qualify as seller leads.

Source: zurple.com

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Finalmente tienes tu propio Real Estate Website…

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¿Ahora qué?

Nada más tienes que definir como te vas a diferenciar de más de 1 billón de páginas web dedicadas a bienes raíces. ¿Suena fácil verdad?

No te preocupes, vamos a darte algunos consejos que con algo de persistencia, te llevarán al éxito.

  1. Investiga lo básico del SEO (Search Engine Optimization)

Es muy importante que antes de poner tus cartas a jugar entiendas lo básico de cómo los sistemas de búsqueda en internet funcionan.

  1. Escribe contenido valioso que pueda ser realmente de utilidad para tu cliente.
  1. Crea perfiles en tu website de los vecindarios en los que estas enfocado. Después de todo, ¿quien sabe de estas áreas más que tú?
  1. Escribe tu biografía haciéndote ver como el experto que eres.
  1. Crea videos informativos, profesionales y divertidos que puedas conectar con tu sistema de marketing.
  1. A menos que hayas vivido debajo de una roca los 10 años pasados, no tenemos que mencionarte lo importante que son las redes sociales hoy en día.

Ahora sí, con esta información y tu creatividad estas listo para empezar a darle un funcionamiento adecuado a tu website. ¡Manos a la obra!

Your Loan in the Valley

Why Do Interest Rates Change?

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We’re all familiar with interest rates. Most of us have a credit card, student loan, or mortgage, and some of us have all three. And although consumers often are able to lock-in fixed interest rates on certain financial products like certificates of deposit (CDs), interest rates nevertheless are constantly in flux. For example, the federal funds rate—the rate at which banks lend to other banks and the basis for most consumer interest rates in the United States—has moved about quite a bit, from 0.25% to 19% since 1954. What causes rates to vary so much? There are many reasons, but two key factors are the supply of money and inflation.

The Money Supply

The US central bank—better known as “the Fed”—has two primary goals: full employment and stable prices. The Fed seeks to achieve these goals through monetary policy that can increase or decrease the money supply. The Fed primarily controls the supply of money by buying or selling government bonds through a process known as open market operations. Banks hold reserves at the Fed and through open market operations the Fed enters into transactions with banks to buy or sell government bonds. When the Fed buys securities from a bank, the Fed increases the amount of money in the bank’s reserve account at the Fed. With a greater supply of money on hand, the bank has an incentive to reduce the rate of interest it charges borrowers.

The interplay between borrowers’ demand for money and lenders’ supply of money also has an impact on interest rates. At the micro level, if a bank experiences greater demand for its loans relative to its supply of deposits, then its interest rates tend to rise. In order to lend additional money, the bank must incur additional costs—either from borrowing money from another bank, raising capital, or increasing the rate it must pay depositors to attract additional deposits. Ultimately, the bank passes these costs on to borrowers in the form of higher interest rates.

Inflation

Interest rates also can vary because of inflation. When determining the interest rate to charge borrowers, lenders factor in their estimates of what future price levels will be in order to ensure lenders will profit from the loan. High inflation, or anticipated inflation, will result in higher interest rates. For example, in the 1970s, the United States experienced greater levels of inflation after the Federal Reserve “loosened” the money supply. The Fed’s intention was to reduce unemployment, but it not only failed to keep unemployment in check, but also resulted in inflation that averaged almost 10 percent from 1974 to 1981. In response, the Federal Reserve “tightened” the money supply, taking money out of circulation by selling government bonds. As a result, the federal funds rate skyrocketed from five percent in 1976 to over 13 percent in 1980, in large part because there was significantly less money to loan out than was being demanded by consumers and businesses.

From the early 1980s through today, interest rates have fluctuated significantly. After the hyperinflation of the 1970s, interest rates remained high during the early 1980s, peaking in 1981 at over 16 percent. During the mid 1980s and early 1990s, the federal funds rate declined, ranging from 5 to 8 percent. Spurred by the economic boom of the 1990s, interest rates hovered between 3 and 6 percent, hitting the top end of the range as the dot-com and housing bubbles burst during the early 21st century. At present, the federal funds rate is below 0.25%, near an all-time low.

The Federal Reserve has kept the fed funds rate low in an attempt to stimulate borrowing, investment, and the economy as a whole. Whether or not low rates will bring about a speedier recovery is uncertain, but one thing is for sure: when interest rates start to rise, supply and demand and inflation considerations will almost certainly be the driving forces behind it.

Source: simple.com by by Ted Iobst

5 razones por la que tus clientes no te eligen como su Agente de Bienes Raíces

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Aunque hay muchas razones por las que los negocios fracasan, aquí descubrirás las 5 razones principales por las que vendedores/compradores no están usando tus servicios.

Si tu negocio está sufriendo porque apenas consigues un cliente, este artículo te será de gran utilidad.

  1. Sin necesidad, no hay ventas

El mayor error que la mayoría de Agentes cometen es vender su servicio a clientes que no lo necesitan. La lección aquí es simple: cualquier servicio/ producto que no resuelva un problema urgente o necesidad, será difícil de vender a cualquier cliente.

  1. Sin dinero, no hay ventas

Por desgracia, muchos negocios se tienen que enfrentar a este problema. Todo el mundo les dice que sus productos/servicios son maravillosos pero nadie puede sacar sus billeteras para pagar por ellos.

Aunque haya una seria necesidad por ese producto o servicio, para muchos Agentes es difícil vender sus servicio a suficientes clientes.

  1. Sin prisas, no hay ventas

Ya que la gente suele retrasar sus compras, debes animarles a pasar a la acción y comprar ahora. Creando un sentido de la urgencia en tu negocio, los clientes tendrán una razón por la que tomar una decisión inmediatamente. Cuando usas la prisa como una estrategia de ventas, también creas la impresión de escasez de propiedades. A nadie le gusta perderse una buena oferta o la oportunidad de disfrutar de un producto o servicio excelente.

  1. Sin deseo, no hay ventas

Mucha gente necesita ser motivada antes de comprar o vender.

La mejor manera de crear deseo por tu servicio es vender los beneficios y los resultados de éste.

  1. Sin confianza, no hay ventas

Estamos en una era donde las estafas, por desgracia, son comunes, y hay un incremento de gente que sólo usa servicios de agentes conocidos o de una compañía en la que confían.

La confianza y la credibilidad son claves en el mundo de los negocios de hoy.

Source: gananci.com

Your Loan in the Valley

Want to earn more money in 2017?

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Here are 16 things that you can do to increase your closings in 2017:

  1. Increase your activity on social media sites.
  2. Make a marketing or social media calendar
  3. Adhere to a regular prospecting schedule.
  4. Join a networking or business professionals group.
  5. Create a blog.
  6. Employ pay-per-click advertising.
  7. Create landing pages to attract prospective home sellers.
  8. Hold an open house.
  9. Boost an upcoming event on Facebook.
  10. Maintain or update your CRM.
  11. Send out regular email drip campaigns
  12. Attend local marketing or broker caravan sessions.
  13. Read a book or listen to an audio book.
  14. Attend meetings or courses to stay current on local and state contracts and real estate policies.
  15. Find a mastermind partner.
  16. Outsource annoying and time-consuming tasks. (For example, hire a transaction coordinator, a virtual assistant, or a short sale processor.)

Source: melissazavala.com

Your Loan in the Valley

What Do Lenders Look At When You Apply for a Mortgage?

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While this is a bit of a broad question, most banks and mortgage lenders are looking for the same basic thing, your ability to repay the home loan.

After all, as long as you make your mortgage payments on time each month, there isn’t much else for them to worry about.  You hold up your end of the bargain and they’ll be more than happy to extend financing.

Pinpoint Potential Red Flags Before the Lender Does

Think of a home loan application like a job interview. You want to put your best foot forward. This means taking a hard look at yourself and determining what your weaknesses and strengths are. This is exactly what a lender will do.

So before your loan application is actually submitted to a bank or mortgage lender, it is imperative to ensure that every possible red flag has been addressed.

Typically, borrowers know what these issues are, but if you don’t, consider shortcomings in asset, income, employment and/or credit departments.

Ultimately, you want your loan application to be as strong as possible and to make sense so approval will be the only option; underwriters tend to love common sense. As long as it makes sense, they can approve it knowing they won’t get any flak for letting a bad loan slip through the cracks.

Don´t forget that one of the biggest things lenders are concerned about is credit. It’s key to know where you stand before looking to purchase or refinance.

Source: thetruthaboutmortgage.com

Your Loan in the Valley

Mejora la experiencia con tu cliente

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Sólo tienes que poner en práctica estos puntos y estamos seguros que tus clientes no podrán resistirse a tus encantos.

  1. Saluda siempre al cliente, haz que se sienta cómodo y a gusto.
  2. Dale el valor que se merece y dile porque es tan importante para ti.
  3. Ponte a su servicio, déjale saber que estas interesado en lo que quiere o busca.
  4. Escucha y ayúdalo a obtener lo que quiere.
  5. Invítalo a que regrese aún y cuando no se haya decidido a usar tus servicios.

Todos queremos clientes más felices, ¿verdad?

Your Loan in the Valley

10 maneras de aumentar tu capacidad cerebral

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Los neurocientíficos han comprobado que nuestro cerebro puede cambiar. Y para que esta transformación sea positiva te proponemos ejercitar tu mente para potenciar tu capacidad cerebral.

Nosotros utilizamos sólo el 10% de nuestro cerebro y, contrario a las creencias de algunos científicos que suponían que conservábamos en nuestra vida el cerebro con el que nacíamos, hoy han comprobado que eso no es así. Es posible aumentar tu capacidad cerebral si tomas en cuenta estos consejos

  1. Haz cosas nuevas

Cuando experimentas nuevas cosas estás estimulando tu cerebro. Por eso, no caigas en la rutina y cambiar tu recorrido al trabajo o prueba una receta nueva.

  1. Ejercítate regularmente

Moverte es fundamental para potenciar tu inteligencia ya que en cada ejercicio generas nuevas células en tu cerebro.

  1. Entrena tu memoria

Seguramente has escuchado muchas veces a personas que desean tener una mejor memoria pero no hacen nada para lograrlo. En estos casos lo mejor es ejercitarla, memorizando números de teléfono u otros datos importantes.

  1. Sé curioso

Para esto sería bueno que cuestiones todos los productos, servicios y todo lo que te rodea. Esto ayudará a tu cerebro a innovar y crear (Visita Conozca la manera más divertida de ser más creativo y más productivo) nuevas ideas.

  1. Piensa en positivo

El estrés y la ansiedad matan tus neuronas e impiden la creación de nuevas. Para revertir esto piensa en positivo.

  1. Come saludable

Tu dieta impacta fuertemente en tu cerebro ya que éste consume más del 20% de los nutrientes y el oxígeno que consumimos.

  1. Lee un libro

Esta es una forma muy útil de incentivar tu imaginación y potenciar tu cerebro ya que cuando lees, debes hacer un esfuerzo por imaginarte lo que hay entre líneas.

  1. Descansa lo suficiente

Cuando duermes recuerda que liberas las toxinas del día.

  1. Deja el GPS

Esta herramienta ha hecho nuestra vida más fácil pero también ha vuelto más perezoso a nuestro cerebro.

  1. Haz las cuentas de forma manual

Hoy sucede que dependemos de la calculadora para hacer hasta las cuentas más sencillas. Esto no es bueno para tu cerebro. Source: lifehack.org

Your Loan in the Valley

The 12 Commandments of Closing a Sale.

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Like any game there are rules to selling, especially when it comes to closing a sale. Here are the 12 commandments for sealing the deal.

  1. Remain seated. The saying goes, present the product, service or idea on your feet, but always negotiate from your seat. Even if your prospect stands up, remain seated. Going from a seating position to standing up suggests something has changed and allows your prospect to exit and end the negotiations.
  1. Always present a proposal in writing. People do not believe what they hear, they believe what they see. Always have a contract available and a writing pad. Anything offered or points of value that are included should be written down to show buyers what they get when they make a decision with you.
  1. Communicate clearly. No one will trust a person who cannot communicate clearly and confidently. I practiced using recorders and video for years and then played them back to ensure my communication was coming across the way I intended.
  1. Make eye contact. This is a discipline instilled only through practice, and you can perfect it by recording yourself. If you want to be believed, it is vital to make eye contact with your prospect. It suggests interest in them and confidence in yourself, your products, your services, and in what you are proposing.
  1. Always carry a pen. I remember once I was closing a deal, and I reached for my pen in my jacket but it was gone. The prospect took this as sign that he shouldn’t sign—and didn’t. I was devastated, and now I refuse to go anywhere without my sword in hand. All agreements require signatures and that requires ink. Keep a pen available at all times. In fact, always have a back-up pen, too.
  1. Use humor. Any humor that can make people feel good, inspired or hopeful is always appropriate during the close. Everyone loves a good story, and people are more likely to make decisions when they are less serious. You will close more deals if you can get your client to lighten up and laugh.
  1. Ask one more time. Figuring out another way to circle back and reposition negotiations after being told “no” ultimately will make you a great closer. It is not rude to persist; it is the sign of success and prosperity. Because I continue to ask in another way for a “yes” after being told “no” does not mean I did not listen. It only means I am more sold on my view than I am the other’s view.
  1. Stay with the buyer. Each time you leave the customer to check on something, it creates doubt and uncertainty in their mind. It can create undue antagonism in the negotiations, lower perceived value, and extend the closing time. But keep in mind, this does not mean there is not an appropriate time to leave a buyer and use an authority for a close, as this can be very powerful as long as it is not overused
  1. Always treat prospects like buyers. Regardless of the circumstances: no money, no budget, not the decision maker — always treat the buyer like he is a buyer. I always survey the prospect for signs that demonstrate they have bought in the past. The watch, the shirt, the suit, the necklace, the car they drove, the house they live in, the credit card they use, and others. All are evidence that this prospect has actually demonstrated the ability and history of closing. I always tell myself, “Every buyer is a buyer. Treat them as a buyer and they will turn into a buyer.”
  1. Stay confident. I always maintain that we can come to an agreement, no matter what I am told by the buyer or those around me. The saying goes: “Where there is a will, there is a way.” This mindset of knowing you will reach an agreement requires you to eliminate all negativity from your environment as though it were a disease that kills, and be assured, it does.
  1. Be positive. No matter how the buyer responds, keep it light and maintain a can-do attitude throughout the negotiations. When you go negative due to the buyer being negative there is only one outcome and it’s not good. Negativity always succumbs to positivity.
  1. Always smile. This is not just about your attitude, but also your physical manifestation. For the next week, practice smiling with everyone in every situation you encounter. Do this until you are able to argue with a smile, disagree with a smile, negotiate, overcome objections and close with a smile. Have you ever noticed that very successful people are smiling all the time? It is not because they are successful that they are smiling, it’s how they got successful. This is a million dollar tip: Smile.

Adapted excerpt from The Closer’s Survival Guide by Grant Cardone (Cardone Enterprises, 2011) Source: entrepreneur.com

Your Loan in the Valley