There’s always something to howl about.

Author: Greg Swann (page 158 of 209)

Suburban Phoenix Real Estate Broker

Great salespeople are playing a totally different game

Seth:

Driving home, I started to think about the discontinuity in the graph of salespeople. Discontinuities are interesting, because that’s where you can see how a system works. In this case, it’s obvious that a great salesperson is going to sell far, far more than a good one. Nine women working together can’t have a baby in one  month, and ten good salespeople still aren’t going to close the account that a great one could. That’s because it’s not a linear scale. The great ones reach out. They work the phones when they’re not first in line. They understand what a customer wants. They’re not just better than good. They’re playing a totally different game.

Come see Russell Shaw tonight and find out what you’ve been missing…

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Passive marketing can swing sale

I was too busy doing this last week to talk about it. This is me from Friday’s Arizona Republic (permanent link):

 
Passive marketing can swing sale

How much time and effort should you expend to sell your house? The answer is simple: whatever it takes.

Last week, we talked about pricing, repairs and staging. Let’s talk now about passive marketing.

You’ll have a sign in your yard. Is it effective? There’s a flier box out there. Are any fliers in it? You have a listing in the MLS systems. Six photos are permitted. How many will you have? Is your listing on Realtor.com? Other Internet listing sites?

On Realtor.com, buyers often skip listings that don’t have a virtual tour. Does yours have one? Does it have its own Web site? A video podcast? A floor plan?

Your house is in great repair, it looks fabulous, and it’s priced right. This is where passive marketing can succeed or fail.

Here are some ideas we have been exploring:

  • We’re building custom, full-color signs for our listings. The point? Stopping traffic.
  • We do full-color fliers, but we also do a full-color, business-card-size flier we hope will be retained.
  • We build a custom weblog for every home we list, with dozens of photos. We do one or more virtual tours of the home and neighborhood, and we’re planning to do video podcasts of listings. The MLS listing, the flier and an interactive floor plan will all be available on the weblog, along with any other documentation.
  • We make everything we can available on the MLS system, on Realtor.com and other listing sites.

Why go to all this trouble? If someone is interested in the house, we want to answer every conceivable question. And the more time buyers spend exploring the listing, the less time they will have available for other homes.

You can call this “aggressive passive” marketing if you want, but this is the kind of effort that can swing the balance in your favor in this real estate market.

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Reminder: Russell Shaw Sales Success Seminar tomorrow

As a reminder, tomorrow is the first of the Russell Shaw Sales Success seminars.

The event will be held Tuesday March 13, 2007, at the offices of North American Title, 3200 East Camelback Road, Phoenix, AZ 85018. The event will run from 6:30 PM to approximately 9:30 PM, and refreshements will be served.

There is no charge to attend.

Russell will handle two meta-topics, followed by question and answer sessions, with a short break between.

North American Title and Worldwide Credit Corporation are sponsoring the event.

I’ve made a poster you can hang up in your office to let other agents know about the seminar. All the details plus driving directions.

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Makin’ Whoppee: In praise of the sacrament of holy matrimony

Spring comes early to the desert and I have to get dressed for a Wedding Mass. In honor of the happy couple, here are the complete lyrics to Makin’ Whoppee:

Another bride, another June
Another sunny honeymoon
Another season, another reason
For makin’ whoopee

A lot of shoes, a lot of rice
The groom is nervous, he answers twice
It’s so killin’ that he’s so willin’
To make whoopee

Picture a little love nest
Down where the roses cling
Picture the same sweet love nest
See what a year can bring

He’s washing dishes and baby clothes
He’s so ambitious, he even sews
But don’t forget, folks, thats what you get, folks
For makin’ whoopee

Another year, or maybe less
What’s this I hear? Well can’t you guess?
She feels neglected and he’s suspected
Of makin’ whoopee

She sits alone most every night
He doesn’t phone, he doesn’t write
He says he’s busy, but she says “Is he
Out makin’ whoopee?”

He doesn’t make much money
Only five thousand per
And some judge who thinks he’s funny
Says he’s paying six to her

He says, “Now, judge, suppose I fail?”
The judge says, “Son, right into jail
You might just keep her, I’d say it’s cheaper
Than makin’ whoopee”

What is the difference between a weblogger and the press?

Most men have bound their eyes with one or another handkerchief, and attached themselves to some one of these communities of opinion. This conformity makes them not false in a few particulars, authors of a few lies, but false in all particulars. Their every truth is not quite true. Their two is not the real two, their four not the real four; so that every word they say chagrins us, and we know not where to begin to set them right. Meantime nature is not slow to equip us in the prison-uniform of the party to which we adhere. We come to wear one cut of face and figure, and acquire by degrees the gentlest asinine expression. — Ralph Waldo Emerson, Self Reliance

The other day I was on the phone with Jessica Swesey from Inman News and 17 bigfoot real estate webloggers. We were discussing the plans for the Bloggers Connect event at this summer’s Inman Connect. Someone suggested that a panel could address how bloggers can come to be treated as “press.”

To which my instant reaction was, “Ew!”

I really like Jessica Swesey, but, to me, “media” or “press” or especially “mainstream media” suggest the worst kind of teacher’s pet, hall monitor, establishment toadyism. Support the blood drive! Adopt a puppy! Come to the Ladies Auxiliary Bake Sale! It’s not the intense fascination with bad news that riles me as much as the plastic-smiled saccharine boosterism. I am least comfortable when I don’t know if I am being lied to. When I lend my mind to the “press,” I feel like I am being lied to in one way or another most of the time.

This is exactly what weblogging evolved to eliminate. Love him or hate him, Charles Johnson is never trying to hustle you or pander to you. Webloggers say exactly what they mean, and they document every controversy with copious links. Doubt me? Please do! Here’s how you can find out everything I know, with links at each stop to further amend your knowledge. You will die trying to pursue all the links, but — unlike all the preening Read more

Stopping traffic to sell houses

This is another level of our hoped-for untouchable assault on the marketplace. I’ve talked about our custom signs before, but this is what everything looks like on the post. We compete against broker’s signs — never custom but really, really ugly. We built a promo postcard out of the main sign, just to rub it in.

We are a boutique brokerage. There are just the two of us, so we are certainly a very tiny brokerage. It would not be wide of the mark to insist that we are an experimental brokerage. I, personally, would rather play with new ideas than do anything else. But, house by house, and piece by piece of this listing puzzle, we are going to take the market for these kinds of homes. The kinds of things we do would be useless on other homes. At $400,000 and up, there is no limit to what we can do, and no limit to the demand to have those things done.

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Single-property weblogs: Our latest vision

I’ve been slugging away for days on a new single-property weblog for 909 West Culver Street in Phoenix. Sandboxed for now, and who knows if the extra searchability will matter. The ease of editability for people who aren’t me is a huge bonus. The idea of using WordPress as a CMS only really works if the upfront investment is going to pay off over time, which is not the case here. But the fixed-first-post idea in WordPress 2.1 is perfect for our application, putting the “cover” plus eleven slide shows all in one spot.

What’s new in what we’re doing?: The slide shows and the interactive floor plan. I tried using a Google API map, but it clobbered MSIE 7.0, so I have a static map for now. I’ll be adding a video podcast, but that ain’t there yet.

Not as pretty as Dan Green’s site, I don’t think, but what could be?

Take a look and let me know what you think. We’re aiming at complete untouchability — a listing so rich in value-added features that none of our competitors can touch us. Are we wide of the mark?

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Poster for Free Russell Shaw Sales Success seminar

Cathleen has ironed out all the details for next Tuesday’s Russell Shaw Sales Success seminar.

As a reminder, the event will be held Tuesday March 13, 2007, at the offices of North American Title, 3200 East Camelback Road, Phoenix, AZ 85018. The event will run from 6:30 PM to approximately 9:30 PM, and refreshements will be served.

There is no charge to attend.

Russell will handle two meta-topics, followed by question and answer sessions, with a short break between.

North American Title and Worldwide Credit Corporation are sponsoring the event.

I’ve made a poster you can hang up in your office to let other agents know about the seminar. All the details plus driving directions.

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What’s a Realty.bot? Not me, alas . . .

We’re listing Thursday, and it’s been long enough since we’ve done one of these Grand Opera listings that I have a lot of new stuff to invent from scratch. Ideas are easy, it’s execution that’s hard. The sign and the collateral cards are built and being printed. We’re playing with a card that plays off of the sign to emphasize the differences you get by listing with us.

If you’re a glutton for punishment, you can monitor the changes in the web site/weblog named in the sign over the next 48 hours or so. The template is one I’ve been playing with for our brokerage web site (itself to be a weblog), but this version of it will be unique to this house.

I’ve got other balls in the air, too, so I might be thin on the ground for a little while.

James Hsu asked me to define Realty.bot, so here’s an on-stilts explication:

A Realty.bot is an internet start-up that plans to undertake some part of the residential real estate transaction, usually as an adjunct to selling advertising.

Trulia.com and PropSmart.com are listings.bots, acquiring listings by scraping, direct entry and XML feeds.

Zillow.com and several others are AVMs, Automated Valuation Methods, and Zillow is graduating to a direct-entry-only listings.bot, but they don’t like that designation.

Redfin.com can seem like a Realty.bot, but, as with many other new entrants, it’s really a brokerage with a higher-tech front-end.

Arguably, a true Realty.bot is strictly a media/advertising play, but that’s something that could change in time. ShackPrices.com, for example, plans to become a leads vendor, and it is not unreasonable to argue that this may be the ultimate business model for most/all Realty.bots.

A better bright-line dividing point might be face-to-face end-user contact. We may come to a point where a Realty.bot is distinguished from other vendors by being untouched-by-human-hands, a completely automated real estate product offering.

By then I will have made up different words.

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Weblogging as if it really mattered: How to write with integrity and passion

Do you know what stinks? The world is acrawl with canned-spam, cookie-cutter, rinse-and-repeat weblogging advice — and people follow it slavishly instead of keeping their own counsel, living their own ideal, following their own star.

That is: If I read another weblog post on how to write weblog posts, I think I’ll scream. To absolve myself of charges of hypocrisy, in advance, this not a post about how to write posts, it’s a post about how to write.

Do you want to know how to write? Here’s the tiniest taste of a first lesson: Start in the middle.

Not: “This is my report on…”

Not: “Webster’s defines…”

Not: “How can I begin to tell you…?”

Start in the middle, the way you’d start a phone conversation with someone you knew would be calling.

Like this: “Do you know what stinks?”

Oh, yes, comforting rules abound, but they are the very same rules you rebel against in every other aspect of your life. You say, “I don’t want the cookie-cutter taupe-on-taupe one-size-fits-all same-damn-thing.” And yet you scour the web, looking for sage advice about how to produce weblog posts that will not challenge, will not inspire, will not aspire, will not invoke, convoke or provoke, will not do anything except testify to your perfect ability to master perfectly bad advice.

If you are not interested in what you’re writing, how could you expect anyone else to be interested?

If you are convinced (by your own conviction or by having imbibed from too many fonts of false wisdom) that you cannot hope to connect with other people except by resort to EZ-reading tricks — dumbing the entire universe down to the drooling imbecility of the dumbest conceivable specimen — why would you expect anyone to respect and reflect upon your brilliance?

Good grief!

If you are writing to manipulate, follow the rules. They work.

If you’re writing to sell a product, follow the rules. They work.

If you’re writing to hide, writing to dissemble, writing to occlude, writing to obfuscate, writing to pull the wool over as many eyes as you can capture — follow the rules. They work.

But: If you are writing to communicate — make Read more

The Carnival of Real Estate . . .

…is up at Salt Lake Real Estate Blog. Host Nigel Swaby invokes a March Madness format. We entered Brian Brady’s interview with Lenn Harley. Brian made it to the Elite Eight, but not to the Final Four. Next week’s Carnival: The Phoenix Real Estate Guy.

The Carnival of Real Estate Investing is also up at The Landlord Blog. We entered Jeff Brown’s article on accelerated depreciation. This is the best investment article I have ever read anywhere, by the only standard that matters: Money. When it appeared here, I immediately sent it to every one of my investor clients. If you didn’t do the same, amend that omission immediately. In any case, it didn’t win. Go figure…

We had a lot of great stuff last week, but The Carnival of BloodhoundBlog award goes to Jeff’s essay. When a sweet and thoughtful man shows us how to make thousands more per year from our investments, a tip of the hat doesn’t even begin to pay the debt we owe him…

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True reform in the real estate industry will not result from undermining buyer representation

I’ve been sitting on a post from Jeff Corbett, The X-Broker, for a few days. Jeff Argues that Realty.bots will eliminate buyer’s agents. This actually ties in with recent announcements that major brokerages will be feeding listings to Realty.bots like Trulia.com and Google base. I get the idea Jeff thinks these are good things. I think he’s mistaken.

Start here: Jessica Swesey at InmanBlog asked:

If the DOJ wins and NAR is forced to retract policies, what is the likely chain of events to follow? Who wins and who loses?

My reply:

If the DOJ tries to play pirate with the current system, the big brokerages may go all in-house, which they could easily do already. Then there will be no small brokerages.

Jeff objects to this, but it’s not an unreasonable proposition.

Note, for example, the the overwhelming majority of listings in Tucson are held by one brokerage — Long Realty. Who gains more from the cooperative system imposed by the TARMLS system — Long or all the little brokerages competing against it? If Long pulled out of TARMLS, what would happen happen to those smaller players?

In Phoenix, the market is dominated by Realty Executives and by RE/Max, Keller Williams, Coldwell-Banker and Century 21 Franchises. If they pulled out of ARMLS, either in isolation or by forming a new big-boys-only MLS system, brokerages like mine would be wiped out overnight.

Too much of this debate is beside the point. Pundits simultaneously attribute too much and too little importance to the MLS. From a professional’s point of view, Realty.bots are not comparable to MLS systems, and they probably never will be. They are good for window-shopping by consumers, not for searching by professionals. But wresting control of the MLS away from brokers, somehow forcing them to produce content against their own interests, will not change anything that matters in the practice of residential real estate representation. The reason for this is simple: What is wrong in residential real estate representation has nothing to do with the MLS itself.

We’ll come back to that. First: Buyers buy from the selection that is available to them. This is true of everything Read more