with Mark Rosenberger
GE Security – Supra just previewed its new lockbox technology product, ActiveKEY (TM ) at the NAR Mid-Year convention in Washington DC. The Supra ActiveKEY(TM) lockbox will be available beginning in July this year through various realtor associations nationwide.
This breakthrough wireless technology product opens a new era in agent productivity with its keyless lockbox technology advancements. The time savings and productivity made possible with ActiveKEY™ technology improves active real estate agents lives dramatically.
“Feel The Freedom” is the headline GE uses to describe this breakthrough product. It genuinely offers agents the simplest method ever to access and control real estate listing lockbox’s. General Manager of GE Security - Supra, Stan Earnshaw describes the new ActiveKEY(tm) product as one offering immediate productivity benefits to agents. He couldn’t be more right.
“Agents love products that save time and make their hectic life easier,” said Stan. “With ActiveKEY wireless technology, life really will be simplified for agents. No more cradle and without it, their hectic lives will have one less daily task
Here are some of the benefits of the Supra ActiveKEY™ technology that Stan described to us at the show in detail.

1. There is no need cradle the Supra ActiveKEY ™ lock. ActiveKEY provides updates wirelessly, directly to the ActiveKEY device using cellular technology.
2. The Supra ActiveKEY ™ sends immediate notification of home showings wirelessly to listing agents. You can know immediately when a home is being visited. Not days or even weeks later as with other lockbox products
3. The Supra ActiveKEY™ keeps records of showing data that agents can share with their clients.

And if these technological improvements aren’t enough to make you want ActiveKEY available right away, GE Security Supra also engineered the ActiveKEY™ device with a built in flashlight, a backlit display and a keypad – all for easily navigating those nighttime dark pathways that lead to the front door of some of your best sales opportunities. It’s rechargeable too.
The bottom line on the Supra ActiveKEY™ for agents … if you want to be more productive, you just have to have it. The Supra ActiveKEY™ technology makes life much simpler and much better for busy agents to do without. Mobile real estate professionals – that’s all of us, deserve the very best and with GE Security Supra’s,ActiveKEY™ its “ Four Ounces of Freedom “ is just that.

Here’s How It Works:
ActiveKEY ™ can be used in two, easy and innovative ways. With GE Security – Supra’s dedicated ActiveKEY™ or your existing wireless device, PDA or cell phone Smartphone.

1. GE Security Supra provides agents a small handheld dedicated wireless device, the Supra ActiveKEY™. Smaller than a typical cell phone and wirelessly updated.
2. Existing PDA or smart phone. Agents can use their existing wireless devises to communicate with the lockbox. Over 30 different handheld devices are already approved for use as an eKEY™.

When available order service from your association. And whatever method you choose, the ActiveKEY™, or the PDA/Smart phone option, daily key updates are a thing of the past. They will take place wirelessly, automatically. And, with GE security – Supra’s FREE unlimited hotline support seven days a week from early morning till late evening, you will never be locked out of an opportunity again

---

Want more details before the July release date? Check out this website for more details:
www.SupraeKey.com
GE Security – Supra is the industry leader in lock box technology with a long history of serving the real estate industry. Their new and innovative ActiveKEY™ technology and product improvements were clearly the most important product news released at this year’s NAR Mid-Year event.

You’ve heard it over and over again from agents in your office, or maybe you’re saying it yourself- “There aren’t any buyers!”Although you may feel that way, it simply isn’t the case. There are buyers today. No matter the market, there will always be home buyers, whether they are moving into the area because of a new job or transfer or even retirement. Maybe they are a move up or even move down buyer. Or how about that buyer that understands that this may be one of the best times to buy a home? Inventory allows them to have a great selection and interest rates are still the lowest in decades!

There are buyers! If you don’t believe me, look at your board statistics. Homes were sold last month. If fact, there were probably more sold last month and last year than many years in the past. So why are your sales down? And if they aren’t, would you like to raise your number of closings even higher?

So the question remains, “Where are they and how do I get them??”

80% of Buyers Move 5 miles or Less
Nearly 80% of buyers move 5 miles or less from where they live now. Yes, 80%! So why do so many REALTORS concentrate on trying to snag the other 20%- the relocating buyer? Beats me. I would rather get in front of more buyers than less.

Maybe it’s because this concept is so basic it is overlooked. Now think about this…The other 80% will get in their car and ride around the area they are thinking of living in before they contact a REALTOR! Wouldn’t you?

When they are riding around your neighborhood, will they find you? Or are there other REALTORS that have more signs to catch their attention and say “I am the Neighborhood Expert”? And if they don’t learn about you then, BEFORE they choose who they are going to call, what are your chances to snag them as your next buyer? Pretty slim, isn’t it? Doesn’t it make sense if there are fewer buyers, to go to the place 80% of them are?

So are you getting in front of home buyers when they are looking around your neighborhood????

Are you giving home buyers (and sellers) a reason to choose you over all the other REALTORS????

If you answered no to either of these 2 questions, then you need to find a way to solve either or both of these questions. If you do, you can be the REALTOR in your office that is smiling every time they hear someone say, “There aren’t any buyers!”
Don Eagle, along with his wife Diane, founded MyOnlineNeighborhood.com after 20 successful years as the REALTORS within their neighborhood in Central Florida. Being active within their community, their children’s schools, their local church and various community organizations, they gave back to their community by delivering a community site that belonged to the residents, businesses, schools, clubs and organizations of their neighborhood while they just simply advertised within. The choice to advertise within the neighborhood, while at the same time facilitating communications and change within neighborhoods across America, has been labeled as “Advertising That Feels Good!”

MyOnlineNeighborhood.com has been the leader in the concept of “Market the Neighborhood and They Will Market You” in over 2500 neighborhoods, communities, and small towns in 47 states. While other companies may proclaim that they deliver the same, the difference is staggering between a site with community information or links and one that My Online Neighborhood delivers- They ARE THE NEIGHBORHOOD!

---

To learn how you too can shift your advertising dollars to a more effective way to reach more buyers and sellers than ever before, visit www.MyOnlineNeighborhood.com today.

By Charles Warnock

More and more, your first point of contact with prospects is your agent website. Your first – and often only – chance to impress prospects is a valuable opportunity that’s often wasted. Avoiding a few common but critical mistakes can mean the difference between success and failure. If you’re looking to provide a compelling, interactive client experience instead of a tired online brochure, here are seven mistakes to avoid:
1. All about the agent. It seems counter-intuitive, but the focus of effective agent websites isn’t agents – it’s consumers. Your photo, sales awards, accreditations, nicknames, community activities family background are far less interesting to site visitors than they are to you, and they belong on “About us” section, not the home page. Instead, capture attention with local images and current, relevant content that’s not available on other real estate sites. To draw attention to your skills and achievements, it’s often more effective to get success stories and testimonials from clients and colleagues, rather than blatant self-promotion.

2. The three-second rule. Web researcher Joseph Carrabis suggests it takes visitors just 3-5 seconds to decide if website information is interesting enough to continue reading or click away. In this “attraction phase” visitors scan the page and quickly decide if they want to invest the time to explore further to see how content relates to them - in other words, what’s in it for me? Try scanning your website as a first-time visitor would. Is the information you’ve provided to capture their attention up-front and prominent? The questions that site visitors have in mind – What’s on this website? What’s in it for me? What services does this real estate professional offer? – need to be answered very quickly.

3. The language of the dog. On the subject of effective website content, e-business author Jeff Eisenberg likes to say “Speak to the dog, about what matters to the dog, in the language of the dog.” In other words, use language and terms appropriate for your audience. For example, do you know what search terms people are using to find your website? You can get a quick idea at a website called www.digitalpoint.com. Click Webmaster tools on the left, scroll down and click the Keyword Suggestion Tool link. Then, enter search terms that people are likely to use when searching for your services. You may be surprised to see how small variations in phrasing affect the number of daily searches performed. To boost site visibility, try incorporating popular search terms in your page titles, descriptions and headlines.
4. A road to nowhere. Successful real estate practices have a clear path from prospecting, conversion and sales, to repeat sales and referrals. Yet, many real estate websites lead nowhere. There is a vague notion that site visitors will click around, find the information interesting and hopefully contact the agent or broker. If you have not defined measurable goals such as newsletter signups, phone calls, email requests for information or special report downloads, it’s difficult to say whether or not your site is successful. Design your website with clear pathways to your conversion goals, and measure them. If you’re driving paid search traffic to a road-to-nowhere site, consider applying that money toward creating a better web presence for your business.
5. All take, no give. The ethos of the Internet is something-for-something. You might give up your name and email address to receive a newsletter or special report, or take a survey in return for a chance to win prizes. Yet, many agent websites offer no incentive for visitors to take some desired action such as providing contact information. Do you offer a free home valuation, Neighborhood Report, newsletter, coupons, business directories or links to local resources? Since many visitors are in the just-looking stage and aren’t ready to pick up the phone and call you, you can provide different touch-points at various commitment levels to make it as easier to begin a dialog with you.
6. Content isn’t king. In an effort to attract as many prospects as possible, many agent websites try to be all things to all people. A laundry list of real estate services is not compelling content, and this type of “information overload” can give site visitors with the idea that you don’t offer any particular expertise that would benefit them. Old listings, typos and outdated articles can all make visitors click away in search of competing websites with better information. And remember, content doesn’t begin and end with text. Photos, animations, virtual tours, maps and charts should also be high-quality and up-to-date.

7. Fire your nephew. You don’t still have a website that was created in 2002 by someone’s nephew, do you? In three seconds, your website can give visitors the idea that you offer quality services or that you lack attention to detail…not a good quality for real estate professionals. You don’t need the latest blogs, podcasts and 3-D animation to be successful, but your site should be of comparable or better quality than your industry peers. Make it a point to visit the sites of local and national competitors to gather ideas and see how your site stacks up.

---

Charles Warnock is Director of Marketing at eNeighborhoods. He has held key marketing positions in the travel, finance and real estate industries. A former journalist, Warnock has published more than 600 articles and special reports on real estate and interactive marketing. His latest eBook, the 2007 Real Estate Marketing Success Kit, is available at www.eNeighborhoods.com.877.363.4442

Despite changes to the world of real estate with the advent and growth of the internet, one burning question has stood the test of time. That ever present, elusive question: “What’s my home worth?”Now, by understanding a few basics you can leverage technology to answer this ever-present question easily, effortlessly and help position you as the expert you are. But first, it’s helpful to understand a couple of initials and how they impact your answering process: CMA vs. AVM.

Defining CMA & AVM
CMA (Comparative Market Analysis) is the report generated by agents and brokers based on an educated estimate guided by the agent’s own personal knowledge of market activity and the use of comparable sales. The report could include community information and personalization with branding by the agent.

AVM (Automated Valuation Model) is a process to establish a market value of a property through “scientific” measures, versus a subjective approach by a real estate professional. AVM reports usually include property valuation, comparable sales, and demographic information. Data base sources of AVM providers may include public record information databases of county, tax records, census, in addition to other proprietary databases. Personalization and agent branding can be easily included.

Comparing CMA & AVM

The table below compares these tools explaining the differences and similarities. But the BIG difference kicks in when you look at the variables from the Consumer’s Perspective.

AVM vs CMA

Let’s face it, web savvy consumers want to be involved in the real estate process. Internet use for finding and comparing homes is at an all time high and on the rise. It’s important to focus on the two major differences from the perspective of the consumer: AVM data is presented to consumers and agents in “Real time”, whereas CMA takes “time”. A custom CMA can take hours of research and preparation, whereas an AVM is instant information for both agents and consumers.

AVM reporting commonly requires just street address and zip code for report generation…that’s it! In-comparison, forms on lead generation sites or agent’s website with a submission form for “Home Value Analysis” requires numerous fields including square footage, number of bedrooms/bathrooms, garage size, etc.

AVM Leverage Strategies
Here are five ways you can save time, energy and WOW! your clients by leveraging AVM technology.

1. Save Time. A full Seller’s CMA can take a lot of time to prepare while an AVM can be generated in a matter of minutes. Considering that a Seller’s CMA is designed to “win the listing” its lifespan is sort-lived, perhaps no more than a few days.
   It’s perfect on the Buyer’s side as well. Generating a report can buy you time until a custom Buyer’s CMA is completed.
2. Short Window Success. Have you ever been pressed to meet a potential seller or buyer in a hurry? AVM’s only require an address to generate a personalized report with your unique branding. Be out the door from start to finish in five minutes or less.
3. Cross Check Your Estimate. A second opinion never hurts and when conducting a full CMA report, AMV reports are an excellent tool to verify and confirm your conclusions.
4. WOW! Prospects. If you have a handful of prospects, you can generate individualized AVM reports and answer their burning question: “What’s my home worth?” in minutes. Canvas a target neighborhood armed with custom reports and you’re sure to stand out amongst the competition.
5. Differentiate yourself from the competition.

AVM reports offer prospects value and answer an ever present question and can easily be personalized and branded with your photo and contact information, you’ll be different than the agent passing out note pads. (I have nothing against note pads…in fact I have 47 in my desk from various agents but they just don’t answer my burning question.)

Conclusion: in 2007, we will see more service providers developing services for real estate agents & brokers which include AVM reposting. AVMs cannot fully replace the CMA or agent’s inclusive market knowledge and perspective. But it can be a powerful value-added tool when providing property information to consumers and can be an effect strategy for leveraging technology.

---

Take a FREE 7-day test drive of AVM Reporting in action and see what it can do for your business. Click here for more information.

Building Your Business Success in a Changing MarketBy Howard Brinton

“Today’s real estate industry is different.”

If you’ve been in the business two years or more, this is likely how you’re feeling. For those of you new to the business, consider it a blessing – you don’t know it to be anything other than what it is.

The raging hot markets that so many areas were enjoying two and three years ago have passed. With the exception of places like Manhattan, New York, and Park City, Utah, the bidding wars are over and the property values have either stabilized or might even be declining.

You may still be waiting for everything to “get back to normal.” If so, you’ve got a long wait ahead of you. It’s time to be proactive instead of reactive.

Change Your Approach

This IS your new normal. In order to thrive in today’s market, you need to examine how you’ve been doing business and start doing things differently.

Many of you have never reached out to an Expired listing. And yet, they’re on the rise. Sellers who thought they might still get the price from six months ago have received a rude awakening. Here’s a wonderful opportunity for you to help them out!

Start with small steps. What would happen if you simply drove over to one of those Expired listings, knocked on the door, and asked for the chance to share with them what you can do to get their home sold? If going to their front door is uncomfortable for you, consider launching a strong mailing campaign and follow up with a phone call or a visit. Don’t reinvent the wheel on your mailers – go to www.GoStarPower.com/Store and check out the Expired Campaigns That Work! system we offer.

Know Your Numbers

Now more than ever, it’s important to be able to convey statistics to potential clients. Sellers are in emotional space in their home-sale process. Counter that emotion with facts, data, and logic.

How many homes have come on the market in the last 30 days, as compared to one and two years ago at this same time? How much inventory is there currently? How many properties are going pending in 30 days? If you take the total number of active listings divided by the number of pendings in the last 30 days, you’ll be able to tell prospective sellers how many months of inventory there are. (400 total active listings; 40 went pending last month; that’s 10 months of inventory.) If they want to sell, they’ll need to price competitively or even ahead of the market.

Be Firm on Pricing

With so much available inventory, serious sellers will need to get real with their price. Use visuals to explain the importance of pricing well. One that works extremely well is a pricing target originally created by STAR POWER Star Nancy Jenkins from Vermont. It shows a bull’s-eye image, with the center of the bull’s-eye displaying, “Offers!” The next ring out from the center says, “Overpriced 4% to 6%: showings but no offers.” The next ring out states, “Overpriced 6% to 12%: drive-ups but no showings.” And the outer circle warns, “12+% overpriced: drive-bys only.”

For additional scripts on pricing, call and ask about Your Scripts for Success, Volume 2.

Communicate With Clients Often

In your new normal, sellers and buyers will be with you typically longer than they used to. Make sure that you’re calling your sellers a minimum of every other week, preferably weekly, even if you have no news to report. The sellers need to know you’re on top of marketing their property and doing everything you can to get it sold. Your focus on building a relationship with the seller will ensure that you get the contract extensions and price adjustments required to get the results you both want.

For buyers, the sense of urgency has faded. It’s your responsibility to go three-deep with questioning to uncover what their hot buttons are. By three-deep, I mean keep asking more questions to clarify initial responses. For example, if the buyer says, “I’m not interested in homes without four bedrooms,” you might only search for four-bedroom houses. Going three-deep, you would follow up their statement with a question: “What is important about four bedrooms?” They respond, “We have to have the fourth bedroom for an office.” And your next question (third-level deep) might be, “So if we could find you a three-bedroom home that also has a den or study, would you be open to considering it?” Their yes would open your search up to some three-bedroom properties you wouldn’t have even considered before.

Create Your Boundaries

It may seem harder to turn down business when the market has slowed down. Choose to be in control of your business instead of succumbing to a scarcity mentality.

Are you tempted to take an unreasonable listing just to add to your inventory? STAR POWER Star David Eiglarsh of Weston, Florida, says, “Mr. Seller, in life you want to be the first son, the second wife, and the third agent. Do me a favor and call me when you’re ready to get your home sold.”

Be open to change. The definition of insanity is to keep doing what you’ve always been doing and expecting different results. And keep educating yourself. Top agents are always tweaking and refining. Continue to grow.

---

After a monumental career in real estate, closing 470 sides in his peak year, Howard Brinton has been training and coaching top real estate agents worldwide for the past 18 years.Let 298 top real estate stars mentor you.FREE DAILY SCRIPTS VIA EMAIL