As a real estate agent, you have most likely encountered difficulties finding new listings in the current market. While buyers are scrambling to put together competitive offers, buyer’s agents are searching high and low for available listings.   

Many agents are wondering when the market will shift to a state of “normalcy,” or if this is the “new normal”.  Which leads us to pose this question, “what if you could find success within the current market?”.  A new perspective combined with an accelerated focus on discipline may be just the thing to help you grow as an agent!

From a recent interview with RPR and Bruce Inman, a broker/associate with Better Homes and Gardens Real Estate, Bruce shares his innovative approach to generating leads to help grow your business. His approach is rooted in developing relationships by using what he calls “The Daily Five”.

So, what is “The Daily Five” and how can it work for you?  Well, it starts with discipline, consistency, and a well-defined system of finding your target market.  Bruce shares that his approach begins with targeting prospective clients and says that “every day, seven days a week, I mail out five Seller’s Reports to prospective clients”.  He went on to say that “I’ve been doing this for four years, and I know for a fact that it works.”

Sounds pretty simple right?  Well, the good news is that it is so, let’s get into the details of Bruce’s Daily Five!

1. Each day search for expired and terminated listings. Then, using a map, search for homes near properties where you’ve had a listing. Using that as a radius, look for properties that meet your criteria.
2. Check the tax records to determine how long the current owners have owned the property. If the length of ownership is 10-20 years and the mortgage isn’t upside down, add it to your list of prospective clients.
3. Repeat the search until you have identified 5 properties and then create a property report to send to the prospects. Bruce uses the RPR Seller’s Reports for this and says that he removes any unnecessary pages so that it’s not too big or overwhelming. Generally, he says that he tries to keep the report to 10 pages.  Be sure to customize the cover page to include your picture, branding, contact information, and a custom introduction message.  In addition, he says that including a current market analysis is extremely beneficial as it gives the prospective sellers an idea of what their home is worth.
4. Once you have your report, have it bound at a print shop and mail it with at least two business cards. He suggests that you handwrite the address to give it a personal touch and says that this technique really resonates with people.  Inman says that “…the personal touch of handwriting the address has a huge emotional impact…and people keep these reports around, because it’s about their home”.   Bruce also says to be patient noting that “one couple called me two years after I sent it, and when we met in person, it was right there on their coffee table.”

So, there you have it, your Daily 5! As with most things, taking the first step is the most challenging but with the right mindset and discipline you too can reap the rewards! This approach to generating your own organic leads is paramount to the success of your business and is one that we suggest trying.  The main lesson to success is exactly what Mr. Inman states – “you have to be consistent, and stick to doing it every day, and don’t get frustrated if you don’t see immediate results. It took me six months until I got a response, and then they just kept coming.”

If you are interested in learning more about generating leads or have ideas to share, we would love to hear from you.  At Dennis Realty, we provide weekly training on a variety of subjects for our agents, and we have an unmatched support team to help you create your own success story.  Find out more about what we offer at joindennisrealty.com.

RPR is an exclusive property data tool provided by The National Association of REALTORS®. Get started today at narrpr.com or visit the RPR Learning Center to access free webinar sign ups, on-demand tutorials and helpful printable guides.

Source:  McGuire, Beth, “Connect With Prospects and Leads Using the ‘Daily Five’ Method” RISMedia, 4 May 2021.

These are just a few suggestions on how you can make initial contact with potential clients and start building your business. If you’re interested in taking your career in real estate to the next level with innovative ideas, continuous training, and outstanding support, check us out!  We’ve been building relationships for over 45 years and invite you to come experience The Dennis Difference!

Dennis Realty & Investment Corporation is proud to recognize Nicole Parker as the 2020 Juanita Dennis Award Recipient.  This achievement speaks volumes to the character, determination, and dedication that Nicole demonstrates as a real estate professional but to truly understand the value of receiving this award, you must understand a little bit about the matriarch for whom it is named.  

Juanita Dennis is described and remembered as an achiever, a top producer, and a motivator.  She began in the real estate industry in 1973 when being an aggressive female go-getter wasn’t exactly popular but she wasn’t deterred.  Her vision, determination, and goal-oriented mindset allowed her to climb the ladder to success in real estate, while setting the standard for those she mentored.  Juanita was a woman who believed in working hard, and it was her commitment and dedication combined with an honest, strong work ethic, that made her an inspiration for those following in her footsteps.  Throughout her career, Juanita maintained an impeccable reputation among her clients, peers, and colleagues.

Carl Stratton, the managing broker of Dennis Realty, says that it is Juanita’s persona that he has built the company’s foundation upon and believes that her values are the driving force behind the company’s success today.  Carl is dedicated to maintaining Juanita’s vision for success which includes providing support, leadership, and growth opportunities to his team.  Each year one agent is selected who fervently strives to achieve this elite status and we are excited that Nicole Parker has been selected for this honor.  

If you know Nicole, then you already know that her values align with those of Mrs. Dennis.  Nicole is a driven, goal-oriented achiever who dedicates herself to getting it right.  As a top producer, Nicole not only closes deals but she does so with the admiration of both her clients and colleagues.  We are honored to have Nicole Parker as one of our professionals and we are extremely proud of her representation of what we call  “The Dennis Difference”.  Please join us in congratulating Nicole on this tremendous achievement and on continuing the tradition of excellence in real estate.

Are you spending more time at home? Is your home doing double duty as an office?  If so, you’re not alone.  If you’re renting, you may be wondering whether or not buying a home is a better option even with home prices on the rise.  So, is it?  Well, the data experts at ATTOM DATA SOLUTIONS say that owning a home is still more affordable than renting.

In their recently published 2021 Rental Affordability Report they state that the research shows that

“Owning a median-priced three-bedroom home is more affordable than renting a three-bedroom property in 63% of the 915 counties analyzed “

The report goes on to state that

“in 83% of the included counties, median home prices have increased more than average rents in the past 12 months and have risen more than wages in about ⅔ of the nation.“

So what’s the driving force behind this paradox?  HISTORICALLY LOW MORTGAGE RATES!  

That’s right! Todd Teta, the Chief Product Officer at ATTOM Data Solutions explains that mortgage rates below 3% are balancing the cost of rising home prices.  As we transition from 2020 into 2021, it appears that mortgage rates are staying low which will in turn continue to make homes affordable.  ATTOM’s Teta remarks that

“It’s startling to see that kind of trend. But it shows how both the cost of renting has been relatively high compared to the cost of ownership and how declining interest rates are having a notable impact on the housing market and home ownership. The coming year is totally uncertain, amid so many questions connected to the Coronavirus pandemic and the broader economy. But right now, owning a home still appears to be a financially-sound choice for those who can afford it.”

If you’re still wondering if buying a home is right for you, please contact us!  We can help you not only find a home but we can put you in contact with trusted advisors who can help you decide what’s right for you. Come experience The Dennis Difference and see what sets us apart from the rest!

Selling your home is a big decision and it’s important to understand how to get the most money for your investment in the current market.  When you think about selling your home you may be overcome with sentimental memories and that’s okay.  Just remember that you will build new memories in your new home and reach new milestones.  Help from a real estate professional can help you avoid costly mistakes, give you guidance on pricing your home correctly, and help you transition to your new home.  

SETTING THE CORRECT PRICE FOR YOUR HOME

In today’s real estate market, inventory is very low which means that homes are selling quickly and in some cases are listed and sold on the same day.  As a seller, this means that you may receive multiple competing offers which is very positive but remember that an appraiser will determine the fair market value of your home.  Why is this important?  It depends on the type of offer that is presented.  If you have a buyer that is able to pay above the appraisal value then there is generally no issue, otherwise you may have to renegotiate because the bank will only lend what the appraiser determines is the fair market value.  We can help you determine the sale price for your home using statistics from recent home sales and other metrics.

HANDLING EMOTIONAL ATTACHMENT

Homeowners are holding on to their homes longer than in previous decades.  This graph from Keeping Current Matters shows that since 1985 the average ownership time has increased from 5 to 10 years which is a huge increase over what used to be considered the “norm”.

The effect of staying in your home longer is that it might be harder for you to make the decision to sell even though you may financially benefit.  Memories are very powerful and if this is a first home or the home you raised a family in, then you are going to have an emotional attachment which could make it more difficult to negotiate the fair market value of your home.  It’s safe to say that the emotional value and the fair market value aren’t generally the same and accepting that can be challenging.

PRESENTING YOUR HOME TO POTENTIAL BUYERS

When preparing to put your home on the market it is important to depersonalize your decor.  From the buyers’ perspective they are looking to envision your home as their own.  This means taking down family photos, decluttering, and maybe even updating the paint colors.  This article on how to prepare your home to sell has a ton of useful information.

NEXT STEPS

Right now may be the right time to sell your home considering the current market conditions.   If you have questions please let us know.  We have a team of very experienced real estate professionals covering Hillsborough, Hernando, Citrus, Pasco, & Pinellas counties but that’s not all.  Dennis Realty & Investment Corp. is a part of the Leading Real Estate Companies of the World which means that we can help you no matter where you are in the world.  We’re local and we’re global so if you’re thinking about selling your home, make sure you have the right team to help you get the most for your investment.  We invite you to experience the Dennis Difference and see what sets us apart from the rest.

Preparing your home to be listed for sale is a lot like preparing to host a wedding in your backyard.  You don’t have to make a seating chart or party favors but the tasks to ready your home sale are very similar.  In general, it comes down to cleaning, decluttering, repairing, and a little sprucing up.  We suggest focusing on the following areas to ensure that your home stands out from the rest!

INTERIOR – CLEAN & DECLUTTER

Everyone knows that a clean home not only looks good, but also makes you feel good when you enter, and feelings are a HUGE factor when it comes to selling.  The first thing a person notices when they enter your home aside from the decor, is how clean it is.  So, preparing your home requires a deep clean and some serious decluttering. The American Cleaning Institute has some tips for cleaning when you’re trying to sell your home.  We couldn’t agree more!   

Each room needs to sparkle but each room is a bit different, requiring either more or less effort.  Whether you work from easiest to hardest or vice versa, make a plan and stick to it.  Staging your home is also something to consider and our friends at Instyle Home Interiors are a great resource for home staging advice.  

KITCHEN 

When a buyer is touring your home, the first place they want to go is the kitchen!  The kitchen is the main selling feature of your home because it’s where all the action happens.  Cooking, homework, meals, celebrations – they generally all occur in or around the kitchen, so it’s no secret that the kitchen could be a deal breaker or a deal maker!  

In order to keep it in the deal maker category, consider the following when tackling the kitchen:

• • • • • • • Clean the inside and the outside of the cabinets and dust on top if there is open space above.
            • Throw out, make a donate box, or sell items you no longer need and don’t want to pack.  
            • Clean under the sink including the garbage can and the garbage disposal.
            • Polish any stainless steel and make sure any hard water marks are gone.
            • Clean the inside of the dishwasher- it sounds like a chore but it’s actually quite simple.  This article from Country Living explains how!
            • Clean the refrigerator and the freezer and toss out any outdated food.
            • Don’t forget the microwave and make sure to clean the top of the inside.  

BATHROOMS 

The second place a buyer is interested in seeing the master bathroom but really each bathroom matters.  This article from Jaclyn Crawford over at Improvenet.com explains the importance of the bathroom when selling your home but it’s clear that a clean bathroom is key, so keep these things in mind.

• • • • • • Clean the walls and patch any holes.
          • Paint the walls with a neutral color.
          • Dust and clean the light fixtures and replace bulbs with daylight LED lights.
          • Clean the inside and outside of the cabinets and get rid of any unnecessary clutter.
          • Dust the towel racks, toilet paper holder, shelving and decor.
          • Get the hard water stains out of the toilet bowl, tub, and shower.
          • Remove any broken or peeling caulk around the tub, shower, and sinks and re-apply for a fresh, clean look.
          • Wash any rugs and clean the floors.
          • Clean the tile grout and restore the color.

BEDROOMS & LIVING AREAS 

These areas are generally the easiest to clean and it’s a good idea to de-personalize so that a buyer can envision your home as their own.  To make the most impact in these rooms consider the following:

• • • • • • • • • Give all closets a serious going-through and get rid of, donate, or sell any items you haven’t used or worn in the past 6-12 months.
                • Clean the walls and dust the ceiling fans.
                • Patch any holes and paint the walls with a neutral color.
                • Clean the carpets and vacuum.
                • Dust and paint the baseboards.
                • Dust the light fixtures and furniture.

GARAGE 

Cleaning out the garage is a chore that no one really looks forward to but leaves you with a sense of accomplishment once finished.  Charlene Storozuk from Dezigner Digz explains the importance of a clean and tidy garage in this article she wrote for the National Association of Realtors.

• • • • • • • • • Declutter and get rid of any items you don’t need at your new home or don’t want to pack.
                • Patch any holes in the walls and paint with a bright white color.
                • Clean the floors paying special attention to any grease marks.
                • Tidy up your workspace and put hand tools away and out of sight.

EXTERIOR

The exterior of your home is the first thing that a buyer sees and is the first impression that begins to formulate their opinion.  As such, it is important to get it in shape by making any needed repairs and cleaning. If you’re thinking about painting check out this article from Bob Vila on color choices that work well together and focus on the following to spruce up the exterior. 

• • • • • • • • • • Pressure wash the house, driveway, patio, and fencing. 
                  • Clean the roof.
                  • Repair any damaged wood or stucco.
                  • Paint the exterior if it’s been more than 2-3 years.
                  • Clean out the gutters and downspouts.
                  • Sweep the sidewalk or walkway approaching the entry to the home.
                  • Clean the ceilings and remove any bugs and cobwebs.
                  • Wash the windows. 

LANDSCAPING

The yard is the equivalent of a hairstyle and can really make a difference when it’s well kept and tidy.  Like the exterior, landscaping is part of the first impression and has the ability to make a buyer feel positive or negative. HGTV has put together this helpful list of things to consider regarding curb appeal and we agree.   

• • • • • • • • Pull any weeds in the flower beds, walkways, and patio areas.
              • Mow and edge the yard weekly.
              • Put down new mulch in the flower beds.
              • Add some colorful plants to give a splash of color.
              • Trim the bushes and trees to create a curated look and frame the exterior.
              • Check the sprinkler system and replace any broken sprinklers.

If you’re thinking about selling your home or have questions about the process, please contact us.  We pride ourselves on being a trusted advisor in all aspects of real estate and we would love to earn your business.