This Post Contains 7 Essential Vitamins and Minerals!!!

 

 

A few mornings ago, I was getting some cereal for my six-year old daughter, and she said something that stuck with me, both because it seemed very observant and because it provides an interesting lesson for all of us in real estate. 

"Dada, did you ever notice that every cereal box talks about how its cereal tastes the best?"

"Yes, I did.  What do you think about that?", I replied.

"I guess they want everyone to buy their cereal."   True enough.

 

I thought about this brief conversation a little bit, and I realized that the approach that these companies use to sell children's cereal is often the same one that we use as agents to sell our services.  How many times have you seen these phrases on real estate ads (perhaps even your own):

As one of the area's top-producing agents, I....

Best Realtor in Austin, Texas!

John Q. Agent - The top choice for sellers throughout the Spring Valley area.

Please understand, there is nothing inherently wrong with these selling points, but do they really do much to help these particular agents to stand out in the marketplace?  Aren't they all really just another cereal box proclaiming to be the best?  Isn't "best" a pretty subjective word anyway?  I think that the general public responds better to conversational ads rather than corporate-sounding generalities.  It lends credence to any advertising in my opinion. 

To that end, I am giving some thought to using more overtly honest themes throughout my website and my advertising efforts.  Maybe something along the lines of,

"I have been in Austin real estate full-time for 11 years now.  There are certainly others who have sold more homes than I have, but you would be hard-pressed to find an agent with more integrity than me.  I would rather talk you out of a home purchase or an offer on your home than to assist you in making a bad decision."

 

If you would like to search Austin real estate, please visit my website at www.austintexashomes.com.  Feel free to call me anytime on my cell phone at 512-796-7653 or email me at jason@austintexashomes.com.

Jason Crouch, Broker/Owner - Austin Texas Homes, LLC

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Pflugerville Texas is Coming into its Own  

As a 13-year resident of Pflugerville, Texas (located immediately adjacent to north Austin), I have seen a lot of growth occur here over the years.  I remember doing a real estate marketing piece in 1997, which was my first year in the business.  That year, they had recently replaced the population sign for our town, which used to read 4,444.  I believe this was for the 1990 census figures.  As I recall, the population then was around 11,000, so I was happy to point to our growth as a sign of things to come.

 

In 2000, the population was around 16,500, and it has since increased by more than 100% since then, to over 35,400 this past year.

Projected growth shows Pflugerville doubling again over the next decade, and tripling in size by 2025. 

Many people are not aware that the popular television show "Friday Night Lights" is filmed right here in town.  Fictional Dillon, Texas is actually Pflugerville.  In fact, they even use the same mascot name, the Panthers.  The real life Panthers recently competed in the Texas State High School Championship game.

With the advent of two new toll roads that converge about 1.5 miles from my home, we are now able to get just about anywhere of interest for shopping within 10-15 minutes, and my commute time to my office in west Austin was cut from 40 to about 26 minutes. 

 

Located at the intersection of the aforementioned toll roads (45 and 130), Stone Hill Town Center is slated to

open within a few months, and it promises over 1,000,000 square feet of shopping and entertainment.  Home Depot, Best Buy, Chili's, several retail clothing stores, a large theater, and a fitness center are among the anticipated tenants. 

I am happy that we bought our home here five years ago, as prices are on the rise and the outlook is bright for Pflugerville real estate. 

If you would like to search Austin real estate, please visit my website at www.austintexashomes.com.  Feel free to call me anytime on my cell phone at 512-796-7653 or email me at jason@austintexashomes.com.

Jason Crouch, Broker/Owner - Austin Texas Homes, LLC

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"I am a People Person. Right?" - Some Red Flag Phrases

 

I have noticed an odd and somewhat disturbing trend in my real estate career, both when dealing with clients and with fellow agents.  If you do not agree, that is certainly your prerogative.  This is not a hard and fast rule, but rather a personal observation. 

Here it is:

If someone proclaims that they are a certain type of person, they probably aren't like that at all. 

What?!?  What are you talking about, Crouch?

Perhaps a few examples will help to flesh out this idea a bit more. 

Sometimes, buyer clients say something like, "I am really loyal.  You don't have anything to worry about."  Be afraid.  Be very afraid.  Almost every time that I have heard this coming from a client, they later betrayed me.  Not always, of course, but often enough that it gives me pause. 

 

If I am interviewing an agent, I cringe inswardly if I hear them say, "I am a people person."  You may be asking why this is the case.  Well, when people are really good working with others, it shines through and there is no need to say anything about their skills in that area.  Instead, I have found that those who actually say this are some of the worst "people people" around. 

Lastly, RUN away from ANY client who states, "I'm not trying to be a jerk (or insert any other similar word here)".  In 11 years of selling homes in Austin, this phrase is the quickest single identifier of jerks.  The statement itself is true - they aren't TRYING to be jerks, they just ARE. 

 

If you would like to search Austin real estate, please visit my website at www.austintexashomes.com.  Feel free to call me anytime on my cell phone at 512-796-7653 or email me at jason@austintexashomes.com.

Jason Crouch, Broker/Owner - Austin Texas Homes, LLC

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So, You're Going on a Listing Appointment? How to Win Almost Every Time

 

 

Over the years, I have gone on hundreds of listing appointments.  These days, it seems as though I am competing less and less often, since they probably found me through a friend of mine or a past client.  When I do compete, I haven't really kept track of the percentage of times that I win the listing, but I would estimate that about 9 out of every 10 choose me.  No, I am not exaggerating.

Why have I had such a strong track record with listing appointments?  Hey, I'm glad you asked.  You did ask, right?  Well, either way, you may find this post useful.

I have a few tips that I have developed which may help you during your own appointments.  Feel free to use or discard whatever you like from my list.

BE HONEST.  This is probably the primary key to success in the listing arena.  Sometimes that includes painful truths, such as changing décor choices or making necessary repairs.  You can also enlist the help of a professional stager on some of these items.  The hardest part is being direct and upfront about pricing, especially when it might mean that they will clearly lose money on their home. 

DON'T USE A CANNED SPEECH.  I have never been one to use PowerPoint or to force a potential client to endure a spiel of mine as we flip slowly through a listing book.  I do have a listing book that I take with me, primarily to illustrate previous homes that I have sold and advertising that I use.  It has been my experience that we may or may not even touch the book until the end of our talk.  Do you enjoy hearing a pre-prepared sales speech when you are buying something?  Neither will your clients.

SET THE TONE YOURSELF.  Upon arriving at the home, I usually ask them if I can put my book and folder somewhere while we look around the house.  When we sit back down, I tell them that I have brought some information that I plan to leave with them, and some info about recent comparable sales.  I also go out of my way to tell them that I don't have a planned presentation (see above), which tends to make them more relaxed.  I have a conversational style and I may spend more time just listening and "interviewing" them in order to understand their goals.

 

BE CONFIDENT.  If you are confident (or if you lack confidence), it shows.  When I started in real estate, I had no problem listing luxury homes even though I was in my mid-20's.  Why?  Confidence (and a dose of hunger, too).  Often times back then, I was really just winging it, and they probably realized that, but my willingness to look them in the eye and be direct and forthright worked wonders in my early career.

 

GO THE EXTRA MILE.  I can promise you that most other agents will not offer to do this, but I have found that clients respond well when you offer to show them their current competition.  Put them in your car and show them the homes that are the closest competitors.  Sometimes, that is all it takes to get them to a more realistic place when it comes to pricing and condition.  I have often said something like, "We can certainly try your price, but we will probably have to wait until ____home sells before yours will."  No one wants to think that they will have to wait.

TELL THEM HOW IT IS.  This may sound like just being honest, and it is, but in a more detailed way.  If I know that there are three other agents competing for their business, many times I will leave a parting comment such as, "Whatever you do, don't choose an agent based on the listing price that they give you.  Just because someone says that your home is worth more, that doesn't make it correct.  The market can only bear a certain price."  Even though they may do it anyway, at least you have given them food for thought. 

DON'T BE AFRAID TO TURN ONE DOWN.  Sometimes, it simply doesn't make sense, either because of the pricing or because you get a bad feeling for some other reason.  If this is the case, you don't have to be abrupt.  I usually say something like, "Because of _______, I don't feel like I would be the best choice to market your home."  Typically, this is because of the price.   

IF YOU DON'T WIN, BE A CLASS ACT.  This one is probably not necessary to mention, since I'm sure you are a true pro, but I might as well throw it in as a bonus tip.  On the rare occasion when I have lost a listing to someone else, I always react in roughly the same way.  I simply say, "I'm sorry to hear that.  I hope things work out well with your agent.  If not, please keep me in mind."  Sometimes, I am the second agent for them, when they have been through the wringer and they are more anxious to sell.

If you would like to search Austin real estate, please visit my website at www.austintexashomes.com.  Feel free to call me anytime on my cell phone at 512-796-7653 or email me at jason@austintexashomes.com.

Jason Crouch, Broker/Owner - Austin Texas Homes, LLC

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Do you ever feel like the Gilligan of real estate?

 

My wife and I have had a long-standing joke about Gilligan's Island (which I mentioned on a previous post): "Do you remember that episode of Gilligan's Island when they were poised to get off of the island, but then Gilligan screwed something up and they were forced to remain there?"

If you have seen this show, and I think I saw every episode multiple times when I was growing up, then you know that almost every one of the shows revolves around the premise in the question above.  Basically, Gilligan ALWAYS managed to find a way to mess up their plans of being rescued.

When I first started in real estate, I didn't have any listings, so I tried working with buyers that first year.  I must admit, I felt very much like Gilligan.  Every time I would get close to writing an offer or closing a sale, I would say or do something wrong or circumstances would just come together badly and things would fall apart. 

At one point, in late 1997, I distinctly remember questioning whether I wanted to work with buyers ever again, since they seemed disloyal, difficult, and disheartening (I wasn't attempting to force alliteration with the three "D's", but it seems to work).

My broker at the time was very wise, and he told me that in the first year, things are just harder to close.  Some stray detail is overlooked, or clients can sense that you don't really know real estate all that well yet, so they get a bit skittish.

Since about 1999 or 2000, I have closed the majority of my sales with buyers, which would have seemed impossible to me back when I had those self doubts. 

I also remember taking a walk around the neighborhood with my wife in 1998, when we were expecting our first child.  I expressed to her that I wasn't sure if I should continue in real estate at all, considering our finances back then and the fact that it was difficult to be self-employed with no regular income. 

Her question to me that evening during our walk has resonated for the past ten years, through good times and tougher times,

"Well, can you think of anything else that you could do with a higher earning potential?"

"No, not really," I replied.

"Then... you need to keep doing it."

That was easy!  Now you can see why I married her.  I am glad that she has always been there to support me, and things (of course) improved for us.   

We are blessed to be able to homeschool our three children, and my wife has been a stay-at-home mom for about seven years now.  I started my own brokerage here in Austin just over three years ago.

If you would like to search Austin real estate, please visit my website at www.austintexashomes.com.  Feel free to call me anytime on my cell phone at 512-796-7653 or email me at jason@austintexashomes.com.

Jason Crouch, Broker/Owner - Austin Texas Homes, LLC

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