How DO buyers search for homes?

This weekend, March 26-27th, 2011, Florida Realtors held a Statewide open house event. The entire weekend was a chance for buyers to see thousands of homes for sale from the panhandle to the Florida Keys. Locally, the Tallahassee Board of Realtors have over 245 homes open for buyers and sellers to view.

However, there are some facts that I wonder if others have noticed.  Local Realtors have had months to prepare for this weekend. Many of us are participating by holding multiple houses open, using this opportunity to showcase as many of their listings as possible. Yet, inevitably, there are those who elected not to participate. There are also reports from others of open houses with no attendance, others open for 2 – 4 hours with one showing, etc. (more…)

I love social media. When browsing the not so small world that we live in, where we are all probably a little more connected than we realize occasionally you stumble on things that surprise you. Sometimes these are welcome surprises such as realizing that your friends are friends with your other friends and you never made that connection until you see them holding the babies of your loved ones, or enjoying parades or parties together. Those are the feel good moments of our social media world.

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Every now and then we are asked to do things that sometimes make you a little nervous, sometimes get you outside your box, and you even wonder how you will find the time. Selling real estate is full time…believe me. This is a busy, busy season gratefully. However, when asked to give a presentation, via webinar, to the Florida Realtors CCIM group, I was a little more than concerned. Afterall, I’m not a CCIM member or a commercial agent. Sure, I’ve had a few small commercial transactions in 8 years, but nothing to write home about!  However, I accepted the challenge because in reality, social networking and building relationships is the same in ANY business, and that is the message. It is about building relationships and this is one more opportunity for me to share that message.

As you can imagine if you know me, I began the task of researching commercial agents, websites, schmoozing with the who’s who in commercial social media networks. Quickly I realized, my talk would be dead on. It would be very  similar to other presentations for beginners in the real estate social media arena. There was not much difference in the marketing, or lack thereof, with commercial agents as with residential specialists. Lots of people dabbling around in Facebook, a microbial number on Twitter and thankfully a growing number on LinkedIn. Amont the dozens I researched and spoke with, very few realtors or commercial offices had a concise social media and marketing business strategy and even fewer integrating these sites into their business webpage or blog.

I really wasn’t going to write a post about this, but I was notified today that my Powerpoint presentation, “Turn your Social Media Presentations Into Face for Face Meetings,”  that I shared on Slideshare.net was featured on the front of the real estate page. Maybe more people are interested than not. In any case, I owe it to the many people that helped me along into the abyss of social media and internet marketing to give back, so that is what I try to do. Sure, classes and knowledge of how to implement social media tools, use technology are great, but it is the relationships that come from these, the connections that lead to the face to face meetings, business opportunities, building professional credibility and networking that bring all of this into perspective in growing a real estate referral business.

Many thanks to all the people that responded to that webinar, now accessible on Florida Realtors Get Connected Business Webinar Library. Even more thanks to all the folks who I learned so much from, many of who will be attending the Real Estate BarCamp in Orlando on August 25th.

Did you know that a Realtor is bound to continue their education according to the National Association of Realtors Code of Ethics?  Ethics training is paramount and after this comes all that goes into maintaining knowledge of every aspect of an industry that changes more than just about any other industry. Changes in market conditions, real estate law, financing and underwriting, zoning regulations and even building codes to name a few. Few customers realize the amount of education required of Realtors, not just for continuing education, but in achieving designations and certificates of study.

If that is not enough, learning how to effectively market properties, utilizing the latest technology and tools available keeps one not only ahead of competition, but enhances all listings by giving them greater visibility in todays marketplace.   We are moving toward technology in every aspect of our lives, who knew Realtors would need an understanding of technology to be effective marketers?  It is mind boggling considering most Realtors, when they began their careers had virtually no marketing experience. Many veteran agents have time under their belt, but do they use current marketing tools? It is a question customers must ask of their agents prior to listing with a Realtor.

Todays agents must be masters at listings, sales, and marketing.  All of these things are imperative to success. All of these change often, and all are changing with advent of social media avenues. Avenues for finding buyers and sellers and investors have changed.  Marketing methodology has morphed. A good Realtor will know what is working and what is time-worn and ineffective.

Over the past two years my marketing strategies have changed. I’m an avid reader and have been watching trends move from print advertising to the tools that today’s buyer and sellers use on a daily basis. I have attended seminars online and in person on marketing strategies, employed these in my new website, and expanded my visibility into social network environments by providing information about Tallahassee in hopes of attracting residents to our area and in obtaining buyers while establishing credibility with local sellers.

Learning about social media and marketing has helped grow my business, establish my brand, and has given me inspiration to help others learn what I have over the past few years. I have held technology seminars and continue on this path. tomorrow I will be hosting a Virtual REBarcamp webinar education seminar at my office where area agents will learn from some of the best in the business. Together we will learn, discuss and implement new marketing strategies for the upcoming year. The schedule below is what we will follow during this Virtual REBarCamp.

Keep in mind all that goes into your Realtors business and how they utilize the tools of technology along with their knowledge of all that is imperative to know in our industry. Give your Realtor a pat on the back for all that they put into your listings, your home search and your investment analysis!

Virtual REBarCamp Schedule for January 4, 2010.

Do I Qualify For The Tax Credit?

I’ve received calls this week about the extended tax credit from several current home-owners. This Tax credit was extended to a brief window in 2010. Now, not only is there a ta credit for first time buyers, but long term homeowners who want to sell and move as well.

If you or someone you know someone you know are considering  a move in 2010, DO NOT miss this tax savings!  Things will most likely be very different in 2010 as our government re-considers tax credits and the ability to keep offering these credits. Do not assume they will last. There will be an end, and there is no proposal at present or predicted to continue these tax credits.

Call Debbie Kirkland, your Realtor and Real Estate Professional if you have questions on selling your home or purchasing before April 30, 2010.  Debbie Kirkland, Realtor  850-212-0440

The rules are below:

For a link to this IRS Publication Click Here

IRS Special Edition Tax Tip 2009-13

If you are in the market for a new home, you may still be able to claim the First-Time Homebuyer Credit. Congress recently passed The Worker, Homeownership and Business Assistance Act Of 2009, extending the First-Time Homebuyer Credit and expanding who qualifies.

Here are the top 10 things the IRS wants you to know about the expanded credit and the qualifications you must meet in order to qualify for it.

1. You must buy – or enter into a binding contract to buy a principal residence – on or before April 30, 2010.
2. If you enter into a binding contract by April 30, 2010 you must close on the home on or before June 30, 2010.
3. For qualifying purchases in 2010, you will have the option of claiming the credit on either your 2009 or 2010 return.
4. A long-time resident of the same home can now qualify for a reduced credit. You can qualify for the credit if you’ve lived in the same principal residence for any five-consecutive year period during the eight-year period that ended on the date the new home is purchased and the settlement date is after November 6, 2009.
5. The maximum credit for long-time residents is $6,500. However, married individuals filing separately are limited to $3,250.
6. People with higher incomes can now qualify for the credit. The new law raises the income limits for homes purchased after November 6, 2009. The full credit is available to taxpayers with modified adjusted gross incomes up to $125,000, or $225,000 for joint filers.
7. The IRS will issue a December 2009 revision of Form 5405 to claim this credit. The December 2009 form must be used for homes purchased after November 6, 2009 – whether the credit is claimed for 2008 or for 2009 – and for all home purchases that are claimed on 2009 returns.
8. No credit is available if the purchase price of the home exceeds $800,000.
9. The purchaser must be at least 18 years old on the date of purchase. For a married couple, only one spouse must meet this age requirement.
10. A dependent is not eligible to claim the credit.

For more information about the expanded First-Time Homebuyer Credit, visit IRS.gov/recovery.

Links:

First-Time Homebuyer Credit

IR-2009-108, First-Time Homebuyer Credit Extended to April 30, 2010; Some Current Homeowners Now Also Qualify

YouTube Videos:

Recovery: New Homebuyer Credit – November 2009

Direct Mail…Expensive Flyers, Brochures, Newsletters….Newspaper Advertising…Boring text E-mails…and a Contact Database management system from,…well,.. not a good place. That used to be the story of my career. Then there was a “voice!” I’m going to share something with you that will rock your marketing world!

Video - It Will Change Your Life!

How much do you spend on advertising, on say direct mail alone? For years as a real estate agent, I have used direct mail campaigns such as “Just Listed” and “Sold,” campaigns as well as personal flyer’s and brochures and tons of Open House announcements. I can probably count on two hands the number of leads and calls I have had from those campaigns. While it may have created a slight “conditioning” advantage over other Realtors, these campaigns did little to bring live customers to my door! So, I began looking for alternative, cutting edge marketing tools. My first investment as an agent was a website. I was one of those who watched what successful people were using.. and well,.. took their lead!

I’m an avid reader of trade magazines, and I am an Internet junkie. As I began my search for products that saved me time, money and gave me a tangible advantage over other marketers, I found the results overwhelming and the costs of usable products staggering. I even spent hours using my contacts on Facebook and Twitter, interviewing industry experts, program developers and techno geeks! I learned a lot, but never got to the nuts and bolts of “the” product that could handle my needs. I will be the first to admit I got sucked into several that were of no real use at all. I spent probably close to three years researching and I hope that just a little of what I have learned and will share with you will save you valuable time and money.

The funny part of this story is that I stumbled into this product at Starbucks while having coffee with a friend! As I was about to rush away.. to go back to the office and finish some work I just happened to mention about how I market to others and what a dilemma I was having getting it all to come together. That’s when Ted stepped up and said, “Well why don’t you take a look at this,… I’m in this business, and I think I may have something that will work for you.” Now, I am open, but I though.. oh no.. here we go again! So, leaving with a short description of a product that uses video email,.. I left somewhat intrigued. No one else in town was using video email to my knowledge! All I knew was that I could get it for $9.95/month. I thought.. well.. that’s cool.. I spend that much on two trips to Starbucks! I might even impress a customer or two. (Try about 2000 my first month!)

When I looked at the initial videos, I thought it was too good to be true.   Surely I would be the first to use this here perhaps! After a few more question and answer sessions, I was given the sites for a few Realtors who had been using the product and I was convinced that I had to have it.. and after learning that I could make money while using it.. I “got it!” Meaning, I “got” the product, I “got” the technology, I “got” the system and I didn’t care if it’s sold by multilevel marketing or not.(it’s available as retail too.. without joining).. it  simply made sense. I “get” that people everywhere will soon be using this in their day to day lives and this is the beginning stages of the digital revolution. It’s here, right here, right now! Are you a dinosaur? take a look at this and decide:

The more I looked at this product I soon discovered, I didn’t want just the $9.99/month retail product, I wanted the whole thing.. I was going BIG.. and I want to share it with others. There are people in my business starving for this! I continued to read a lot of articles on digital media.. and when I got to the final question…PRICE,..I was blown away. I kinda got a little sick at how much I had spent before this actually!

So what is it? Is it some kind of secret? Heck no… this is the coolest thing since color TV. ( to the shock of some of you, I’m old enough to remember black and white TV! ) This product is a combination of things that I use and now incorporate into my business every day:

• Contact Management System – Like Outlook on crack! It contains opt in/out features, analytics, (who opened campaigns, most effective, etc. using graphs, charts, etc! – similar to Google analytics.. but how many of you know “geek” and can figure out Google analytics?), spam word filters (to keep your email and flyers from getting spammed!), automatic contact capture (soon to put constant contact out of business!),.. and much, much more.
• Video Email – Video email with customizable banners and linking capabilities to 4 custom sites of your choice. Banners can be photo, graphics, flash graphics, power point presentations, slide shows..etc. The best part.. NO ADS,.. no spyware, etc.. just your content.. you own it, it can not be removed by someone else or sold because it gets so popular! (hint, hint for you Facebook and MySpace users!) Customizable, brandable.
• Live TV Broadcasting – Yep, be the star of your own show..Showcase your product, hold a seminar (and charge a pay-per-view – oops,.. did I just say “this might be how you can make money?”) Live TV broadcast also enables you to take comments or questions from your audience, push you own polls, showcase a power point presentation, feature a guest broadcaster from another location anywhere in the world! Customizable, brandable. This product on the net costs by the minute.. and you don’t want to know how much, really!
• Video Instant Messaging – Unlike free products.. there is video AND audio,.. and the capability to have 6 people on and LIVE at one time…again,..from anywhere in the world. Travel to board meetings..travel to meet with a customer for 10 min or half a day,… how about sit in your home or office and never board a plane! People pay hundreds for conference programs.
• A Media Vault – ever wonder where your information is stored, who has access once you post it and how to access it once it leaves you? No more questions. This product contains your media vault, you never loose it,.. you can pull it up to resend a week from now, a year from now.. to add to a broadcast, pod-cast, an e-mail. You can record your own content directly to the vault, or import it from other areas or files. Want to review the video email you sent three weeks ago? Point,.Click and you are there. It’s just that easy.
• Pod-casting – Save your broadcasts, your videos, publish them, make them available for your RSS feeds.
• Blogging – well.. using that right now. Again,.. your blog, your information, containing your videos, your audio, your music or pictures or just your wisdom!The codes are at your fingertips to place your publications anywhere!
• SEO – If you have to ask what that is.. well.. you may not “get” all of this just yet,.. but I will be happy to teach you! Search Engine Optimization occurs when you can link your websites to other sites, use content that is fresh and unique and usable to others. Trust me when I say, link to your Hello World site and see what happens!

So,.. folks.. want more.. I am warning you.. you will not want to put this down! Check out the DEMO by clicking HERE. Grab a pencil and piece of paper, sit back for about 30 min and listen closely,..just the tip of the iceberg. Never has there been a better time to re-vamp your marketing plan, re-organize your contacts, expose yourself to new and old customers or advertise your product and your skills. with this product you will most certainly STAND OUT!

Email me with any questions: debbiekirkland@vmdirect.com

Don’t be a dinosaur.. It’s Right Here, Right Now.. and VM Direct is the product for you!

According to someone on Twitter.. today is “I Love You Day” or something! I have no idea.. but my mailbox is full of LOVE today. Who cares.. I feel loved for sure!

Everybody loves their Realtor! Why?  I have a  pretty good idea! 

This morning I got up at 7 am to have breakfast with my two last customers.. my first time home buyers, who took me out to breakfast with a part of their $8000 first time home-buyer credit money!  (Wow.. now that’s a treat!) But, while eating, an idea came to me.. so what better to do than write about it while sitting at open house.

Your Realtor.. are they smart, funny, intelligent,.. do you connect or is there silence (hello… anyone home???)  People forget we are people too. Most agents have NOT been in the business their entire lives.. although there are few locally raised in it.. and that’s all I hear… booorrring. Good people.. just no connection. Anyway… It is my belief that the BEST in the business have a great deal more knowledge than all that pertains to the very important real estate knowledge. They have,.. well.. life experience. They connect to people, they laugh, they have fun.. they shop at the same grocery as you.. and yes.. some have even cleaned your teeth before! (did I say I was a dental hygienist in my previous life?) 

When I started in the business.. some.. well.. 8 years ago now, the first thing I did was interview all the local “Big Boys and Girls in Real Estate” business, ( a great book!!).  How’d they do it.. Why do they still do it, and What can they tell me about how to make it happen?  those were me three questions.  Well, they’re still doing it.. and I am there with them.

Three things they, now we, have in common.

1. They love life… if real estate ended tomorrow.. these people will be having fun.. somewhere. I’m amazed.. artists, former PR people, Moms, geeks, teachers, probasketball player,.. you name it.. people in real estate are used to change and variety. They thrive on it! 

2. They work about 90 – 100 hours a week.  Hmm..how many of you think Realtors drive around and play golf all day? Think again.. my customers get my finest email compositions at 2AM.

3. They are social, connected, passionate and involved.  Whether at Board meetings (where they market your property), Chamber events, Commission meetings (where they help protect your property rights), showing properties (Where they bring qualified buyers to your property) or at a school function, they are working.. 24/7.. the wheels turn, the connections are made to set up the perfect match between buyer and seller.

So, I set up camp using those three cornerstones. It wasn’t hard! Those who know me, know I love to talk, love to explore people and places. I’ve always had a good real estate website for marketing, I belive in technolgy and that the internet and  the digital world (My Hello World)will be as much a part of out lives as a grocery store! It is a necessity! So I began with Facebook, then some blogging.. some broadcasting and video e-mails, all good for work. But the social highlight,  My good friends on Twitter.. the Twitterqueens…. now there’s a group. Keeping each other motivated, entertained, laughing and in tune to what’s new wtih technology,.. music and well.. just about anything. Connections. Social. @FloridaSunSales… all about the people and 72 characters. Conversations and mutual admiration, challenges and fun with @HeyAmaretto, @MayaREGuru, @LeslieLambert, @DeeGeeBee, @kvBuckley @KimWood @elainehanson ,.. uhh don’t worry, if I forgot someone I am SURE they will remind me! #Twitterqueens Rule.

So… find you a REALTOR.. a good one.. these are lifelong connections.. I want to see your babies grow up, (Thanks Lynn and Bob – my 4 .5 year customers.. we’ll make it happen soon…*fingers crossed*), and we really do care about you! 

So,…lighten up, enjoy the adventure,… and,… if you are coming to FLA… I’m your real estate girl. Email me… @FloridaSunSales.

 Nearly every Sunday I sit open houses for my sellers here in Tallahassee, FL.  While the goals of open houses are to expose a home to potential buyers, often times it is an opportunity for buyers to meet hardworking, professional and educated Realtors. It’s the perfect time to engage perfect strangers.  It’s also a time to let your personality shine through. When I am working with newer agents I try to remind them, not only must you be the most educated “kid” in the industry, but the most animated, exuberant and genuine Realtor they will see during their open house tour day.  It’s often your one shot to shine above the rest of your competition.

 Buyers have more homes to look at today than ever before. They are also going to meet more Realtors than ever. How are you going to stand out? Do you need a wiener-mobile, (although I have asked my kids for years to submit me for “Pimp My Ride” – I wouldn’t refuse!), a musical business card, or top hat and tap shoes? It’s really not that hard. Being prepared, and being able to recognize 3 simple kinds of open house visitors are all you really need. (That and a good breakfast!)

 I pretty much think you can classify open house buyers in three categories:

 First, Buyer’s who are just looking, we know them as the “tire-kickers”, not to be insulting, but basically, they are just “kicking” around thoughts in their heads. Perhaps they are looking for ideas from new construction on how to fix up their homes, perhaps they are weighing their options of up-sizing or down-sizing. I love these folks! They are the ones that often enter with closed minds. not intentionally of course, but hopefully leave with something of value. In this instance, I provide a simple service whether a summation of industry news, market conditions, or at the very least a free valuation of their home. I believe in “remembrances, some call them freebies. I want these folks to remember me for taking the time to provide them with a service. A list of your services is a necessity for these folks. A perfect Brochure: “My Full-Time Realtor Service Portfolio.”

 Secondly, I see the standoffs. They rush in, pull back at “hello,” and rush out.  These will be the hardest customers for someone to deal with.  They do not understand Realtors, they are misinformed and often have pre-conceived notions whether from a bad experience or a predatory salesperson from the past, or they simply know it all anyway. Best to let these folks pass through and continue to call on every sign, they do not value your services or your time. A perfect flyer for these customers on the fly: “Why Use a Realtor and on the back, “How Realtors Get Paid.”  

 Thirdly, there are the wide-eyed wonders. Generally, these folks are excited, easily enamored and also easily disappointed. They want a new home, but perhaps have not been introduced to Realtors properly. They don’t have a clue how to begin a transaction or how to work with a Realtor. These folks are also your Easter eggs. These brightly shining, colorful folks are the ones you want to collect in your basket and watch over. With proper guidance, they will hatch into to happy, grateful customers who will produce more happy, grateful customers. For these folks, it is all about subtlety and education.  Have the tools they need on hand. The perfect package for these folks: An appointment card (for your Buyer Orientation), Why use a Realtor and how a Realtor Get’s Paid, A Buyer’s guide to FLORIDA Real estate (what to know about your state’s insurance, how your State Association is working to protect homeowner’s real estate interests), a first time home-owners package, and give them as much information as possible on a frequent basis. Register them to your website, your blogs; put them in an automated listing notification system. Call them when they get these notifications, review the listing that was sent and give them feedback before your ever show it. Let them know you know about this property even if you have to call the other agent to discuss it ahead of time. These are the customers that will eagerly research on their own, weed out the listings that are not of interest, and take your cards to other Realtors when they visit open houses, because… you will have trained them to do so! After all, it is great for customers to hear from other agents that their Realtor is a great Realtor! (I hope you reciprocate this!)

So, organize your thoughts and materials prior to your open house. Put your game face on for the kickers, bring the shield for the darts flying around the standoffs, and be ready to dance with the wide-eyed wonders! Ask yourself, “Would I pick me?” If not, well, that’s another article.