1. Updated Market Stats
and Response Time

2. Count the Passes
http://www.youtube.com/watch?v=vJG698U2Mvo&feature=player_embedded

3. …
What does this mean?
…half of the people who watched the video and counted the passes missed the gorilla.
It was as though the gorilla was invisible.
This experiment reveals two things: that we are missing a lot of
what goes on around us, and that we have no idea that we are
missing so much.
Applying this to business:
If you are doing things one way and focused on that only,
chances are that you are missing a lot of what is going on
around you…
…and you may not even be aware of what you are missing.

4. Research has shown that HALF the
people who make an online inquiry
on a real estate listing WILL BUY in
the next 12-18 months. But only 15%
close in the next 90 days. That
means to be successful meeting the
needs of online real estate
consumers, real estate agents MUST
FOLLOW UP
Leads or Clients?

5. Response time
They should answer their phone or e-mail when a customer contacts them — or
at least reply within a half hour or less. Anything else is unacceptable. With all of
the technology available today, they can react quickly, no matter where they are
or what they are doing. This is true especially when a prospective buyer or seller is
making the first call to an agent. -
http://www.realestateproarticles.com/Art/1802/274/Top-10-What-Consumers-
Expect-from-a-Real-Estate-Agent.html
Follow up must be FAST...45% of consumers
expect a personal response (not an auto-
responder) within 30 minutes of making an
inquiry. Research shows the odds of them
becoming your client are 21 times greater if
the agent contacts the consumer within FIVE
minutes of their online inquiry. -

6. Research suggests…
That response time to leads should be even faster than 30
minutes…
http://www.leadresponsemanagement.org/lrm_study

8. Updated stats…

9. Leominster - 01453
Sales 2 months = 52
Inventory 161-19 active flagged = 142
5.46 months inventory
prev: 7.5 months inventory

10. Fitchburg 01420
Sales 2 months = 43
Inventory 175-14 active flagged = 161
7.4 months inventory
prev: 8.1 months inventory

11. Lunenburg 01462
Sales 2 months 17
Inventory 70-3 active flagged = 161
7.88 months inventory
prev: 9.6 months inventory

12. Sterling - 01564
Sales 2 months = 12
Inventory 48-6 active flagged = 161
7 months inventory
prev: 7.3 months inventory

13. Lancaster 01523
Sales 19 2 months
Inventory 58 - 5 active flagged = 53
5.5 months inventory
prev: 8.7 months inventory

14. Westminster 01473
Sales 2 months = 12
Inventory 68-7 active flagged = 61
10.1 months inventory
prev: 12.4 months inventory

15. Gardner - 01440
Sales 2 months =32
Inventory 98-9 active flagged = 89
5.5 months inventory
prev: 7.1 months inventory

16. Templeton - 01468
Sales 2 months = 11
Inventory 60-5 active flagged = 55
10 months inventory
prev: 9.4months inventory

17. Royalston
Sales 2 months = 3
Inventory 12-1 active flagged = 11
7.3 months inventory

18. Expireds
Here are some statistics on Expired listings:
• Only 28% will re-list with their current agent
• 35% will leave their home off the market for a
month or more (Statistics indicate that most of
these will re-list with another agent within 90
days)
• 37% will re-list with a new agent within 30 days
• Over 70% chance YOU can get the listing
• Most that re-list will do so with the 1st or 2nd
agent that contacts them

19. Touching Seller Clients
Why…
Reach out to your friends and neighbors?
Because with the team’s target marketing
and approach, we can serve clients better
than the average agent.
You are doing your friends a favor by
reminding them that you sell real estate.
You know your market better than anyone.

20. Other ideas…
Craigslist
Blogging
Follow up!
Email list? Set up a free newsletter or send out an
ecard every other month with local events info
Call SOI about upcoming events of interest
What are your best ideas?