Have you ever hear the term, “It’s all in the timing?” Timing plays a big role in those who succeed and those who wait.
Let me introduce you to the three main types of people in this world:
- Those who “Do”. These are the first to act, they take calculated risks when presented with all the facts, but also reap the majority of the rewards. They seem like magical fortune tellers. If you ask them how they do it their answers are simple, “All the indicators pointed in a particular direction and history indicated that the next ‘big’ thing was about to happen.”
- Those who “Watch and Wonder”. These individuals are on the sidelines watching those who “Do”. They often have the same information presented to them, but due to either fear or lack of understanding they fail to take action. So they stand on the sideline wondering what happened and how those who “Do” knew it would be a slam dunk.
- Those who have no clue. These individuals are completely out of the loop and are not even aware that there was an opportunity. They are content in their current situation and have no desire to change their status. They are often heard saying things like “Money Doesn’t Grow on Trees” or “Slow and Steady” or “Get a good job and work hard”
If you are in category number 2, I am about to share with you some very important information in regards to real estate and the housing market in Kansas City, Lawrence and the state of Kansas as a whole.
The market is shifting – Big time. If you have been considering a job in real estate in Kansas city, or investing in real estate in Kansas city then please pay attention because here is your opportunity to be a part of category number 1.
The center for real estate at the W. Frank Barton School of Business at Wichita State University just released it’s 2013 Kansas Housing Market Forecast and the results should excite you.
For the Kansas City Market:
Home sales are expected to rise over 5.4% over last years total volume of 26,960 to almost 29,000 units sold. Prices will continue to see a nominal increase of 1.5% appreciation and lending rates are expected to remain stable for the next 12 months.
For the Lawrence Market:
Existing home sales are expected to rise over 15.8% to 1,390 units which is near 2007 levels and prices are expected to climb 2.1%. One of the biggest indicators are that NEW homes permits are expected to rise 3.1%.
So, now what are you going to do?
You have the information, now what are you going to do with it? Call me now to find out how a job in real estate my be the best thing for you and your family. Don’t be caught sitting on the sideline – you are now in the know, take action.
-Mat Lewczenko – 913.322.8379 – MatL@kw.com – www.KWcareersKC.com
Overcoming Call Reluctance in Real Estate Sales
Are you having difficulties overcoming call reluctance in real estate? The good news is that you are not alone! Most real estate agents that get into the business don’t realize a couple things:
- Real Estate is a Business and you need to learn how to run one.
- Real Estate is a SALES job and to grow your business you need to find and create leads
On the surface this all sounds fine and good, until you have to make your first few sales calls. You think to yourself, “I’m going to be amazing at this, I’m on the phone all day anyway. What’s so hard about making sales calls to potential clients?” Then they get their list ready, which is your cell phone database to begin with…and then….it starts.
The sweats, the doubt, the fear and that phone and that list become every sales agent’s worst nightmare. You just got a case of sales call reluctance – the good news is that you can overcome it.
So what is Sales Call Reluctance in real estate?
In its simplest form, sales cold call reluctance is a fear of rejection. We all have it; we all want to be liked. So when we call people to talk about business or to ask for a referral there are several limiting beliefs that all sales people get:
- I personally hate getting sales calls so I will be bothering others.
- What if they hang up on me?
- What if they yell at me?
- What if they are rude?
- What if they laugh at me?
- What if I stutter and sound like a tool?
- No one answers their phones anyway; this is a waste of time.
Regardless of the fear, there are some very simple tips to overcoming sales call reluctance! You can become a sales master in a very short time!
Top 5 tips to overcome sales call reluctance in real estate.
- Have a purpose before your call – know why you are calling every time before you dial.
- Have a script – scripts are a game plan, in football the offense calls a play before every snap of the ball – it’s their script and then they react to what the defense provides them, but they always start out with a script – get over it and start using them.
- Come From Contribution! People don’t care how much you know until they know how much you care. They who give the most value and care the most get the sale.
- Realize that sales calls are a numbers game – and that hall of fame baseball players strike out 7 out of 10 times at bat and still make millions a year. Same thing – you can’t help every call, but every call gets you closer to a yes.
- Time On Task Over Time – You will get better and more confident over time. Accept the fact that you are nervous. So what! The more calls you make the better you will get and your conversions will get and your account will grow.
So do yourself and your family a favor and start overcoming sales call reluctance in real estate by implementing these tips immediately. One of the best things you can do is contact us now and get into coaching. Next thing you know you could be writing a blog about how you overcame call reluctance too!
So this week at my accountability weigh in that I share with my Facebook friends in order to keep me on track, I came across an opportunity to elaborate on a little concept that we talk about a lot at Keller Williams Diamond Partners. Before I get to it let me share with you, I wanted to take a second and apologize to everyone that I fell out of integrity and that this week I did not lose weight, in fact I gained half a pound back.
So, I’m standing there, a bit dejected and starting to get really embarrassed and thinking “great, now what am I going to post on Facebook?!” So, with my pride deflated, I wanted to turn this into an opportunity for learning and share some concepts that we talk about:
- Accountability has to hurt a little or it’s not doing it’s job. Posting or sharing successes rocks! Posting setbacks, SUCKS…A LOT!
- When we are winning, it is at that time that we have to focus on our fundamental tasks and actually work even harder. (Just ask K-State what happened right after they received their #1 ranking this year – Baylor? Really?!?!) anyway…
We get into coaching and accountability not because it’s fun, or easy, but because, by nature, we cannot hold ourselves accountable – or at least not to our true potential. If you are not in coaching or mentoring at some level, then you are leaving growth opportunities on the table – period.
The Hard Lesson
Point number two is what I wanted to elaborate a little bit on. If you noticed last week, I was on week 3, had three weeks of nice losses, and even mentioned that I was able to start doing some points in my head. Well, just like in our businesses, when things are going good, we are receiving referrals and you have had several closings this month and have a couple in the pipeline – what is the first things that falls off your schedule? YUP – Lead Generation! Then 30 days go by, and you are through celebrating your recent past success and look ahead and now there are no closings, or maybe just one small deal. So point number two happens to be the answer to so many agent’s question “When does the income roller coaster stop in this business?” Simple – consistent lead generation regardless of production.
For me this week, my points tracking completely fell off my radar and I got lazy. My scale doesn’t care what I did last week, it just posts results. We have a saying in the office “You can have reasons or results, but you can’t have both.” Well this week, I had to face the reality that I just did not do what I was supposed to and my results reflected that 100% – I only have myself to look at.
Getting back to Integrity
So, let me refer back to a BOLD theory called PTFAR – (Pronounced Pointfar) which stands for Programing leads to Thoughts which affects our Feelings which lead us to taking Actions and actions produce Results which go back to changing our Programming.
This week’s Scale in reference to PTFAR:
Programing – this week’s results triggered an embarrassed and pissed off reaction in me.
Thoughts – I had to go back to what I did and didn’t do, and reevaluate and put a plan together to get back into integrity.
Feelings – I am embarrassed to share with everyone that did not take steps towards my goals this week, this feeling SUCKS!
Actions – Back to tracking, no shortcuts, no cheating
Results – I’ll check back in with you next week!
Goal for next week – 4lbs! See you then!
Real Estate Sales Opportunities in Kansas City
Are you looking to start an amazing career in sales? Maybe you are looking to grow your sales career and are looking for the next best opportunity to do so. Whether you are new to sales or a seasoned sales pro – the opportunity in real estate sales in Kansas City is incredible!
- Foreclosure sales in Kansas City and Johnson County Kansas, including the suburbs of Overland Park, Olathe, Shawnee, Lenexa and Mission.
- Short Sales in the Kansas City are and surrounding cities like Roeland Park, Leawood, Merriam and Mission Hills
- Government HUD Foreclosures in Gardner, Prairie Village and Spring Hill Kansas.
So if you can spot the incredible sales opportunity in real estate in Kansas city then we definitely need to meet. Our systems, tools and training are completely independent of the market – meaning that you do not need to have a buyer’s market, a seller’s market or a neutral market to have the best sales opportunity available to you.
The next time someone asks you “How’s the Real Estate Market in Kansas City?”
You can reply, “It’s always good for SOMEBODY!”
Obliterate Call Reluctance and Thaw out Follow-Up Freeze Up
So you have taken Ignite and you graduated BOLD – Congratulations! You have conditioned yourself to lead generate, you have found who to call and you are calling! Great! You even made an appointment! Fantastic! They have not signed with you yet but want to stay in touch, you tell them “no problem, I’ll call you weekly” and they even give you permission to!
So why is that phone number still terrifying to call back, even after you got the permission to stay in touch?!?!?!? You have FOLLOW UP FREEZE UP! A common occurrence of Real Estate Call Reluctance and we can eliminate it!
So I spoke with your Drunk Monkey, and after slapping him around a bit, he confessed and told me what he told you, do these sound familiar?
“Don’t call them, you are annoying! You JUST talked to them, they are sick of you! What are you gonna say, you are just going to stutter and sound STUPID! Why call, they are never going to list with you! I bet you are the 30th Realtor calling them today!”
Here are 3 tips on Thawing Out the Follow Up Freeze Up and destroying call reluctance in real estate.
- Get permission on the prior call or meeting by saying, “I want to make sure my database stays up to date, can I call you next week to check in on your price and see if you are still for sale?”
- Drop off or mail an item of value and then make that the topic of discussion for your next call. “Hi it’s Mat, just following up like I promised I would. How have your calls been? Any Offers? Hey, did you get that ‘xxxxx’ that I mailed to you? What did you think? Any questions? Talk to you next week!”
- Have a tip or article prepared to share with them and then use it as an opportunity for another drop by or a mailing.
Remember – The Fortune is in the Follow Up! All Realtors call, but the pros have a system for follow up.
Are you considering a Real Estate career in Kansas City?
Did you know that the market is now starting to turn? Were you aware that home prices in many neighborhoods are starting to stabilize? Foreclosures and Short Sales in Kansas City are starting to decline, bringing what was one a very strong ‘buyer’s’ market into a more balanced market, and even into a ‘seller’s’ market. If you have been on the fence considering a career in real estate in Kansas City then right now may be a better time than ever.
Is a career in real estate for you?
Have you found yourself sitting at home, watching HGTV, House Hunters, Flip This House or Million Dollar Listing and thought to yourself “I would be a great real estate agent!” Then a career as a real estate agent may be the perfect fit for you! But before you just jump right into this, you may want to ask yourself a few questions:
- Are you a self starter and can keep on task with no one pushing you to get a job done?
- Do you feel comfortable meeting new people and talking about your business?
- Are you a good time manager, can you keep appointments or are you always late?
If you can answer YES to any of these questions then you may be a perfect fit for a real estate career in Kansas City and the surrounding metro.
So how do I get started in Real Estate?
You will want to start interviewing brokerages and seeing if the culture and training match your needs. Questions to ask:
- What type of new agent training do you offer?
- What are my costs as an agent? Commission Splits?
- At what point do I get to keep 100% of my commissions?
- Does your company do any charity work in the community?
- What type of ongoing and continuing training opportunities do you have to offer?
To find out more about how Keller Williams has become the real estate company of choice amongst new and experienced real estate agents just give us a call at 913-322-8379 to set up a meeting. Or visit our website at http://www.KWcareersKC.com and register below to be contacted for the next step.
Are there any particular requirements for me to purchase a Foreclosure or Short Sale in Kansas City?
This is part of a longer blog thread where we are talking about distressed sales in Kansas City, and more particularly in Johnson County Kansas, and what the differences are, and which one is right for you. You can read the first post on this topic here.
There is a big push for the foreclosures on the market to be purchased by Owner Occupants – people who are going to live there. Many of the government backed foreclosures and or big banks have a special period that only owner occupants can bid on a property. HUD call this the “exclusive” period which varies in length of time but can usually be about 14 days, and Fannie Mae calls this the “First Look Initiative”. During this time, no investors are able to submit an offer, therefore reducing the competition for these deals.
Just because you want to buy a foreclosure, doesn’t mean you can! Lending requirements for different loans have different “condition” requirements. That means, if you can only qualify for an FHA or VA type loan, the house may be in too rough of shape for it to pass the lenders appraisal process. A really good lender can explain all the different loan types available and what you will qualify for, I’m not going to get into that. Important thing to note is to tell your lender that you are considering looking at foreclosures and which loans will work for you.
Depending on the condition of the property the same lending requirements may apply here as well. On of the very biggest requirements in purchasing a short sale is PATIENCE. It can take 77 to 120 days for a Short Sale to close. So be prepared to make an offer, have the seller sign it and then wait for up to 3 months before you even get a response from the bank. It doesn’t mean that people are not doing their jobs, the banks are just that overloaded.
So, are there any particular requirements for me to purchase a Foreclosure or Short Sale in Kansas City? Mainly your financing, whether you are going to live there or not and your time frame are your most important factors.
Where can I find Foreclosures and Short Sales in Kansas City?
This is one part of a longer blog thread where we are talking about distressed sales in Kansas City, and more particularly in Johnson County Kansas, and what the differences are, and which one is right for you. You can read the first post on this topic here.
The good news is that by reading this post you are already one step closer to finding the “GREAT DEALS” that foreclosures and short sales have to offer. Actually, if you just look up at the first line – that particular hyperlink will take you to a very special list – a Johnson County Foreclosure list. (Don’t tell anyone!)
I mainly wanted to write this post to warn you of the predators out there that are willing to take your money to offer you something that is pretty much free – well, you may need to provide some contact info – but never your credit card number. So if you have ever stumbled upon a “Get the Hottest Secret Foreclosure List” site and they ask you to pay for it – RUNNNNNNNN!!!!!!!!
Foreclosures – If you are really interested in finding them you can ask your Realtor – I happen to know a good one if you need one 🙂 – and have them run a search in their MLS (the Multiple Listing Service, the database that all realtors use to market homes for sale) for the terms “REO, BANK OWNED, CORPORATE OWNED, AS IS, HUD, FANNIE MAE, and FORECLOSURE”. This should bring up quite a list of foreclosure properties, and they can set you up on an automatic email that updates you with any new properties as they come on the market.
Short Sales – This one is a little harder to search on your own, but your agent (wink wink) can help you out with that. There is a field in our particular MLS here in Kansas City where if a listing is a potential Short Sale, then they have to disclose it to the other agents. We as agents can search those types of listings or even remove those types of listings from your search.
So, Where can you find Foreclosures and Short Sales in Kansas City? Well, silly, you just did!
This is a great question and we get asked this a lot.
This is one part of a longer blog thread where we are talking about distressed sales in Kansas City, and more particularly Johnson County Kansas and what the differences are and which one is right for you. You can read the first post on this topic here.
So back to the main question.
What the heck is the difference between a short sale and a foreclosure?
There are two main differences and they all have to do with where in the foreclosure process a property or owner happens to be.
So what is a foreclosure?
A foreclosure is a listing that is being sold by a bank or other entity that has taken back a home that went into default and was unsuccessfully sold at the foreclosure auction. It is vacant and can be in many different level is disrepair. Sometimes these are called “REO’s”. According to Wikipedia, “The term REO originates from the term Other Real Estate Owned (OREO), which is used on financial statements to classify real estate property owned by financial institution but which are not directly related to its business.” Generally foreclosures are much easier to purchase and can close fairly quickly 10-20 days depending on the lender.
So what the heck is a “Short Sale”?
In short (no pun intended) a short sale is an attempt for a seller to sell a home for less than they owe(selling it “short”) on their mortgage balance in lieu of going into foreclosure.
Why would a bank want to do something like this? Why would any bank agree to sell for less than what is owed? Great question! Foreclosures are expensive and banks are in the business of lending money and not owning homes. If a seller is not able to make payments and the house can only sell for a certain amount of money, then the bank may actually save money by accepting a short sale than going all the way to foreclosure.
We will get into this in a later post, but there is nothing quick about short sales and the can take 77-140 days to close. Yikes!
If you want to find out more you can reach out to us and we will be happy to sit down with you and discuss your options. Also, if you know of someone who is behind on their payments and feels like their only option is foreclosure, then they need to talk to us right away. They have option that can greatly affect their future borrowing ability – they do not have to give up.
Till next time!