1. Why We Do This and Not That POWER UP YOUR PLAN Pili Meyer ABR, CIPS, CNE, GRI, SRES, VAMRES

2. Who are these Buyers and Sellers and What do they want? This publication is available at www.realtor.orgwww.realtor.org

3. After a steady decline since 2004, married couples rising as % of buyers

4. 38% First Time Buyers 2010 = 50%

5. Pacific Region Median Household Income $96,300 Median Age Buyers 44 17% bought multi- generational home Reasons:  Cost savings-27%  Children over 18 moving back into house-20%  Spend more time w/aging parents- 19%  Health/caretaking of aging parents- 17% Q7

6. What do they Want ? How do they Beha ve?

7. WHAT SELLERS MOST WANT FROM REAL ESTATE AGENTS Q3

8. Primary Reason for Selling 6-20

9. How Sellers Found Their Agent 7-1

10. # Agents Contacted by Seller to List Home 7-3 Q2

11. 3 Tak e - Awa ys for Wor kin g wit h Sel ler s Treat your referral base, including past clients, really, really well Be first in line Be easy to find

12. What Buye rs Want Most from RE Agen ts 4-8 Q8

13. How Buyer Found the Agent They Used 4-12

14. How Many Agents Were Interviewed by Buyer 4-14 Q1

15. 25% 12% of the Buyers did!! Of Sellers previously worked with the agent they chose as Listing Agent

16. Did the Buyer have a writt en agree ment with the agent ? Are You Kidding Me? Q6

17. 3 Take Away s for Work ing With Buye rs Learn how to present a Buyer’s Agreement. A lot of them think they signed one. Work those referrals Focus on what is important to them

18. New v Previously Owned Home Purchases 2-1 Fairly static activity

19. Why Choose New Home? Q9

20. Why Choose a Previously Owned Home?

21. What does that mean? If you are marketing new homes, what will you emphasize? What about existing homes?

22. Factors Influencing Neighborhood Choice 2-12

23. What does that mean? If you are marketing a home in the suburbs, stress the quality of the schools If you are marketing a home in a resort community, stress quality and design of the neighborhood.

24. Reasons 14% of buyers purchase multi- generation al home

25. Where Buyers Found the Home They Bought 3-16

26. Fir st Ste ps Tak en in the Hom e Buy ing Pro ces s

27. Information Sources Used by Buyers Q10

28. Information Sources Used by Buyers & Their Usefulness

29. 81% = Internet 78% = Real Estate Agent 60% = mobile or tablet app 65% = mobile or tablet search engine The Top 4 Useful Tools

30. Actions Taken as a Result of Internet Home Search 3-13

31. Does this help you decid e where to spend your marke ting dolla rs?

32. How does this help you respo nd to the Selle r who asks for a full page ad in the Wall Stree t Journ al?

33. Mobi le phon e and tabl et apps and sear ch engi nes are # 3 & 4 in usef ulne ss.

34. # Agents Contacted by Seller to List Home 7-3

35. Length of Search in Weeks by Region

36. How many homes did they view? Q5

37. How did the Buyer and Selle r feel about the proce ss?

38. Typical Seller 97% of List Price Median time on market 5 Weeks 38 % sellers’ home on market less than 2 weeks

39. Satisfaction with Real Estate Agent Skills 4-21 Q4

40. Satisfaction with the Selling Process 6-39

41. Satisfaction with the Buying Process 3-20

42. Would Buyer Use the Agent Again or Recommend? 4-21 That’s 88%

43. 25% 12% of the Buyers did!! Of Sellers previously worked with the agent they chose as Listing Agent

44. Alway s ask for refer rals Do you know anyone who wants to buy or sell real estate?