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Monthly Archives: July 2009

Generation "WHY?" by Diane Flannigan


I was in line at a grocery store the other day and the woman in front of me had a son about 5 or 6 years old. Every few minutes the child would ask a question (the topic didn’t seem to matter) and the Mom would patiently answer each question without a hint of irritation. I don’t know about you but the answers that I got at that age were “because I said so that’s why!” It occurred to me then that the scenario I had witnessed at least partially explained our new generation of buyers. It shouldn’t be called Generation “Y” it should be called Generation “Why?”

One of the hottest topics in real estate right now is generational selling, in other words how to adjust your style and sales approaches to communicate with other generations. It was surprising to learn that the average age of a first time home buyer is 26 years old while the average age of a REALTOR® is 58 years old. No wonder some can drive you stark, raving mad! Too many demands, too many questions and no appreciation of the current market, frustrating to say the least. It might help to understand where they’re at. Consumers under 40 have usually been raised taking most home amenities for granted, while consumer over 40 were raised without those “luxuries”. Granite countertops, upgraded appliances, luxurious master suites, baths with jetted tubs and huge walk-in closets are common now but were unheard of for the “Baby Boomer” generation that most real estate agents were born in. Additionally, we are all suffering from information overload, victims to information that is incomplete, irrelevant and frequently just plain wrong. Between the desire for “the best” and the consumer’s lack of consistent meaningful information, you have your job cut out for you especially when you work with Generation “WHY?”

So how do you prepare for that eventuality? Be ready with accurate information about today’s market in their particular area of interest. Be able to talk “absorption factors”, financing and new government regulations, use the AAR Buyer Advisory (Generation Y loves to research) to give them meaningful information and avoid lots of liability. You might even consider using Google to research available information on generational selling. Or read Rocking The Ages by J. Walker Smith, PhD.

Be ready for Generation “WHY?” and your sales batting average will improve, and besides “because I said so that’s WHY” (I had to use it once anyway.)

DF

SB 1271

(See Most Current Updates Below)

Updated: July 27, 2009

Tom Farley (CEO for the Arizona Association of REALTORS) has been keeping AAR members updated via email as to what is going on with the anti-deficiency bill SB 1271.  If you have missed or didn’t receive said emails, you can find updates on the AAR’s legislation issues website, RalliNOW.

Here’s a quick rundown of what’s been going on and where you can find more SB 1271 information:

On July 16th, the RalliNOW website posted this article explaining the changes between the current law and the new law that is currently set to take effect on September 30, 2009.  The post states:

The current law prohibits a lender from seeking a deficiency judgment against the trustor (foreclosed property owner) if the trust property is 2.5 acres or less and is used as a single one-family or single two-family dwelling.

(…)

After September 29th, SB 1271 will prohibit a deficiency judgment against a trustor pursuant to a trustee’s sale of a trust property that is 2.5 acres or less and is used as a single one-family or single two-family dwelling if both of the following apply:

o   The trustor has lived in the trust property for at least six consecutive months.
o   A certificate of occupancy has been issued for the property.

Four days later, the AAR posted another article on RalliNOW saying they are trying to get this issue revisited by Governor Brewer this week.  They wrote:

Our goals are to narrow the bill’s impact, clarify the statute’s intent and to include an emergency clause in the legislation so that the AAR’s amendments would take effect and overwrite the amendments that SB 1271 made to the Anti-Deficiency statute before it goes into effect on September 30, 2009.

Then last Friday (July 24th) the NY Times spoke up with an article that better explains some of the downsides of the new law.

…the state Realtors group said the legislation goes further than targeting ”spec builders.” For example, the changes would roll back protections for foreclosures involving second homes and homes which owners who let relatives live in them, the group said.

The result could more people filing for bankruptcy protection to shed their debts if banks won’t work with them to avoid foreclosures, said Tom Farley, head of the Realtors group.

That spells trouble for a housing industry that is trying to recover in a market burdened by already high foreclosure rates, Farley said. ”It doesn’t bode well for our economic recovery.”

It doesn’t look like we’ve heard the end of this story.  Stay tuned for more news and/or further clarification as to what effects this law will have.

Update as of July 30th:

It looks like Senator Pierce is on our side.  The post from July 29th on the AAR’s website RalliNOW says:

Sen. Steve Pierce, sponsor of SB 1271, feels the bill needs to be fixed due to the unforeseen and unintended consequences of the legislation. He has asked the Legislature and the Governor’s office to repeal the bill so that legislators and industry stakeholder groups can work on a new bill to accomplish the original objective of 1271- to help small community banks in Arizona.

Catherine Reagor has also chimed in with an article on her blog, mentioning banks are holding off on foreclosures until after 9/30 since they might be able to recoup some of their losses.  The current plan of action to fix SB 1271 is to include a recall on the state budget legislation.

SB 1271 update as of August 6th:

Straight from the Arizona Association of REALTORS® CEO Tom Farley’s email to AZ REALTORS®…

The state’s original anti-deficiency language has been inserted into two budget bills (HB 2008 and SB 1024) currently being debated by the legislature which would have the effect on nullifying the passage of SB 1271. HB 2008 has quickly passed the Arizona House of Representatives. SB 1024 is awaiting final vote which could happen August 8th or on the 10th. If for some reason, the Senate Bill fails on final vote, we will immediately focus on our next effort to repeal the law. The banking lobby and at least one member of the legislature are pushing for an amendment to SB 1271, instead of repeal, that would allow it to still apply retroactively to loans already in existence. We have been advised that this action would ultimately be unconstitutional if not unjust.

SB 1271 update as of August 18th:

We just got an issue of the Capitol Insider from the AZ Association of REALTORS.  It included an update on SB-1271, which can be found on the RalliNow website.

The email indicated that the SB 1271 repeal language is heading to the Governor’s office on a budget bill that doesn’t address a sales tax increase.  It’s rumored that Governor Brewer isn’t going to sign a budget that doesn’t address an increase in sales tax, either directly or by vote.

August 25th Update:

Catherine Reagor writes on her blog:

Legislation that would repeal the most debated parts of a new Arizona foreclosure law is sitting on Arizona Gov. Jan Brewer’s desk. She has until close of business Wednesday (Aug. 26th) to act on it.

This process is crazy.  Watching sb1271 play out over the last month has been super educational.  It’s been a play by play in how laws are repealed in Arizona.  It’s so interesting to see all the different angles the lobbyist have to pursue in order to work the system.

August 25th Update (II):

Straight from the Capital Insider email that Jim Sexton received this afternoon:

The Arizona Senate and House of Representatives moved to sine die the 49th Legislature- 3rd Special Session on Tuesday at approximately 1:45pm. This gives Governor Jan Brewer an additional ten days to act on the budget bills sent to her last Thursday. She is to resume talks with Democrats at 3:30pm this afternoon. They are asking for changes in education, DES, DHS and AHCCCS in exchange for their support of the three-year 1-cent sales tax referral. Majority Leadership has said that the Democrat’s price tag is just too high and will not receive bipartisan support at this time. HB 2008, which includes the repeal of SB 1271, is among the budget bills that are still awaiting the governor’s action. It is believed that she will take the full 10 days before acting on any measure, in order to continue to work towards the sales tax referral. We continue to encourage her signature on HB 2008.

Just when I thought this controversy was going to be over today, they pull the Sine Die card!!  It sounds like the next update will come across around Sept. 4th.

SB 1271 Final Update:
(September 4th, 2009)

SB 1271 Repealed

Scottsdale Real Estate Meeting Video

Back by popular demand!  Here are some snippets of video that we recorded during Tuesday’s office meeting at the Scottsdale location.  If for some reason they don’t show up – you can view these videos and more at the John Hall & Associates YouTube Channel.

Learn about Vacant Homes in Phoenix.

Learn about what’s happening in the Phoenix marketplace.

Learn about the number of active and pending REO’s.

Learn about buying bank owned homes.

[youtube=http://www.youtube.com/watch?v=H1jFSauZ-1g]

Mid-Year Phoenix Real Estate Market Report by Jim Sexton

Mid Year Phoenix Report - Real Estate Market

So the six month review of 2009 shows:

a) the Number of Sales up 50% from 2008 and 66% from 2007;
b) average Sales Price down 33% from 2008 and 51% from 2007;
c) Median Sales Price down 36% from 2008 and 52% from 2007;
d) Foreclosure Notices are up 37% from 2008;
e) Trustee Sales are up 23% from 2008. (Yes I left off the 2007 increase-You don’t want to see it)

Let’s look at our Mid Year trends- Sales increases are slowing down. Pending Sales are below 13,000 for the first time since March. Not a cause to panic as we started the year @ 6,500. Prices appear to be stabilizing for the past few months. A good sign for sellers, and an “Act Now” sign for buyers. Short Sale Active Listings, Pendings and Closings are trending up, while those same statuses for REO’s are dropping. Short Sales and Bank owned properties will continue to dominate the market for the balance of 2009. Why? The combined percentage for these 2 types is still 70% of all Pendings and Closings. And as REO’s have fallen recently, Short Sales have increased.

Straight from Google: SEO advice for real estate agents

I don’t need to explain why search engine optimization (SEO) and real estate agents should be friends.  Based on some of the questions I get asked, agents already know that showing up on page 1 of google’s results for popular search phrases will drive traffic to their lead generation systems – aka websites.  What I do need to explain is how real estate agents can improve their rankings/show up higher on the results page.  Since there are lots and lots of other people that know a whole heck of a lot more than I do when it comes to this search engine optimization concept, I’d rather find one of them to explain it to you, maybe an employee from google perhaps?

So there I was, dorking it out hardcore last night, watching a bunch of videos that google has posted to their webmaster help youtube channel when I ran across this gem.  In this video one of the google employees (Matt Cutts – thx @maxchirkov) answers this ever popular question, “How does someone begin to SEO their site on a small budget in an overwhelmed industry such as real estate?” Perfect – just what every real estate agent with a website wants to know.

Now that you know starting with a smaller niche is the main secret to seo success on a budget, read this Search Engine Optimization Starter Guide google has published.  This will enlighten you with the best practices moving forward.  It’s a 20 page pdf that is designed to get everyone up to speed on some of the basic concepts of seo.  You don’t have to be an expert, you just have to pay attention to the fundamentals.  It really isn’t rocket science, you just have to know which details to pay some attention.

If you listen to what Matt says in this video and understand the concepts of the starter guide, there is no reason why you shouldn’t be able to move your real estate website higher up on the results page for your particular niche.

How many subscribers does ARMLS have?

(2010 Update)

A common question soon after the ARMLS yearly bills are due.  Here’s a quick summary showing how many bills were sent compared to how many bills have been paid.  It also compares this year to last.

ARMLS Members

John Hall & Associates' Technology Improvement

Hooray for John Hall and Associates

Image of John Hall agents jumping with glee

I wish I could talk about all the good stuff we have in the works for our agents, but I have found it better practice to share the technology tools that are here now.  (That way I eat fewer words.)

Last week, we told you about the John Hall & Associates partnership with ListHub.  Thank you to those agents that are taking advantage of the free reports that come with it.

Today’s exciting technology improvement has been the most popular request I have received since working with John Hall.  Because of this, it brings me great pleasure to report our real estate agents … can … now … receive their John Hall & Associates monthly bill via email!!!

Wh–, whoa, pleas-, calm –, calm down, Yo!  Try and contain yourself long enough to call or email your office to let them know you’d like to take advantage of this feature. Then you can continue your screams of joy.

Happy Friday!

John Hall's listing syndication just got supercharged!

Getting your listings seen by more people has the potential of getting you to Hawaii sooner.  Let me explain… the more places your listings show up on the web, the more likely they are to be seen.  The more they are seen, the greater the chance someone will ask you for more information about them.  The more people that ask you for information, the greater your chances of working with more people.  The more people you work with, the greater your chance of closing more transactions.   The more transactions you close, the greater the chance you make more money.  The more money you make, the sooner you buy airfare to Honolulu – simple logic.

Let’s talk about how John Hall & Associates is going to help you get your listings seen by more people.  Then I’ll show you about 200 websites where your listings will show up.  We’ll cap it off with how to sign up for the (temporarily) free reports available from our newest listing syndication partner.

Step 1:  Get your listings sent to more websites on the web.

Listhub logoTo accomplish this, John Hall & Associates has signed up with a listing syndication service called ListHub. ListHub and ARMLS have partnered up to make the listing distribution a seemless process.  The data goes from ARMLS through ListHub to their “Channels”.  Channels are also known as website partners.  Their channels include…

Listhub Partners

Some of these channels were already getting our listings, but having ListHub send them out gives us some new benefits.  The main benefit for you is that they go to more places.  Another benefit is that you can now receive reports on your listings – if you wish.  The reports show how many times your listings are viewed, how many times your listings are clicked on, etc.  This is an opt in report that all John Hall agents have a free trial for until October 2009.  You have to have an active listing to be able to access the reports.  If you have at least one active listing and you would like to see the reports – just ask me to opt you in.  The comment section of this article is an appropriate place to ask.

If you like what you see and you want to continue getting the reports after the 90 day trial, ListHub may want to charge you.  This product is not available yet, so I don’t have pricing figures to share with you at this point.  However, if you have listings, you should take a look at the reports to see if they are something you’d be interested in buying when the agent product is rolled out.

I hope all this makes sense.  Let me recap.

  • All John Hall listings are now syndicated to all the ListHub channels (pictured above).
  • You pay nothing extra for your listings to show up on the ListHub channels, plus all these sites, plus all these sites.
  • If you have at least one active listing, and you’d like to see the reporting feature, just ask.  It’s free until October of 2009.
  • In October, if you’d like to continue to have access to the reports, ListHub will have a product for you.

A few more details -

We had to decide whether the click-through site is a ListHub page or is a John Hall & Associates page.  We chose John Hall & Associates.  This hasn’t been configured at the time of this post, so you may see the ListHub page if you click for more listing information from one of the ListHub channels.  No matter whether the ListHub page or the John Hall page is displayed, when a consumer asks for more information – the request is sent to the listing agents’ email address.

We had to decide how the leads were going to be handled.  ListHub allows either the brokerage to receive all the leads or the agents to receive all the leads.  We chose agents.

Aloha!

Jim Sexton Talks About The Current Phoenix Market

Here’s a snippet of this weeks Tempe office meeting.  Sorry about the phone in the shot – typical rookie mistake.

In the event your browser doesn’t display the video above, here’s the link – Phoenix Real Estate Market by Jim Sexton

June Housing Report and Opinion – Ruff’s Report

Just when I thought Ruff’s Reports had been permanently replaced with Orr’s Observations, Mr. Tom Ruff of the Information Market hit Send/Receive.  In his latest Housing Report, Tom takes on Zillow, Yahoo, and he lets us know this is the last email to expect.  All further commentary will be distributed through the subscription service on the Cromford Report.  God Bless Tom Ruff and his pompoms.