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June 3, 2008

3 Hours On Blogging, Sponsored By The Chicago Association of REALTORS

by

Mortgage Planner

Author website

Chicago There’s lots of ways to waste three hours:

  1. Watch The English Patient
  2. Commute from Norristown to Manhattan
  3. Wait in line for Space Mountain

Now, one more: Come hear me talk about blogging next week in Chicago.

As part of its Hot Topics series, The Chicago Association of REALTORS is trotting me out to educate Chicagoland real estate, mortgage and title professionals about writing effective blogs that build client loyalty and new business.

Novice or Pro, there’s something for everyone. And seriously — there are worse ways to spend your morning.

The two 3-hour sessions are:

  • June 12: 6600 W. Irving Park Rd, 9:00 A.M.
  • June 13: 200 S. Michigan Ave, 9:00 A.M.

CAR is charging $49 for members and $69 for non-members. If you’re in the latter group, use my name as a reference and you’ll get the member pricing. And feel free to bring guests — I really enjoy playing to a packed house.

June 3, 2008

Who Should Use EIUL’s — 401(k)’s Aren’t Cutting It For Most

by

Real Estate Investments Broker

Author website

Equity Indexed Universal Life is, when simplified, investment grade insurance. It’s a tool, a vehicle used by folks to create retirement income. I’ve written of this before, much to the chagrin of Mr. Swann. I’ve since put many clients into them using industry experts. Why? ‘Cuz it’s the right thing to do. Every dollar a client spends on this vehicle is a buck they’re not spending with me. I make zip, nada, zilch. They understand this, and appreciate it. They’ve come to rely on our consistent congruency when it comes to keeping their agenda #1. And their agenda is a magnificently abundant retirement. We make use of what i’ve called a Purposeful Plan. Sometimes that Plan includes investment vehicles other than real estate. We do what works.

EIUL’s work.

As a favor to Greg, though he didn’t ask, I’ve moved this party over to my place. Last time I think his head almost exploded when this subject came up here. People tend to get upset when it’s their ox being gored. Heck, I’m goring my own ox with this one. But again, it’s the right thing to do much of the time.

David Shafer is the guy who will answer your technical questions for this post. He recently wrote a guest post on BawldGuy Talking explaining why and when taxpayers would opt for an EIUL over their qualified retirement plan.

Soon, I’ll be writing a piece referencing a recent 20 year study showing mutual fund returns inside 401(k)’s have been less than 5% annually. And this study is used as a marketing tool. Go figure. I’ll make the study available, probably in dual form with David’s site. This study sheds light on the dirty little truth about mutual funds and their performance inside taxpayers’ qualified retirement plans.

  • Folks aren’t starting with realistic numbers. Mutual fund returns in 401(k)’s not good.
  • Front loading EIUL is best — drives down the cost of the insurance.
  • Your combined income tax rate is over 15%? Then numbers skew toward EIUL.
  • The higher the combined retirement income tax bracket, the more the numbers favor EIUL
  • EIUL never tells you when you Read more
    • June 3, 2008

    Mitch Ribak: It’s The Contact, Not The Content

    by

    Commercial Real Estate Finance Expert
    Structured Debt and Equity
    Licensed Real Estate Broker in AL, CA, and FL

    Author website

    As Jeff Brown would say, “There’s more than one way to skin a cat”.

    Mitch Ribak is a Florida real estate broker who purposefully avoids the Web 2.0 world. Well, that’s not really true. Mitch Ribak is a blogger. I met him on Home Gain Blog and I read everything he writes. Why? Because he’s VERY effective at marketing.

    Mitch is extremely helpful. In the 3-4 months I’ve known him, he’s answered every single question I’ve asked and gone out of his way to explain the efficacy of his pay per click marketing success. He is extremely open with advice, sharing with whomever asks for it. Mitch designed a CRM called 100mphmarketing.com which he’ll release next month. I respect this guy a lot.

    Here’s the short version of this 15 minute interview:

    1- If a REALTOR is not online, he’s going to lose out.

    2- Buyers control this market, not sellers. Ergo, attract buyers with your marketing.

    3- Websites should offer less content, not more. The most important tool is a lead capture tool.

    4- Give enough content to entice the buyer to call you.

    5- The lead capture form should be prominent on every page.

    6- Quality lead generation comes from attracting serious buyers; the lead capture form distinguishes their intent.

    7- Traffic should be high quality. Mitch uses PPC and affiliate marketing programs.

    8- No email= no access to listings. Real estate brokerage is a business and businesses must deal with serious buyers.

    9- Conversion is key. It is the contact with not the content provided for the customer that is of paramount importance. Autoresponders work because they automate the marketing process. “Dripped” MLS listings buys customers’ brain cells.

    Mitch has “street cred”. His team of 14 agents closed 193 transactions, last year. Last month, they closed 38 transactions. Not a big deal? He sells real estate in Brevard County, Florida; the eye of the hurricane.

    I’ll ask you to listen to the interview with Mitch before you comment.

    June 3, 2008

    And Wachovia Completes the Gang of Three

    by

    Real Estate Renaissance Man

    Author website

    Wachovia board members have forced CEO Ken Thompson to retire  and Realtors should be popping champagne corks all over the nation.  Why?  Because Wachovia is the final reckoning of the Gang of Three and this may very well signal the bottom of the market.  Disclaimer #1: I usually write posts and comments backed by statistics.  Barry Cunningham will attest to that.  But this post is going to be more along the lines of a common sense case study; a thought experiment.

    The Gang of Three
    When the press first started reporting on the “sub-prime” crisis (a misnomer in itself, but we’ll save that for another day), a number of us were pointing out the real problems and what was to come.  There were three lenders to worry about and Countrywide, by virtue of its size more than any particular wrong doing, was used as the example.  In my weekly speeches to Realtors, I began to refer to them as The Gang of Three: Countrywide, WaMu and Wachovia.  The initial problems at Countrywide can be seen as far back as May of last year.  The set-asides at Countrywide were woefully inadequate, in my opinion, and that seems to have been borne out.  WaMu went down the exact same path and now, finally, we see Wachovia doubling the losses they originally forecast.  Why are these three lenders leading the Lemming parade off the financial cliff?  What do all three lenders have in common? (Hint: it’s not sub-prime loans.)  The common thread here is Negative Amortization Loans (cue ominous music).  Disclaimer #2: I am on record as being VERY against Neg-Ams (I have never written one for a single client).  Do they have a purpose?  Yes.  A few of my colleagues have used them effectively.  But I would venture to guess 75% of the neg-am loans produced were at least a by-product of greed if not out right theft on the part of the originator.

    There is not space here to go into why these loans are, generally speaking, so abused and that is not the point of this post.  The point is that these are the big three originators of neg-ams (Countrywide, WaMu and Wachovia through their very questionable puchase of Golden West Financial) and all three Read more

    June 3, 2008

    Real Estate Video: My Love Hate Relationship

    by

    Instigator, anthill kicker.

    Author website

    Video is coming, it’s here, it’s real, and it’s not going away.   It makes me happy that there is some high quality content being created for Agents, and tools to enhance communication.  What I don’t like about video is it’s non-interactive nature, and the sluggish pace that it churns out information.  It’s great for some things (some tutorials, house tours, testamonils), and for those things there’s no equivalent.

    But, for a lot of things (other tutorials, deep analysis, and even advocating positions), the format is such that you can’t quickly extract the content YOU want.  There’s got a 1-2 minute investment in whatever your watching to see if you’re going to learn what you want–compared with the speed of glancing at a stack of RSSfeeds  and quickly seeing if it’s valuable.    This is a function of the format and an inherent limitation  of video itself.  I continually find my attention wandering and myself perpetually on the verge of hitting alt-f4 to shut the video up.   For every good example, of what Video can do to enhance the consumer experience there are countless bad examples (with preroll credits and more crap).

    I’m BRAND new at messing with video. I’ll get real good at it real soon.   It’s a communication tool, and I am getting over my inherent dislike of it.  I’m not yet  expert, but I’ve made some promises to myself as to what all of my videos are gonna be like,  in true  Bloodhound fashion, I submit it for your criticism and review.

    • Content Dense: If it’s in video, it’s gotta deliver on the promise of being content dense.  That doesn’t always mean talking fast.  It means ensuring that there is content.
    • Quick Preview: spend the first 5 seconds previewing what you’re gonna give ’em, not on some insipid preroll liner.   People will relax, or change the channel.
    • Deliver the content as fast as it can be effectively communicated.  Similar to content density, we want to make sure we know that video is grabbing attention.  No filler.  Read more
    June 3, 2008

    What does Zillow.com understand that Trulia.com is missing? “Thou shalt not muzzle the ox that treadeth out the corn.”

    by

    Suburban Phoenix Real Estate Broker

    Author website

    I think that there may have been a time, in the blue-sky days of gray-skyed Seattle, when people with two-digit badge numbers at Zillow.com actually thought they might be able to disintermediate Realtors — much as Expedia.com had disintermediated travel agents. No one at Zillow will admit to this, but I suspect that a notion like this could have been in the original design parameters for the hypothetical software they were brainstorming in those days.

    If this is true, then, to their credit, they came to their senses. Presumably, they realized, first, that the National Association of Realtors is a ferocious criminal mob that will do anything to destroy perceived competition, and, second, that, as simple as it might seem from the outside, real estate representation is too complicated to be automated cost-effectively, at least for now. Instead, Zillow.com made a conscious and thorough-going decision to partner with real estate agents and lenders, offering them exposure on its platform in exchange for building out its content.

    You could argue that Trulia.com made a similar resolution, but it seems more likely to me that the San Francisco start-up is simply aping Zillow’s partnership with individual practitioners without really understanding it.

    From a distance, the differences in the partnering relationships of the two companies could not be more stark. At Trulia, the most important kind of partner is the one who can deliver the most listings. The hierarchy runs from brokerage chain to brokerage to broker to agent to seller.

    Zillow’s hierarchy is the other way around: The most important source of information about a home is that home’s owner. Next comes the agent, followed by the broker, the brokerage and the brokerage chain.

    In both cases, higher parties on the hierarchy have the power to override — and thus usurp — the contributions of lower parties. What this means in practice is that sellers and their listing agents are regarded as being the least authoritative sources of information at Trulia — and therefore the last in line to receive practical benefits from the leads that might be generated by the on-line reiteration of the agent’s listing of Read more

    June 2, 2008

    Phoenix real estate market news: May rocked

    by

    Suburban Phoenix Real Estate Broker

    Author website

    I tend not to cover local market news at BloodhoundBlog, but this is big, and I expect it might be replicated across the country. I’ll be writing about it tomorrow for Saturday’s Republic, but it won’t be news-pages news for another ten days or so.

    Here’s the news, in any case:

    May was a very strong month for clearing bread-and-butter inventory in the Metropolitan Phoenix real estate market. We track sales of newer suburban tract homes, with records going back to January of 2004. May was the strongest month for those homes since May of 2007, with the best month before then being November of 2006.

    Price are down, month over month, and not just a little, so May’s results no doubt reflect the sale of a lot of lender-owned properties. But inventories of these same homes are down 7% from April and over 14% from March. The implied absorption rate from May’s results is 5.2 months, down from 8.4 months for April.

    The lender/title month ended on a Friday, so it will be Wednesday or Thursday before I’ll be willing to commit to solid numbers. As a matter of anecdotal evidence, I called yesterday about a very market-weary short sale. After months of no activity, three offers came in over the weekend. The seller multiple countered, with the current high-bid being $17,000 over list. We won’t know for sure for two or three months after the fact, but May or June could be the bottom of the market in Phoenix.

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    June 2, 2008

    BloodhoundBlog in the terrible two’s and the me-me-me meme

    by

    Suburban Phoenix Real Estate Broker

    Author website

    I had mail last night from a sweet kid who wanted to tag me in what she called a MeMe game. I thought that by itself was nice take on the idea of memes as represented in the wired world of real estate, but it also put me in mind of a promise I made a while back:

    Inlookers: I will be happy to entertain any other What would David Gibbons do?-type questions. You can email me; I’ll shield your identity. Or you can use the “Ask the Broker” button — if you fudge the email address field, it’s completely confidential. If your question is obnoxious, don’t waste your time — because I don’t waste mine. But if you have a sincere question about BloodhoundBlog or me or whatever […] fire away. I am surely also the most forthcoming — and loquacious! — person any of you are ever likely to meet. If you want to know something, just ask.

    This is not a vanity on my part. People who have met me in person will tell you that I don’t ask many personal questions. I see them as bring not so much impertinent as irrelevant. All I care about is work — mine, yours, ours. But if there’s something you’re just dying to know, don’t suffer in ignorance, and, for goodness’ sakes, don’t gossip. Ask away. I will conceal nothing.

    BloodhoundBlog will be two years old on June 29th. The world of real estate weblogging has exploded since we got started — but my argument is that you ain’t seen nothin’ yet. We’re doing everything we can do expand this world we live in, to help more and more real estate professionals understand the implications of Web 2.0 marketing. In the coming weeks, I plan to revisit some of the underlying philosophical issues that drive BloodhoundBlog — to illustrate where we’ve come from and where we’re headed.

    Louis Cammarosano sent this along yesterday:

    Was going over our google analytics re the HomeGain blog and was checking sources of traffic. Someone came to our site from a Google search excellent real estate marketing. Click on the Read more

    June 1, 2008

    Being a Trust-Player

    by

    Real Estate Broker

    Author website

    Trust is more than a word, it’s embodiment through action. I become a trustworthy person. It’s critical in the new 2.0 environment to establish trust and to live it. The whole of business 2.0 is dependent on trust — individual players and companies.

    You don’t become a trust-player by espousing transparency alone, you also have to determine motives, intent. What drives the transparency and what is the intent of transparency? What is your agenda? A natural, honest transparency built on unmuddied motives with the intent of being trustworthy is noble as long as you’ve searched your motives, and your behavior is in line with the stated intent.

    Using transparency as a weapon or a smokescreen for hidden agendas is not trustworthy, not the avatar of a trust-player – it’s 1.0 scam dressed up in the latest social garb. Those who USE transparency as a marketing technique are cynically misguided and naked before the sharp 2.0 eyes of trust-players. Trust-players are interested in the truth not social chicanery. Trust-players are intestested in reciprocity built on mutual benefit and mutual trust. Transparency is for the benefit of honest business practices laid out on the table. Transparency is not for the benefit of uncovering thy neighbor who prefers privacy; however, transparency can be used as a flood light to reveal the thieves who thrive in darkness.

    It’s best to be honest and reveal yourself as honest, rather than hide tricks only to have someone else reveal the tricks. Another way a business can get respect is to say THIS is what we do, and we realize some won’t like it, but, neverthless, it’s not hidden — you be the judge, here is the evidence.

    The political players this season are realizing more than ever that it’s useless to hide the negatives — they will be uncovered.

    Trulia has recently realized that nothing escapes notice. The one part I respected from Rudy in his defenses was when he said they would continue handling the “no-follow” set-up like they have been. That’s good, at least we know.

    The funny thing about transparency is that it’s double-edged and sharp — while you might preach the public’s right Read more

    May 31, 2008

    Who’s a Mortgage Fiduciary?

    by

    Commercial Real Estate Finance Expert
    Structured Debt and Equity
    Licensed Real Estate Broker in AL, CA, and FL

    Author website

    Are you ready for the next big argument about fiduciary capacity? It’s coming in the form of national loan originator licensing and it promises to be a doozy.

    The Federal Housing Finance and Regulatory Reform Act of 2008 is proposed legislation that seeks to license anyone who quotes rates or fees to borrowers (among other things). It’s a political stunt, veiled as consumer protection that is yet another revenue racket for the government. It’s requiring a 20 hour pre-licensing course, with testing and national fingerprint registry.

    Anyway, there’s a lot of talk about “acting as a fiduciary” to the borrower. The rhetoric leads me to this conclusion; it just can’t be done (at least under the current environment). A fiduciary is someone who subordinates her interests to her client’s. I just can’t determine how a mortgage banker can TRULY act as a fiduciary; they don’t have all the product offerings available.

    Wells Fargo doesn’t offer negative amortization loans . Contrary to what you hear in the media, there are times when a negative amortization loan is JUST what the doctor ordered. If someone has a large amount of debt, it might be in their best interest to defer interest (at 6.75% pre-tax) so that they can free up some cash flow to pay down the higher interest debt (at 13% post-tax). In this flat housing market, it may be the only chance someone has to improve their credit score by swapping 13% money for 6.75% money. Many bankers can’t offer that product. Would they refer that loan out to a specialist (like an attorney or doctor would) or “sell” the client on the “in-house” loan program?

    Conversely, would a Wachovia originator, who just cashed a check at Bank of America and noticed that they aggressively priced their 15-year loan, refer that loan across the street or write it at .25% higher?

    Mortgage brokers, then, should be perfectly positioned to act as “true” fiduciaries. If transparent brokerage compensation was pre-negotiated in an exclusive right-to-finance agreement (much like a Read more

    May 31, 2008

    Imagineering Unchained Orlando: The All-You-Can-Eat Buffet

    by

    Suburban Phoenix Real Estate Broker

    Author website

    Everything about taking BloodhoundBlog Unchained to Orlando is in flux until we find out what we can do about meeting rooms. Even so, I’m swimming in ideas for how I want it to work.

    As before, as always, I want for there to be a ton of hard-headed content. We set a new high-water mark for real estate conferences in Phoenix, and I want to bump that mark quite a bit higher.

    Here’s how my thoughts run right now, all subject to amendment by cruel reality and subsequent brainstorms:

    This is a one-day affair, and so it has to be a concentrated dose of that Unchained attitude. We also have to accommodate the comings and goings of the conventioneers, since it seems less than likely that they will all be available for the same one huge block of time.

    What I thought we might do is run the circus from 8 am to 8 pm, with Brian and I doing a four-hour show three times or a three-hour show four times — thus to deliver the most that we can to the greatest number of people. An even better idea: Two different three-hour shows, each delivered twice. Unchained in Phoenix was eleven-plus hours of content, but we could condense that down to a very highly-concentrated six hours of material.

    Then, in the next room over we could have a trade show floor with vendors we trust having an opportunity to present their value propositions and give away tee shirts and frisbees.

    And then in a third room, this one cut into three or four breakout rooms, we could offer hour-long breakout sessions aimed at every level of geek, from infra to ultra. We need beginner sessions. We need expert sessions. This is a way we can meet a multitude of needs. Twelve hours times three rooms could accommodate up to 36 unique class sessions. I would expect many sessions to be repeated through the day, but 36 class slots presents a lot of teaching opportunities.

    In the end, we end up with a sort of All-You-Can-Eat Buffet: Show up when you can, stay for as long as you Read more

    May 31, 2008

    Looking for the bottom? Real estate speculators are establishing the bottom-dollar price for lender-owned homes in Phoenix

    by

    Suburban Phoenix Real Estate Broker

    Author website

    This is my column for this week from the Arizona Republic (permanent link).

     
    Looking for the bottom? Real estate speculators are establishing the bottom-dollar price for lender-owned homes in Phoenix

    If you’re looking for the bottom of the real estate market in Phoenix, chances are it’s right up the block. It’s that house with the jungle of overgrown weeds in front.

    It used to be for sale. Then it was a short sale. By now it’s lender-owned. A year ago it might have been listed for $250,000. Now the price has been slashed to $120,000 — maybe less.

    That’s a sad story, particularly if you knew the owners. And now, as you watch the parade of investors checking it out, you might feel a certain anger toward them.

    If so, your anger is misdirected. Between syrupy books and movies and high-strung high-school-teachers, we have been indoctrinated to despise speculators. But the truth is, speculators are the garbage collectors of capitalism. They come in and clean up messes they did not create, returning productive value to underperforming assets.

    It you’re looking for a villain in these stories, look to the borrower, to the lender or just to the vicissitudes of life. But it is the speculators who are going to bring the real estate market back to a viable state.

    How? By establishing the bottom-dollar price.

    What is your home really worth right now? It’s worth as much as the lowest-price lender-owned comparable plus the cost of returning that home to turn-key condition plus a small convenience premium. In other words, if the lender-owned house sells for $120,000, and if it will take $10,000 to make it as nice as your home, then your home is worth $135,000 — $140,000 at most.

    And if you’re not willing to sell you home for that price? Get it off the market right now. It will not sell for more, but the surplus of over-priced inventory is a false signal to buyers that the market has not found its bottom.

    If you must sell into this market, you’ll sell at the market price. If you can afford to wait, you will almost certainly do better Read more

    May 30, 2008

    1.0 = !.0 For Most Agents — What Old School M.O. Works For You?

    by

    Real Estate Investments Broker

    Author website

    I used M.O. so once and for all I can say something here in Latin. Modus Operandi — there, I said it. In simple terms it means mode of operation. In real estate parlance, you work one way, the lady down the hall works another. Same results, different M.O.’s.

    So, in the 1.0 world of generating business — closed business — what works for you best?

    Let’s limit this discussion, for the benefit of those who aren’t doing as well as they’d like, to those agents closing a minimum of 24 deals a year. And remember, 1.0 M.O.’s only. This isn’t about the 2.0 world of electronic wizardry.

    Tell us what your M.O. is. What’s generating 24 or more transactions a year for you? How’d you learn it? From whom did you learn it? Have you added your own special sauce? Are you adding other 1.0 M.O.’s to your repertoire? Are you considering increasing your efforts using the same one?

    OK — your turn — fire at will.

    May 30, 2008

    Are you a professional practitioner or just an order-taking lackey? How to list a home for sale like you own the damn place

    by

    Suburban Phoenix Real Estate Broker

    Author website

    I’ve written a ton about how we list homes for sale (and not just in that post; surfing the archives repays effort). At Unchained I illustrated some of our ideas, and you can catch this show on the DVDs if you missed it live. Everything we do is about selling the house — not selling us as a brokerage or as agents and not attracting buyers for other listings. We reap a substantial secondary marketing benefit from listing as hard as we do — both the efforts we undertake and our victory dance when we succeed — but our entire focus is on selling the house.

    There is more stuff I could talk about, and we are always playing with new ideas. It’s fun — for me at least — to work with buyers, but listing is a perfectible praxis: By the assiduous application of thought and effort, we can get better and better at it the more we do it. But there is a limit to that proposition: You cannot sell a house that won’t sell, and that’s what I want to talk about.

    But first: Listing in Phoenix right now, and in many other markets, can be a heart-breaking endeavor. There is too much inventory and there are too few buyers, and even the most perfect home can come up second-best again and again. “If you list, you’ll last,” but it could be that you’ll last a little better right now if you focus your attentions on motivated, qualified buyers, rather than speculating on sellers. You don’t have to blow off sellers, but I think you might be wise to reschedule listing appointments in favor of showing appointments, if one has to give way for the other.

    Here’s the real meat of the matter, though: How much will you get paid for a listing that does not sell?

    We charge a $1,500 non-refundable retainer when we list, but that doesn’t begin to cover our costs before we even hit the MLS. I’ll come back to this idea, but the point for now is that we actually lose money if our listings don’t sell. Read more

    May 30, 2008

    True Confessions of A Real Estate Broker

    by

    Real Estate Broker, Investor

    Author website

    The times are indeed changing.  I am not a real estate salesperson.  I am the broker/co-owner of a small real estate office.    Please put the hammer away, Greg.  My partner Bob, and I, opened it up precisely in order to own our own systems,  and develop our own approach to business.  Initially, it was just us, but after over 25 years in the business I realized I wouldn’t mind having a few agents on board to help with the heavy lifting.  And while I certainly don’t want to milk any underlings, there are bills to pay.

    So here’s the question … In true Web 2.0 spirit I am putting it out to the community.

    Gentle readers, if you were a broker-owner of a small independent real estate office, just precisely how would you structure your business to survive in the Web 2.0 world?  Or is the extinction of the broker/salesperson model so close and inevitable that it would not be worth the effort?

    Could a small independent brokerage reinvent itself based on, say, a team concept?  What commission split would you offer agents?  What services would you provide for agents, or not provide?  

    Any and all comments and opinions are welcome.  Thank you, everyone.

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    Inventing Real Estate 2.0

    Welcome to BloodhoundBlog, the national real estate industry marketing and technology weblog written by, for and about real estate professionals. Better yet, welcome to the wired world of real estate. We are busily inventing Real Estate 2.0 – technology, marketing, service and salesmanship. Like all Bloodhounds, we are smart, frisky and fiercely independent. We've built a spot on the earth – beloved over all – where each one of us can be who we are, no matter who that might be. We are committed to an idea of excellence that will flush the bums, the con-men and the crybabies out of the real estate industry. If you yearn to have your failures excused, your moral lapses absolved or your boo-boos kissed, seek elsewhere. But if you are sick to death of mediocrity – welcome home. Read all about us, subscribe to our feed and steel yourself for the hunt. We work hard, we play hard, we learn everything we can – and we bow to no one.

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