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Why Today's Real Estate Consumer NEEDS an Expert Advisor

Why Today's Real Estate Consumer NEEDS an Expert Advisor. Pending Home Sales. NAR 8/2012. New Home Starts & Sales. in thousands. Fannie Mae 7/2012. Existing Home Sales. in thousands. Fannie Mae 7/2012. Where Are the Opportunities?.

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Why Today's Real Estate Consumer NEEDS an Expert Advisor

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  1. Why Today's Real Estate Consumer NEEDS anExpert Advisor

  2. Pending Home Sales NAR 8/2012

  3. New Home Starts & Sales in thousands Fannie Mae 7/2012

  4. Existing Home Sales in thousands Fannie Mae 7/2012

  5. Where Are the Opportunities?

  6. “Recent conflicting housing data has confused consumers and economists alike…With so much fluctuating data, how can home buyers possibly figure out whether it's the right time to buy or sell? …2012 will be a very confusing year for consumers.” Reuters 5/31/2012

  7. Confusion Leads to Indecision

  8. PRICES Going Forward

  9. NAR: Home Prices “This time next year, there could be a 10% price appreciation. I would not be surprised to see that.” • NAR Chief Economist Lawrence Yun at the National Association of Real Estate • Editors conference in Denver OC Register 6/26/2012

  10. Gary Shilling: Home Prices “Excess inventories are the mortal enemy of prices…I’m looking for another 20% decline ” - Gary Schilling, president A. Gary Shilling & Co Mish 5/23/2012

  11. Creating confidence from fear

  12. Does your knowledge inspire confidence and certainty?

  13. It's not the number of people you talk to but the depth of the conversations you have.

  14. Three Questions Do you know what is happening? Do you know why it is happening? Do you know how to communicate it?

  15. Dave Ramsey – financial guru “When getting help with money, whether it is insurance, real estate or investments you should alwayslook for someone with the heart of a teacher, not the heart of a salesman.”

  16. Retention After 3 Days It’s starting to make sense now. Source: Effective Presentation Skills 2011

  17. SALES

  18. The Key: Sell High and Buy Low 2011 2006 2000-2005 2012-2015 2007-2010 Optimism Euphoria Fear Point of maximum opportunity Point of maximum risk in investment Optimism Depression

  19. Better Off Than 4 Years Ago? * Freddie Mac 30 Year Rate **Principal and Interest

  20. Over the Next 30 Years

  21. Home Price Expectation Survey Home Price Expectation Survey 6/27/2012

  22. Projected Annual % Change in Home Prices

  23. Prices Year-Over-Year (FHFA) 9/2012

  24. LISTINGS

  25. Future Home Prices “There is a clear seasonal pattern. In recent years the seasonal pattern has been exaggerated by the large number of foreclosures - foreclosures tend to be fairly steady all year, but conventional sales are stronger in the spring and early summer, and weaker in the fall and winter. This leads to more downward pressure from foreclosures in the fall and winter.” - Calculated Risk Calculated Risk 8/2012

  26. Historic Price Fluctuation Calculated Risk 8/2012

  27. Judicial and Non-Judicial States

  28. Highest Foreclosure Inventory

  29. Home Price Expectation Survey Home Price Expectation Survey 6/27/2012

  30. The Value of Getting on with Their Life

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