Matthew Ferrara, Philosopher

All posts tagged standards of performance

So what if the housing market takes another turn for the worse? Markets go up, markets go down. Unless you're ready to quit selling real estate, what matters isn't the market but your strategy. Here's why.  Read more

Saying a home is just a "little" overpriced is like saying you're just a "little" pregnant. Sellers who do it should insist on the full benefit of overpricing. And it's in their agent's best interest to help.  Read more

Conducting office meetings can be an expensive proposition. Follow these "do's and don'ts" to make your office meetings really count.  Read more

Here are ten simple phrases managers can work into their recruiting conversations with potential candidates. The agent's reaction to any one of them should instantly tell you if you have found the right person for the job.  Read more

Even giant companies like Lenovo might find they really don't understand how to satisfy the modern customer. What about your company?  Read more

Matthew Ferrara explains how real estate salespeople can grow their business every day by following the low-cost and sustainable Formula of Fives.  Read more

Traditional housing reports lack useful data for the modern real estate consumer. What Gen X and Gen Y need to know in the future goes far beyond the traditional CMA.  Read more

Yesterday found me on the 15th floor of the New York Times building in Manhattan, part of a trio of industry thinkers including Mike Staver and Steve Harney. Joining us for three hours of  “ask anything” discussion were some of the city’s finest brokers and managers. The host, Leading Real Estate Companies of the World, had brought us together for a second time (the first in Phoenix) in a brainstorming session that had audience and panel each doing equal work. And unlike one of the usual presentations you might attend, the learning flowed both ways, from industry experts both on  Read more

Which is harder to spot: The Loch Ness Monster or the housing industry recovery? Given the number of false sightings for both, it’s not hard to imagine that we’ll ever see either. It seems that few people can tell if they’re looking at a recovery or not: Even the “Voice of Real Estate” changes its mind every month. Should we call a recovery just because downward trends are slowing, or do we have to wait for them to actually rise? Is a one-month rise sufficient, or should we wait for two quarters positive balance? Can housing recover if consumers continue  Read more

Making mountains out of molehills seems to be a favorite activity in the real estate industry. First, it was the “internet” going to put brokers out of business. Then, it was websites who were “selling” real estate consumers back to agents as leads. Along the way the industry even ate its own, claiming REALTOR.COM was “stealing” the value of brokers’ data because they used it to create a profit selling ads. None of these issues turned out to really be anything more than a few busybodies being, well, busy. So it’s no surprise that over at Inman, they’ve been humping  Read more

“Reports of my death are greatly exaggerated,” So quipped Mark Twain after hearing his demise had been published in the New York Times. The same might be said today about the real estate industry. A lot of hullabaloo has been making its way through the web these days – the end of brands, numbered days for independent agents, consumers ready to do it on their own. Trouble is, it’s mostly punditry that supports these assertions. Certainly, real estate brokerage is under a lot of pressure to produce profits, cut costs and improve customer satisfaction these days. Even more likely is  Read more

NAR turned 100 years old this year. Think where we have come in 100 years. Think how fast our business has changed since the mid 1990s with the introduction of the internet into the business sector. With this anniversary in our midst it is time to think about new standards of performance for our business. Why? Today’s consumer is unlike any consumer we have ever known. This is because of the rapid acceleration of the internet and the rate at which people like to communicate. They expect and deserve new levels of professionalism from us . These new standards start  Read more