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Real Clues

Edition of 11/15/2007

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Index

[RealClues]SPECIAL ANNIVERSARY EDITION #300

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Welcome to RealClues
The Weekly Newsletter for Real Estate Professionals
7% of the Agents Conduct 93% of the Business--the Rest Don't Have
Coaches!(tm) www.RealEstateCoach.com.
Thursday, November 15, 2007 No. 300
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SPECIAL ANNIVERSARY EDITION #300: THANK YOU FOR BEING ONE OF OUR
READERS
See Welcome Notes for a very special thank you offer.

Copyright (c) 1996-2007 www.RealEstateCoach.com and
Teleclass4U.com, LLC. All rights in all media reserved.
We have a no SPAM policy. If you received this newsletter and did
not subscribe to it, visit www.RealEstateCoach.com to unsubscribe.

This week at www.LuxuryClues.com:

*What's your billable rate per hour--how to maximize your income by
doing what you love to do

*Hot new real estate book--you can be part of it just for
participating in a survey. (It will be ready by Thanksgiving.)

*Should you hire a buyer's agent--the answer probably is "No!"

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Table of Contents
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1. CoachingClues: RealEstateCoach.com Wages War against the Negative
Media
2. Welcome Notes: Join Our Crusade against Negativity
3. Reprise: How Can I Increase My Production? (Part 2 of 4) Removing
the Blocks to Your Success
4. Create a Better Life: Increase Your Income by Decreasing Your
Attrition
5. Featured Products: Anniversary Price--40 Percent Off Listen and
Learn
6. Increase Your Production with Personal Coaching
7. Give Us Your Feedback on this Newsletter
8. How to Subscribe/Unsubscribe

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1. CoachingClues: RealEstateCoach.com Wages War on the Negative Media
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I am sick and tired of the negative media constantly ranting about
how horrible everything is in our business. It's time for our
industry to fight back against these psychic vampires who seek to
suck every bit of hope and optimism out of us just to build their
circulation.

"Two million people will lose their homes in foreclosure in the next
two years!" "Sub Prime Fiasco!" "Mortgage Meltdown." These are the
headlines we hear every day, yet where is the positive news about the
real estate market? The answer is, buried in statistics on page 15 of
section 3 of your newspaper, provided you can find them at all.

Here's a typical example from USA Today, October 26, 2007 (p. 1B)

"New Home Sales Unexpectedly Rise.
New homes sales posted an unexpected increase in September. But
analysts were highly skeptical given the credit crunch and predicted
further sales declines. The Commerce Department said sales of new
homes rose 4.8 percent last month..."

By the way, here's what they didn't report. Sales in the West were up
36.6 percent. The media totally discounted these statistics. How
about a different headline--"Great News! Real Estate Sales Surge
Despite Biggest Credit Crunch in Decades."

Here's another example. In an article entitled "New Mortgage
Foreclosures Set Record, (9/6/07)" Martin Crutsinger provided the
following summary of a speech given by Doug Duncan, the Chief
Economist for the National Mortgage Bankers Association. Here's how
it was reported:

"The number of homeowners receiving foreclosure notices hit a record
high in the spring, driven up by problems with sub prime mortgages.
The Mortgage Bankers Association reported Thursday that
mortgage-holders starting the foreclosure process in the April-June
quarter reached 0.65 percent, marking the third consecutive quarter
that this figure has set an all-time high."

"The delinquency rate has risen to 5.12 percent...The worsening
performance was driven by two factors--heavy losses in the Midwest
states of Ohio, Michigan, and Indiana, and the collapse of previously
booming housing markets in California, Florida, Nevada, and Arizona...Analysts said the problems in the formerly red-hot housing markets of California, Florida, Nevada and Arizona reflected in part speculators walking away from mortgages they can no longer afford."

This article ends with the negative media's favorite theme for
scaring their readers and/or listeners: "Two million people will face
foreclosure in the next two years."

Here are the numbers that the negative media did NOT report from
Duncan's speech:

1. 35 percent of the homes in the U.S. do NOT have a mortgage.

2. 94.88 percent of the loans ARE performing.

3. The foreclosure problem in this country is really a story about
seven states.

4. The biggest foreclosure problems are in Michigan, Ohio, and
Indiana. These are manufacturing states that had horrible job losses.
Since 2001, Michigan has lost 300,000 jobs. These states would
probably have experienced problems no matter what the market was
doing.

5. The other four states, California, Florida, Nevada, and Arizona,
experienced significant over building. Twenty-five percent of the
foreclosures in these states are on properties that are held by
investors who were speculating.

6. Only 25 percent of all mortgages are sub prime and of these, 75
percent are performing.

7. In the other 43 states, foreclosures have fallen in 2007 from
2006.
(Data from Michael Clawson, Vice President, Central Texas Mortgage.)

RealtyTrac is reporting that only 1 out of every 196 households is
facing foreclosure. Putting it a little differently, out of every
1,000 households, only five are having foreclosure difficulties.

Furthermore, the seven states mentioned above account for 59.6
percent of all foreclosures. The other 40.4 percent is spread across
43 other states. Given the amount of speculation and flipping that
has taken place across the country, this is an amazingly small
number.

There's more good news from California. Buyers who are waiting to
purchase when the so-called bubble pops in major metropolitan areas
in California, are going to be sitting on the sidelines according to
the latest data from the California Association of Realtors.

According to Leslie Appleton Young, Chief Economist for the
California Association of Realtors, the areas being hardest hit in
California are the outlying areas where there has been overbuilding.
The resale market in California's major markets continues to be
strong. In fact, the closer you are to a metropolitan area, the
better the sales are. In the million dollar plus price range, there
has been essentially no change from 2006 to 2007.

There's no question about the fact that there is bad news in some
markets. What irks me is that there is also a lot of good news that
is either being buried or is not being reported at all.

The question is, "What can NAR, the 50 State Associations, and those
of us who blog or write for the industry do to combat this trend?"
The answer is plenty.

See part 2 next week: How to Win the War Against the Negative Real
Estate Media

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2. Welcome Notes
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Welcome to our new subscribers this week. Each week RealClues
provides you with great strategies to improve both your business and
your life. If you find this issue of RealClues helpful, take a moment
to hit the "forward" button and send it to another friend in the
business.

To say thank you for being one of our readers, we have decided to
make "Positive News for Positive Realtors" available at NO charge.
Today's column is an example of how we can join together to fight the
negative press with positive updates and statistics. Listen on your
computer or download the audio to your MP3 player or iPod. If
everyone who reads this column will join me in fighting back, we can
turn the tide of the negative press in our favor.

Even better news, as part of our 300th Edition, we want you to
experience our amazing Listen and Learn Real Estate Program. We think
you'll love it! To Listen and Learn now click on the link below

http://listenandlearnrealestate.com/mp3/open_house.mp3

If you are attending NAR, please catch me after one of my sessions to
introduce yourself. I am always thrilled to meet our readers and
clients in person. I will also be at the Point2Agent booth on
Wednesday afternoon to discuss how to get more listings using
technology.

Thank your readership! Have a great week!

Warmly, Bernice Ross, MCC, and Byron Van Arsdale, MCC
www.RealEstateCoach.com, www.LuxuryClues.com, www.RossdalePress.com,
www.ConferenceCallTraining.com, and www.TeleconferenceLine.com

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3. Reprise: How Can I Increase My Production? (Part 1 of 4)
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This series of articles first ran in 2002 and addresses the most
commonly asked question in the real estate business, "How can I
increase my production?" Your job as a real estate agent is to
convert leads into closed business. Any agent can name the activities
that generate leads. The issue is what keeps you from doing what it
takes to be successful in the business? The six coaching questions in
this article address the primary reasons agents fail to do what it
takes to increase their production.

http://www.realestatecoach.com/articles_archive/art20020422.html