Finding the Value Proposition of a Real Estate Team

What’s the value proposition for a team?

The best real estate teams can communicate why people should work with them. The value proposition lays out the services that will get the results agents value. At 0:25 in the video, you can see some of the services teams share. Take a look at the offerings that demonstrate how you can choose the best support for you to sell real estate. This list can be the model you need to demonstrate team proficiency compared to your market and other competitors. 

Remember to determine what you will net. Return on investment isn’t always determined by money; it’s sometimes based on wellness, ease, and elegance. Consider the following: 

  • Lead generation systems and distribution
  • Future leadership positions
  • Ongoing coaching and training with digital libraries
  • Administrative support (including CRMs and social campaigns)
  • Plug-and-play systems, tools, and financial plans (including tech support)
  • Community within a growth-minded community 
  • Accountability through huddles, meetings, competitions, and tracking
  • Do they have charitable giving?
  • How does the team stack up in your marketplace? What are the results, reputations, and branding?
  • What does the culture look like? Are they celebrating you bringing in a seller client or chastising you because your client needed photos quickly and the team process is slower?
  • Compare their sales price ratio to the market sales price ratio
  • Compare their number of properties sold per agent to the number of properties sold in the market per agent in total market share 
  • Compare closing percent to market closing percent 
  • How long would it take you to get all of this value? 
  • Is it an ecosystem? Are they the only ones who have this? Do they have proprietary systems?
  • Do you have immediate credibility with your clients?
  • Does the team have guarantees (e.g., Love It or Leave It, or ‘You list with me and I buy your new home until we sell your existing home’)?
  • Do they have the ‘easy button’ for consumers so they can, for instance, bundle title, insurance, inspection, home warranty, and maintenance and repair with trusted vendors to save money and time with one-stop shopping?
  • What are the reviews like? Are clients delighted enough with the service so that you can also earn five-star reviews and referrals?
  • Can you interview exited and current members?
  • Are you able to focus on what you love and let go of the rest?

Find what you need and have fun. I also recommend reading “The Millionaire Real Estate Agent” by Gary Keller. Determine if a team is your path at this time—your bank account will thank you. 

Shout out to the Hoffman Murphy Team, the Quinton Group and the Daily Group for being great and effective examples of value proposition

Real estate heroes: Thanks for investing your time here and stay tuned for future videos. If you have any questions about this topic, don’t hesitate to reach out to me. I’d love to hear from you.

What Is a Buyer Proposition?

Here’s what you should consider when creating your buyer proposition.

What is a value proposition for a buyer? The best real estate agents should be able to communicate why people should hire them to help them buy a property. A buyer proposition lays out the services that will get the results buyers value.

 

Take a look at the measurements of success that will demonstrate that you can find the best property for the best price in the least amount of time with the least amount of hassle. This chart shows your proficiency compared to your market. If you can demonstrate your market knowledge and results with supporting data, that you care and are trusted by other buyers, and that you’re superior or equal to other agents, then your chances of winning that buyer as a  client often increase, and they’ll pay your fee.

  • Pre title
  • Clue report
  • Uncovering hidden stash
  • Door Knocking/Mailing neighbors or absentee owners
  • Calling prospective sellers
  • Attorney networking
  • Social media marketing
  • Local subdivision information (videos)
  • School tours
  • Critical dates
  • Negotiating by winning offers
  • Concierge follow up

How do you stack up in your marketplace? Compare your sales price ratio to the market’s sales price ratio; compare your number of properties sold to the number sold in the market per agent; maybe show how many winning offers you’ve secured within the last 10 offers written. Is your value unique in your real estate market? Can buyers only get this with you? Are you getting pre-title on covering title issues before making an offer? Are you providing a clue report? Give buyers access to the hidden stash of properties by door knocking, sending mail to neighbors or absentee homeowners, calling prospective sellers not yet on the market, and networking with divorce, probate, and trust attorneys.

 

“The best real estate agents should be able to communicate why people should hire them.”

 

Engage in Facebook marketing to let others know what your buyer’s needs are and provide your buyers deeds, bylaws, and videos of local subdivisions. Set up school tours and have after-move-in neighborhood intro parties. Provide trusted vendors and crucial dates to help them stay abreast of the transaction. Guide them on how to beat multiple offers by reviewing what a winning offer looks like in the beginning.

 

Promise and provide unmatched service. Do you have guarantees like “love it or leave it?” Do you store all their data for years, including their appraisal and inspection so if they ever need anything you’re the trusted resource? Do you provide a one-stop shop service with title, insurance, inspection, home warranty, and maintenance and repair with your trusted vendors to save buyers time and money? You can even provide a lender or Keller Mortgage to help make the house more affordable and bulletproof your results and value.

  •  Love It or Leave It
  •  Buy New house until Old house Sells 
  • Pre Close Document Review and Utility Transfer, Escrow Set Up and Release

Are you delighting with your service so you earn five-star reviews and at least one referral per relationship? Are you prepared for every appointment by previewing all active properties? Have market comparable data for the area and neighborhood. Build rapport, determine motivation, and enjoy the experience.

Post Closing: 
  • Data Storage including Inspection, appraisal, (for refinance ease) neighborhood information including by laws and restrictions
  • One Stop shop – title, appraisers, lender, vendors, insurance, movers
  • Delight with Service
  • Earn 5 star reviews and referrals by Building Lifetime Relationships
  • Continually Staying in Touch

I suggest reading “The Millionaire Real Estate Agent,” chapter three, page 95, figure six: The Top Ten Service Areas of the Buyer Value Proposition. Determine your unique value proposition to buyers and your bank account will thank you.

 

If you have questions about buyer value propositions or any other real estate matter, call or email me. I would love to speak with you

What You Need to Know About CLUE Reports

Here’s everything you need to know about CLUE reports.

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What is a CLUE Report?

  • CLUE stands for Comprehensive Loss Underwriting Exchange
  • It provides a glimpse into the past claims history for a specific property and individual
  • Weather related claims, fires, flooding, theft, etc.

 

What Is Forbearance?

A short question and answer session all about matters of forbearance.

 

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Interest Rates Continue to Climb

We have many folks in Michigan who are waiting to buy or waiting to sell. Is there a cost of waiting? Our preferred lender, Steve, put together the facts below You decide what is best for you! We are here to add value and be your real estate solution. Text us 734-669-0337

This year we have seen a consistent growth on mortgage interest rates. Entering 2018, the national average on a 30 year fixed mortgage rate began at 4.25% and is on pace to exceed 5% by the end of the year. Much of the increase is due to the growing concerns of inflation, as well as a consistently stronger employment outlook. These are two main factors as to why the Federal Reserve continues their aggressive approach on increasing rates, with another increase anticipated in December of 2018.

More often than not, home buyers take a break from their home search over the holidays. With rates only expected to rise in 2019, potential buyers should strongly consider the financial advantages of purchasing now opposed to waiting until the New Year.

The chart below shows how significant an increase in rates can impact a purchaser’s monthly payment, even if it’s only a quarter of a percent.

Not only does the increase in rates impact the payment, but it can also decrease the amount of financing a purchaser can afford. If a purchaser doesn’t have the ability to offset this with their down payment, it could remove them from qualifying for their desired price range or area. Even worse, the total cost of waiting to buy over a 15 year loan could be $70,000 over the life of the loan.

If you are curious what this potential impact has on your financing scenario, or have someone that you know that would like to discuss details further, please let me know. My team and I are here to help and available 7 days a week.

Pricing Your Home Correctly in Ann Arbor

If you would like to sell your Ann Arbor area home this summer, you are most likely already thinking about what your asking price should be. If you’ve already had your home on the market for a while with no success, perhaps you’re wondering what you might be doing wrong. There are lots of pricing misconceptions, and Toth Team Worldwide Network is here to set the record straight!

The simplest breakdown is this: Price + Exposure = Sold. The price is determined by the value of your property. The value is determined by what buyers are willing to pay and what sellers are willing to accept in today’s market. Buyers make decisions based on what other similar properties recently sold for in your area.

The value of your home is not determined by what you paid for the house when you bought it, what you feel you need to get for the house, what you want to get for the house, what your neighbors say you should get for the house, what another agent says, or what it costs to rebuild today. If you price your home based on one of these factors, it may sit on the Ann Arbor real estate market with little to no offers.

It’s important to price your home to sell right when listing, because the longer the home sits on the market, the less interest it will gain from potential buyers. On average, most offers are received in the first three weeks on the market. By the fourth week, they start to fall. This is when you’ll want to reevaluate your listing price. The longer your house sits on the market, the more price reductions you may have to offer. This could result in a value loss greater than if you had priced it correctly at the beginning.

On average, 60 percent of potential buyers look at properties that are priced at market value from the beginning. If you price it 10 percent above market value, 30 percent of buyers will look at it. If you price it 15 percent above, only 10 percent will look at it. Similarly, if you price it 10 percent below market value, 75 percent of buyers will look at it, and so on.

When you work with Toth Team Worldwide Network to sell your house, we’ll give you examples of the competition, both active and recently sold. We also explain the pros and cons of listing over, under and at the suggested sale price. For example, at the suggested sale price, buyers will notice your home, your home will be found easier in searches, it will bring buyers in, and you won’t have issues with an appraisal.

Whether it’s a buyer’s market, seller’s market or balanced market also makes an impact on home prices. You can find more information about all of this, along with graphs to help you understand it, in this Pricing It Right pamphlet we’ve created for you.

Toth Team Worldwide Network

Keller Williams Realty

Toth Team Worldwide Network has global aspirations and a growth strategy to meet the modern needs of clients around the world. Toth Team Worldwide Network is among the top one percent of REALTORS® nationally. They have been featured on House Hunters HGTV, and are proud to be the only trusted agent endorsed by celebrity Martin Bandyke on red 107.1. and the exc;isove Rea; estate agent for 102.9 W4Country.

Toth Team Worldwide Network exceeds Client expectations while delivering top performance in the purchase or sale of residential real estate worldwide.

How Is the Ann Arbor Real Estate Market Looking for 2018?

There have been a lot of changes lately in our real estate market. Here are a few that you should know about.

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We can honestly say the real estate market is hotter than it has ever been. Take a look at this absorption chart that we produce monthly in the video above. You’ll notice there’s a supply of three months or less across the board. Any market with less than a five-month supply is considered a seller’s market.

The Chief Economist for The National Association of Realtors has recently stated that the pool of interested buyers at the end of the year significantly outweighed what was available for sale. This fact was true both nationally and here in the Washtenaw area.

According to The Wall Street Journal, the U.S homeownership rate rose in 2017 for the first time in 13 years. We’re seeing more people who want to purchase a home than rent one. Looking back at 2017, you can see the increase in homeownership across the U.S.

The driving force for all of this is higher rental costs across the country. If you‘re thinking about selling, now is the time to put the house on the market, whether you’re thinking about moving up to a bigger house or downsizing to a smaller one.

 

Both nationally and locally, our market is

doing fantastic.

 

Zillow is saying that inventory is stuck at a crisis level in some of the nation’s hottest housing markets. That includes Ann Arbor. The number of homes for sale nationwide has declined on an annual basis for the past 35 consecutive months.

Another driving force for people who want to buy homes now is interest rates, which are continuing to go up. Right now, rates are hovering between 4.1% and 4.5%. Of course, rates vary depending on your credit rating and how much debt you have.

You can expect rates to only go up, so now is the time to sell and to buy a new house. Nationally, home prices are increasing. In the state of Michigan, we’re seeing a more than 7.7% increase for many homes in our area.

According to the Fitch Report, US home prices are on track for a 5% normal gain for the fourth consecutive year, returning national prices to their highest level since 2007. The average residential sale price for January 2018 is up 15.6% to $313,361, compared to $271,131 in January 2017.

We expect the market in 2018 in Southeastern Michigan to be on fire. If you’re thinking about selling your home and want more money in less time than the average agent is getting, give us a call or send us an email. We would be more than happy to help you.

Real Estate 2018: What to Expect

Ann Arbor and Washtenaw County Outlook for 2018

2017 was a strong year for the Ann Arbor and Washtenaw County real estate market, and we can expect the momentum to continue into 2018! Before we share our market projections, let’s recap the trends to date, and look at the factors involved in our outlook.

2017 Market Wrap

Ann Arbor single-family home prices increased, reaching an average sales price of $303,087.  The median single-family home price reached $264,900. Condominium prices reached a median of $195,000. Sales were extremely brisk, with single-family homes spending an average of 37 days on market, and condos spending an average of 29 days on market.

Looking at Washtenaw County as a whole, single-family home sale prices reached a median of $303,384. Condo prices reached a median of $195,000. Days-on-market were 36 and 29, respectively.

Home inventory has been an ongoing challenge, with listings down by about 8% on a year-over-year basis.

The Tax Reform and Jobs Act

When projecting the market conditions for 2018, we must consider the potential effects of the Tax Cuts and Jobs Act. The new tax laws do not discourage home ownership, but the new caps on certain deductions could affect individual tax strategies.

For informational purposes, we will share examples of the tax deduction changes for residential real estate. This should not be taken as tax advice; please see a professional tax preparer to determine how the new law affects your personal situation.

Home Buyers:

Mortgages originated after 12/14/17 have an interest deduction limit of $750,000. Mortgages issued prior to this date fall under the previous cap of $1 million. This applies to primary residences as well as vacation homes.

The combined itemized deductions for property taxes, state income taxes, local income taxes and sales taxes cannot exceed $10,000.

Job-related moving expenses are no longer deductible, except for military personnel.

Homeowners:

Mortgage balances in existence as of 12/14/17, up to $1 million, can refinanced, and the new loan’s interest can be deducted under the original $1 million cap. However, the new loan amount cannot exceed the prior loan’s principal balance.

The interest on a home equity loan remains deductible, if the proceeds are used for substantial home improvements or repairs.

Unreimbursed casualty losses are no longer an allowable tax deduction, unless the loss occurred within a presidentially-declared disaster area, and was caused directly by the disaster event.

Home Sellers:

Tax exclusions still apply to the sale of your primary residence. Single filers can exempt up to $250,000 in home sale profit. If you are married filing jointly, you can exempt up to $500,000 in home sale profit. To qualify, you must have owned the home for at least 5 years, and have used it as your primary residence for at least 2 of those years.

Potential impacts to the Ann Arbor and Washtenaw real estate market:

Home demand is not driven by tax policy. According to the IRS, only about one-third of taxpayers itemized their Federal income tax return as of 2013. Therefore, the new tax law is unlikely to dissuade home buyers from entering the market.

However, the caps on itemized deductions could soften demand for luxury homes in high-cost areas; any effects would be highly localized.

Demographic Market Influences

From 2015 to 2016, Washtenaw County experienced the highest population growth of any county in Southeast Michigan, adding 3,862 residents. The current population is estimated at 364,709. Washtenaw County population numbers have been increasing for six consecutive years, averaging about 3,160 new residents per year.

Ann Arbor is home to the University of Michigan, which posted a record-high enrollment of 46,002 students in 2017.

The presence of the University of Michigan attracts young adults from around the state, the country and the world. The employment and entrepreneurial opportunities in our area encourage them to stay. Positive demographic trends are expected to continue, leading to increased home demand in Washtenaw County.

Economic Market Influences

Interest Rates:

Mortgage interest rates have shown tepid increases during 2017, even as the Federal Reserve hiked its benchmark lending rate on three occasions. The same conditions cannot be expected for 2018. A tightening labor market, along with a burgeoning financial market, may prompt the Fed to issue three to four rate increases during 2018.

Industry analysts expect mortgage interest rates to reach an average of 4.5% to 5% by year-end. Further rate increases are expected in 2019. The prospect of rising rates will keep home buyers motived.

Employment:

Washtenaw County enjoys one of the strongest job markets in the Midwest. As of November 2017, our unemployment rate stood at 3.1%. The national average unemployment rate was 4.1% for the same month.

Summary:

Without a substantial increase in home inventory, home prices throughout Ann Arbor and other popular markets in Washtenaw County will continue their assertive rise. Our local demographic and economic data points to ever-growing home demand, as does the progress of our national economy.

Construction permits were up statewide during 2017, but industry challenges have kept housing starts below historical norms. A shortage of skilled labor, along with the rising cost of land and materials, have restricted production of single-family homes. However, new construction listings have improved over recent years, and 2018 will offer the best selection of new Washtenaw County homes we have seen in some time.

Single-family homeowners have outstanding selling opportunities during 2018! The 2017 average sales price of $303,087 did not discourage buyers, especially those who are relocating here from other areas of the country. We are truly part of a global market as entrepreneurs, corporations, investors and students continue to discover Ann Arbor.

Multi-family development in downtown Ann Arbor is adding to the supply of condominiums and apartments, with hundreds of new units coming to market during 2018. While Ann Arbor condo prices were up sharply in 2017, the median sales price of $195,000 still puts them in reach of first-time home buyers, and makes them a popular choice for downsizing homeowners.

Please keep in mind that Washtenaw County real estate is highly localized and ever-changing.  Market conditions can vary substantially by location. There are always opportunities in the market for well-prepared home buyers and sellers who have the guidance of an experienced real estate professional.

If you are planning to buy or sell a home in 2018, get started today by obtaining an expert real estate consultation from the Toth Team Worldwide Network!

Pre-Approval vs. Pre-Qualification: Which Is Better?

Getting pre-approved is better than getting pre-qualified when buying a home, but there are certain things your lender will need from you in order to get you pre-approved.

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What is a pre-approval? Why is it crucial to the home buying process?

A pre-approval is a stronger commitment from a lender than a pre-qualification. Getting pre-approved can give you an edge when there are multiple offers on a home. A pre-qualification does not pull a credit report, and therefore is less reliable. Your offer may be rejected if you only offer this.

 

Getting pre-approved can give you an edge when there are multiple offers on a home.

 

Here’s a list of what you might be asked for to get pre-approved for a home loan:

1. The social security numbers of both you and your spouse if you’re both applying for the loan together. This allows the lender to run an accurate credit check on you.
2. Copies of your checking and savings account statements from the last six months.
3. Documentation of other assets you might have, like stocks or bonds.
4. Recent pay stubs showing your earnings from your job and the contact information of someone who can confirm that you work there.
5. A list of all credit card accounts with current balances.
6. Your last two years of income tax returns.

Each lender might have other requirements for your pre-approval so if you have any questions about this topic, don’t hesitate to give us a call or send us an email. We’d be happy to help you.

Our Global Reach Helps Sell Luxury Homes

Our marketing has a global reach. Here’s exactly what that means.

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When you want to sell your luxury home, the goal is always to get top dollar. Utilizing our Keller Williams luxury network of buyers, we can get you top dollar for that luxury home by using our system to bring more views, more showings, and more internationally qualified buyers.

The sale of luxury property these days requires global resources and global expertise. According to the National Association of Realtors, international buyers purchased almost $70 billion of U.S. real estate last year alone.

 

This is an awesome tool that we are proud to use.

 

We’ve forged strategic relationships across the globe in order to maximize exposure. At your discretion, your listing can be offered to websites that are aimed at the world’s most affluent and successful buyers in 20 different languages and over 100 countries. Your home will not only appear to luxury buyers in the U.S. in English, but it will also appear to Japanese buyers in Japanese. It’s an awesome tool that we are proud to use in order to help our clients.

If you have any questions for us about our process for marketing luxury homes or you need to connect with an agent in any other market, we’d be happy to help. Just give us a call or send us an email. We would be happy to answer any questions you may have!