West + Main Agent Jessica Thompson Named 2023 Vice Chair of NAR's Housing Opportunities Committee

Huge congratulations to West + Main Agent Jessica Thompson who was recently named 2023 Vice Chair of NAR’s Housing Opportunity Committee!

“I’m ready to step up to the plate! The average age of a Realtor is 56 and here I am 32, and I’ll be serving as a Vice-Chair for the Housing Opportunity Committee. I’m looking forward to serving fellow Realtors and Communities across the country!”

About Jessica:

I am a 5th gen Okie and have resided in Oklahoma City’s urban core for more than 10 years. My husband, Anthony and I, are currently raising our two children and dog in the same neighborhood in which my great-great grandmother once lived and I am proud to be an integral part of my neighborhood's renaissance. I began my real estate career in 2012, working with Green Home Builder, Tapestry Custom Homes, who specializes in universal design features. Being the well-rounded individual that I am, I have used my construction knowledge and historic home sales experience to renovate and restore my historic 1925 bungalow.

My practical knowledge and familiarity with old and new home construction empowers my clients to navigate the varying expectations that come with homeownership. Being a dynamic Realtor with a can-do attitude make me a desirable and influential person to work with. I am inspired to get to know my clients as my ability to meet them where they are at in life enables me to find them the right place to call home. I have a knack for helping people enrich the areas that they are in by acknowledging how they can be part of that community or take advantage of what that community has to offer. 

My accolades include the National Trade Association's Realtor Magazine "30 under 30" in 2017. I was recognized by the Neighborhood Alliance of Central Oklahoma as the "Good Neighbor of the Year" in 2018. I’ve been featured as Top Producer's 2019 "Rising Star." Throughout the years, I have been able to contribute to public education of real estate through radio interviews, various magazine and newspaper articles and have been a featured speaker at multiple events.

I have served on the Board for the non-profit 501c3, Positively Paseo, a community housing development organization whose work has been revitalizing urban neighborhoods that have experienced disinvestment, by rehabilitating historic homes, building homes on infill land, and creating community investment through home ownership. I collaborated with the City of OKC’s Office of Sustainability, Neighborhood Alliance of Central Oklahoma, University of Oklahoma College of Architecture’s Division of Regional and City Planning, to create a Youth Walkability Program called “NeighborWalks” to educate youth on the importance of walkability in communities. Through community endeavors, I found a passion for government affairs and policy. I have served on the Oklahoma City Metro Association of Realtors Government Affairs Committee since 2018, most recently serving in the capacity as Vice-Chair. I also serve as one of the Board of Directors for the Oklahoma City Metro Association of Realtors. I have served on the committee of the Association’s Young Professionals Network, as well as the Oklahoma Association of Realtor’s Young Professional’s Network. I currently serve on the Housing Opportunity Committee for the National Association of Realtors and was considered for Presidential Recognition for work done in her community in 2019. 

About NAR’s Housing Opportunities Committee:

To monitor, oversee and measure results of NAR's housing opportunity programs and initiatives; to provide strategic direction on housing opportunity initiatives and to propose or develop new programs; to disseminate information on housing opportunity programs and encourage Realtors®' participation and collaboration through state and local initiatives; and to analyze, monitor and recommend policy on housing opportunity issues which are not within the authority of other NAR committees.

West + Main University Summer Break Challenge


Nurture + Connect

Complete a 100 Touch Challenge
Commit a block of time to connecting with 100 people that you know. This could be texts, DMs, phone calls, emails, etc. Note who replies, update your CRM, etc. Print it out now!

Update or Create your West + Main Home Magazine list for the Fall/Winter 2022 Issue
These will be due in late August.

Add at least 10 people to your Mailchimp Audience + CRM
These might be people you met at an open house, on floor duty, or just going about your day!

Write 5 Reviews for businesses/professionals you have personally used/loved
Review on Google, Yelp, or somewhere that the business owner prefers!

Attend 1 Professional Networking Event
Check out your State Association, Local Association, Neighborhood Groups, Chamber, BNI, etc!


Simplify + Streamline

Create 10 Email Templates to Streamline Your Client Communication
Here’s a gmail tutorial and some oldie but still goodie inspo

Flip your Inbox: Unsubscribe from at least 5 E-Newsletters that don't deliver value
Don’t be afraid to hurt people’s feelings…you’re the boss of your inbox!

Bookmark Company Resources
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Add Blocks/Save the Dates in your calendar for West + Main University and our Company Update/Property Tour - Here’s the calendar
Add any other dates that you need to remember, as well as any repeating events in your life!

Try a New Timeblocking Strategy or Recommit to Yours
Ninja’s Timeblocking Strategy + Timeblocking Mistakes to Avoid


Learn + Stay on Top

Subscribe to at least 3 industry podcasts
Check these podcasts out!

Sign up for at least 5 industry newsletters

Save at least 5 NEW auto property searches for yourself
Use our website or the MLS!

Read at least 2 Business Books
Ninja Selling Reading List

Complete the Fairhaven Challenge
Log in and get started!

Attend 1 Class Outside West + Main
Check out the calendar!


Know the Stats + Inventory

Attend or Study a Market Update
Save the date!

Attend a Property Tour
Save the date!

Preview at least 1 New Home Development
Post info/photos in Slack + on our socials!

Show or Preview at least 20 properties
Include different neighborhoods + price points!

Pull Stats for a Specific Neighborhood
Use the MLS, Info Sparks, RPR or your favorite stats platform


Work + Habits

Complete a Perfect Week Sheet
Trade with your Accountability Partner!

Ask at least 5 People for Testimonials
Send a Real Satisfied Request or your Google Business Link!

Deliver at least 5 CMAs/Property Reviews

Send at least 20 Handwritten Cards

Deliver at least 10 Pop-By Gifts

Host at least 1 Open House

Work at least 1 Floor Shift
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Visit an A-Team Meeting or Attend Yours

Home showing traffic hits double-digit decrease in April

The West sees the largest annual decreases at 35.3%

Home showing traffic across the U.S. dropped off in April, according to ShowingTime’s Showing Index report released Tuesday.

In April, home showing traffic was down 10.7% year over year and 12.1% month over month, with a nationwide average of 8.49 showings per listing. In total, 103 of the markets analyzed hit a double-digit ratio of showings per listing in April, down from 121 a month prior and 146 a year prior.

ShowingTime’s index is compiled using data from more than 6 million property showings scheduled across the country each month on listings using ShowingTime products and services. In addition, it tracks the average number of appointments received on active listings during the month.

While ShowingTime acknowledges demand started tapering off this spring, compared to the frenetic level of activity a year ago, experts still believe there’s robust buyer activity.

“April buyer activity was rather unusual, since it typically matches March levels,” Michael Lane, ShowingTime’s vice president and general manager, said in a statement. “But this year, April traffic was slower across all markets, pointing to competition softening. It contrasts with last year’s dynamic, when demand reached a feverish peak in April.” 

The nation’s 25 busiest individual markets averaged more than 14 showings per listing. Topping the list was Burlington, Vermont, with an average of 20.3 showings per listing, up 16% year over year, followed by the Bloomington-Normal metro area in Illinois, with 16.4 showings per listing, a year-over-year increase of 62%. Richmond, Virginia (15.6 average showings per listing), Denver, Colorado (15.5), and Akron, Ohio (15.2) rounded out the nation’s top five.

On the other end of the spectrum for average showings per listing in April were Kansas City, Missouri (13.2), Fort Collins, Colorado (13.2), Detroit (13.1), Spokane, Washington (13), and Boulder, Colorado (12.9).

All four major U.S. regions saw year-over-year decreases in showings per listing, with the West recording the largest decrease at 35.3%, followed by the South (11.6%), the Northeast (8.6%), and the Midwest (7.3%).


Need help navigating this market shift?

We’re Hiring.

Opinion: A unified approach for reducing appraisal bias

The impact of data and diversity

There is no single silver bullet that will rectify the pernicious impact of bias in residential real estate valuations — it is a complex problem that requires a multifaceted solution. But there is the promise of a better future on the horizon. The housing industry and Biden administration have begun a full throttled effort to solve the issues contributing to inequity.

By combining the power of emerging technologies like artificial intelligence (AI) and machine learning (ML) with a true commitment to diversity at every stage of the valuation chain, we can build a consciously unbiased appraisal system that delivers more equitable and accurate conclusions.

Yet, this will be a time-consuming and challenging effort that will require all parties to be aligned in their goals and their approach. First, we must acknowledge the impact that appraisal bias continues to have on minority homeowners and the broader housing system.

Despite the protections enacted by the Fair Housing Act of 1968, inequality and discrimination in the housing finance system continue to shape the contemporary valuation of homes. Recent studies from Fannie Mae, Freddie Mac, and academic researchers have found appraisal disparities for communities and borrowers of color.

As a result, homes located in minority neighborhoods have been chronically undervalued, exacerbating the racial wealth gap. Fannie Mae’s “Appraising the Appraisal” study comparing appraisals to automated valuation model (AVM) data for refinance transactions found that Black borrowers received slightly lower appraisal values relative to AVMs, while white borrowers received slightly higher appraisals.

Likewise, a 2021 Freddie Mac study of more than 12 million appraisals dating back to 2015 found that appraisers’ opinions of value were more likely to fall below the contract price in Black and Latino census tracts. Some researchers point to appraisal methodology as a culprit.

According to a study published by Oxford Academic Journals in 2020, modern appraisal techniques using sales comparisons and neighborhood comparisons actually perpetuate racial inequality, and in some cases exacerbate it, citing that the sales comparison approach preserves historical racial bias in today’s home values.

Similarly, the study found that neighborhood comparisons used in appraisals may be influenced by racialized assumptions of a neighborhood. Thankfully, this topic has been getting the attention it deserves from industry leaders, regulators and the current administration.

In March, the Biden administration announced a multi-step plan to advance equity in the appraisal process. The administration’s interagency taskforce on Property Appraisal and Valuation Equity (PAVE) issued an action plan including regulatory reforms and oversight to make the appraisal industry more accountable, provide consumers with assistance and awareness, prevent algorithmic bias, drive more diversity in the appraisal industry, and leverage federal data to benefit research and policymaking.

If passed, the Fair Appraisal and Inequity Reform Act of 2022 would establish a Federal Valuation Agency responsible for promoting a fair, unbiased, transparent and repeatable valuation process. The industry is ready and willing to tackle this challenge.

We all share a goal of creating a system that produces more accurate valuations free of racial and historical bias to open a more equitable path to wealth creation for all Americans. The difficulty is agreeing on exactly what a consciously unbiased appraisal system looks like, and how to achieve it.

Ideally, the solution leverages more advanced technology, better data, and a more diverse workforce across every sector of the valuation spectrum. With advances in data engineering and modeling, we now have the technology and tools available to begin correcting some of the bias and issues in the modern valuation process.

By working from objective data rather than information processed and curated by humans, AI and machine learning technologies can reduce subjectivity and unconscious bias from appraisals. However, every valuation technology provider has their own secret sauce when it comes to their algorithm for AVMs and other computer-based valuation tools.

A slew of agencies including the CFPB, FDIC, NCUA, and FHFA have collaborated to address this with newly proposed quality control standards for AVMs. Their proposed amendment to FIRREA aims to increase confidence scores, prevent manipulation of data, avoid conflicts of interest, and enforce random sample testing and reviews.

More research is needed to determine which algorithms should be used to ensure AVMs do not introduce their own model bias. This would require extensive testing using historical and current data to determine if the estimates generated by the technology accurately reflects reality.

Additionally, the standardization of data is another crucial variable that must be addressed for this approach to succeed. Just as each valuation technology provider relies on different algorithmic models, they also rely on different data sources. It will be impossible to standardize models unless the data all models are running on comes from a single source of truth.

One proposed solution is for the GSEs to provide open access to their data sets, which constitute the most comprehensive collection of comparative real estate data nationwide. That way, all participants are comparing apples to apples without the possibility of oranges sneaking into the data set.

There has been broad support for this approach across the public and private sectors, from fair housing advocates to valuation industry leaders, but it remains to be seen whether the FHFA will authorize the release of GSE data.

While technology and standardization are important tools to create a more equitable valuation process, a diverse workforce is another critical check on subjectivity and unconscious bias. There is a severe underrepresentation of diverse talent in the housing industry.

According to the Department of Labor’s Bureau of Labor Statistics, the appraiser profession is 97.7% white, and women comprise only 30.4% of the workforce. Looking at the broader scale, less than 13% of the housing industry workforce is Black and Hispanic. As an industry, we need a more diverse workforce and leadership that better reflects the population we serve. In response to this, the Appraisal Institute has launched an Appraiser Diversity Initiative with Fannie Mae, Freddie Mac, and the National Urban League.

Other initiatives like Fannie Mae’s Future Housing Leaders program are focused on sourcing a more diverse talent pipeline and matching them with employment opportunities in the housing industry. It is important to also focus inclusive recruiting efforts within the valuation technology and data science field, including those building and maintaining computer-based models.

These initiatives will take time, but with a consistent, united effort across the industry we can ensure there is an emphasis on promoting diversity when hiring new entrants and promoting to leadership positions. There may not be a single action or reform that can instantly solve the persistent issue of biased home appraisals, but there are ways to improve and, perhaps over time, remedy the problem using a combination of technology and diverse data.

Through a merger of expert knowledge, diversity of thought, standardized data, and advanced technology, we can develop more equitable valuation processes that are consistent, repeatable, and transparent. The scope of the challenge should not discourage us. Rather, the reward of achieving a more fair and equitable system that serves all Americans is well worth the effort.

This article was first featured in the May HousingWire Magazine issue. To read the full issue, go here.


NAR’s Yun: ‘The Market Is Quite Unusual’

For the third consecutive month, existing-home sales fell, but buyers are still eager. Higher mortgage rates and prices and low inventory continue to chip away at affordability. Some regions of the U.S., however, continue to see gains.

Nationwide, existing-home sales—completed transactions of single-family homes, townhomes, condos, and co-ops—decreased 2.4% in April compared to March, according to the National Association of REALTORS®’ latest housing report. Sales are down 5.9% year over year.

“The market is quite unusual as sales are coming down, but listed homes are still selling swiftly, and home prices are much higher than a year ago,” says Lawrence Yun, NAR’s chief economist.

Still, higher home prices and sharply higher mortgage rates are beginning to reduce buyer activity in many markets, he adds. “It looks like more declines are imminent in the upcoming months, and we’ll likely return to the pre-pandemic home sales activity after the remarkable surge over the past two months,” Yun says.

Here’s a closer look at the key indicators from NAR’s latest housing report.

  • Home prices: The median existing-home sales price increased at a slower year-over-year pace of 14.8% in April. Median home prices were $391,200 nationwide. Home prices continued to increase in every region of the U.S.

  • Days on the market: Eighty-eight percent of homes sold in April were on the market for less than a month. Properties remained on the market for 17 days in April, the same as last month and as a year ago.

  • First-time buyers: First-time home buyers comprised 28% of sales in April, down from 31% a year ago.

  • Investors and second-home buyers: Individual investors and second-home buyers accounted for 17% of home sales in April, the same as a year ago. These buyers tend to make up the bulk of all-cash sales, which accounted for 26% of transactions in April, also about the same as a year ago. “The cash buyers, not impacted by mortgage rate changes, remain elevated,” Yun says.

  • Distressed sales: Foreclosures and short sales remain historically low, representing less than 1% of sales in April and down from 2% a year earlier.

  • Housing inventory: Total housing inventory is up 10.8% in April compared to March and down 10.4% from a year ago. Unsold inventory sits at a 2.2-month supply at the current sales pace. “Housing supply has started to improve, albeit at an extremely sluggish pace,” Yun says.

Even with some improvement, the nation has a long way to go in reversing years of underbuilding and low inventory, NAR notes. “As we find ourselves in the midst of a massive housing shortage, NAR continues to work with leaders across the private and public sectors to help close this deficit,” says NAR President Leslie Rouda Smith. “As the nation’s largest real estate association, we are urging policymakers to enact zoning reforms, homebuilder incentives, and other necessary regulations to help correct this situation.” The Biden administration made an announcement this week with a proposal to try to improve America’s housing shortfall. Read more: Biden Administration Takes Aim at America’s Housing Shortage

Regional Breakdown

The following is a closer look at how existing-home sales fared across the country in April, according to NAR’s sales report.

  • Northeast: Existing-home sales increased by 1.5% in April, reaching an annual rate of 670,000, a 10.7% drop from a year ago. Median price: $412,100, up 8.1% from April 2021

  • Midwest: Existing-home sales rose by 3.1% from the prior month to an annual rate of 1.31 million in April, a 1.5% decrease from a year ago. Median price: $282,000, an 8.7% increase from one year ago

  • South: Existing-home sales dropped by 4.6% in April, recording an annual rate of 2.49 million, a 5.7% decrease from one year ago. Median price: $352,100, a 22.2% increase from a year earlier. The South is the only region to report year-over-year double-digit price gains.

  • West: Existing-home sales fell by 5.8% in April, reaching an annual rate of 1.14 million, down 8.1% from one year ago. Median price: $523,000, up 4.3% from April 2021


Most Agents Need Accountability to Thrive

What is a Real Estate Mastermind Group?

When asked what a mastermind was to him, CEO of BHHS Ambassador RE Vincey Leisey said, “A mastermind is a group of agents that come together on a weekly basis to share what’s working in their business, what’s not working in their business, and encourage one another with what is possible.”

The foundation of a mastermind is that by transparently sharing the best practices of the businesses represented by each member, every member will grow in their knowledge and belief of what is possible for themselves and their businesses. A healthy mastermind provides encouragement and inspiration for those in the group who may find themselves temporarily discouraged or uninspired.

What should you look for in a group to join?

1. Is the group made up of similar production level agents?

“The group should be made up of agents with similar production numbers or similar levels of experience,” Leisey says. Imagine an experienced agent joining a group that consists of newly licensed agents. Odds are the experienced agent will not gain as much knowledge from this group as she would from a group sharing the growing pains experienced agents face.

To maximize your potential for growth, make sure the group you join includes agents who are facing the same struggles you are facing.

2. Does the group meet regularly, and can you commit to attending every week?

Consistency is key in masterminds. Make sure the group has a set date and time it meets each week. Also, make sure the meeting dates and times fit your schedule. If you are going to grow through masterminding, you must attend every possible meeting.

When you’re fully committed and in attendance, good things will happen.

3. Does the group have a strong leader?

Masterminds are only as effective as the leaders that control the agenda.

  • Is the leader someone who will make sure everyone is involved?

  • Is the leader willing to call out someone who may dominate the conversation, keeping everyone else from sharing?

  • Is the leader positive and encouraging?

A great mastermind leader controls the agenda, pulls the best ideas out of each participant and leads every person in the group to a higher level.

4. Does the group have proven results?

Have the participants in this mastermind seen their businesses grow because of the mastermind? Past results may not reflect future results, but it definitely helps predict your potential through association with the group.

How to find a mastermind group and what to look for in that group

Ideally your office or associated brand would have an existing mastermind that you can join. If that is not available, most coaching companies offer mastermind options for a fee.

If these are not available or you are looking for something different than what you’ve found, you do have the option to start your own mastermind.

How to create a mastermind group

Starting your own mastermind is a great way to surround yourself with like-minded agents with whom you can grow. The key is to have a clear vision of the expectations and benefits for agents who may want to join. Set the date and time, and then invite agents with similar production levels.

You can invite agents in your company, from other markets in your brand or complete strangers. The key is to have a screening process, making sure each person you allow into the group is a good fit.

If you still aren’t sure where to find agents, consider posting in an agent Facebook group for your brand, a Facebook group that is open to agents from any company or sending personal invites to agents you follow on social media.

Another great idea is to invite agents in feeder markets so there will be an even higher likelihood that you will be able to send them referrals or they will be able to send you referrals.

What should the agenda include?

Different masterminds include different information.

“We always start our local masterminds with market numbers, so every person in the mastermind has a better understanding of the current market environment and where they might find opportunities to serve their clients in a more professional manner,” Leisey said.

He also said they have a specific topic they discuss in each meeting. This can range from things the agents are saying in listing appointments that set them apart from other agents, how they are leveraging social media to promote their businesses, or what they are doing in a tight inventory environment to generate listings.

Like Leisey, I have a mastermind group of agents I lead each week. For our agenda, I modeled the outline from the book The 4 Disciplines of Execution.

These are the questions our agents report on each week:

The first sentence the participants say out loud to the group when they do their personal report:

My WIG (Wildly Important Goal) is to close ____ (transactions, volume, etc.) by 12/31/2022.

Stating the wildly important goal at the beginning of their report keeps the agent focused on the direction they want their business to move.

The second set of details they say out loud to the group during their time of reporting is:

Last week, my lead measure was to have _____ conversations.

My second lead measure was to ________________.

My third lead measure was to ________________.

This week I accomplished/did not accomplish these lead measures.

The lead measures provide the participants with activities that are leading indicators of the results they will deliver in the future.

For instance, if we know 50 real estate-related conversations lead to one transaction, then we can set our weekly goal for conversations in line with our monthly and annual transaction goals.

If the agent generates a large portion of their business from open houses or circle prospecting, then those may be stated as the second and third lead measures the agent stated they would do the previous week.

Then they state whether they did or did not accomplish the lead measures they told the group they would accomplish at the meeting the previous week.

If they did not, they are not chastised, but the psychology of not wanting to tell the group you did not do what you said you would do leads to a higher likelihood of achievement.

The third metric each agent reports to the group is:

This week I took _____ listings, had _____ contracts go pending with contract volume of $__________, closed ___ transactions for a total volume of $_________.

This is the portion of the agenda where agents are congratulated for achievements and the collaboration is maximized. As the leader/facilitator of the group, this is where I ask the agent how they secured the listings or contracts they secured in the previous week.

I ask them how the communication flowed. If it was through a mailer, I ask them to share the mailer with the group. If it was from a past client, I ask if they initiated the conversation or if the client responded to a newsletter, marketing piece or social media post they produced.

This is the time when the participants can hear exactly how other agents are generating business right now and how they can apply these strategies to their businesses.

Next are the activities the agents will commit to accomplishing in the following week:

Next week, my lead measure will be to have _____ conversations.

My second lead measure will be to ________________.

My third lead measure will be to ________________.

As we saw above, these are the strategies they are committing to accomplish the following week and that they will report on at the next meeting.

Finally, they state:

To make myself a better Realtor this week I will ____________________.

This is where we finish their report with a plan of action to make sure they are growing in their knowledge and ability to serve their clients at a higher level.

If you are serious about growing your business, participating in a transparent, focused mastermind is a must. When you surround yourself with other growth-focused agents, your business can’t help but grow. - Inman News


West + Main has wonderful mastermind groups (we call them Accountability Teams) for our agents - providing peer accountability, camaraderie, support, education and of course a place to both commiserate + celebrate!

Why Building an Email List Matters (+4 Ways to Grow Yours)

First, why should you focus on building an email list?

1. Email is personal

Your customers form a relationship with you, not your logo. That's why email is a great opportunity to showcase your personality and what makes you unique because it connects people to you AND your brand.

When you write your emails, you're not speaking to the masses. It's a 1:1 conversation.

Pro Tip: As you draft your emails, sometimes it helps to pull up a photo of one of your clients and keep it in the corner of your screen as you write. This can help you visualize who you're speaking to, think critically about what unique problems they're facing, and lead with empathy in your copy.

2. You own your email list

"An email list is critical because you can't build your content on rented land," Joe Pulizzi, founder of Content Marketing Institute explained. "So many brands and companies build their audiences on Facebook and Google+, which is fine, but we don’t own those names – Facebook and Google do. If we are thinking like real media companies, the asset is in the audience. Getting an email address is the first critical step to figuring out who my reader is, and hopefully in the future, my customer of some sort. If our goal is to drive sales or keep customers happy in some way, we first need to get them as part of our audience. If I have one regret as a business owner, it’s not focusing on building our email list earlier in the process.”

Since "you can't build your content on rented land" put the same energy and focus - if not more - into your email list as you do your follower count.

3. You're writing to people who want to listen

Your subscribers are waving you into their inbox, and handing you the mic to tell them something interesting and helpful. They're proactively acknowledging you as the expert.

Your email list is often your most devoted audience.

This is why growing your email list is so important: When you send good emails, not only are you staying top-of-mind with your SOI, you are building trust with new subscribers and cultivating a loyal, long-term following that will fuel your business growth.

4. We're obsessed with our email

On average, professionals check their email 15X per day.

Most of us are plagued by the habit of obsessively tugging on our screens to refresh our inbox.

In a recent survey, 81% of people said they prefer to open emails on their smartphones. Which means that for the majority of your subscribers, there are no distractions. No other posts. No other brands. Just your message on their screen.

5. Emails have a long lifespan

Your email doesn't get bossed around by an algorithm. It sits in their inbox until it's read or deleted.

Emails are also easy to find. If a subscriber ever wants to revisit an email of yours, all it takes is a quick keyword search at the top of their inbox.

6. ROI

Email is your most lucrative marketing tool. In terms of ROI, companies can expect up to $45 for every $1 spent on email marketing.

When you send emails, you build credibility. When you build credibility, you start more conversations. When you start more conversations, you close more sales.

So once you've got an email list, how do you get it growing?

Head over to the Curaytor blog to learn 4 ways to grow your email list!

Lead Conversion for Real Estate: Leads Not Answering Their Phones

Imagine it is the middle of the day, you are on your lunch break, scrolling through your Facebook newsfeed and suddenly you get a call from an "Unknown Caller." What do you do? Do you pick it up? Or do you let it go to voicemail?

If you said you would let your call from an Unknown Caller go straight to voicemail, then you understand the mindset of the average real estate lead. Most people will not answer a phone call from a number they don't recognize. You are likely to still let it go straight to voicemail, even if it is from a person you know.

Here are some fun facts:

  • 80% of all calls go to voicemail.

  • 90% of first-time voicemails are never returned.
    (source: RingLead)

If you are the type of agent that makes phone numbers required on your website's lead capture form, what should you do to make sure your lead answers the phone?

This is a method you can use. Feel free to alter it to match your personality or style. After you call your leads, we recommend having a CRM with email and/or social media nurturing software to maintain the engagement of your leads, regardless if you can talk to them or not.

Here are five lead conversion steps for unresponsive real estate leads:

1. On Your First Call, Don't Leave a Voicemail

It is unlikely that your real estate lead will pick up the phone. Some people will be prone to google the number that just called them. This may help your cause if you have your phone number displayed on your site. Don't sweat it if they don't pick up, move on to the next step.

2. 5-10 Minutes Later, Call Your Lead and Leave a Voicemail

If they see the same number calling them a second time, there is a higher chance that they will answer. It is not guaranteed they will answer. If they don't, you will want to leave a voicemail.

3. Call Each Lead Once a Day for the Next 2 Days, Leave Voicemails

You should not automatically disqualify the lead, if they did not answer the phone on the first day you tried to contact them. Working online leads can be tedious and will require persistence. It is important that you continue calling them just to check in, even if you already spoke with them.

4. Call Each Lead Once a Week for the Following 3 Weeks

Continue checking in on your lead. If you have talked to your lead already, this is a great way to show them you appreciate them and want to provide good service. Call just to check in.

If they have still been unresponsive, then don't worry about it! They are likely still doing their research and are not ready to talk to you yet. Continue contacting these leads, as responsiveness is a highly admired quality in a real estate agent. Show these leads that you have not forgotten about them, and that you will be there for when they are ready to open up.

5. Call Each Lead Once a Month for the Next 3 Months

After the first month, start contacting leads on a monthly basis. Home buyers can take a few months to incubate into a transaction. Give them some space as they are likely still researching. Remind them of the resources available on your website, and let them know you can answer any questions they have.

Buying a house is expensive, and homebuyers will want to do all their research on homes in the area before making any commitments. They will also want to do research on you as an agent. Don't dismiss these leads due to being unresponsive. If you stop calling them, they will go to one of your competitors instead.

When calling leads, you are applying for a job with somebody you have never met. Therefore, be assertive and sensitive to their needs.

To view the original article, visit the Zurple blog.

How the Youngest Buyers are Shaping the Housing Market

New research illuminates the millennial and Gen Z perspectives and homebuying behaviors influencing the market in 2022.

All eyes have been on millennials the past several years, as they have come of age (26-41) to buy homes and build families. They’ve become the dominant generation in home-buying activity, but there’s also good reason to look toward their younger counterparts. Gen Z adults (ages 18-25) are making it clear that they share the goal of homeownership with millennials. Many of them have already purchased homes, while others are taking steps toward achieving their goal.

Recent realtor.com research quantifies the momentum of Gen Z buyers, revealing that 72% of them say they’d like to buy a house in the future; 43% expect to do so within five years. Almost half, 45%, are saving for a house. This up-and-coming generation certainly deserves consideration as its influence on the housing market is poised to grow for years, even decades, to come.

Collectively, millennials and Gen Zers represented nearly half (44%) of all homebuyers in 2021, reports Zillow. This younger cohort of buyers, who grew up as the first true digital natives, exhibit homebuying habits and preferences that set them apart from older generations and set the stage for the future.

The ServiceLink 2022 State of Homebuying Report (SOHBR) brings these perspectives and behaviors to light through data collected by surveying 1,000 homeowners (48% in the millennial/Gen Z age demographic) who purchased a home within the past five years. Research findings, including the following highlights, offer a look into the potential of these young buyers.

Millennial and Gen Z homebuyers are ready to act in 2022

The youngest subset of buyers will account for much of the housing market activity this year, whether buying their first or a subsequent home, or refinancing. It’s especially notable that many of the millennials and Gen Zers who responded to the ServiceLink survey — individuals who had purchased a home within five years — plan to buy again in 2022. Even more expect to refinance.

Specifically, nearly a third (32%) of these younger homeowners said they plan to refinance this year; that compares with 23% of Gen Xers (ages 42-57) and 9% of baby boomers (ages 58-76). More than a quarter (26%) of Gen Z/millennial homeowners said they are likely to buy a new home in 2022, compared with 12% of Gen Xers and 6% of baby boomers. They’re not letting logistics slow them down either: 23% said they would buy a house without seeing it in person first. That compares with 16% of Gen Xers and just 5% of baby boomers.

Younger generations are motivated by the prospect of additional space and investment opportunities

Whether they are looking to create a larger workspace, have more room to raise their children or just enjoy more wide-open spaces, millennial and Gen Z homeowners continue to look for opportunities to grow.

Forty-two percent said they had bought their current home to upsize, and 17% said they had needed more space for remote working. As might be expected, fewer Gen X and boomer respondents said the same. Younger generations have their sights set on upsizing while older generations are more likely to be downsizing.

Younger buyers are more likely to purchase a home as an investment property, too, with 14% saying they had bought a home as a fix-and-flip or rental property; that compares with 7% of Gen X buyers and 3% of baby boomers.

Sky-high home prices discouraged some from buying in 2021

While many millennial and Gen Z homebuyers were undeterred by record-high home prices in 2021 — in fact, millennial demand was a consequential driver of higher home values in neighborhoods with kids, according to a  Zillow analysis — a third of those who considered buying decided against it, due to financial considerations. Forty-one percent cited the high cost of home options directly; another 32% said they didn’t buy because their financial situation had changed and 28% said the down payment requirement was too high.

It’s interesting to note; however, that an even larger percentage of millennial and Gen Z buyers considered but didn’t go through with a home purchase in 2020 (50%, compared with 33% in this year’s study), according to the 2021 State of Homebuying Report. Perhaps this is an indicator of economic optimism, signaling that younger buyers’ attitudes and means are coming into closer alignment with evolving housing market conditions.

Auction and other alternative options hold appeal

Resourcefulness is a defining characteristic of the youngest generations of homebuyers. As the housing market became intensely competitive and increasingly expensive last year, they got creative by considering alternative options to traditional home buying, such as buying with friends or family, buying a fixer-upper and buying at auction. According to the SOHBR, buyers under 41 are the most likely to consider buying an auction property: 55% have either already done so or are open to the idea, compared with 50% of Gen X and 23% of baby boomer homeowners.

A separate ServiceLink study revealed that 55% of millennials (42% of consumers overall) are motivated to consider buying at auction by having the option to bid online. Digital natives are open to using remote bidding tools because they eliminate the need to travel to auction properties to participate.

Technology is important but not their only trusted resource

When it comes to the homebuying process itself, younger buyers enthusiastically embrace technology. One in four millennial/Gen Z buyers chose an online/digital lender for their most recent home purchase, compared with about one in five Gen X buyers and one in 20 boomers. 

Overall, 73% of younger buyers researched property listings online, 38% took virtual tours of property listings and 35% eSigned their mortgage documents. (The significant increase in eSignings among this group — up 24 percentage points from the 2021 SOHBR results — could signal that young homebuyers are warming to self-service options they may not have considered before the pandemic influenced attitudes about face-to-face meetings.) Asked about the benefits of using digital tools, they most often cited convenience/ease of use (66%), time savings (60%) and flexibility to make progress on their own schedule (53%). 

It looks as though this group wouldn’t mind a little more technology in the process, either. When asked what improvements they would like to see to the homebuying process, 40% said less paperwork, 29% said more transparency around fees and 28% said not having to provide the same documentation multiple times. The right technology could help lenders enhance their processes in each of these areas.

Of course, even the most tech-savvy buyers sometimes need additional support, especially early in the homebuying process. Millennials and Gen Z buyers said they turned to their real estate agent (59%) and/or family and friends (57%) when they needed advice.

The future belongs to young, engaged buyers

As millennials continue to espouse homeownership and Gen Zers come into their own as the next generation of homebuyers, the influence of these younger consumers on the real estate industry will grow even stronger. Understanding and accommodating their needs and preferences will help ensure continuing momentum.

Miriam Moore is the president of default services for ServiceLink, a national provider of transaction services to the mortgage and finance industries.

Stop Saying the Market is "Crazy", Please.

By Sarah Michelle Bliss

One of my favorite books is The Greatest Salesman in the World by Og Mandino, and with the current state of the market, I’d like to talk about scroll number three of the book’s ten scrolls: I will persist until I succeed. One of the scroll’s lines, “Each nay I hear will bring me closer to the sound of yea,” is something I often say to my coaching clients to encourage them through challenges. In sales, you have to be mentally tough and willing to eat rejection for breakfast as the line reminds us—push past all the objections and roadblocks because there are plenty of other opportunities waiting, including the coveted inventory that no one seems to have.

Statistically speaking, inventory is not low. More than six million homes sold in the U.S. in 2021—a 15-year record high. Yet, I hear or see agents on social complaining about the lack of inventory. Is it brutal out there for buyers? Yes. I am an active agent, so I get it.

But I’d like to introduce a shift in mindset around the words we are saying in the industry regarding the inventory. What we resist, persists. When we push against what we don’t want, by the law of nature, we actually create more of what we don’t want. Read that again, and let’s unpack it a little more. I believe that by shouting from our social media platforms that the market is crazy or that there is no inventory (or posting the cutesy little memes that are poking fun at the housing conditions) we are doing massive damage by perpetuating a false message. We are creating a narrative of fear and competition when we could be doing the opposite by cultivating more inventory. If we keep saying there is no inventory, then there might as well be no inventory.

When a consumer hears that the market is crazy, a few things go through their mind. One being, “I’d love to cash in on that kind of money, but I don’t want to be homeless.” Two being, “Why would I pay an agent when I can go sell my home myself?” And three being, “I am a buyer, but I guess I will keep renting because the market is too crazy for me.”

As an industry, we must be champions for homeownership—no matter what—and we must be willing to roll up our sleeves and get to work to make it happen because that is our job. We must stop saying the market is crazy because we are only contributing more to the housing challenge. Instead, focus on what you can control—your attitude, your actions, and your ability to face challenges head-on.

Inventory is only a problem when you don’t have it. So go out and find it, because six million people moved last year. How many people need your help this year, but they are scared because they’ve heard the market is crazy? Please, go call your people and have a conversation with them—they need you more than ever to successfully navigate their real estate goals in this complex market.

Sarah Michelle Bliss is a master coach with Workman Success Systems. Over the past 23 years, she has taught through team management and agent development. She is currently the director of agent development for RE/MAX Professionals in Glendale, Arizona. She is the international bestselling author of ‘8 Ways to Dominate Any Real Estate Market.’

An Old Type of Mortgage Is Back in Style. Is It Right for Your Clients?

It's not an easy time to buy a home. Interest and mortgage rates are rising, the number of listed houses is at an all-time low, and continued demand for homes means that prices continue to go up.

Cue the reemergence of the adjustable-rate mortgage. The proportion of mortgages that are adjustable-rate mortgages (ARMs) more than doubled to 10% in January 2022, up from only 4% in January 2021.

Increased interest in ARMs is no surprise, as they offer an initial rate that's significantly lower than a standard 30-year mortgage. But what's the catch for buyers? After all, ARMs were last this popular in the lead-up to the collapse of the housing market in the late 2000s. As an agent, when should you recommend an ARM, and when should you advise clients to stick to a traditional mortgage, even if it has a higher rate?

How Does an Adjustable-Rate Mortgage Work?

As ARMs occupy a larger share of approved mortgages, buyers are more likely to be familiar with them as a strategy to lower their initial rate. What buyers may not understand is that after the initial period – sometimes called a "teaser rate," which typically lasts between three and 10 years – their interest rate and monthly payments fluctuate.

ARM rates are tied to a major index, such as the maturity yield on a one-year Treasury bill or the Secured Overnight Financing Rate. After the initial rate expires, mortgage lenders take the index rate and add a pre-agreed number of percentage points, called the margin. The margin stays the same, but the index rate fluctuates, and is out of your and your client's control – though ARMs do come with a cap that insulates buyers from steep increases in monthly payments.

The most popular adjustable-rate mortgage is the 5/1 ARM – which means that the introductory rate lasts for five years, and the interest rate changes once every year thereafter. Let's see how one looks in practice.

Your buyer needs to take out a $400,000 loan to purchase a home, having put an $80,000 down payment on a $480,000 property. A standard 30-year mortgage, which is known as a "fixed rate," currently comes with about a 5% interest rate. Under this circumstance, your buyer would pay $2,147.29 every month for 30 years – adding up to $773,024.40 total over the course of the mortgage.

Under a 5/1 ARM, your buyer may be able to secure an initial, five year rate of about 3.5%. Over the first five years of the loan, they would pay $1,796.18 per month, which adds up to $107,770.80 – $21,067 less than the $128,837 they would pay with a fixed-rate mortgage.

After this, things get more complicated. While it's possible that interest rates could be lower in five years, most experts consider it unlikely, as the Federal Reserve has announced and begun to implement an aggressive rate hiking schedule to combat inflation.

Even with a relatively low first-time adjustment of 1% and a favorable interest rate cap of 8.5%, monthly payments on this 5/1 ARM rise to a maximum of $2,817.96 per month. Overall, total 30-year payments on the 5/1 ARM would be estimated at $928,320, a full $155,296 more than a traditional, fixed 30-year loan.

When Does an Adjustable-Rate Mortgage Make Sense?

Clearly, adjustable-rate mortgages combine short-term gain with long-term risk. Your buyers can save money in the early stages of a home loan, but could be stuck with unfavorable, or at least unpredictable, mortgage rates for the brunt of their mortgage.

Whether an ARM is a sensible, responsible option depends entirely on the buyer's circumstance. The first type of buyer most advantaged by an ARM is somebody who doesn't plan on living in their home for long. If your buyer indicates that they plan to purchase and then sell their home in five years or less, an ARM will allow them to bank savings without worrying about the fluctuations of mortgage indexes.

In this vein, ARMs are a more normal option for people purchasing a "starter" home, because it allows them to build equity and pocket cash in advance of a more expensive home purchase.

For buyers who feel squeezed out of the red-hot housing market, ARMs can be an avenue to qualifying for a larger home mortgage. Some of these buyers may anticipate having a higher income in the future, or believe they will be able to refinance their mortgage later on when interest rates drop. These buyers have a higher tolerance for risk, and as long as you explain the potential downsides, opting for an ARM can be a reasonable option.

An ARM does not make sense for buyers looking to secure their "forever" home. For example, consider a married couple in their 30s who tell you they are searching for the home in which they will raise their family. They inform you they do not plan to leave this home for decades, and have settled, stable lives and careers in your local area.

For such buyers, an ARM would be a resoundingly poor choice. Instead, encourage these clients to pursue a traditional 30-year fixed mortgage, because it will afford them security and clarity.

ARMs are a similarly poor fit for buyers who have a low down payment, because a market correction and decreasing home values could leave them with inflated debt on a less valuable investment. Also, buyers who are purchasing a modestly priced home, especially those under $200,000, will only yield $100 or less per month during their initial ARM rate. Those savings likely won't be worth the risk of rising mortgage payments in the future, making an ARM a questionable decision.

As with all aspects of being an agent, answering questions about adjustable-rate mortgages depends foremost on your ability to understand and respond to your clients' goals and objectives.

To view the original article, visit the Homesnap blog.

Real Estate Webmasters Wins Gold Award for Design of Westandmainhomes.com

 
 

Real Estate Webmasters, a Vancouver Island-based real estate web design and technology company, has taken home the top award for global real estate websites at the 2022 Muse Creative Design competition.

The company won the Gold prize for its design of westandmainhomes.com, which rests on the Renaissance platform, a solution that combines high-end front-end design with integrated back-end business tools, such as a CRM and lead-generation features for brokerages, teams and individual agents.

 
 

West + Main Homes has partnered with Real Estate Webmasters since its launch in 2017. Since then, REW has created websites for all West + Main Homes branches, which includes offices in Oklahoma and Oregon.

“We think this website has been a crucial part of our success,” said West + Main Homes Founder + CEO Stacie Staub. “When we opened offices in Oklahoma and Oregon, one of the first things we did was contact Morgan Carey(CEO of Real Estate Webmasters) to start building out their REW sites.”

The Renaissance website platform is sleek + modern, making it the perfect compliment to the West + Main brand. Behind the scenes, the platform is ADA complient + SEO friendly, and gives the West.+ Main team the ability to capture online leads as well as nurture their existing database.

“I love working with Morgan because he is constantly innovating and open to new challenges, which is important for us because we move at a very fast pace,” said Staub. “We’re so excited to continue to partner with REW and see what they do next.”


What To Keep In Your Car for Showings

The Ultimate Real Estate Agent Car Kit

As a real estate professional, you know that you have to be prepared for anything that a day could throw at you. You’ll be showing homes, making appointments with clients, and doing things that can take up a lot of time. That means you won’t always have time to stop and grab something from home before heading out. Here is the ultimate Real Estate agent car kit that will save you time and ensure you don’t forget anything important.

A good pair of extra shoes

  You’ll be walking a lot during showings, and the weather can change on a dime. Generally, having comfortable shoes will make the walk from house to house much more manageable. But, having an extra pair of shoes in your car can also save you from a miserable afternoon with wet socks.

A change of clothes

Whatever your profession is, it’s a great idea to have a change of clothes in your car. No matter what happens, whether it’s a runaway lunch or a muddy backyard showing, you can show up to your next meeting fresh and clean. 

Paper towels, hygiene products, and toilet paper

Whether you need to wipe up muddy footprints or replace an empty roll in one of your property’s bathrooms, having at least a roll or two of paper towels and toilet paper in your car can save you and your clients both embarrassment and time. Also, regarding the hygiene products, your clients will appreciate you having an extra pad or tampon in an emergency.

Also, pro tip: make sure the water is on before letting anyone use the bathroom at a showing.

A notebook

This is where you write down notes about each house you visit, so you remember everything you learned. It also helps if you make notes on any follow-up questions you may have for the seller. 

Snacks

Let’s face it. We’ve all forgotten to eat lunch or breakfast on a busy day. Having snacks in your car can really save you from a hangry afternoon full of meetings.

Windex, a broom, and a Magic Eraser

Never be surprised or disappointed by a spotty mirror again! Having Windex (or your preferred cleaner) in your car can help you improve a potential buyer’s first impression of your property. Having a collapsible broom in the back of your vehicle can help you clean up a front porch quickly.

The Magic Eraser is my personal favorite life “hack”– you wouldn’t believe how helpful a magic eraser can be if you have it at your disposal every day. Scuff marks on the baseboards? No more. Fingerprints on all the water fixtures? Nuh-uh! Believe me; it’s worth it.

Hand sanitizer and hand cream

Hand sanitizer is essential in this day and age, and you do not want to run out while working in a busy office environment. Personally, I hate the feeling of cracked, dry hands. When using hand sanitizer often, your skin tends to dry out. Keep a small tube of hand cream in your glove compartment to soothe those paws between showings.

Tools

You don’t need to keep a mini-Home Depot in your backseat, but having a few essential tools can help you when crap hits the fan. I suggest having a hammer or a mallet (never struggle with a yard sign again), a multi-tool (I prefer Leatherman products), and some zip ties in your car to handle any situation that may come up. 

Toys and coloring materials

If you’ve ever been to a showing with a client and their bored kid, you know how important it is to have something to occupy them. Buy yourself some quiet time with your buyer and have kid-friendly activities ready if and when you need them.

Pro Tip: Opt for coloring pencils instead of crayons or markers. Especially if you’re showing properties with white couches.

Gloves, boots, and an umbrella

I’ve lived all over the country, and one thing is for sure: no matter what the weather person says on the radio in the morning, you have to be prepared for anything. Having a pair of gloves can come in handy if you need to remove a dead rat (true story) or giant bug from a property’s yard. Basically, I suggest always having disposable gloves or gardening gloves on hand (get it?). 

Boots may be necessary for some properties with extensive outdoor areas or on a lot. Having a pair of mud or rain boots in your car is just good sense! Also, I don’t think I have to explain the importance of an umbrella. You get it.

A flashlight and light bulbs

A flashlight can come in handy for showings. However, it’s most helpful if a lighting fixture blows and you need to change it before your client shows up to view the property! Keep some extra light bulbs in your car and never be in the dark again. 

Business cards and blank paperwork

It’s wise to keep some extra copies of any paperwork in your car. Spills happen, you know? Extra business cards are always a good idea, just if you come across someone at a soccer game or lunch who might benefit from your expertise!

An extra USB charger

This item isn’t only for you to keep up with your real estate business without worrying about a low battery. An extra charger can show that you go the extra mile for your clients if anyone needs a little extra juice at your open house.

Dog treats

You never know when you might need to make friends with a neighborhood canine. Keeping some dog treats in your car can help you make a good impression on buyers who bring their four-legged pal to the showing.

Win Your Next Listing Appointment

“Always be prepared” is the Boy Scouts’ motto, but it could arguably be the real estate industry’s motto. Make sure you have these fifteen items at your next listing appointment to ensure that the contract gets signed at the end. If you want more content like this, sign up for The Good Stuff, Virtuance’s weekly email newsletter filled with real estate marketing ideas.


Homebuyer sentiment hits record low

Only 24% of consumers think now is a good time to buy a home — the lowest reading ever recorded in a monthly survey conducted by Fannie Mae since 2010

High home prices, rising mortgage rates and economic uncertainty means only 24 percent of consumers think it’s a good time to buy a home — the lowest reading ever recorded in a monthly survey conducted by Fannie Mae since 2010.

Fannie Mae’s latest National Housing Survey, conducted in March, also found 73 percent of Americans think the economy is on the wrong track, and that a survey-high 25 percent of consumers expect their financial situations to get worse over the next 12 months.

Those and other survey findings prompted Fannie Mae Deputy Chief Economist Mark Palim to warn that if consumer pessimism persists, the impacts could ripple through housing markets and dent sales more severely than previously forecast. In a March 10 forecast, Fannie Mae economists predicted that home sales will dip by 4.1 percent this year, to 6.6 million, with projected 12.3 percent growth in new home sales outweighed by an expected 6.1 percent drop in sales of existing homes.

Flagging consumer sentiment, together with the run-up in mortgage rates since the end of 2021, “will likely diminish mortgage demand from move-up buyers – and fewer move-up buyers mean fewer available entry-level homes, adding to the rising-rate challenges for potential first-time homebuyers,” Palim said in a statement. “If consumer pessimism toward homebuying conditions continues and the recent mortgage rate increases are sustained, then we expect to see an even greater cooling of the housing market than previously forecast.”

Fannie Mae’s Home Purchase Sentiment Index (HPSI), which is based on six survey questions, decreased by 2.1 points in March, to 73.2. Although the index was lower at the outset of the pandemic, it’s down 8.5 points compared to the same time last year.

The decrease in the HPSI was attributed to net decreases in consumer sentiment about buying conditions, job loss concerns, home price outlook, and mortgage rate outlook. Consumer sentiment improved in just two areas tracked by the index: selling conditions and change in household income.

Fannie Mae’s monthly telephone interviews of 1,000 consumers found that the percentage of Americans who think it’s a good time to buy a home fell to an all-time low of 24 percent in March. With 73 percent saying it’s a bad time to buy, the net share of those who say it is a good time to buy decreased 11 percentage points from February.

While market conditions are seen as challenging for buyers, that’s a good thing for those looking to sell, survey respondents said, with 74 percent saying it’s a good time to sell. With the percentage who say it’s a bad time to sell decreasing to 21 percent, the net share of those who say it is a good time to sell increased 3 percentage points from February.

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3 Ways Remote Work is Changing Real Estate Forever + How Agents Can Help Their Clients Adapt

There’s no doubt that remote work is here to stay: 91% of people who are working at least some of their hours remotely hope their ability to work at home continues. And, a recent report from Ladders predicts that 25% of all high-paying professional jobs will be remote by the end of this year.

A lack of commute time, the flexibility to balance work and personal obligations, and improved well-being are some of the top-cited reasons driving this change. But it’s not just where and how people work that is changing; there are also lasting impacts on where people move and how they go about buying and selling a home.

When people aren’t tethered to an office, location isn’t an issue, and they’re free to buy homes wherever they want. In fact, about 32% of buyers in an Opendoor survey said that the pandemic influenced where they’ll choose to live, from big cities to the suburbs. And, with more people working from home, there’s been a shift in the home features that are most desirable as well. The Home Design Trends Survey from the American Institute of Architects found that more people are looking for multiple spaces in their home for remote work and virtual meetings. Suddenly, bonus rooms and flex spaces are at the top of buyers’ lists, even more so than gourmet kitchens or updated bathrooms.

Agents can help their clients not only navigate these changes, but get a leg up in the process. Here are three ways to help home sellers adapt to this new way of working and living.

Provide your sellers with options.

The traditional way of selling a home doesn’t always suit a homeowner’s unique needs. For example, they might be working from home with kids and pets underfoot, and the last thing they want to manage is keeping their house looking spick-and-span—not to mention, having to constantly leave the home for showings with prospective buyers. With the traditional real estate model, home sellers may host dozens of people in and out of their home, and oftentimes that can bleed into the work week, disrupting their meetings and daily routine. If the seller hires a cleaner, the average cost for a 2,000 square foot home is $150-$250—let’s say they’re having it cleaned 2-3 times per week for showings, that adds up quickly!

Another common scenario is that the seller needs a flexible move-out date after the home closes, to give them more time to move into their next home. Sellers are realizing that there are more options available to help them reach their end goal, such as iBuyers. In fact, research has shown that 71% of sellers are likely to consider selling their home to an iBuyer. Agents can partner with companies like Opendoor to present their clients with choices and help guide them to the best decision to meet their unique needs. Anything a listing agent can do to bring sellers more offers benefits everyone involved.

Leverage digital-first tools and services

The pandemic has accelerated the shift from offline to online solutions and has shown home sellers a world of new choices when it comes time to selling and buying a home. A full 75% of home buyers report that they would be likely to consider buying a home through a company that empowers them to control more of the process with digital tools.

Although working from home is often touted for its flexibility, there’s nothing more flexible than touring a home from the comfort of the couch. Virtual live, video and 3D tour options help buyers quickly check out homes that are listed, and decide which homes they want to tour in person. These tools put less pressure on sellers, too, by weeding out browser buyers from high-intent buyers. Additionally, there is a growing list of tools to digitize more aspects of the transaction, from mortgage tools to e-closing services, that agents can reach for when advising clients.

Be prepared for quick transactions since the market is so hot

With record-low inventory and high demand among buyers, homes are flying off the market at a record pace. And for the two-thirds of buyers who are also selling their home, the process can be slow, stressful and uncertain. Contingent deals can be a headache for everyone involved—they add time and costs that both sides of a transaction may not be able to afford. Agents can help buyers remove contingencies by working with a company like Opendoor that will make a cash offer on their current home, so the buyer can then shop for their next home with more certainty and confidence. Many times, the speed, convenience, and certainty these solutions provide may better suit a client’s specific needs.

Just like employers have found that there’s no longer a one-size fits all approach to where and how people work, agents and clients are finding that there’s no longer a one-size-fits all model of buying and selling a home. As the way we work, live and play continues to evolve, agents can help their clients explore more options for moving onto their next chapter.

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5 Tips for Increasing Your Income as a Solo Agent

So you did a great job this year, but you think you could do more. You've read the books. And most entrepreneurial reading materials will give you advice, but mostly vague tips that apply to everybody -- instead of your individual business needs. What can a solo agent do to increase their income next year?

Here are five tips for solo agents to increase their income:

1. Trim the Fat

This is a very obvious way to increase the output of your business—but what is not very obvious is what needs to be trimmed. At the top of the list of things to cut are typically things you are paying for that don't return their investment. What about what you are NOT paying for? Make a list of tasks that you do on a daily or weekly basis, then write a dollar amount for what you estimate that generates you. If time is money, you should also cut things that are not contributing to increasing your income.

2. Outsource Some Tasks

One of the best ways to trim the fat is by outsourcing some of the tasks that take too much time, you don't like doing, or you are not an expert in. Some agents will hire transaction coordinators or personal assistants. Some agents will hire a local marketer to write all their content. We would recommend also looking into some services that can automate these tasks for you.

3. Have Systems in Place

You can sign up for all the tools you can afford, but they don't mean anything unless you are actually using them. This applies primarily to CRMs, but can pertain to almost anything. For example, if you outsource your social media posts, you should know what to do when somebody comments on a post or sends a direct message. How do you utilize that service to generate more leads that turn into real estate transactions?

4. Stay in Touch

Most notably, all successful agents that have been in the industry for 10+ years will tell you that keeping in touch with your contact database is crucial to having a business that will perpetually run itself. By leveraging email marketing, social media marketing, or even picking up a phone—you are building relationships. Those relationships that you build today are the checks you will be cashing tomorrow.

5. Work on Increasing Your Average Commission

To double your income, you don't necessarily need to double how many homes you close. You can focus more on optimizing your processes and the end result. By following the steps in this article, you can save time. To increase money, you can also put an emphasis on increasing your comissions. This can be by selling higher priced homes or increasing your comission.

To view the original article, visit the Zurple blog.

Other articles of interest:
5 Weaknesses that Make Real Estate Agents STRONG
Tips for Working Harder and Smarter Your First Year in Real Estate

The Biggest Tax Mistakes Made by Real Estate Pros

Tax season is upon us, and even the most tax-savvy real estate professional can fall victim to tax filing mistakes. Check out the following list to ensure you have everything ready to go by this year’s deadline.

Forgetting money-saving tax deductions

Real estate professionals can rack up a ton of deductible business expenses over the course of a year. It’s hard to forget your large expenses, like the cost of your home office space, vehicle usage, advertising, or commissions paid to other agents or employees. But even the little expenses—think office supplies, coffee or meals with clients, and software costs—add up to a large sum of money by the end of the year!

Remember, you can also deduct expenses like fees for licensing, professional memberships, and education or training beyond your minimum state educational requirements.

Drowning in tax filing paperwork

One of the most frustrating things about doing taxes is the number of forms, records, and receipts you need to have on hand to ensure everything is accurate.

Before you even start working on your tax forms, gather the following documents: business earnings, receipts, a list of business expenses, and deductions.

As a self-employed real estate agent, you’ll likely need to file the following forms: a 1099-MISC outlining the amount of money you made as an independent contractor, Form 1040 to report your individual income to the IRS, and your state’s applicable income tax forms.

If you’re unsure about anything tax-related, a qualified accountant is a great investment that may save you more money than they cost. They can help you organize your records and receipts, and they'll stand by your side if you're ever audited by the IRS.

Filing your taxes late

Missing the tax filing deadline is easy to do as a busy real estate agent. Commissions aren’t paid on a set schedule, and when you factor in multiple filing dates for self-employed professionals, it’s even more likely to slip your mind.

Self-employed real estate agents are responsible for paying their taxes quarterly on income earned during the previous quarter. In general, that means your income taxes (along with Social Security and Medicare) are due in January, April, June, and September.

Don’t get saddled with interest and late-payment fees. Set reminders for future due dates and make sure you accurately calculate your estimated tax payments well before they’re due each quarter.

Contact an accounting professional before making any financial decisions. The material in this article is for your information only and not intended to be used in lieu of seeking additional consumer or professional advice.


What Does Restarting Student Loan Payments Mean for your Buyers?

It may be a scary thought for millions of people nationwide, but the resumption of student loan payments is on the horizon.

The jury is out on whether the Biden Administration will allow the freeze on loan payments to thaw on May 1 or extend it for the seventh time since March 2020. However, real estate experts and industry pundits agree that adding another bill to the plate of buyers and homeowners could pose another challenge in the market, as the affordability gap widens.

“It’s hard to make ends meet and consider saving for a home as well,” says Jessica Lautz, vice president of Demographics and Behavioral Insights for the National Association of REALTORS® (NAR).

From the weight it holds on their debt to income ratio to the challenges it presents on an aspiring buyer’s ability to save for a down payment, Lautz says that student loan payments pose an additional affordability challenge amid rising home prices and mortgage rates.

In a September 2021 report, NAR experts found that more than half of non-homeowning millennials (60%) claimed their student loan debt pressured them to delay buying their first home. 

With more than $1.75 trillion in aggregate student loan debt nationwide and average student debt for millennials just below $40,000, George Ratiu, manager of economic research at realtor.com says their concerns are legitimate.

“Yes, a lot of the folks with professional degrees have higher earning power, but when you come out of professional school with the equivalent of a mortgage just in student debt, it’s a fairly tall order to presume then that you can pile on to that with a mortgage,” Ratiu says.

Economic Implications

For the past two-and-a-half years, people have enjoyed a reprieve from paying their student loan debt while also benefiting from a mix of federally backed stimulus and assistance programs that helped mitigate looming financial distress amid the pandemic.

The financial stimulus coupled with record-low mortgage rates provided a tailwind for younger generation aspiring buyers to buy their first home.

Millennials accounted for 43% of the total buyer pool in 2021, according to NAR’s 2022 Home Buyers and Sellers Generational Trends report. Eighty-one percent of younger millennials (23 to 31 years) and 48% of older millennials (32 to 41 years old) were first-time home buyers.

While the government pandemic response may have been a boon for some buyers, it has arguably sowed the seeds of the current economic and inflationary environment that has captured headlines in recent months.

This includes inflation hitting a four-decade high of 7.9% in February, prompting the Federal Reserve to make its first interest rate hike in four years to try to reel in the inflationary pressures that are driving prices up.

When asked how a two-year freeze of student loan payments weighed on inflation NAR chief economist Lawrence Yun tells RISMedia “The impact is unclear other than there is more spending into the economy because of the loan deferral.”

“Inflation is a tad higher,” Yun says. “Exactly how much is unknown.”

According to recent reports from the Federal Reserve Bank of New York, round $37 million federal student-loan borrowers saved $195 billion in loan payments since the government froze their payments at the onset of the pandemic.

The report’s authors also claimed that federal borrowers who had their payments frozen during the pandemic would likely have trouble managing their debts if the forbearance period ended.

For millennials that were able to buy homes during the pandemic, Ratiu says a resumption of payments will spread their monthly budgets thin.

“For many debt holders who have a mortgage, having to restart repayments will increase their financial burden every month, and here I think it all depends on whether these folks have federal or private loans and the terms of those loans are,” he says.” The bottom line is there will be a lot more burden on families who have to support a mortgage and restart paying their debts.”

Managing Their Debt

Despite concerns regarding the potential impacts on affordability, some pundits don’t see the reintroduction of student loan payments as an inherent headwind for buyers.

Nikkie Taylor, a senior loan officer at Motto Mortgage, tells RISMedia that the resumption of student loan payments could potentially help aspiring buyers.

“When no payments are being reported, typically you have to use 1% of the balance that they owe to qualify them,” Taylor says. “When they go into a deferment status or aren’t making any payments, it shows up on their credit report as a zero payment, then that’s when you have to use 1%.”

Depending on borrowers’ balance on their student loans, Taylor says that the minimum payment shown on a borrower’s credit report would be used when getting them qualified for a mortgage if they were to resume paying their student loans.

“That’s what the lender has to use, so it could be an ok thing because your student loan payments are not usually 1% of the balance you owe as a minimum payment,” says Taylor. “So it actually may help some home buyers and even first-time homebuyers if the lenders aren’t going to have to use such a huge amount of money each month for their debt.”

Experts from the Mortgage Bankers Association (MBA) aren’t convinced that the effect on buyers in the market will be severe, going as far as drawing comparisons to a similar government-backed forbearance on mortgage payments.

“It will come down to how we exit that forbearance,” says MBA chief economist, Joel Kan. “If you look at the mortgage forbearance, there are different ways for borrowers to exit, and it has been mostly positive for the most part.”

When borrowers had to go back to paying their mortgages in 2021 amid speculation and concerns of a wave of foreclosures hitting the market, Kan says servicers worked with borrowers to find a plan to exit forbearance that wouldn’t lead to losing their homes.

While he thinks a similar scenario will unfold when student debt payments resume, Kan admits that the additional expense could still challenge people’s ability to save and their monthly expenses.

Kan acknowledged that rising rates and home prices present a hurdle for first-time buyers, but he also says that there has been a shift in the cohort as many are older, have higher incomes and find ways to afford a home.

“Yes, there will be some strain if they have less income because of the resumption of student loan payments, but at the same time, debt obligations have been a lot lower, and I think a lot of these borrowers are better equipped to handle this going forward,” Kan says.

Broker’s Respond

Real estate professionals nationwide tell RISMedia that the possible continuance of student loan payments amid higher inflation, home prices, and mortgage rates could present a mixed bag of implications to buyers in their respective markets.

Rich La Rue, designated broker at HomeSmart’s Phoenix brokerage, says that disposable income, which increased during the pandemic, will take a hit.

“While the payments have been in abeyance, have people been saving that money,” La Rue wonders. “Probably not. They’ve been using it on their lifestyle, so this will negatively impact if they are trying to buy a home.

“It’s tough enough for first-time homebuyers to get into a home right now, not only because of the pricing but also because they are competing with investors and other cash buyers,” he adds. “I think that for many first-time buyers kicking in the student loan payments will put homeownership out of reach for them.

Kendall Bonner, broker/owner of RE/MAX Capital Realty and owner of Motto Mortgage Resource in Florida, echoes similar sentiments. However, she is optimistic that buyers in the market would adapt to the additional monthly payment.

“The reality is that most people often live check to check and at the top of their means,” she says. “The good thing is that once it’s introduced, people will adjust backward to what they need to because they have no choice.

Indeed, reintroducing another monthly payment would be a disconcerting task for buyers. Still, Matt Rand, managing partner at Howard Hanna Rand Realty, doesn’t anticipate student loans weighing down competition for a finite inventory of homes for sale, which is still prominent as the spring market kicks into gear.

“With demand as high as it is right now, there are so many people who are looking to move, upgrade or buy their first home that even if it affects some people, I think there’s so much demand that I don’t think it’s going to affect the market at all.”

Rand doesn’t expect student debt to impact market activity as much as rising mortgage rates and sky-high housing prices, even for first-time home buyers.

“Between those two, I think the student loan issue is a secondary issue for most people,” Rand says. “It’s certainly a factor that people have to consider with their cash flow …but I don’t think that it’s going to change a lot in terms of people being able to get mortgages because it was there whether they were paying it or not.”

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West + Main is a Proud Sponsor of Housapalooza!

Welcome to Housapalooza!

Thinking (or dreaming) about buying or selling a home in metro Denver? No matter where you are in the process, join us for a brand new housing fair for first-time homebuyers and sellers... this is NOT your average housing fair. The day will include a keynote speaker, a panel of people who have been where you are (and have completed the homebuying process), informational booths and Q&A with top real estate experts so you can learn the ins and outs of homeownership.

 

We’re here to demystify the homebuying and selling process for you.

 

April 23, 2022
10:00 AM - 2:00 PM MDT

Holiday Inn® Denver East
3333 Quebec St.
Denver, CO 80207

Admission is FREE for the public, no registration required (includes lunch!) | Tickets for Realtors® & Industry Partner Members start at $15

Download event flyer

Registration Info for Members

YOUR BLUEPRINT TO HOMEOWNERSHIP

Money Matters
Now is the time to get your money right and create your financial game plan. Learn how to create a safety net, pay down debt, repair your credit and build an emergency fund. Plus, we're here to bust some myths and spread some knowledge on how much you really need for a downpayment (yes, you CAN buy a home with a down payment less than 20%).

Homeownership Demystified 
Feeling overwhelmed by the real estate market? We’re here to help. Learn everything you need to know about buying (or selling) your first home including exactly what the timeline of your purchase will look like, how to build your real estate team (and who you need on it), what’s in a real estate contract (and why you should care) and what HOA's and Metro Districts are.

Make Your Move
Are you ready to start the process of becoming a homeowner? Get pre-qualified, learn the difference between a real estate agent and a Realtor®, educate yourself on new builds, hear about what down payment assistance and grant programs are available to you and more!

Sellers, Listen Up
It’s a seller’s market and if you are ready to list your home you want to take full advantage of prime conditions. Learn what steps you need to take to make your home list ready including committing to a representation strategy, pricing it right and closing hurdles you may encounter. 

SPEAKER LINEUP

 EVENT HOST
 Ryan Haarer, Former TV Newsman for 9News and a Top Producing Realtor® with LIV Sotheby's International   Realty

 

  KEYNOTE SPEAKER
  Albus Brooks, Former Denver City Council President, Executive at Milender White, National Speaker and Urbanist

Pay it forward! 7 tips for mentoring a future female leader

Empowered women empower women. Here’s how to work with a less experienced woman in real estate and boost her progress in the profession

Who taught you how to play a sport? Cook a meal? How to dress or do your hair? Who taught you how to drive or how to pack for a trip? For most of us, life has been a series of mentorships, some big and some small, some from teachers, coaches, family members, and friends. As Oprah Winfrey put it, “We are all mentors to people even when we don’t know it.”

To move forward professionally, women need mentors who will help them navigate the sometimes rocky road ahead. If you have experienced success in real estate, whether as an agent, team leader, broker, investor or executive, mentoring can allow you to “reach back as you push forward.”

Ready to take on a mentee? Keep these seven tips in mind to make your mentoring relationship more effective and more meaningful.

Make time for mentoring

According to data analyzed by SHRM, the Society for Human Resource Management, although most women know that mentoring is essential to professional success, 63 percent of women surveyed had never had a mentor. This is a finding that crops up again and again, attributed to everything from lack of women in existing leadership roles to the number one reason given for not mentoring or being mentored, lack of time.

Because so many women are juggling the demands of their home lives with their professional lives, they may have less time to spend talking with their mentor or taking on the role of a mentor themselves. However, the benefits of mentoring make it a worthwhile priority and one that adds value on both sides of the relationship.

Be sure you have enough bandwidth to be effective

That said, if you’re already overwhelmed with your existing commitments, don’t take on the role of mentor then leave your mentee at loose ends. Mentoring is a commitment and requires time, thought and energy.

If you’re mentoring someone outside of your organization, it may be even more difficult for you to find the time and space on your calendar to be an effective mentor. Take an honest look at your schedule and prioritize your responsibility as a mentor once you’ve agreed to it.

Help her take advantage of opportunities

One of the big takeaways from Sheryl Sandberg’s book on women’s workplace empowerment, Lean In, was that women often decline opportunities when they’re presented because of a fear of failure or not being 100% ready to tackle a new challenge. Now, the COVID she-cession has created even more reasons for women to decline new opportunities as they struggle to balance all of their competing priorities and responsibilities.

Come from a positive place with your mentee and make sure she knows that opportunities for growth are just that – a chance to grow into a new skillset and develop new experiences. Help her to develop the tools she needs along the way rather than feeling like she can’t begin until she has them already.

Work alongside her to show her the ropes

If you have the opportunity to work with your mentee directly – co-listing a property together, developing a marketing strategy, or doing due diligence on an investment property – you’ll give her the practical experience she needs while still providing a cushion of support. This may be the most effective way to mentor: showing, instead of telling.

While you’ll want to make sure that the opportunity is one that is challenging, it should also be achievable. Don’t take on the task of mentoring if you’re already overextended or struggling on that particular project. It may make it difficult to slow down and take advantage of teachable moments when they present themselves.

Put the responsibility in her hands

Similarly, resist the temptation to do all of the hard things for your mentee or to smooth the way too much. If she’s struggling with a problem, provide guidance to help her reach a solution without always pulling a rabbit out of a hat on her behalf. 

You’re there to support and help your mentee, not to do her job for her. Make sure that you leave her room to make her own choices and even to make her own mistakes. After all, we often learn more from our errors than from our successes. If she makes a mistake, help her to evaluate it and make corrections where possible.

Don’t act like you know it all

You may have vast experience to share, but that doesn’t mean that you’re always right. Don’t act like you have never made a mistake or like you have all of the answers. Be relatable, sharing things you’ve done wrong in the past and what you learned from those experiences.

Your mentee needs the space to figure things out and talk things through. If you behave as if you’re perfect, you may shut down the lines of communication she needs in order to share with and learn from you. 

Treat her like an individual

Your mentee’s path is different. She’s probably from a different generation. She may have been raised differently and educated differently. She may be from a different part of the country or a different part of the world. Her journey may look somewhat like yours or it may look vastly different. Don’t expect her to be you. Let her be herself.

Treat your mentee like an individual, tailoring your style and your advice to her unique talents and needs. Understand what makes her tick, what motivates her and what discourages her. Develop a communication style and working relationship that works for both of you and avoid a one-size-fits-all approach.

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