What one phrase has done more damage to the housing industry – consumer and practitioner alike – in the last two years? “I’m waiting for the bottom.” Buyers have been sitting on the sidelines, waiting for prices to hit their lows. Those REALTORS who didn’t just quit (200,000-plus of them did) similarly stuck their heads in the sand, waiting for everything to just blow over. “When the market changes,” was the favorite phrase of meetings, workshops, articles and convention speakers. A few out there – the Harneys, the Stavers, even yours truly – continued to plead for sanity. Nobody has ever called the bottom of anything on time: from Tulips to Tech, market bottoms have consistently eluded all of the experts. So it should come as no surprise that the REALTORS missed the housing bottom this time as well.
 |
The people who told you the only thing that mattered was location, location, location: were lying, lying, lying! There is a simple solution to listings that don’t sell – price, price, price. If you want to survive in the real estate business you must know the secrets of proper pricing. In this class you will learn to obtain and communicate statistics, calculate absorption rates, and explain the Market Analysis so that any Seller can make the best decision in this important facet of their sale. We will clearly define the difference between the marketing presentation and the pricing presentation as well as discussing the pivotal difference between having a property IN the market as opposed to ON the market. |
Highlights:
- Why pricing and marketing presentations are separate
- Can you market a commodity?
- Pricing from both sides of your brain
- The REAL “Law of Supply and Demand”
- Absorption Rates
- Outcomes
- Consumer Obstacles
Join Rich Sands, Senior Instructor at Matthew Ferrara & Company (and former Director of Education – Coldwell Banker Colorado ), for a tutorial on pricing in today’s competitive marketplace.
Webinar Tuition: $34.99 Special Summer Offer: $24.99
Register today and reserve your seat now:
- Coming 2010!
What do Hyatt, FedEx, Microsoft, and Burger King all have in common? They all started during recessions. And today they each are winning companies in their industries. Every one of them understood that recessions cause both economic uncertainty and reveal new opportunities. Their success is a result of capitalizing on the companies who went into “automatic” mode during good times, forgetting that change, and recessions, always come. One look at these companies today proves that recessions and innovation go hand-in-hand. They either invented or re-invented how their industry performs during a time when rivals tried instead to weather the storm. They took risks that helped them grow through the downturn, and win a dominant position in their industries.
 |
It’s been said that price is the most important factor in the sale of a home. If that’s true, then why spend all that time, effort and money marketing AND why have a class called 37 Ways to Market Your Listings? Exposure. That’s right Exposure. No matter how well priced a home is, if nobody sees it, it becomes the proverbial tree in the forest that falls to the ears of no one. This class will give you 37 ideas for gaining exposure for your listings in today’s marketplace. More than that, we will discuss the importance of marketing in the listing process as well as ways to separate the marketing presentation from the pricing presentation. |
Highlights of this marketing session include:
- What Sellers want!
- Your TWO presentations
- Then NEED for Exposure
- What Buyers are looking for?
- Targeted marketing techniques
- Discover Relevant marketing practices
Meet Rich Sands, Senior Instructor at Matthew Ferrara & Company and former Director of Education, Coldwell Banker Colorado as he takes you through an online marketing session to generate awareness for your listings.
Webinar Tuition: $34.99 Special Summer Offer: $24.99
Register today and reserve your seat now:
- Coming 2010!
 |
Go beyond the basics of presentations and grab your customer’s attention with this PowerPoint training class. Learn how to apply the enhanced PowerPoint features to transform presentations into powered-up communications with your prospects and clients. |
Learn how to:
- Get started with the easy 1-2-3 of slide creation
- Grab attention with images, shapes animation, audio & video
- Give your presentations that “customized look” with formatting tools
- Use the Slide master and Themes to set the tone of your presentation
- Deliver you presentation in Slide Show or burn it to a CD
Join Laura Fisher, Matthew Ferrara & Company’s Design & Development Specialist and PowerPoint Guru, for a quick-study on how to become a PowerPoint power user.
Webinar Tuition: $24.99 Special Summer Offer: $15.00
Register today and reserve your seat now:
- Coming 2010!
 |
Winning Over the Expired Seller & FSBO Economic times are tough. Everyone is feeling the pinch. Inventory is flooding the market and financing is harder to come by. When times get tough you have two choices; get back to the basics or get out of the business! The Expired Listings and For Sale By Owners are two great places for you to jumpstart your business. Start prospecting people who want to sell and need your expertise. We will teach you strategies and the necessary skills to get back to basics and increase your revenue opportunities. |
Learn how to:
- Understand the needs of an Expired Listing owner
- How to approach & help an Expired Listing move forward with you
- Discover the unique characteristics & needs of a FSBO
- Prospecting with Drip Marketing Campaigns
- A few ideas for contacting the Expired’s and FSBO’s
- Manage the Sellers’ expectations and handling objections
Join Marilyn Maguire, Senior Instructor at Matthew Ferrara & Company, and top producing Realtor for 19 years, as she walks through a prospecting plan to help you boost your business.
Webinar Tuition: $34.99 Special Summer Offer: $24.99
Register today and reserve your seat now:
- Coming 2010!
A month ago, I received the strangest email ever: An agent in LinkedIn blasted an email to her connections announcing her next open house. Sadly, it was little more than a cut-and-paste of the abbreviation-dumb newspaper ad she probably also ran. No photos, nor punctuation. Not even a hyperlink. More recently, a steady-stream of Facebook invitations have been arriving, with impersonal introductions like, “If you know someone who needs a REALTOR in AnyTown, USA, send me your referrals!” Oh, sorry; I thought you wanted to be my friend. But the social networking abuse reached a tipping point yesterday: It seems some virtual tour vendor has made it “quick and easy” to mass-post your tours across multiple networks at once. Oh, goody: REALTORS are about to have no more friends. Read more…
These days, too many brokers are winding down the clock to bankruptcy, with lots of help from their sellers. Too much misplaced blame has been on buyers of late. Other than foreclosures, we have not looked hard enough at sellers’ contribution to the inventory problem. And sellers are a problem. Too many brokers have trapped themselves with “list to live” strategies that have achieved anything but. No genius is necessary to see how holding a commodity for ten, twelve or twenty-four months, then selling after multiple price reductions, isn’t a business plan. It’s a going-out-of-business plan. No matter how large the commission, it’s barely enough to get out of debtor’s jail free. With record amounts of listing inventory still clogging the marketplace, REALTORS have no choice but to start doing the rest of the listing presentation with their sellers.
