Agent, SEO Coach, Webmaster, Speaker, Trainer, Author, Consultant

OH THANK GOD FOR THE DOJ (~NOT~)

Lonn Dugan — Fri, 30 May 2008 11:48:00 GMT

OK. Let me know If I am REALLY tracking this...

FIRST: The DOJ filed a suit meant to prohibit allegedly anti competitive practices of MLS members.

THIS WAS SAID TO BE IN THE INTEREST OF PROHIBITING "PRICE FIXING", AND INCREASING COMPETITION AMONG BROKERS, WITH THE INTENT OF LOWERING CONSUMER COMMISSION COSTS INCURRED DURING REAL ESTATE TRANSACTIONS.

THE DOJ suit clearly supported new style online brokers or agents who apparently had lower cost business models. The DOJ suit went to war with "OLD STYLE" Brokers who actually put time and effort into "SERVING, ADVISING, and PROTECTING" CONSUMERS. These brokers establish offices and recruit agents who actually know which neighborhoods are trending which directions, and where the new highway is going next year, and which railroad or shipyard wants to annex property through emminent domain..

BUT NEVERMIND THE VALUE OF ALL THAT FIDUCIARY RESPONSIBILITY OR AWARENESS..... (This is the stuff of licensing law - with entire books and ethics committees and court docket records from actual cases.... so who needs all that - right?)

AT LEAST - (AT THE VERY LEAST) THE DOJ WOULD PRESUMABLY BENEFIT CONSUMERS BY MAKING LOWER COST COMMISSION MODELS MORE AVAILABLE TO CONSUMERS. That was the plan... RIGHT?

NEXT, NAR and MLS's defended themselves by pointing out that the MLS's did not want to share listings or commissions with "middlemen" who did not bring any real knowledge or service or value to the transaction other than placing listings online. It sounds like a good argument - but they may have caved in so that the DOJ would take their BIG FLASHLIGHT and go home. After all, they might find the back room of the real estate industry, where what "looks like" RESPA WORKAROUNDS might actually allow real working people to actually make a living helping consumers with a very complex legal and financial transaction....

Years past, and lawyers got rich....

The proposed settlement clears the way to turn more web savvy agents or brokers into middlemen who will now troll the internet for referrals that can be passed along to people already working 70 hour weeks and spending thousands of dollars a month on marketing, adding a whole new layer to the commission sharing game that was presumably OUTLAWED by RESPA...

GUESS WHAT.... IF YOU DRIVE UP COSTS FOR STARVING PRACTITIONERS, IN THE MIDDLE OF THE WORST MARKET IN 50 YEARS - THEN COSTS FOR THE CONSUMER WILL RISE.

Only our GOVERNMENT could imagine creating a new cost for the poor Realtor at a time like this.

All this does is "TAX" the poor agent who is listing or selling homes in the trenches by actually, <GASP> spending TIME and MONEY interfacing with highly variable and indecisive human transaction units.

END RESULT IS OPPOSITE THE ORIGINAL INTENT - BUT EVERYBODY IS HAPPY?

Don't you think consumers may end up paying more for actual Realtor services because the agent now has to give away more of his or her commission to middlemen. Rates at street level may have to increase to allow for SOMEBODY to actually "serve, advise, and protect" the consumer.

Thank God the DOJ is protecting consumers by REVERSING many of the core issues in RESPA and creating a whole new industry that will feed off the commission stream without actually providing any real fiduciary services...

(now - tell me again... who put them up to this - and WHY DID NAR AGREE)?

What am I missing here?

*BTW - Yes, I know that NAR felt exposed on a couple other fronts that could have cost hundreds of thousands in legal bills and might have cost NAR or MLS their actual position in the economy if they managed to lose the suit... But isn't this why we pay them? To protect and serve the interest of Realtors?

ONE CAVEAT: We have not even opened the can of worms about intellectual property rights of the Realtor who took the photo and wrote the marketing copy. These acts produce "works of art". Under copyright law, in the USA, there is a basic concept that nobody should be able to make money of protected works of art without paying the creator.... Hmmm... Rock solid ownership with a right to be protected and paid???? I would have thought NAR and MLS's would have focused here....

BUT I DIGRESS... SADLY... BACK TO THE CORE ISSUE.... NAR and MLS's could have asserted ownership of intellectual property, protected working agents, and actually derailed this price gouging train wreck before it brought down the whole train station..... and before it drove up transaction costs for agents and thus for consumers.

COMMENTS? THOUGHTS? WHAT AM I MISSING?

Real Estate Going to Video !

Lonn Dugan — Wed, 16 Apr 2008 11:46:00 GMT

Many of you know I took a position last fall helping other agents sell homes. After 6 months of work, my cable channel is ready to launch... It's not self promotion because I don't want you to buy anything... I just wanted to update my friends here. You may be seeing more services like this around the USA in the coming year. Will keep you posted as to how the public responds. In a YOUTUBE and BIGSCREEN Generation, we expect that this will go over pretty big. Check out the Channel 13 news story to see the great press we got locally!

#######

Real Estate Toledo ~ HomeFinder Channel 100 ~ In the News!

Read The Blade Report, Where Channel 100 is predicted to "Assist With Market Turnaround"

Watch Channel 13 News Report, which reports that Channel 100 is "A New Way To Find What You Want"

HomeFinder Channel 100 is Launching April 17, 2008 as a 24 hour real esate channel and companion web site. It's billed as "A Better Way To Find A Home". There will be a half hour show featuring homes for sale for each region of greater Toledo. The more listings that are sponsored by area Realtors, the more focused each show becomes. As the channel matures, there will be a show for each neighborhood.

Participating Brokers and Agents to receive increased market visibility and market position enhancing cross channel promotion. Logos of Participating Brokerages will be featured in many ads. HomeFinder Channel 100 will be the most advertised real estate marketing platform this selling season.

Launch Marketing starts this week with Television and Newspaper Ads. The first shows starts April 17th on Channel 100 and Buckeye VOD.

Join In! Listings sponsored between now and April 17th will air on the next show, which starts May 1st. New shows every two weeks thereafter! Get your listings online plus ON TV. Sponsorship deadline first and third Thursdays of each month.

Web site online now - featuring TV Commercial! www.HomeFinder100.com

Broker and Agent Information: www.HomeFinder100.com/agents.html

HomeFinder Channel 100 will be seen exclusively on Buckeye CableSystem

Please visit the web site often, and let us know if there is any way we can serve you better.

Sincerely,

HomeFinder Channel 100 Team

Lonn Dugan, Real Estate Manager
Buckeye CableSystem
HomeFinder Channel 100
www.HomeFinder100.com

Quick Links:
Home Page > www.HomeFinder100.com
Agent Info Page > www.homefinder100.com/agents.html
Agent Order Page > http://sponsor.homefinder100.com
Search Page www.HomeFinder100.com/index.php

Thought for the day : )

Lonn Dugan — Wed, 16 Apr 2008 11:43:00 GMT

... do you ever wonder whether you're on the right path?

Do you sometimes feel vulnerable in new relationships?

Does certainty elude you when big decisions loom?

Have you ever gotten nervous at the mere thought of speaking to an audience?

Outstanding... Fantastic!

Because so have all the other legends who came before you.

The Universe

########

I share these from www.tut.com on occasion. They have a daily motivational message service that is pretty good. It's free. I have no affiliation to it and make no money from it. Just sharing something I enjoy in case it works for you too!

Hurry, Worry, Fear

Lonn Dugan — Mon, 24 Mar 2008 11:20:00 GMT

Impatience is a sign of hurrying; hurrying is a sign of worrying; worrying is a sign of fear; and fear is a sign that someone has temporarily forgotten that it's never too late to change their thoughts and therefore their "things." And for these reasons, time will forever be on their side.

Glad we could straighten that out -
The Universe

Daily motivational messages on Attraction Principle - Get Your Own: from www.tut.com

Easter Greetings

Lonn Dugan — Sun, 23 Mar 2008 11:22:00 GMT

Greetings in the name of the Risen Christ who lived a perfect life, died to pay the price of our wrongdoing, and then rose again to destroy the power of death and sin.

Today we celebrate that there is now no condemnation for those who know the Lord. My slate was made clean by the sacrifice of one who saves us all if we only accept the gift. I approach the Master Creator with thanksgiving and joy.

Instead of being defeated by our past, our shortcomings, we can live in this life as sons of the King, and sit at His right hand with Jesus our brother. Nothing can hold us in a life that is less than what we were born for!

The Easter story brings a whole new meaning to "turning over a new leaf". As Spring brings new life to the earth, our faith brings new life to our heart. This new life can save the world by changing how we see things. It gives us power to give life to others. If we share the message with others, they too can be saved from a life that is held back by the evil one. They can be raised from death and live again!

Grace, Peace and Joy to you.

Spring Market Report?

Lonn Dugan — Mon, 17 Mar 2008 11:23:00 GMT

Spring brings sales. Is it Spring yet? In your area?

Local agents report a surge in buyer activity in Toledo Ohio area. Now there is a sure sign of spring.

Sure, we have the usual.... Robins came in over the weekend. Snow melted. Hyacinth and Daffodils are breaking ground.

Even better, an agent I spoke to last week said 6 houses that sat all winter are now under contract.

I have predicted a market turnaround this year. Sooner, not later. At least locally. It may be underway.

What about your area?

FSBO GENIUS ?

Lonn Dugan — Thu, 13 Mar 2008 00:46:00 GMT

Just received the nicest email... about my free FSBO LISTING TIPS at www.FsboKiller.com

The tips are free, and so is the recorded coaching session - so the spam cops can stay home ; )

###################

I have just read your page, FSBO Appointment for the first time and think it's GENIUS!!!

I am going to get working on my FSBO'S today.

Thanks for some GREAT advice!!!

Gina

####################

Thank you Gina for the kind words : )

Rational Markets ?

Lonn Dugan — Wed, 12 Mar 2008 11:27:00 GMT

Classical economic theory says markets are rational.

According to the theory, we don't need to regulate markets or control them, because they always behave rationally.

At risk of oversimplification, the idea is that principles of Supply and Demand take care of things. If people want it they will buy it. If it meets the need, they will buy more. If they don't want it, or don't like it then it will die.

No need for government to interfere with regulations, bailouts, etc.

The idea is that you cannot legislate intelligence, morality, fair prices - or anything else when it comes to markets. Hmmmm........

WHEN IT COMES TO REAL ESTATE.....

Was 2000 - 2005 Rational? Was 2006 - 2007 Rational? What would be rational for the market to do in 2008?

Penny for your thoughts?

Who is using TV to Sell Homes?

Lonn Dugan — Mon, 10 Mar 2008 12:02:00 GMT

Carl Goldberg, on another post, said he has a TV show.

Curious - how many of you are using TV to sell homes?

You may recall, I am helping a local cable company launch a 24 hour real estate channel in Toledo Ohio.

See www.HomeFinder100.com for project in beta launch.

Let's hear from those who are using TV successfully!

Online Learning For Realtors?

Lonn Dugan — Fri, 07 Mar 2008 12:00:00 GMT

I am curious as to how many real estate agents use online learning to sharpen their skills.

By this I mean something more formal than reading blogs, messaging other agents, or searching google for topics of interest.

Do you attend or provide online learning opportunities?

Have you recently participated in a web based seminar, or WEBINAR as a presenter or class member?

Was it free or was there a cost?

Please describe the topic you attended, who was the presenter, and whether or not you found the experience helpful. If you recall, please note the software that was used. Category leaders are webex, gotomeeting.com, and gotowebinar.com. Maybe you like another?

Google losing CLICK SHARE while Micro$oft gains?

Lonn Dugan — Thu, 28 Feb 2008 16:21:00 GMT

Real Estate Search Engine Optimization is not only for Google. Think about this if you are fighting for natural placement clicks.

While the clear market leader has a 70 share in search clicks, there are signs of change. Google search clicks are down while Microsoft Search Clicks are up. This may be a sign of the times as far as the economy goes, according to the article, but it also shows that it may be harder to stay on top than to grow.

See full story > http://ftp.media.radcity.com/ZSND/issues/february2008/C3210.pdf

Perhaps it is the Google Sandbox effect at work in a negative way? The Sandbox process at Google is used to prevent new sites from being highly ranked. The premise is that new sites are not as valuable as long established ones. Since RELEVANCE is the buzzword in search results, then we can see that Google simply assumes that new sites are not as RELEVANT. There is no other arena in the tech world where the newest thing is automatically penalized. File under Things That Make You Say.... Hmmmm..... Maybe they should rethink their Sandbox strategy?

Consider: my new Real Estate Search Site to find homes for sale in Toledo Ohio is found at www.HomeFinder100.com. This site has been up for a few months, and is already on PAGE ONE for search terms "Toledo Real Estate" and "Toledo Homes For Sale" at Microsoft's search site www.live.com. At the same time, Google has not treated us as kindly - yet. Nor has YAHOO (which is usally faster than Google to offer first page results to newer but well done sites).

FAST counts. At least in the tech world. I am generally not a big Micro$oft fan, when it comes to online services(they have enough of my money). But they have just proven to me that they give prompt ranking to new sites with good search optimization. In fact, my newest site is getting most of it's search traffic from the Micro$oft search site at the moment.

Moral of the Story: When playing KING OF THE HILL, one thing is sure. It may be easier to move forward, or to get to the top - than it is to stay at the top.

What does this have to do with you? Just because other agents are currently on top of the search hill does not mean they will stay there. Smaller is usually faster... As they say on the show, SURVIVOR - you can OUTWIT, OUTPLAY, OUTLAST. Don't give up the SEO battle just because your site is too new to be ranked at Google. I have seen my sites ranked at msn and yahoo faster than Google before. In the end, persistence has paid off with a good Google rank. The same can be true for you!

For fun, I would like to know if you have checked your site rank at www.live.com and whether or not the results are significantly different than at Yahoo or Google. Let me know!

Housing Market Recovery Under Way ?

Lonn Dugan — Mon, 25 Feb 2008 17:00:00 GMT

I am hopeful that we will see the market turn around this year at least with regard to volume if not price as well. I am also hopeful we might see signs of strength FIRST in the market areas that crashed FIRST.

The Midwest, and particularly a circle that includes Detroit Michigan, SE Michigan, and NW Ohio was hit first, and was hardest in many ways. Overheated markets like Florida and West Coast areas, have provided some stellar examples of market balloons, and should be considered in their own merit. But the heartland of America was never over-inflated by the market dynamics that affected these balloon markets. The heartland crashed before the nationwide crash. For this important reason, the midwest may be a good bellweather state as far as predicting the nationwide real estate market recovery. Please remember that this area led the nation in foreclosures back in 2006 and early 2007. The area is now showing some signs of life according to the otherwise dismal report from the AP - quoted below.

Yes, I know that the economists are saying we won't recover for another 1-3 years... but I also know that even our Ex Federal Reserve Chaiman (Greenspan) did not see the housing market crash coming, and failed to forecast it's severity with any accuracy. He was the best of the best... "The Economists" as a group also said, at the end of 2006, that the market would recover in 3rd or 4th quarter 2007. So far they are 100% WRONG.

So, when they now project another 1-3 years of decline...(including current Federal Reserve Board Chairman Bernanke)

I CALL THEM ON IT and predict they are wrong - again.

Here is hoping, for all my agent friends - that I am right : )

#######################
EXCERPT BELOW FROM AP NEWS Economics Writer Martin Crutsinger, Today's Date:
#######################

Existing Home Sales Hit 9-Year Low
Monday, February 25, 2008 10:25 AM EST
The Associated Press
By MARTIN CRUTSINGER AP Economics Writer

WASHINGTON (AP) — Sales of existing homes fell to the lowest level in nearly a decade in January while the median price for a home dropped for the fifth straight month.

The National Association of Realtors said Monday that sales of single-family homes and condominiums dropped by 0.4 percent last month to a seasonally adjusted annual rate of 4.89 million units, the slowest sales pace on records going back to 1999.

The median price of a home sold in January slid to $201,100, a drop of 4.6 percent from a year ago.

The drop in sales and the fifth consecutive decline in prices underscored the continued pressure facing housing, which is struggling to emerge from its worst slump in a quarter-century.

Sales were weak in all parts of the country except the Midwest, (emphasis added) where sales posted an increase of 3.4 percent. Sales dropped by 3.6 percent in the Northeast, 2.1 percent in the West and 0.5 percent in the West.

READ ENTIRE ARTICLE at http://www.newsvine.com/_news/2008/02/25/1324002-existing-home-sales-hit-9-year-low

Building a WEB based BUSINESS

Lonn Dugan — Wed, 13 Feb 2008 12:52:00 GMT

To build a web based
Real Estate Business,
you only need two little things....

VISITORS, and LEADS

OK that was easy...
Are you done yet?

Most agents get fewer than
2% of visitors to register,
but you can do better if you offer
enough "REASONS" for them to
register. Once people register,
then you can call them.

It is very important to be low key about this first call. I told people I was calling as a quality control measure, just to make sure the web site worked they way they want it to work... This seemed to reduce "sales resistance" and kept them from armoring up to fight a salesman... Imagine if your favorite restaurant, bank, or drycleaner called to make sure you were pleased with their service... wouldn't you be receptive?

I call it taking their temperature. YOU HAVE TO BE GENTLE. If they are just looking, and you push, they will never come back to you. So you just let them lead...

If they are ready, you can offer more help. They will understand that you started soft just to be helpful.

If they are just looking, or not ready, then let them know that is OK, that you don't pressure anybody. Thank them for visiting the web site, offer to mail them your business card in case they think of any questions, (GET THEIR ADDRESS and send a CMA LATER!!!) End the call by repeating your name and web address and make sure they know you will be glad to help whenever they are ready.

However, one out of 10 or 20 will be completely ready to see houses or list a house. So you take their temperature, work with the hot ones, try to warm up the lukewarm ones, and let the cool ones incubate until they are ready (drip email helps maintain a personal connection until they are ready).

The average web visitor will look at homes on the internet for 12-18 months before making a move. You never know where they are in the process, when they visit your site, so treat them all like gold and some of them will payoff!

As I look at many agent web sites, two things come to mind that would help:

- First, a little more personality and excitement on the main page would help. I don't like to see ALL your listings on the home page. Some coaches disagree. That's ok. But If a visitor sees a list of 12 or fewer homes, they may think that is all there is. They never start clicking around the site. Once you get them clicking around the site, that is the beginning of a relationship. Otherwise, they are just using you. They hit your home page, see a few houses, and then move on.

You could benefit from more graphics, or pictures in the home page to welcome the visitor with a design that is pleasing to the eye and connects to their emotions. The goal is that as soon as they see the page they think, in their heart, "I WANT THAT" - even before they read the page.

Some Agents work on SEO for the page, and do a good job, but never work on design. Design is a very big part of impressing a site visitor that they have arrived at the site of an agent who stands out, stands above the others. Visitors want to know that they have found an agent who is sophisticted enough and qualified enough to help them with real estate. If your page looks ok, but it could look better... then work it!!!

Today's consumer can be very fickle. They have a lot to choose from when it comes to real estate web sites and Realtors as well. You can make progress on design on your own, maybe with the help of office mates or members of the P2 message board community... Or you can hire a designer or design coach to help. The P2 Preferred Vendor Directory is a good place to look.

- Second, you can use a stong invitation with a payoff to get people to register on your web site (so they give you their email address) One payoff can be to search the MLS. This invitation can link to your IDX Search page if you use one (best bait there is). Another can be to receive the newest listings and latest price changes by email. Maybe you can think of others that fit your personality and target market. Some markets have local events that people want to know about. You can even offer to sign visitors up for an email to find out when the (birds, fish, turtles, bunnies, sailboats, car shows, etc) do their annual or quarterly, or monthly (hatch, run, return, dance, show, regatta, run for the kids, etc). These invitations are placed near the top of the page, AFTER your main SEO sentence or two. To get these payoffs, the visitor has to register, and give you at least an email. You can ask for a phone number, but best not to make it mandatory. About half the people will give you a fake phone number, because they don't want to be called. But the other half absolutely know they are giving a phone number to a realtor, and it's kind of a test to see if you want their business enough to call.

Remember, web prospects are generally not as hot a prospect as a sign call. But this does not mean they are worth-less. It takes about 100 visitors to get 1 to 5 web leads. It takes 10-20 web leads to get a good prospect/client. It's a numbers game. In most markets, the numbers are possible.

Wishing and Wanting and Working are three different things. Wishing and Wanting will get you Working if you BELIEVE. But if you don't add the work, then it's just wishing and wanting.

I have seen agent web sites go from 0 visitors per day to 70+ visitors per day if they do the work.

Good SEO work, A pleasing design, some bait with a promise of a payoff, and you will start to see the numbers you want.

Coach L : )

Does SEO Really Work?

Lonn Dugan — Thu, 24 Jan 2008 12:55:00 GMT

Received a question by email. Somebody wanted to know what I really thought about the importance of Search Engine Optimization.

Key statement? SEO is the single most important factor to help an agent get traffic to a web site and thereby to sell houses.

Portions of My reply below:

##########

Search Engine Optimization is the single most important factor for web site traffic because it brings a lot of visitors at NO COST once it is in place. Visitors become leads, leads become prospects, and prospects become clients.

Other methods such as Pay Per Click or advertising your domain name in print or direct mail all cost money and stop working when you stop paying. But good search engine optimization of your web site will drive traffic long after the work is done.

For example: My own real estate web site averaged 50 to 100 visitors a day, most from search engines. In Toledo Ohio, this is very high traffic. A survey of visitors is on the home page showing that over 80% of my visitors come from search engines. Again, those are pretty impressive numbers for Toledo. I would tell you what coaching clients experienced, in terms of traffic increase, but that might be viewed as self promotion, so I defer.

Agents who have read my free eBook or otherwise engaged the project of SEO have reported obtaining listings or buyer deals as a direct result, within 30 days. Agents who have done their SEO work by any means, reading, online study, taking classes, or coaching, have reported elsewhere on other blogs that their web site traffic tripled. This seems like a reasonable expectation for many agents.

Now do you have an idea about how important this subject is?

With SEO, the results improve within 30 days and continue over time.

It's really not that hard to elevate a web site rank at Google to as high as page one for very competitive terms such as Real Estate CityName or CityName Real Estate. You can also address "long tail" searches and niche market terms.

The simple truth is that there is No other method of promoting your site will work as well, for as long, for as little money!

Managing Your Attitude?

Lonn Dugan — Wed, 16 Jan 2008 17:28:00 GMT

Am ReTelling a story I heard once. I did not write the parable, or concept, but this is my own version. It is a story can be useful when managing sales people, or managing one’s self

CHICKEN OR FEATHERS?

The sales game can be a lot like chasing chickens. Some days you catch the chicken and you get a nice payoff because you get to eat the meat that is the result of your work. Some days you miss the chicken and get nothing. But the hardest days can be the days you only get a mouth full of feathers.

Let me explain:

New salespeople often complain when they work hard to land a sale or complete a job, only to have the effort fail to result in an order.

Even experienced sales pros can find that a market has changed, evolved a bit, so that when the pro does what has always worked before, they find that they are are getting “close” more often than they are “closing”.

Back to chasing chickens: When you miss the chicken altogether, you get nothing for your effort. You can’t do that for very long and be happy in sales. When you are sharp, on your game, one step ahead of your prospect, you get closer to catching the chicken. The difference between chicken and feathers is the difference between closing and not closing.

The days when you get close enough to almost taste that chicken, but come away with only a mouth full of feathers may lead to grumbling and complaining. However, these are days to be celebrated! A mouthful of feathers means you are getting close!

Whether you are new at sales, or an old pro who is chasing a chicken that has a few new tricks, you can use the mouthful of feathers to motivate a little exam of your game. A little extra effort, one more push, or a new move right at the last turn in the chase can make all the difference.

Have you ever watched somebody chase a chicken? Most people can’t catch one. The ones that get close enough to get some feathers are on the right track.

Why quit when you are that close? Why stop at feathers when one more push might land a nice dinner?

Here’s to more chicken and less feathers for everybody!

Copyright 2007 Lonn Dugan, Real Estate Coach, www.MyRealCoach.com - All rights reserved. This article may be reprinted or quoted or re-used under express written permission which is hereby granted SO LONG AS story is used in it's entirely, a link is provided to this post, and copyright notice remains intact up to the very end of this sentence.