Winterizing Your Real-estate Business, Expired Listings

Winterizing Your Real-estate Business #4. Expired Listings: by Rick Guthrie Thanks for coming back to my series on, “Winterizing your real estate Business”. As you remember from our last blog, I blogged about holding 2 opens a week. Today we’re going Winterize by focusing on Expired Listings. I’ve found a common pattern or strategy in […]

Winterizing Your Real-estate Business #4.

Expired Listings: by Rick Guthrie

Thanks for coming back to my series on, “Winterizing your real estate Business. As you remember from our last blog, I blogged about holding 2 opens a week.

Today we’re going Winterize by focusing on Expired Listings.

expired listings

I’ve found a common pattern or strategy in the mindset of a seller is they seem to list around the Holidays. What I mean to say is, that a greater percentage of sellers will purposely have their listing contract expire around the holidays. Their thought is that if their home doesn’t sell before the holidays, they’ll just simply take it off the market and try again in the spring or hirer someone different to get the job done. Now of course people, who have to move, will still have the motivation to get their home sold and will need to relist. However, what’s on their mind is, should I relist with the agent who didn’t get the job done the first time or should I look for a fresh approach?

If you’ve been in the business for any amount of time, you’ll know the reason the home didn’t sell is most likely price. Actually, not most likely, it is price. You coming in as the pinch hitter or second choice gives you the opportunity to price the home properly this time. You’ll get it listed with less pricing objections. If you focus on the expired listing, in your winterization strategy, you’ll find some great opportunities. Here’s what I’ve done that’s worked well for me.

  1. Develop a Great Expired Packet
  2. Set my MLS to Search for New Expired Listings Daily
  3. Drop Off Expired Packets Daily
  4. Follow Up With a Phone Call

Develop a Great Expired Packet – You want to make an expired packet eye catching but very generic. I kept about twenty in my car at all times. That way I could drop of several on my way to the office. The cover of my bound packet said in big letters “Do You Know Your Home May be currently off the Market”? The reason I did this is that some agents don’t keep up with their listings like they should and one will expire without their knowledge. Bad news for the seller but good news for you when you bring it to the seller’s attention. This usually leads to an appointment. The content of the packet should be information about you and also your value proposition for sellers. Testimonials are great here too!

CAUTION: Too much information might have a negative effect. The seller could make conclusions about your marketing and services without meeting you. CLOSE TO AN APPOINTMENT!

Set my MLS to Search for New Expired Listings Daily – Three things I did every morning. Got up early, had my coffee and checked for expired listings. I always wanted to get the jump on anyone else. I pulled them up, searched the address on the MLS to make sure they had not been relisted, plan a route to drop off packets and got phone numbers if I could. Too Easy!

Drop Off Expired Packets Daily – I basically door knocked and dropped off packets in the morning. You’d be surprised at how many people are at home in the morning. I found putting a packet in their hand and asking for an appointment gave me a higher conversation rate than just a phone call. If they were not at home, I would leave the packet and follow up with a phone call or another pop by.

HINT: Roll the packet up and put it in the handle of their garage door. People rarely go in through their front door anymore.

Follow Up With a Phone Call: Always follow up with a call to make sure they got the packet. There are companies that phone lists for expired listings. I guess the key is you’re on the clock. You have to get to them quickly so don’t waste a lot of time.

These are some key elements I used to stay in front of sellers whose listing agreement had expired with their former agent. Remember that good memorized scripts and dialogues for expireds are a must. So take this opportunity to make expired listings one of your tools to winterize your real estate business.

“You have a Great Month Today”

3 Signs It's Time To Lower The Price On Your Real Estate

Selling your home or property in a slow real estate market isn’t easy, but it can be done. Pricing your home right is the key to selling it within a reasonable amount of time.

3 Signs It’s Time To Lower The Price On Your Real Estate3 Signs It’s Time To Lower The Price On Your Real Estate

By:Rick Guthrie

Selling your home or property in a slow real estate market isn’t easy, but it can be done. Pricing your property right is the key to selling it within a reasonable amount of time.

Sometimes this means lowering your price while it’s on the market. Of course, you want to get as much money as possible, so how do you know when it’s time to lower your asking price?

No One Is Looking At Your Home

If you expect your home to sell, you need to have people look inside it. Most buyers search for homes within a certain price range. If you aren’t getting any showings, chances are it’s because your home is overpriced compared to other homes in the area. In this case, you may need to lower your price so buyers will look at your home.

Comparable Homes Are Selling For Less

Your home will sell for whatever a buyer is willing to pay for it. If the homes around you are selling for less than your asking price, it may be time to lower it. No one is going to pay more for your home when they can get the same thing for less.

Pay attention to what homes are selling for in your community and adjust your price accordingly.

You Are Getting A Lot Of Negative Feedback

Buyers are a great source of information about other homes in your price range. After all, they’re spending their free time looking at countless homes similar to yours.

Your real estate agent can find out exactly what buyers think of your home. Perhaps homes comparable to yours have updated kitchens or more attractive landscaping. With this knowledge, you can choose to either remodel or lower your price.

Contact me if you have any questions. I can help you sell your home or property in any real estate market.

How To Add Color To Your Home Decor Without Going Overboard

There is a fine line between adding color to your home décor and using too much color, so that you feel like you are living inside a rainbow.

How To Add Color To Your Home Décor Without Going OverboardThere is a fine line between adding color to your home decor and using too much color, so that you feel like you are living inside a rainbow.

A little bit of color will add a lot of fun and interest to your home design, but too much color can be overwhelming. How can you achieve that perfect balance?

Here Are Some Tips To Keep In Mind For Using Color In Your Home In A Subtle And Balanced Way:

  • Use Color Schemes

Before choosing the colors for your decor, do a little bit of research into color schemes and how they work, so you know how to combine colors harmoniously.

For example, you can choose a complementary color scheme with shades that are across each other on the color wheel – such as blue and orange or purple and yellow.

Or you could try an analogous color scheme, which is a scheme where the colors are next to each other on the colour wheel – such as blue, green and purple.

  • Use The 60/30/10 Rule

This is a rule that interior decorators use in order to use colors in a balanced way. Use the dominant color on 60% of the room, so that it will create a unifying look.

Then, use the secondary color on 30% of the room in order to add visual interest. Lastly, use an accent color for 10% of the room to add that little extra.

For example, you might use the dominant color for the walls and carpet, the secondary color for the upholstery and the accent color for some pillows, a wall hanging or a throw rug.

  • Try An Accent Wall

Perhaps you have found a gorgeous paint color, but it’s just a little too bright and overwhelming to use for all four walls of a room.

In this case, you can simply paint one wall with the color and the other walls with a neutral tone, so that you can enjoy the shade without it being overpowering.

You could also simply use the color in one aspect of the room, such as the baseboards or the door jams.

These are just a few of the ways that you can incorporate color into your home design, without it being overpowering. For more information, call your trusted real estate professionals at The DC Team, Keller Williams.  Also check out our Pinterest boards to get more insperation.

Sell A Home, While Managing Your Stress

When we are going through a difficult and stressful time, our bodies naturally react to the situation. This “fight or flight” reaction to stress makes us more alert and ready to avoid danger, so it is helpful in the moment.

Sell A Home, While Managing Your StressWhen we are going through a difficult and stressful time, our bodies naturally react to the situation. This “fight or flight” reaction to stress makes us more alert and ready to avoid danger, so it is helpful in the moment.

However, if you are in a constant state of stress on an ongoing basis, this can be very damaging to your health and can increase the risk of diseases such as heart disease, depression and other problems.

Chronic stress can also result in insomnia, headaches, upset stomach, elevated blood pressure, chest pain and much more – as well as emotional issues such as panic attacks, anxiety and worry.

This is why learning to manage your stress is crucial to your health. Many people try to manage their stress by overindulging in unhealthy substances, such as tobacco, drugs and alcohol.

However, by managing stress in this way you are actually making the problem worse because you are contributing to the stress on your body.

So what are some of the healthy ways that you can manage stress?

Express Your Feelings

A lot of stress comes from being angry or upset about a situation, but keeping your thoughts and feelings inside. You can relieve that stress by sharing your feelings and expressing how you feel.

Take Time To Relax

No matter how busy and chaotic things might be, take time for yourself to recharge and relax. Even if it’s only 20-30 minutes per day, having a bath, reading a book or going for a walk – it will really help to keep you calm.

Get Some Exercise

The act of exercising is a great stress reliever because it encourages your brain to produce feel-good chemicals such as endorphins. Also, your body will be better able to fight stress when it is in good shape.

Make Sure You Get Sleep

When there are a lot of demands on you, it can be tempting to want to skip sleep so that you can get more things done. However, when you are sleep deprived you will actually be much less effective and you won’t be able to handle stressful situations as well. Make sure that you go to bed at a reasonable time and get the sleep you need.

Speak To A Friend

Having a close friend who you can discuss your issues with can be a huge help when you are feeling stressed. Even if they can’t solve anything, it is simply helpful to have someone who listens, cares about how you are feeling and offers some encouraging words.

Managing your stress is crucial to your health, so make sure that you keep these tips in mind when things start to get overwhelming.

What's Your Home's Real Value?

As a society, it seems like we’ve gotten away from appreciating our homes for their emotional and sentimental worth. Instead, we focus solely on their monetary value.

What's Your Home's Real Value?As a society, it seems like we’ve gotten away from appreciating our homes for their emotional and sentimental worth. Instead, we focus solely on their monetary value.

An Appraiser Can Estimate A Home’s Monetary Value, But To Gain A True Concept Of Your Home’s Worth, You Must Also Take Into Consideration:

  1. Pride Of Ownership. You don’t buy a pair of Prada shoes because you’re going to be able to resell them and make a profit. You buy them because they make you look good and feel good.
  2. Security And Stability.Your home provides a roof over your head that’s in your control. You can decorate it how you want. You don’t have to worry about a landlord selling the property or asking you to move out. In the Fairfax Station, Virginia area many houses come with acreage as well as a home. In the “olden days” (or should I say “golden days”), we called our homes our castles because, as owners, we felt like the kings and queens of our homes. You can still feel that way! Claim your castle and crown yourself king or queen today.
  3. A Safe Haven. After a tough day at work or a day of disappointments, where’s the first place you think of going?  Home! As Dorothy says, “There’s no place like home.”
  4. A Place To Make Memories.  Your son’s tree house and daughter’s playhouse. The markings on the wall that tracked your children’s growth. The bay window in the living room where you watch the first snowflakes of winter fall in Northern Virginia. The porch swing where you start and end every anniversary celebration.
  5. A Neighborhood Full Of Friends. In the event of an emergency, your neighbors are your first line of defense. They’re also the simplest, best and least expensive form of security. Additionally, they may have the exact tool you need for a project; the extra pair of hands you need to complete a project or children to become playmates with yours. Neighbors also give you that much needed in-person, up-close social network and in many neighborhoods in Fairfax County, Virginia they have home owner associations.

Even if your home’s economic value has dropped, you continue to benefit from its emotional values of community, stability, security and success.

Thinking of buying a home? I can help you evaluate the emotional and monetary worth of homes and find a home that fits your values and lifestyle. Give your trusted real estate professionals at the DC Team a call today.

Tips For Selling Your Home In The New Year

Many people think that selling a home after the holidays and during the Winter season is a bad idea. Most people are not in the home buying mood, because they are thinking about the holidays.

Tips For Selling Your Home In The New Year Many people think that selling a home after the holidays and during the Winter season is a bad idea. Most people are not in the home buying mood, because they are thinking about the holidays.

Also, buyers will think that you are desperate and they will give you offers that are less than list price.

Advantages Of Selling Your Home Now

However, there are some advantages to selling your home over the holidays and into the new year. There will be less homes on the market, so there won’t be as much competition.

Also, buyers will likely be on their holidays from work, so they will have much more time to view properties and look around at homes.

Another factor is mood – buyers will generally be feeling more cheery and relaxed over the holidays, which will result in them being more likely to make the decision to buy a home. The warmth from a cold Northern Virginia winter day to a warm inviting entry way could help potential buyers to envision what could be their new home.

A home can have a really romantic and cosy feeling during the winter season, which could make a buyer fall in love with it. The glow from lights in the house bouncing off the freshly fallen snow in Fairfax, Virginia can create a great curb appeal and make the house seem more majestic and cosy.

When You Are Selling Your Home During The Winter Season, Here Are Some Tips To Keep In Mind:

  • Choose a good real estate agent who will be able to communicate with you well and find the right buyers for your house.
  • Price the house realistically. This time of year, it helps to be competitive. You might even get buyers competing, which will push the price up as they bid against each other.
  • Make sure that you have all of the paperwork in order, including an energy performance certificate, fittings and fixtures list and much more.
  • Give your home a little makeover so that it gives a great first impression. Touch up the paintwork, rearrange the furniture and remove clutter.
  • Giving a sense of airy lightness is important, especially in the winter months. Make sure that your windows let in plenty of natural light.
  • Be flexible. You might need to be able to accommodate last minute viewings or viewings at strange times, so keep your schedule open.
  • Serve seasonal drinks and snacks at your open house, such as mulled wine, eggnog and cookies, to put your buyers in a good mood.
  • Have your moving company chosen and ready to go in advance, in case there is the possibility of a quick sale.

These are just a few tips to keep in mind for selling your home over the holidays. For more helpful tips, contact your trusted real estate professionals at the DC Team Keller Williams.