Archive for the ‘Leads Listings Leverage’ Category

Things You Need To Know Part 2

Tuesday, October 31st, 2023

If you take the Sales Price of any house and divide it by its number of square feet, you would get the price per square foot for that house.

Contrary to popular opinion, that formula does not generally work in reverse. If you do enough research you’ll find out it occasionally works. So sites like Zillow or Realtor .com are occasionally correct – with about the same frequency of how a stopped watch is correct twice a day. If price per square foot was a valid formula, Zillow would be correct almost all the time.

Unless someone is certified as an appraiser, or does development, throwing out statements regarding the Price Per Foot — makes it seem like they know what they’re talking about.

Historically 67% of the housing inventory sells and about a third doesn’t. The list price – sales price ratio is usually about 97.5%. So it’s logical to assume that experienced agents DO know how to price a home and that is a correct assumption. These agents are experts at finding and setting the correct market value.

Experienced agents and appraisers know that single story homes are worth more than similar two-story homes and may never be used as a “comp”. They also know that the larger the home, the lower the price per square foot and the smaller the home the higher the price per foot and if the difference in size is greater than 20% the other house may never be used as a comp.

You can probably see just from these data above why Zillow (and all the others) are almost always going to be wrong.

What’s interesting is if you ask almost any agent 𝗛𝗢𝗪 they arrived at their answer you typically get a response that ultimately amounts to, “It’s a knack I have”. They KNOW how to do it but cannot easily teach it because they will attempt to use price per foot and when that “doesn’t seem right” because they know better — they then “make adjustments” to arrive at the correct price.

What each of the competent agents is actually doing is 𝗟𝗢𝗢𝗞𝗜𝗡𝗚. They are taking into consideration the supply and demand for that neighborhood so they can determine if the subject property should’ve priced above, in line with, or below the “comps”.

I taught a class on how to properly price a home some years ago. Unfortunately, the video is no longer available. A friend of mine John Wake, has a PhD in economics. John was in that first class I taught that was videoed. John took highly detailed notes and those notes are still available.

Some very nice stuff here:

Tuesday, February 25th, 2020

The Conditions of Existence

Wednesday, November 20th, 2019

The Truth About Goals

Tuesday, August 13th, 2019

A Seminar on Team Building

Monday, August 12th, 2019

Russell Shaw’s Guide to Real Estate Listing Presentations

Wednesday, March 7th, 2018

Joshua Smith Interviews Me

Thursday, July 2nd, 2015




Seminar – The Two Types of People

Friday, January 3rd, 2014

This seminar contains the most vital, high impact and important information I know.

Here is the link to the booklet:

The Cause of Suppression

Here is the link to the YouTube video:


Happy New Year?

Wednesday, January 1st, 2014

Earth made the full trip around the sun.  365 revolutions of the earth.  And we are supposed to “make new decisions” about the time it will take for the earth’s next full trip around?

What was wrong with our old decisions?  Didn’t yours all happen the way you decided?  I know mine sure didn’t.  Not even close.  The sudden changes in the market stood many predictions on their heads.  An awful 1st quarter, a decent 2nd quarter and a mediocre 3rd and 4th quarter for us – we wound up 2013 closing 342 transactions.  But congratulations are not in order – as that is down from our 435 closed transactions for 2012.  Oddly enough, our annual sales volume ($63,973,603.) didn’t suffer, in fact it was up by almost a million dollars – due to prices being higher than in 2012.


We hope it is happy.

Happy = Fun!

Happy = It went like we wanted and planned.

For the record I am planning on doubling the amount of business in 2014 we did in 2013.  I am no longer trying to figure out HOW to generate buyer sides, thanks to finally having that crazy making issue resolved thanks to my Real Estate Webmasters site (  So we have added 2 buyer agents (for a total of 6) and hitting 200 closed buyer deals in 2014 is no longer a pipe dream.  That now solved – along with the market shift back to “traditional sellers”, we can once again make lead generation for sellers our primary focus and have our (considerable) marketing dollars have a huge impact (regardless of the now numerous local copycats).  The new radio ad is done.  The new TV ad will be done early this month.  Our staff is fully groomed to provide an even higher quality level of service so the experience our clients have will create more raving fans.

Some of you felt battered in 2013.  I did too.  It is just part of the deal.  If you don’t ever want to get hit, don’t get in the ring.  This is going to be a GREAT year.  Won’t you join me?

Realtor Success Seminar – The Conditions

Monday, August 19th, 2013

You can see the booklet here: Ethics and the Conditions