1. Knowing Your Real Estate Statistics!

3. NAR results of 2010 Profile of Home Buyers and Sellers. The median home price for sellers who used an agent is what % higher than a home sold directly by an owner? 16% Buyers that would recommend their agent to others 87% Sellers that would use same agent or recommend to others 84% Compared to 82% in 2009 Buyers and sellers that said that Knowledge of market, real estate process and responsiveness were top 3 qualities. 9 out of 10 IS MOST IMPORTANT!!!!!

4. True or False Women start more arguments than men. True In a trying situation, women are more likely to fall to pieces. False

5. True or False Women are more likely to complain about their marriage. True Women change their minds more often than men False

6. True or False Women are more likely to lie about their age. False Husbands tend to be more intelligent than their wives.

7. Let’s Get Started

8. NAR results of 2010 Profile of Home Buyers and Sellers What % of Buyers used yard sign to gather information? 71% The median home price for sellers who used an agent is what % higher than a home sold directly by an owner? 16% Typical time to search for buyer’s home? 8 Weeks Buyers that said reputation was reason for using agent. 41%

9. Rules to Remember You must pull your stats on the same day of every month. For the months of January, February and March your “sold” search is for the previous 6 months. For the months of April to December your “sold” search is for Year to Date.

27. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,3041,277-2% Average Residential List Price$277,374$282,975+2% Average Residential Market Time5870+20% Residential Homes Sold (6 mths)1,5821,388-12% Average Number of Sales Per Month 263 MO.230 MO.-12% How Many Months Inventory4.95,5+12% Average Sales Price$269,575$272.130+1% % Sale To List Price97%96.1%-.9%

28. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,277 Average Residential List Price$282,975 Average Residential Market Time70 Residential Homes Sold (6 mths)1,388 Average Number of Sales Per Month 230 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

29. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017 Average Residential List Price$282,975 Average Residential Market Time70 Residential Homes Sold (6 mths)1,388 Average Number of Sales Per Month 230 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

30. How to Calculate Your % Change This Year ÷ Last Year % – 100 = % change 1,017 ÷ 1,277 % - 100 = -20.3% OR This Year – Last Year = __ ÷ 2008 = __ x 100 = % change 1,017-1,277 = -260 ÷ 1,277 = -0.203 x 100 = -20.3%

31. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975 Average Residential Market Time70 Residential Homes Sold (6 mths)1,388 Average Number of Sales Per Month 230 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

32. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975 Average Residential Market Time70 Residential Homes Sold (6 mths)1,388 Average Number of Sales Per Month 230 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

33. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591 Average Residential Market Time70 Residential Homes Sold (6 mths)1,388 Average Number of Sales Per Month 230 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

34. How to Calculate Your % Change This Year ÷ Last Year % – 100 = % change $279,591 ÷ $282,975 % - 100 = -1.1% OR This Year – Last Year = __ ÷ 2008 = __ x 100 = % change $279,591 - $282,975 = -$3,384 ÷ $282,975 = -0.01 x 100 = -1.1%

35. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time70 Residential Homes Sold (6 mths)1,388 Average Number of Sales Per Month 230 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

36. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069 Residential Homes Sold (6 mths)1,388 Average Number of Sales Per Month 230 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

37. How to Calculate Your % Change This Year ÷ Last Year % – 100 = % change 69 ÷ 70 % 98.57 - 100 = -1.4% OR This Year – Last Year = __ ÷ 2008 = __ x 100 = % change 69 - 70 = -1 ÷ 70 = -0.01 x 100 = -1.4%

38. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069-1.4% Residential Homes Sold (6 mths)1,388 Average Number of Sales Per Month 230 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

39. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069-1.4% Residential Homes Sold (6 mths)1,3881,130 Average Number of Sales Per Month 230 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

40. How to Calculate Your % Change This Year ÷ Last Year % – 100 = % change 1,130 ÷ 1,388 % 81.41 - 100 = -18.5% OR This Year – Last Year = __ ÷ 2008 = __ x 100 = % change 1,130 – 1,388 = -258 ÷ 1,388 = -0.185 x 100 = -18.5%

41. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069-1.4% Residential Homes Sold (6 mths)1,3881130-18.5% Average Number of Sales Per Month 230 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

42. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069-1.4% Residential Homes Sold (6 mths)1,3881130-18.5% Average Number of Sales Per Month 230188 How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

43. How to Calculate Your % Change This Year ÷ Last Year % – 100 = % change 188 ÷ 230 % 81.7 - 100 = -18.2% OR This Year – Last Year = __ ÷ 2008 = __ x 100 = % change 188 – 230 = -42 ÷ 230 = -0.182 x 100 = -18.2%

44. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069-1.4% Residential Homes Sold (6 mths)1,3881130-18.5% Average Number of Sales Per Month 230188-18.2% How Many Months Inventory5.5 Average Sales Price$272,130 % Sale To List Price96.1%

45. Inventory VS. Demand in March If no more homes come on the market, there are enough homes for sale to last ___ months Total Active Residential Listings Total Sold Year To Date or Last 6 Months # Sold Divided by 6 Months = ___ Average Sales Per Month For 6 Mths ___ Listings Divided by ___ Average Sales ___ Months Worth of Inventory Right Now

46. Inventory VS. Demand in March If no more homes come on the market, there are enough homes for sale to last ___ months Total Active Residential Listings1,017 Total Sold Year To Date or Last 6 Months # Sold Divided by 6 Months = ___ Average Sales Per Month For 6 Mths ___ Listings Divided by ___ Average Sales ___ Months Worth of Inventory Right Now

47. Inventory VS. Demand in March If no more homes come on the market, there are enough homes for sale to last ___ months Total Active Residential Listings1,017 Total Sold Year To Date or Last 6 Months1,130 1,130 Sold Divided by 6 Months = ___ Average Sales Per Month For 6 Mths ___ Listings Divided by ___ Average Sales ___ Months Worth of Inventory Right Now

48. Inventory VS. Demand in March If no more homes come on the market, there are enough homes for sale to last ___ months Total Active Residential Listings1,017 Total Sold Year To Date or Last 6 Months1,130 1,130 Sold Divided by 6 Months = 188188 ___ Average Sales Per Month For 6 Mths ___ Listings Divided by ___ Average Sales ___ Months Worth of Inventory Right Now

49. Inventory VS. Demand in March If no more homes come on the market, there are enough homes for sale to last ___ months Total Active Residential Listings1,017 Total Sold Year To Date or Last 6 Months1,130 1,130 Sold Divided by 6 Months = 188188 188 Average Sales Per Month For 6 Mths.188 ___ Listings Divided by ___ Average Sales ___ Months Worth of Inventory Right Now

50. Inventory VS. Demand in March If no more homes come on the market, there are enough homes for sale to last ___ months Total Active Residential Listings1,017 Total Sold Year To Date or Last 6 Months1,130 1,130 Sold Divided by 6 Months = 188188 188 Average Sales Per Month for 6 Mths188 1,017 Listings Divided by ___ Average Sales per Month ___ Months Worth of Inventory Right Now

51. Inventory VS. Demand in March If no more homes come on the market, there are enough homes for sale to last ___ months Total Active Residential Listings1,017 Total Sold Year To Date or Last 6 Months1,130 1,130 Sold Divided by 6 Months = 188188 188 Average Sales Per Month for 6 Mths188 1,017 Listings Divided by 188 Average Sales per Month ___ Months Worth of Inventory Right Now

52. Inventory VS. Demand in March If no more homes come on the market, there are enough homes for sale to last ___ months Total Active Residential Listings1,017 Total Sold Year To Date or Last 6 Months1,130 1,130 Sold Divided by 6 Months =188 188 Average Sales Per Month for 6 Mths188 1,017 Listings Divided by 188 Average Sales per Month 5.4 ___ Months Worth of Inventory Right Now

53. Inventory VS. Demand in March If no more homes come on the market, there are enough homes for sale to last 5.4 months Total Active Residential Listings1,017 Total Sold Year To Date or Last 6 Months1,130 1,130 Sold Divided by 6 Months =188 188 Average Sales Per Month for 6 Mths188 1,017 Listings Divided by 188 Average Sales per Month 5.4 5.4 Months Worth of Inventory Right Now5.4

54. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069-1.4% Residential Homes Sold (6 mths)1,3881130-18.5% Average Number of Sales Per Month 230188-18.2% How Many Months Inventory5.55.4 Average Sales Price$272,130 % Sale To List Price96.1%

55. How to Calculate Your % Change This Year ÷ Last Year % – 100 = % change 5.4 ÷ 5.5 % 98.1 - 100 = -1.8.% OR This Year – Last Year = __ ÷ 2008 = __ x 100 = % change 5.4 – 5.5 = -0.1 ÷ 5.5 = -0.0182 x 100 = -1.8%

56. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069-1.4% Residential Homes Sold (6 mths)1,3881130-18.5% Average Number of Sales Per Month 230188-18.2% How Many Months Inventory5.55.4-1.8% Average Sales Price$272,130 % Sale To List Price96.1%

57. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069-1.4% Residential Homes Sold (6 mths)1,3881130-18.5% Average Number of Sales Per Month 230188-18.2% How Many Months Inventory5.55.4-1.8% Average Sales Price$272,130$268,773 % Sale To List Price96.1%

58. How to Calculate Your % Change This Year ÷ Last Year % – 100 = % change $268,773 ÷ $272,130 % 98.7 - 100 = -1.2% OR This Year – Last Year = __ ÷ 2008 = __ x 100 = % change $268,773 - $272,130 = -$3,358 ÷ $272,130 = -0.012 x 100 = -1.2%

59. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069-1.4% Residential Homes Sold (6 mths)1,3881130-18.5% Average Number of Sales Per Month 230188-18.2% How Many Months Inventory5.55.4-1.8% Average Sales Price$272,130$268,773-1.2% % Sale To List Price96.1%

60. List to Sales Price Calculation Sales Price ÷ List Price % $268,773. ÷ $279,591 % 96.1

61. March 1Last YearThis Year%(+/-) Total Active Residential Listings1,2771,017-20% Average Residential List Price$282,975$279,591-1.1% Average Residential Market Time7069-1.4% Residential Homes Sold (6 mths)1,3881130-18.5% Average Number of Sales Per Month 230188-18.2% How Many Months Inventory5.55.4-1.8% Average Sales Price$272,130$268,773-1.2% % Sale To List Price96.1% -

62. Sample Scripts for Success “So, how’s the market?” Well our market is doing well compared to most. Our listings are at 1,017,that’s down 20% from 2008, our sales prices are off by about 1% to $269,000, days on market are at 69 days that is down 1 day from 2008. Something to watch are the amount of units sold. They are off by 18% compared to last year, that’s not favorable. I am really glad that the list to sales price is holding with 2008 at 96%. I would rather be here than anyplace in the U.S.

70. Thank you for your time Hope You Learn Some New Ideas Tommy Thompson 214-707-0142