unreasonable clients; zillow/trulia merger; market snapshot

August 19, 2014

1

CHAMBERSBURG OFFICE SALES

MEETING

• Zillow/Trulia Merger• Unreasonable Clients• Market Snapshot

2

ZILLOW/TRULIA MERGER

So what does it mean to me?

3

ZILLOW/TRULIA MERGER

4

ZILLOW/TRULIA MERGER

5

ZILLOW/TRULIA MERGER

6

ZILLOW/TRULIA MERGER

7

ZILLOW/TRULIA MERGER

8

ZILLOW/TRULIA MERGER

We’re not in the information business.

We analyze the information so that

people can make better decisions.

9

ZILLOW/TRULIA MERGER

10

ZILLOW/TRULIA MERGER

They may have found the boxcar, but now they have to navigate

the track.

11

UNREASONABLE CLIENTS

12

UNREASONABLE CLIENTS

https://www.youtube.com/watch?v=R2a8TRSgzZY

13

UNREASONABLE CLIENTS

1. Maintain your patience and professionalism

2. Address expectations up front – don’t assume anything

3. Probe to find the root of their unreasonableness

4. Address it by fixing the problem or say ‘No’

14

UNREASONABLE CLIENTS

“If the honeymoon isn’t going real well, chances are the marriage won’t be much better.”

- Brian Buffini

15

UNREASONABLE CLIENTS

“When you make it clear (and then deliver) on the promise that your best work goes to those that are clear, respectful and patient, you become a specialist in having customers just like that.”

- Seth Godin

16

MARKET SNAPSHOT

“So how is the market? Is now a good time to buy or sell?”

Are you answering as a ‘Counselor’ or ‘Facilitator’?

Cookout Tailgating Shopping

17

MARKET SNAPSHOT

1. All real estate is local. Know your local market.

Median Sold Price: $169,900 (+6.9% from July 2013)

Closed Sales YTD: 797 (+4.3% from last year)

Average Days on Market: 125 (+19.05% from July 2013)

SOURCE: MRIS

18

MARKET SNAPSHOT

2. Real estate as an investment stands up pretty well.

19

MARKET SNAPSHOT

3. Percentage of distressed property sales is WAY down.

January 2012

January 2013

July 2014

20

MARKET SNAPSHOT

4. Millennials aren’t buying homes. Really? (Homeownership rates by age group when they were 25-29 years old)

21

MARKET SNAPSHOT

4. Millennials aren’t buying homes. Really? (% of each age group planning to buy a home in the next 12 months)

22

MARKET SNAPSHOT

5. Purchasing power decreases as interest rates go up (and they will).

-2.5% -5.0% -7.5% -10.0%

For every 1% increase in interest rates there is a drop of 10% in purchasing power.

23

MARKET SNAPSHOT

5. It’s now cheaper to buy then rent . . . by a wide margin!

Buying is CHEAPER than renting in ALL of the 100 largest metros by and average of . . .

38%SOURCE: Trulia (3/14)

24

MARKET SNAPSHOT

6. Homeowners are worth more than renters. How much more?

30X

25

MARKET SNAPSHOT

7. Optimism is returning to the real estate market.

2006

2012

26

MARKET SNAPSHOT

Are you ready to be a ‘Counselor’ or will you be satisfied with being a ‘Facilitator’?

27

CUSTOMER FEEDBACK

28

NEW LISTINGS

29

WINGS & BEER

Today4:00–6:00 PMRelax-Enjoy

30

ABOUT THE PRESENTER

Tom Blefko is a real estate broker with over thirty years experience in all facets of the residential and commercial real estate industry including sales, leasing, office management, property management, development, construction and training. During the course of his career, he has been an award-winning salesperson and assisted other agents in negotiating and closing over one thousand real estate transactions.

Contact Information: Tom Blefko, Associate BrokerBerkshire Hathaway Homesale

RealtyOffice: (717) 267-3222Cell: (717) 587-6600E-Mail: TBlefko@Homesale.com