Real Estate Sifter

RISMEDIA, November 30, 2009—Consumers are more conscientious about healthy living than ever before and this awareness is making its way to the homebuilding industry, particularly in the custom home market, says Michael Lenahen who owns Ponte Vedra, Fla.-based Aurora Custom Homes.

“As more consumers begin to realize how much their home affects every aspect of their health, they are beginning to see the importance of improving its environmental quality with products to benefit their health and that of their family,” Lenahen said. “The new emphasis toward healthy living focuses around four main categories – air, water, odor/fumes and lighting.”

According to the U.S. Green Building Council, pollutants are often two to five times higher indoors than outdoors and this can significantly affect air in the home causing breathing problems and respiratory diseases. When it comes to the quality of the air, Lenahen said several products are available on the market that homeowners should incorporate into their home such as:

-Advanced allergy filters to control dust particles and pollutants
-Dehumidification devices to manage the humidity in the home
-Variable speed air handlers to maintain the circulation of air throughout the home and ventilation fans to introduce fresh air into the home while removing stale, humid air

Improving the water quality in a home is just as important as the air quality, Lenahen said. Several products are available to improve the quality and efficiency of a home’s water flow and usage, including:

-Carbon filter and reverse osmosis units to purify drinking water by removing particulate matter and harmful minerals
-Whole-house water softeners to remove calcium and other harmful minerals while providing added benefit to the home’s appliances and pluming fixtures. Water softeners also improve skin tone and texture by removing calcium, magnesium and iron from the water.
-Underground cisterns to collect rainwater from the gutter and downspouts to use for irrigating the lawn and landscapeHealthy home living is also improved by the use of low Volatile Organic Compound (VOC) materials, which emit lower levels of gasses into the home from everyday materials such as paints, sealants, cabinets and flooring materials. Lenahen said homeowners should use the lowest emitting VOC products for custom homebuilding and remodeling projects, thereby reducing the negative health impact the products may have on the occupants. Low VOC products will have labeling to help homeowners find the healthiest option.

Better lighting solutions can also foster healthier living. Traditional light fixtures typically include high wattage bulbs, which waste electricity while adding excessive heat into the home. Suggested improvements include:

-Decorative light fixtures with less wattage requirements and soft-light emitting globes
-Compact florescent light (CFL) bulbs or L.E.D. fixtures and bulbs for longer life usage
-Next generation skylights, such as Velux Sun Tunnel or Solatube, that bring natural light into the home, reducing the need for artificial light and energy consumption

“These are just some of the many changes that can be made to current homes or built into new homes that will greatly improve the quality of life and health of its occupants,” Lenahen said. “The more consumers become aware of the positive affects of healthy living within the home, the more products will enter the mainstream of standard building practices.”

About Aurora Custom Homes
Aurora Custom Homes was founded in 1997 by Michael Lenahen with a mission to build custom homes of uncompromised elegance. Driven by passion and purpose, Aurora Custom Homes provides its clients with a truly custom building experience where the customer becomes an integral part of the building team.

For more information, visit www.AuroraBuilders.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

RISMEDIA, November 30, 2009—This week’s headlines from the NATIONAL ASSOCIATION OF REALTORS® include: Take NAR’s 2009 Industry Pulse Survey for your chance to win a GPS, save up to 40% on select rentals from REALTOR Benefits® Program Partner, Avis, and increase business with Lowes new mobile site.

Take the NATIONAL ASSOCIATION OF REALTORS® 2009 Industry Pulse Survey for Your Chance To Win a GPS!

The NATIONAL ASSOCIATION OF REALTORS is conducting a 2009 Industry Pulse survey and we need your input. Please take a few minutes to complete the following survey. Respond by December 15, 2009 for your chance to win a GPS.

Save up to 40% on Select Rentals from Avis

Renting a car from Avis, a REALTOR Benefits® Program Partner, is now more affordable than ever thanks to a special discount offer available to NAR Members. Now through March 31, 2010, members can save up to 40% at participating Avis locations on daily, weekly and weekend rentals. Restrictions apply so check the website for complete details and to get the required AWD code.

Increase Business with New Mobile Site from Lowe’s

Boost your business by taking advantage of the new FREE mobile site from REALTOR Benefits® Program Partner, Lowe’s. Enjoy the convenience of sending personalized Lowe’s direct mail coupons and e-coupons to your buyers and sellers directly from your cell phone or other handheld device. Add new clients or select from existing clients already entered in your LowesRealtorBenefits.com account. Check it out today by visiting www.LowesRealtorBenefits.com on your cell phone.

For more information, visit www.Realtor.org.

To see last week’s NAR Pulse, click here.

RISMEDIA, November 27, 2009—In today’s changing economy, many entrepreneurs and real estate agents are wondering what to do. Some have gone through a cycle of shock, disappointment, fear, and now confusion. What seemed to work in yesterday’s marketplace isn’t working today. The truth is there are many opportunities in today’s market for success. The following 7 tips will put you on a path toward success in today’s economy.

Tip 1: Listen to the media with discernment
As you know, the media likes to paint a negative spin on everything to get more sales. There’s a saying, “if it bleeds, it reads.” Lately you’ve been hearing a lot of scare tactics from the media. When you’re buying into the ideas that are presented, notice how you feel. Do you feel motivated and raring to go?

You probably feel demoralized, unmotivated, and downright scared. As you feel these feelings, you are radiating energy to prospective clients that stop them from wanting to move forward. When you find yourself buying into the negative images the media portrays, remember that whatever you give out comes back to you multiplied.

Tip 2: Look at the facts
The economic forecast is actually quite different than what the media is spinning. For instance:
-interest rates are still at an all-time low
-we’ve gone through the worst of the dip
-indications are that stocks will start to rise and that there is more confidence in the economy

In other words, according to the experts, the worst part is over and people will begin to buy again.

Tip 3: Put up boundaries on negativity in your environment
You probably know what environment I’m talking about. I’m talking about being around other negative people. Many of the clients that I’m currently coaching are busy creating a positive mindset. How do they do it? They tell me, “I don’t hang out with people who are negative. I would rather stay away than hear the negative buzz.”

Tip 4: Monitor your own self talk
No one knows how to create negative chatter in your mind, more than you do. With the flip of a switch, you can turn off negative self talk and give yourself positive and encouraging self talk.

A few examples of negative self talk include:
-I don’t know if I can succeed in today’s market
-I don’t know if there’s enough business to go around
-Maybe it’s time for me to get a “real job”

After working with entrepreneurs for the past 10 years to help them double and triple their incomes, I have found an easy technique to intervene and create a positive mindset.

The next time you notice any negative self talk, just say stop. Then take a breath and put in some positive new thoughts. Here are some examples of positive thoughts:
-I have the skills and confidence to succeed in any economy
-There’s more than enough to go around
-The bottom line is – no matter what, people will always need my expert services
-I do work I love and I’m richly rewarded

These positive thoughts creates a positive, affirming mindset so that instead of asking the question, “can I do this?” you ask, “how can I do this?”

Tip 5: Find and educate your clients
Clients for almost any service are hungry for knowledge. Remember to approach any selling opportunity as an education opportunity. Even if they aren’t ready to buy at that moment, they will remember who was honest and helpful when they are. Find a way to offer a class or seminar and increase your exposure and credibility even more.

Tip 6: Be clear on what makes you unique
As you begin to market yourself to clients, be sure to present reasons to them as to why they should work with you instead of someone else. When I present this idea to my clients, they often go blank. Does this ever happen to you? With the help of a mentor or a coach, have someone help you discover your strengths.

Tip 7: Use the Law of Attraction to attract your ideal clients
The best way for your business to grow and your income to triple is to be attracting your ideal clients. Your ideal clients will be pleasurable to work with, they will appreciate your skills and service and they will refer people to you.

The Law of Attraction would say: visualize clients you want to work with, see yourself working with them now, and feel what it feels like to have an abundance of ideal clients. If it gives you joy to serve them, then radiate that joy and watch how it magnetizes those ideal clients to you. This is the difference between having work you tolerate and work that you love.

Dr. Maya Bailey, author of Law of Attraction for Real Estate Professionals, integrates 20 years of experience as a psychologist and 12 years as a business coach with her expertise in the Law of Attraction. Get Bailey’s free report, 7 Simple Strategies For More Clients in 90 Days, by visiting www.90DaystoMoreClients.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

RISMEDIA, November 27, 2009—On December 5, 36 studio, one and two-bedroom condominiums representing the home collections at Avaview, Sunrise on the Lake and The Summit in Seattle, Washington will be sold at a public auction with minimum bids starting as low as $125,000.

The auction is being coordinated by J.L. Powell Auction Company and TeamBuilder Auction Group, a specialty division of the new home marketing and sales firm TeamBuilder JLS. “The auction is essentially a one-stop home buying event for homebuyers. They can choose the homes and neighborhoods that best fit their needs and lifestyles,” says Bill Hurme, president of TeamBuilder JLS. “This auction is a tremendous opportunity for both first-time buyers and investors to purchase at once-in-a-lifetime pricing,” adds Jeff Powell, owner and auctioneer of J.L. Powell Auction Company.

Avaview
Six of the 11 homes at Avaview will be sold at the auction. Located in Seattle’s Crown Hill neighborhood, Avaview offers one and two-bedroom homes ranging in size from 646 to 738 square feet. Interiors feature stainless steel appliances, granite countertops and breakfast bars, frieze carpeting, private decks or patios and engineered hardwood flooring in kitchens and entries. Avaview is located within walking distance to the urban wildland Carkeek Park, as well as grocery, restaurants and shopping.

Sunrise on the Lake
Sixteen of the 39 homes at Sunrise on the Lake will be sold at the auction. Located in Seattle’s Broadview neighborhood, Sunrise on the Lake is set on the shores of Bitter Lake. A hidden oasis in the middle of the city, Sunrise features studio, one and two-bedroom homes ranging in size from 502 to 895 square feet. Interiors feature stainless steel appliances, hardwood flooring, natural hardwood cabinetry, slab granite countertops, and private decks with lake views.

The Summit
Everything is new at this down-to-the-studs remodel. All 14 homes in the boutique building will be sold at the auction. Set in one of Seattle’s liveliest neighborhoods, homes are within walking distance of coffee shops, nightclubs, and parks. The one and two-bedroom homes range in size from 531 to 795 square feet and feature stainless steel appliances, hardwood flooring, solid wood cabinetry, granite countertops, private decks and controlled access entry.

For more information, visit www.SeattlePropertyAuction.com.

To submit your Featured Listing, send 300-500 words on the property, surrounding area, and how you’re marketing it to Paige@RISMedia.com. Don’t forget to submit photos and an accompanying URL!

To see last week’s Featured Listing, click here.

RISMEDIA, November 25, 2009—U.S. house prices rose modestly in the third quarter of 2009 according to the Federal Housing Finance Agency’s (FHFA) seasonally adjusted purchase-only house price index (HPI). The HPI, calculated using home sales price information from Fannie Mae and Freddie Mac-acquired mortgages, was 0.2% higher on a seasonally adjusted basis in the third quarter than in the second quarter of 2009. Over the past year, seasonally adjusted prices fell 3.8% from the third quarter of 2008 to the third quarter of 2009.

FHFA’s seasonally adjusted monthly index for September 2009 was unchanged from August. The monthly change for the July-to-August period was revised to -0.5%, from an initial estimate of -0.3%. “These data provide some evidence of short-term stabilization in housing prices, a likely result of the many ongoing efforts to stabilize markets,” said DeMarco. “Given the headwinds facing markets across the country, including high unemployment rates and continued high levels of delinquency and foreclosures, the longer-term view remains uncertain.”

While the national, purchase-only house price index fell 3.8% from the third quarter of 2008 to the third quarter of 2009, prices of other goods and services fell 2.8%. Accordingly, the inflation-adjusted price of houses fell approximately 1.0% over the latest year.

Unlike the FHFA purchase-only index, FHFA’s all-transactions house price index, which includes data from mortgages used for both home purchases and refinancings, fell over the latest quarter. The index declined 2.4% in the latest quarter and 4.1% over the four-quarter period.

Additional findings include:
-Of the nine Census Divisions, the Mountain and Pacific Divisions, both in the Western U.S., experienced the most significant price movements in the latest quarter. Prices fell 1.4% in the Mountain Division, while prices increased 1.9% in the Pacific Division.

-Seasonally adjusted, purchase-only indexes indicate that prices rose in the latest quarter in 19 states and Washington, D.C. Prices rose over the latest four quarters in only seven states.

-The purchase-only index for California rose 2.1% between the second and third quarters of this year.

-Of the purchase-only indexes for the 25 most-populated metropolitan areas in the U.S., four-quarter price declines were greatest in the Phoenix-Mesa-Scottsdale, AZ Metropolitan Statistical Area. In that area, prices declined 22.0% between the third quarters of 2008 and 2009. Prices held up best in the Denver-Aurora-Broomfield, CO Metropolitan Area, where prices rose 3.3% over that period.

For more information, visit www.fhfa.gov.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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RISMEDIA, November 25, 2009—Today’s technology has produced a powerful marketing tool for savvy agents and brokers…but it carries risks as well as rewards. If you’ve considered doing one of those Agent Video Profiles, a little forethought can go a long way to help ensure effective results. To see VScreen’s video blog on this subject visit http://vscreen.com/blog, and watch this video:

Start by looking at your equipment. It’s always best to use a “Prosumer” grade video camcorder if you can. They’re usually described as a “three chip” or “three CCD” video camera. Make certain the camera can be mounted on a tripod, because you’ll definitely want to use one. Audio is also critical, so be sure to use a camera with an external microphone, such as a lapel mic, and record in a quiet area. Those inexpensive Flip video cameras, and even webcams, can also be used, but there’s usually a noticeable compromise in both video and audio quality.

Before you film, make sure lighting is adequate, illuminating you from behind the camera…and not over your shoulder or from behind you (including sunlit windows)…which may darken the picture. It’s best to experiment with warm incandescent lighting from table and floor lamps (not fluorescent) for best results…and remember to watch for shadows. For those who anticipate making videos on an ongoing basis, including home tours or perhaps testimonials, investing in a light kit (a minimum of two tripod mounted lights with umbrella-style reflectors) is probably a good idea.

People like to do business with people they like, so when the camera rolls, be both personable and professional. Smile…be friendly…and relax. Organize your thoughts…but don’t read a script. Use a cue card where a subtle glance at brief bullet points or key words can keep you on target. We recommend not looking directly into the camera…but instead just off to the side…interview style, like you see on 60 Minutes. Consider taping an “X” on the wall to focus on.

Begin with a brief personal introduction, with perhaps a short comment on why you enjoy building solid relationships with your clients, or what you enjoy most about being a real estate agent. From there, focus primarily on what you bring to the table for the client…not your hobbies and interests. Turn features into benefits. Instead of 20 years of experience…it’s “two decades of getting to thoroughly know the market and buyer/seller perspectives.” Instead of “winning” the Realtor of the Year Award…it’s a “commendation you earned by focusing on excellent customer service and attention to detail for your clients.” Remember, even though it’s your profile, it’s ultimately about the client.

Keep it brief and tightly focused…under two minutes is best. Don’t be afraid to use a little appropriate humor, or offer a free service such as a market analysis of their home’s value. If you have editing software, intersperse a few clips of action shots (you working at the computer or on the phone) to add variety. If you don’t have software, there are lots of inexpensive video editing programs available on the Internet. Simply Google “video editing programs” to see what’s available. Reading independent product reviews and ratings for editing programs is also a good idea. If you don’t want to edit the video yourself, secure the services of a professional editor.

Be sure to practice your presentation thoroughly. Record a few practice sessions and critique them with help from friends and family. But remember, it’s more important for your presentation to be authentic and personable than it is to be technically flawless. When it’s time to record the real thing, do three or four takes, and then select the best one.

When finished, post your video on YouTube, your website, in social media, and everywhere else you can think of. And don’t forget to include your personal contact information. Good luck!

Stephen Schweickart is the co-founder of VScreen. For more information on this topic, visit VScreen’s blogsite at http://www.vscreen.com/blog/.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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RISMEDIA, November 25, 2009—Florida’s existing home sales rose in October 2009, marking 14 months that sales activity has increased in the year-to-year comparison, according to the latest housing data released by Florida Realtors. October’s statewide sales also increased over sales activity in September in both the existing home and existing condominium markets.

Existing home sales rose 45% last month with a total of 15,160 homes sold statewide compared to 10,444 homes sold in October 2008, according to Florida Realtors. Statewide existing home sales last month increased 5.1% over statewide sales activity in September. Florida Realtors also reported an 82% increase in statewide sales of existing condos in October compared to the previous year’s sales figure; statewide existing condo sales last month rose 6.1% over the total units sold in September.

All of Florida’s metropolitan statistical areas (MSAs) reported increased existing home sales and higher condo sales in October. A majority of the state’s MSAs have reported increased sales for 16 consecutive months.

Florida’s median sales price for existing homes last month was $140,300; a year ago, it was $169,700 for a 17% decrease. Housing industry analysts with the National Association of Realtors (NAR) note that sales of foreclosures and other distressed properties continue to downwardly distort the median price because they generally sell at a discount relative to traditional homes. The median is the midpoint; half the homes sold for more, half for less. The national median sales price for existing single-family homes in September 2009 was $174,900, down 8.1% from a year earlier, according to NAR. In California, the statewide median resales price was $296,090 in September; in Massachusetts, it was $290,000; in Maryland, it was $261,718; and in New York, it was $213,900.

According to NAR’s latest industry outlook, the housing market is continuing its positive momentum. “We’re getting early indications of price stabilization, but we need a steady supply of qualified buyers to meaningfully bring inventories down and return us to a period of normal, steady price growth,” said NAR Chief Economist Lawrence Yun. “That, in turn, would help fully remove consumer fears, which would then revive the broader economy.”

In Florida’s year-to-year comparison for condos, 5,398 units sold statewide last month compared to 2,958 units in October 2008 for an 82% increase. The statewide existing condo median sales price last month was $105,200; in October 2008 it was $147,900 for a 29% decrease. The national median existing condo price was $175,100 in September 2009, according to NAR.

Interest rates for a 30-year fixed-rate mortgage averaged 4.95% last month, a significant drop from the average rate of 6.20% in October 2008, according to Freddie Mac. Florida Realtors’ sales figures reflect closings, which typically occur 30 to 90 days after sales contracts are written.

For more information, visit www.floridarealtors.org.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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RISMEDIA, November 25, 2009—There are several changes going on in the real estate industry today, not all of which are due to the economy, but certainly the reverberation from the recession will be felt for some time. As I see it, there are three words that come to mind as we move into the future of real estate:

Lean
In order to be successful in any business, you must find a need you can fill better than anyone else and you also need to fit the demographics of where you are. There are many reasons that being in the business of real estate is paramount for success. If we look at demographics, there are many Baby Boomers and Civics in the industry that want the opportunity to retire. But with the recent financial crisis, several of them have to start from scratch and they find themselves competing with the newest people coming into the industry who are often better educated in business and technology.

Looking from a consumer’s perspective, service is far more important than sizzle—we have a group consciousness about wasting money; we want to see a return on our investment in both time and money. The good businesspeople are going to track results for all their marketing efforts and systems to ensure a good return. The professionals who wish to retire want to save for that opportunity and they also want a good quality of life so they will be selective with their time. The Generation Xs and Ys understand the quadrant of what makes you an employee and what makes you own your future and how important it is to get to the right side of the quadrant to get a long-term return. They want quality of life all the way through.

I believe the real estate industry is going to continue to raise the standards and it will keep the number of people in the industry at a more realistic number. Moving forward, you will have to be a consummate professional. Even better than that is the fact that there will be more of the pie for the true professional that runs their business effectively.

Clean
Technology, Google and social networking has made what we do a matter of public record. Couple that with the most recent mortgage/financial crisis, and the consumer has two things they are concerned with: a way to look up all you do and who you work with along with mistrust due to the ones that made mistakes and the perception in the media. There has never been a more important time to be aware of what is being said about you and who you associate with.

Utilizing technology in order to be aware of what is being said about you on the Internet is crucial. The first thing you should do is get a Gmail account and then sign up for Google alerts to make yourself aware of what is being said about you, the people you work with and everyone real estate related that you do business with. Be proactive in showing what you do for this industry and your community. Get involved and help change the way the real estate industry and its professionals are perceived. Stay on top of local impressions as well—ask on a regular basis what the consumer and industry wants…and provide it.

Green
While conscientious living and the green movement continue to gain momentum across the real estate industry, every consumer we work with demands that everyone they do business with be more conscientious. Each of us has been responsible for using too much paper and not turning the lights off when we leave a room, but there are several ways to utilize e-business and to make your office environmentally friendly. The other reason for going green is that you will put more of it in your pocket by being more efficient. If you want to show consumers you are doing your part to care for the environment, go out and get a green designation and encourage everyone in your office to do the same. In addition, take stock of everything in your office and determine what systems you can put in place and how you can be more efficient in every department.

Tami Bonnell is president of the U.S. Organization for EXIT Realty Corp.

For more information, visit www.exitrealty.com.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.

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