Posts Tagged ‘ Atlanta real estate ’

Phone Skills and Internet Leads – If You Don’t Have Them, You Won’t Convert Them

When my neighbor gives me the phone number of his brother who is moving to Atlanta, I have something that I don’t have when I’m trying to convert an internet lead into a client.

My neighbor knows me and though I may not have ever spoken to his brother, I come equipped with some degree of trust in his eyes. I know his brother. His brother trusts me enough to refer him to me. The first two requirements needed to be successful in selling real estate have been met.

I have generated a lead and I have some level of value and trust already built in even before the first words are spoken to this new client.

Internet leads are very different. With an internet lead, I have the first requirement that I will need to be successful in that the lead is there, but, that is where it ends.

In fact, internet leads might be thought of as slightly on the negative side of trust on a scale compared to a referral lead from a friend or neighbor. To convert them, we need to be polished in our phone skills. We are already fighting against the idea that we will be calling someone who might see us as salespeople and that’s a battle best fought if we are concise, polite, helpful and knowledgeable on the phone.

But where phone skills can really come into play is Continue reading this post


Posted by: Ryan Ward on November 28th, 2008 under Best Practices


Are Foreclosures Affecting Home Values?

I recently read an article at the National Bureau of Economic Research (NBER) which attempted to link foreclosures and home values. The statistics cited in the article concluded that foreclosures are not affecting home values very much and that there are only a dozen or so states with enough foreclosures to induce price drops of 6 percent or more.

The article made it seem as if this was an insignificant number. I disagree that a 6 percent drop in prices in a dozen states due to foreclosures is insignificant, but, I do agree with the premise of the article to a degree – I was unable to find any real loss of value on the whole that was directly related to foreclosures.

I’m also always skeptical of “national” studies in which home values are cited because they are almost always off. As an example, I recently read an article in Forbes which ranked the most expensive ZIP codes around the country. I found the ZIP code here in Atlanta that was in the report to be off by about 30% according to my local MLS – I’m sure it’s more accurate than their numbers. With that in mind, I thought it might be worthwhile to look at a local level and see if I could determine if foreclosures are affecting local home values. I was unable to see that there was a discernable price drop, be it direct or indirect, of home values due to foreclosures.

The methodology I used was to take an area of Atlanta and looked at sales data quarter by quarter with and then without the foreclosures as a baseline from Q1 and Q2 of 2007 and 2008. There was no discernable difference in home values, but, there really weren’t enough closed foreclosures to make much of a difference anyway. That said, what I did find, did not support the idea that foreclosures are bringing down the rest of the neighborhood. So, the next thing that I did was Continue reading this post


Posted by: Ryan Ward on October 22nd, 2008 under Realtor, Short Sales and Foreclosures


Real Estate Market Update: North Atlanta

Market update provided by Julie Brittain of Team Brittain with Keller Williams Realty First in North Atlanta.

I’m a numbers person.  I love to present my clients with the facts…

Closings for single family homes have dropped 34.2% since last July.

The average sale price for a single family home dropped 8.3% from July of 2007 to July of 2008. The average sales price for condos and townhomes dropped 6.2% from July of 2007 to July of 2008.

Year to date average prices for condos and townhomes are below what they were in 2003 and year to date average prices for single family detached are slightly higher than they were in 2004.

When this housing market turns around, the sales prices will recover rapidly.  I believe that prices have neared a bottom, so this is a great time to buy.  Our months-supply of homes is at an unprecedented high. The reason… Continue reading this post


Posted by: Jessica Gopalakrishnan on October 3rd, 2008 under Regional

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Atlanta Real Estate Market Statistics

Atlanta real estate continues to send mixed signals with home values declining for the overall Metro Atlanta market while certain areas on the north side of the city realizing small, but steady price appreciation. The driving factors continue to be constrictions in lending guidelines and high supply.

The absorption rate for Metro Atlanta is 13 months supply of homes. Year over year closed sales are down about 36% with an average price of $240,100 which is down 8.5% from this time in 2007 and also lower than 2005 or 2006. It would be easy to look at these numbers and see gloom and doom, but, it’s important to look deeper at the market to get a better sense of what is really happening.

In a previous post here, I wrote about the importance of looking at hyper local statistics, but, broad statistics are essential for comparing what is happening in the smaller markets.

However, they don’t tell the whole story.

Some areas within the city are skewing the numbers down considerably so on its face the whole Atlanta real estate market appears to be in bad shape when that is not entirely the case.

Worst hit has been Continue reading this post


Posted by: Ryan Ward on July 14th, 2008 under Regional


Marketing Techniques That Sell

When showing a home, it’s often easiest to run through the particular set of features within the home, but, you may be missing the best opportunity to show off differences that can help a home sell.

Benefit marketing plays a fundamental role in separating the good from the great in sales and real estate is no different. Just about everyone can walk into a home and see the features, but, buyers are often trying to take everything in quickly when visiting a home so running down a list of features that they can already see does not help them discern why a particular feature may be important. This is where benefit marketing comes in to play.

As you walk through a home with a client, explaining the benefit of a feature can greatly improve the desirability of the home.

For example: a home has a tankless hot water heater. Many buyers today know that this is a new technology, but, not necessarily what it means to them. Taking a moment when highlighting the feature by explaining how that feature benefits the home buyer gives a meaning to that feature. In this case, it means lower monthly utility bills and endless hot water for a shower. For a family of 5, this would be a significant benefit and could be the difference maker between two similar homes.

Another example of benefit marketing might be explaining why new windows in an older home are important rather than simply stating that there are new windows. “Green” building is one area where benefit marketing is important, but, it encompasses just about all features within a home. Continue reading this post


Posted by: Ryan Ward on June 5th, 2008 under Guest Bloggers, Online Marketing, Website Strategies


Our Latest Guest Blogger

Ryan Ward is a REALTOR, Blogger and internet marketing specialist serving buyers and sellers in North Metro Atlanta.

He operates The Ryan Ward Group with Keller Williams Realty Consultants and works diligently to stay abreast of current market trends and new technologies to create a better home buying experience for consumers.

One of the leaders in the online Atlanta real estate market, Ryan enjoys sharing his successes and experience with other agents so that they can better utilize the internet and complement their business.

We welcome Ryan to the HomeGain Guest Blogger program and look forward to his first contribution. Continue reading this post


Posted by: Louis Cammarosano on May 22nd, 2008 under Guest Bloggers


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