The Death of The Open House

I remember in 1991 when you walked into a real estate office and it was a nice quiet place to work. When you needed to know about a listing, you walked into your office and pulled up an MLS BOOK to see if the listing you took three weeks to make it into this book. THIS is the reason Realtors did “OPEN HOUSES” on listings. If you took a listing on March 3rd, your property would not hit the MLS until the April MLS Book. This is why we took listings for 7 months or 13 months because it took 30 days to get you into MLS (depending on when you listed). We did “BROKER OPEN HOUSE” on Tuesday to let Realtors see the house (because it would not be in the MLS Book for a few weeks) and we did public open houses on weekends for the same reason, no MLS visibility yet.

As we moved to the mid 1990′s, that quiet sound was gone in Realty offices across America replaced by the constant sound of the DOT MATRIX printers and the computer age in real estate. You heard at least 3-4 of those printers going at it from sun up to sun down.

By the late 1990′s to early 2000′s, most MLS information was on a Windows based format and the use of laser printers and to a less efficient degree, those color “ink” machines took over. Virtual tours were born and to me, it seemed like a long time, the market, tech wise really remained steady, without any REAL useful marketing tools made available.

That was before now. That was before I discovered EXIT Realty and my new toolbox of marketing products. E-Listings and Exit Promo Shop. NOW, I can take a listing, take the pictures at the listing and go to my office and within 30-45 minutes I can have a menu of tools available. I can print a FULL COLOR GLOSSY, four page brochure in Promo Shop, I can pump out my “JUST LISTED” postcards for the community, I can e-mail that same flyer to top Realtors in the area and my database and I can do a few more things. My 1-800 number in E-Listings gives my recorded message to potential Buyers of my listings (under my name rider is the 1-800 recorded info line on this listing) and the buyer can hit a button and get my E-Tour right on their Smart Phone in seconds! My listings have a website dedicated to their house (www.whatever the listing address is) with downloadable flyers of the house, mapping to and from the house and other information. I can burn the E-Tour on a CD right from the program, label as well. All of this is sindicated to all major search engines with a click of a button. Social networks like Linkedin, Facebook and Myspace? Upload right to those sites as well. How about on-line tours and e-magazine? I could write for another 2 hours on those products alone!

Open House? Are you kidding? Why waste time waiting for a buyer when you can find 20 of them with the products I just mentioned? Since EXIT REALTY is the only major franchise born AFTER the tech revolution, we are MILES ahead of the competition on the marketing front.

Nobody offers less fees, more than 100% commissions, and all the marketing tools your mind can cover. Nothing compares to Exit! I am going on my 20th year in the business and I am not talking sour grapes here! In 2008 I was #1 WORLDWIDE with ERA and when I saw what EXIT had to offer me, I could not leave fast enough! I skipped the ERA Convention and did not even get my award in 2009 because I was on my way……. DANCING my way over to EXIT! Best decision I have ever made! If you would STOP looking out for your broker, who is also looking out for your broker and look at what is best for YOU and YOUR FAMILY, you will join OUR FAMILY here at Exit. The more you learn, the better decision you can make

http://www.headofrealestate.com

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The Power of Video

The video revolution is upon us.  It is so crazy to me!  My real estate coach, Allen Pendley first introduced me to video in 1994, well over a decade before it’s time! What foresight!   I had a VHS tape that I used to give my sellers as a pre-listing tool so I could sell myself before the actual face to face meeting with the client.  My conversion rate went up by over 50% the first six months I started using video and I was hooked!  From that day forward, I have been on the video bandwagon.  Back then, I used to order those VHS tapes by the truckload. Every FSBO, every expired, every withdrawn listing had my video. I sent the video to all the news stations, sports franchises, sports agents, politicians, past clients, neighbors of houses I listed, open house giveaways to potential clients. Anyone who would take one, got one!  I WORKED THEN and it works even better now.

In 2010, clients EXPECT you to have products like video (now in digital format as well as CD and DVD as opposed to VHS tape) and upscale websites (shout out to Dave Mikes at Bedrock Media who designed my website, as well as many other agents across the USA) to showcase your marketing.  If you can’t outshine the other Realtors your client is interviewing, how can they reasonably expect you to make their house outshine the thousands of other houses for sale in MLS?

Agents, if you are not on board, join the video revolution today. The market is already shifting back to the good side and if the last recession told us one thing it was to aggressively market yourself during the recession.  I saw an ad the other day that noted that companies that aggressively marketing their product in the recession of the early 90’s saw a 400% increase in business when the market returned.  Those who waited until the market recovery before aggressively advertising saw only a 30% increase in business.

Now is not only the time to make your 2010 business plan, it’s time to add video into your business and make your plan for this new decade we are just starting.  The money is just waiting for you.

To see how I use video in my business, go to http://www.headofrealestate.com

Why Exit will Be The Largest Brokerage

NO DOUBT IN MY MIND that by 2019 Exit will be the largest brokerage firm in North America.

I have now been selling real estate in Florida since 1991.   I feel like I made all the right moves since then except one critical mistake.  I failed to see or comprehend the “Exit formula” when it first came to Florida around 1997.  While I was recruiting agents for my old brokers, I could have been receiving my 10% residuals from those other agents instead of getting a $20 gift card from Starbucks.  I look at Valerie Reyes, Jaret Whitney, Wayne Furlong and countless others in the Exit system who did grasp the system and wonder what could and should have been for me and more importantly, my family

I think of the $56,000 my Team paid in Franchise fees to ERA in 2008, instead of the minimal Exit  fees (that are capped at a fair and reasonable rate).

I think how stupid I was for not taking advantage of the first class, best I have ever (EVER) seen training.  I was working on a brochure on my new listing and thought to myself, what if I had this tool available to me years ago?

I think of the times I thought I was doing good to get a 70%, 80% and 90% split.  When I left ERA I was on a 95% split (minus the 6% franchise fee for a NET of 89%).  How stupid of me not to think OUTSIDE the box.  Now I’m looking at a 70% split with Exit, added to just a few agents I brought in and it is easy, very easy AFTER LESS THAN ONE YEAR IN THE SYSTEM to see a 110%, 120% split. 

I did not understand the Single Level concept.  BETTER BELIEVE I KNOW IT NOW. For those who were like me let me explain it like we were 10 years old.  YOU bring an agent into the Exit system (your office, the office across town or the one in Canada) and YOU get 10% from every sale that agent makes PER YEAR up to $10,000 PER YEAR (Every Year).  You DO NOT SPLIT THAT with anyone else.  It does not go “down the line” with each person getting .25.  It is all about YOU.  You bring in 5 agents who average $75,000 per year and that is $37,500 per year. The next year you bring in two more agents who make $100,000 per year and you make $57,000 per year BEFORE you add what you make from listing and selling real estate. 

I wonder what Valerie Reyes split is? 600%, 650% ?

If you are a Realtor and you have an Exit office in your vicinity, I’m asking you to do something for your family.  Take a look at the Exit formula.  Call the broker of that office and check them out.  You may be 100% happy in your current office, but if you could bring a few agents WITH you to Exit, you can get the 10% residuals, bring the agents you like and help them bring in agents.  After all, WHERE are they going after they have 5-6 agents under them?

The BEST PART is this.  Because other agents make money by bringing you in, top agents are motivated to tell you EVERYTHING they know because they want to help you get to a minimum of $100K so they can get  the most money.  If you don’t make a ton of money, they don’t benefit!  Instead of the top agents hiding, they are helping you grow.

Don’t wait ten more years before you see this.  In ten years you can be in Nassau……. collecting your six figure residuals.  To learn more about this exit system, click this link http://headofrealestate.com/videos_sponsoring.html

Or go to my website at http://www.headofrealestate.com to learn more.  Stop wasting your future and join Exit as soon as you can. 

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Also, if you like the website and want one like mine, email my web designer Dave Mikes at dmikes@bedrockmedia.com. He is THE BEST.

Attitude is EVERYTHING

I have Agents everywhere ask me how we survived the 2007 -2008 market in Tampa Florida (one of the worst markets in the nation in 2007 according to Forbes Magazine). In a word, ATTITUDE. We kept a positive attitude and we refused to let our market share take the hit. I knew that SOME people were going to buy houses in Tampa in 2007 -2008 and that some houses were going to sell in that market. I just continued to tell myself and members of my Team that we were not going to be one of those Agents who let the market take control of US. We worked harder, we worked smarter and we worked longer. I know many real estate trainers (usually the ones who have never sold real estate before) tell us how to do it, but they never have done it. Sometimes in this business, depending on your schedule and the market, we must put in those 18-20 hour days. That is simply the life of a good Realtor. If you survived 2007 -2008 in Florida, you did not do it by working a 5 hour day.

We farmed more because the competition stopped farming, we went after FSBO’s because there were less agents doing it and we attacked all Expired and Withdrawn listings in our area. We asked for price reductions on our current inventory until they were priced well enough to SELL. Remember, it is JUST STUPID TO SPEND ALL OF YOUR TIME TRYING TO GET NEW LISTINGS WHEN YOU HAVE 15-20 LISTINGS NOW THAT NEED PRICE REDUCTIONS! GET YOUR SELLER TO ADJUST THOSE OVERPRICED LISTINGS NOW! We did that in 2007 -2008 as well. Keeping a positive and upbeat mind set (read the book “Born To Be Exceptional” by Steve Morris if you are a Realtor). Tell yourself that you are good and that you will be a success! Convince yourself FIRST that your listings are salable. If YOU don’t think your listing is good and priced right, how is anyone else, let alone a qualified BUYER going to think so? They smell your ATTITUDE when you meet them at the property when you show it to them.             ATTITUDE!

In 2007, my Team ranked #4 in the world with ERA with about $30,000,000 in sales and in 2008, my Team ranked #1 in the world with ERA with $40,000,000 in sales. This with myself, one licenced assistant and two buyers agents to handle the phones. We all talk and reminisce about 2005, but our (Team Arcuri) sales figures were up in 2007 and 2008 and there were only two agents in Tampa Bay that saw increases in sales from that 2005 peak (please excuse me if you were a new agent that sold 2 houses in 2005 and then sold 5 in 2008, I’m talking to the big boys and girls here) in that time period. ATTITUDE is how we did and will continue to do it! The market was in the tank, yet we ranked #1 in the world with our former brand (and trust me, my former “brand” did absolutely ZERO to help us get there).

With Exit, we have continued our pace (if we can get our numbers posted in MEMO this millennium!) and we are even more excited to land with a company that shares our enthusiasm and that shares our “ATTITUDE” with us. We landed on VERY solid ground.

For more information about Exit Realty, go to http://www.headofrealestate.com