The Number One Real Estate Brand in Kansas City

The number one real estate brand in Kansas City has been and always will be – YOU!

Real estate in Kansas City, and every other market across the country, is a local business and people do business with whom they know, like and trust. The National Association of Realtors 2011 profile of home buyers and sellers, surveyed home buyers and sellers and asked them why they chose the agent they worked with. Here are their findings:

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If the number one brand in real estate in kansas city is YOU – let’s take a look at where most new and seasoned agents have the best opportunity for growth:

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More new agents and seasoned agents are beginning to PROFIT FROM THE TRUTH and are no longer buying into the rumors our competitors are feeding them.

Keller Williams is not threatened by the individual agent’s success. We believe in business conversations based numbers, in growth, education and training. The real estate company you choose to partner with has less to do with splits, and costs, and more to do with your NET result at the end of the year. We focus on building business worth having, careers worth owning and lives worth living.

Are you hitting your potential? What does the next level of success look like for you? Who at your current brokerage is helping you get there? How much longer are you willing to wait to make what you deserve?

Let’s sit down for a cup of coffee and go over these questions. Contact me today for a confidential business strategy session so you can get your answers from the source. You can always buy into the rumors, or you can PROFIT from the TRUTH.

5 for July: Getting Seller Leads in a Hot Market in Kansas City

Getting Seller Listing Leads in a Hot Market Can Be As Easy As 1-5!

For July, while we are hanging on to this seller’s market here in Kansas City I wanted to share some effective strategies to increase your listing inventory. So this whole month I will be posting 5 strategies for picking up new listings in Kansas City or any market for that matter. These listing strategies are simple, easy and effective. If you are not implementing lead generation activities for picking up listings then you are really missing out in this real estate market shift.

5 in July Listing Strategies

  1. Getting Listings from Your Database or Sphere of Influence

  2. Getting Listings from Open Houses

  3. Getting New Listings From your Geographical Farm

  4. Getting For Sale By Owner Listings or FSBO Listings

  5. Getting Expired Listings

 

Why work three times harder?

Why do we focus on getting listings leads for our business? One word – LEVERAGE. If we have listings we have an opportunity for three transactions, let me explain. First, you sell the listing. Second, that seller also needs to buy a new home. Third, you will get sign calls that can be converted to buyers, and who knows they may also have a house to sell. There is also a bonus, if the caller is unrepresented and wants to stay that way then you can double side the transaction.

So listings equal leverage. You don’t have to be there to show them and they have the opportunity to turn into multiple transactions. When you have a steady listing inventory you don’t have to focus on getting buyer leads, they will be coming to you. Not enough buyers? Simple, get more listings! So stay tuned for the next post, where we dive into your Database and the Acres of Diamonds there.

Setting Buyer Expectations in a Seller’s Market in Kansas City

Setting buyer expectations in a seller’s market in Kansas City can save you time, money and frustrations!

Seemingly overnight we have transitioned from a buyer’s market (more than six months of inventory) to a seller’s market (less than 6 months inventory) in Kansas City. Naturally there is some lag between when the news passes this info along. So right now, we have real live buyers in the field, still looking to get that deal of a lifetime, and they are coming up on homes that are going under contract in less than a week, multiple offers and oftentimes now going under contract for more than list price. If you are not ahead of this shift, and setting your buyer’s expectations about the market ahead of time, you could be setting yourself up for frustration and disappointment.

So how do you set buyer expectations in a seller’s market?

In short, data. You should have the ability to pull up market statistics in your local MLS that can show you average list to sales price ratios over a period of time. In the Heartland MLS that report is called the “Market Conditions Addendum” and does a nice job of compiling the data in a very easy format. Let’s be real, all the data in the world doesn’t mean diddly if you can’t interpret it and relay the info to your buyers in a way that they will understand.

So what if your buyers still think that they can go out and steal a property?

So if you have tried to set your buyers expectations by showing them the data that shows them that we are in a seller’s market here in Kansas City or wherever you are, then sometimes losing out on a property is the only remedy. We are the agent of our client. We can provide advice and consult to the best of our knowledge, if your client still wants to lob in an offer then as a fiduciary you have to do it. Just make sure to let them know that they could be losing out on their perfect home, while someone else comes in on top of this offer and takes it.

Ok, great Mat, we hear you, but how can I set my buyer’s expectations in this Seller’s Market?

Simple. Scripts.

List Price to Sales Price
The average list price in (____________) is (__________) but the average sales price is
(__________). That means that sellers are coming down approximately (__________
dollars). The reason I share this information is that I would prefer to turn you down now,
rather than disappoint you later, if you think you could offer $25,000 less than the list price
and actually expect to get it.
So let me ask you a very direct question. If we found you the perfect home and the seller
is only willing to come down about (_________ dollars) how would you feel about that?

If you want even more killer tips on taking advantage of this monstrous shift in the market, reach out to me here!

How do you get your real estate license in Kansas?

So how do you get your real estate license in Kansas?

So you have thought about getting your real estate license. You live in Kansas. Now what? Well to get your real estate license in Kansas it is a simple 4 step process.

  1. Take the 30 hour pre-exam course.  This course prepares you to take the Kansas real estate license test. There are in class and online options, we have recommendations, but you can find out what is best for you. During this class it is advised that you get your fingerprints and send them off to the state for your background check.
  2. Take the Kansas real estate license test. The test is comprised of a majority of general real estate questions and portion of state specific questions as well.
  3. Take a 30 hour real estate practice course. This course is designed to introduce you to the way that real estate business is done and how to negotiate your way through a transaction. Like the first course there are in-class and online options.
  4. Apply for your License with the state!

    Get your Kansas real estate license!

    Get your Kansas real estate license!

Getting your license real estate license in Kansas is actually not that difficult. One of the hardest decisions you will make is where to “hang” your license. In Kansas, in order to practice real estate you have to be supervised by a Broker. All that means is you have to choose a real estate office to work at. The options are literally vast.

Questions to ask when choosing a real estate company to work for:

When choosing a real estate brokerage in Kansas to work for, there are several questions that are pretty important, especially if you are brand new to sales and also brand new to real estate.

  1. What types of new agent real estate training do you offer? Do you have a real estate mentoring or shadowing program?
  2. What tools, technology and systems do you offer, and what are their costs? Are the tools and systems included in my monthly dues how are they paid for?
  3. Do you have any statistics on new agent successes in your office? What are the averages that your office has in regards to helping brand new agents in real estate get commissions quickly?

Getting your real estate license in Kansas is one thing. Choosing a great real estate company in Kansas to work with is another.

If you are thinking of getting your real estate license in Kansas then we should talk! I would love to set up a confidential no obligation meeting to go over your needs.

To your success!!!

-Mat

Overcoming NO in Real Estate Sales and in Life

Overcoming NO in real estate sales and in Life – changing the way we look at asking for what we want!

I had a recent conversation with a dear friend about their business and we came across a really great subject that I wanted to take a minute and go over with you. In a nutshell, we were talking about our respective services and that there were times when their bids seem high and they sometimes freeze before presenting them for fear of rejection – fear of the NO. Overcoming NO in real estate sales

The word NO is such an interesting word – only 2 letters – but those two letters have the power to completely paralyze  us and cause us to fall into inaction. So why is that? My daughter is about to turn three and she is fearless when it comes to the word NO, she will ask and ask for hours to get what she wants, sometimes getting 10-15 no’s until either I tire of the struggle and say yes, or she gets bored of the asking and moves on. At what point in life do we lose this never ending desire to get what we want?

In sales and in life we have to deal with NO on a daily basis. It’s just a part of the job, and those who can overcome the fear of NO don’t just do a little bit better than their counterparts, they are crushing it.

So what is the main fear behind NO?

Rejection. We all want to be liked and making a call, meeting with a client or asking for something you want puts us in a vulnerable state. Asking someone to work with us or choose us puts us in a position that if they say no, it can oftentimes feel like they are rejecting us personally, even though more than 95% of the time it has nothing to do with you personally. They are usually just not ready for your service, or you have not demonstrated enough value for them to make any type of switch.

So how do we get past the paralyzing fear of hearing NO?Getting to YES in real estate sales in Kansas City

  1. Don’t be tied to the result! – A pro baseball player in the hall of fame strikes out 70% of the time during their entire career! What kind of career do you think they would have if they got discouraged after 2 or 3 strike outs?
  2. Make collecting No’s a game. – If it’s about numbers, then if your goal is to get to 30 No’s a day, then imagine how many Yes’s would be sprinkled in there. Also, notice the mind shift, if you are making calls to get No’s then what happens when you hear one? That’s right, success! The Yes’s are in there and they will come out.
  3. Never forget that if you never ask then the answer is always NO.

So get over your fear of NO! It’s little, it’s insignificant and most importantly it’s just two little letters that are standing in the way of your true potential and life changing opportunity.

Real Estate Jobs in Kansas City and 2013 Trends

Right now may be the best time to get a real estate job in Kansas City.

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:

  1. 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.”
  2. 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.
  3. 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.

kansas city real estate market activity and 2013 forecasat Kansas City home price appreciation index and forecast

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%.

Lawrence Housing market activity and 2013 forecast Lawrence Kansas Home Price apreciation and 2013 forecast

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 Sales Cold Call Reluctance in Real Estate

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:

  1. Real Estate is a Business and you need to learn how to run one.
  2. Real Estate is a SALES job and to grow your business you need to find and create leads
Overcoming Sales Call Reluctance is a conditioned trait!

Overcoming Sales Call Reluctance is a conditioned trait!

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.

  1. Have a purpose before your call – know why you are calling every time before you dial.
  2. 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.
  3. 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.
  4. 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.
  5. 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.
You are now a Sales Cold Calling Master! Congratulations!

You are now a Sales Cold Calling Master! Congratulations!

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!