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WESTWORDS MAY 2021

HONORING ALL WHO SACRIFICED

MEMORIAL

DAY Thank You!

I AM

I AM ROBERT DOPP I AM UNIQUE I AM POSITIVE I AM COMPETITIVE I AM PASSIONATE I AM GENUINE I AM WEST USA

HIGHLY RECOMMENDED

WHAT PEOPLE ARE SAYING I had the best experience buying my first and second home with Robert Dopp, Dream homes with Dopp. Robert is unbelievably knowledgeable and professional while bringing a creative side to real estate which is shown in his hard work and dedication to his clients. Being a first time homeowner Robert made the entire process easy by walking me through the very stressful process of purchasing a home. The second time I was fortunate enough with the help of Robert to sell my first home and purchase my second home all within one year. His expertise in the real estate market has definitely produced financial results for me and my family. I am truly grateful and appreciate all of Roberts' hard work and will continue to use his services. Thank you Robert you are definitely one of a kind! There is no one that compares to Robert Dopp when it comes to his investment into his team. He spends every waking moment making sure his agents are not only excelling, but learning and having a great time along the way. He believes in his individual team members and it shows. From sitting open houses with them, to helping them create their brand, he uses every interaction as a learning opportunity to develop growth both personally and professionally. Robert does this without asking for anything in return and it is that selflessness that we need more of in the real estate industry. Congratulations Robert on the incredible family you have created within your team. As a result, that thriving culture continues to benefit not only your agents., but your clients as well. Since joining the coaching program with Robert Dopp I have felt immensely supported. He makes himself exceptionally accessible and we are able to meet, analyze and learn several times a week. Robert uses a positive and fun approach mixed with practical and effective tactics to hone our skills. He's constantly encouraging us to think outside the box while developing genuine relationships. He really goes above and beyond in so many aspects, case in point, he helped me develop my personal brand and purchased new business cards and several other marketing materials for me. He also introduce me to his stellar mortgage and title company. They too have been a huge support in getting my business in the right direction and off the ground with the tools, time and backing they readily provide. Lastly, the weekly group meetings are excellent for brainstorming and sharing invaluable knowledge as well as networking with peers and those in the Real Estate Industry. Take it from me Robert Dopp is the real deal and he will help get you on the fast track to success.

BROKER BLOG WITH DEAN BECKER BACK UP OFFERS MAY

GET YOUR BUYER

THEIR DREAM HOME In our crazy market, with properties being in the MLS for only hours before receiving multiple offers, have you thought about submitting an offer on an under contract home your client loves but in back-up position? Sometimes those homes that are under contract fall out of escrow for reasons that may not be an issue to your buyer. Your buyer could then be in the situation to step in and get the home they loved without the competition of the open market again. Write your client’s best offer to the seller (including ALL required, fully filled out attachments and forms) with the box checked on line 36 of purchase contract for ADDITIONAL CLAUSE ADDENDUM. Using the Addendum, check the box on line 9 to add the terms for BACK-UP CONTRACT to your offer. Contact the listing agent and then submit the full offer. Once there is acceptance of your offer to be in back-up position, the clause will effectively put your buyer in place to purchase the home if the current buyer’s contract cancels. These non-traditional offerings can occasionally be the difference in getting your clients the home of their dreams. For any questions please call the brokers office to discuss.

QUESTIONS, CONTACT: Managing Broker, Dean Becker 602-942-4200

YOUR COMMISSION

YOU'RE WORTH IT BY ERIC GALLAGHER COACHING DIRECTOR

How do you deal with your seller who wants to pay the minimum for marketing and get the maximum for their house? This is where you demonstrate your value proposition as a full-service agent. Sellers sometimes think you’re putting the entire commission amount in your pocket, but they need to realize that after splits with the brokerage and a buyer’s agent, as well as your expenses and taxes, you may pocket a profit of, say, $1,500 on an average sale. That can be shocking to sellers. Demonstrate where all that commission actually goes. “My commission includes my earnings, the advertising and marketing costs for your property, and the administrative support of my brokerage company, as well as E&O insurance. To make your home stand out, I not only have to market it, but I also must have the knowledge to help you price it realistically so that buyers don’t just ignore it. In this more competitive market, my expertise is worth every penny of what I’ll earn.”

In addition to presenting your market expertise, give consumers a detailed list of what you do and how much time you spend on each activity. This is also an effective counter to consumers who compare your fees with those charged by limited service companies. Support your commission and value by offering a menu of services including open houses, online advertising, negotiation, examples of marketing materials and more. If consumers want a lower commission, ask which services they don’t want. When working with buyer clients, just remember that Article 1 of the NAR Code of Ethics requires REALTORS® to subordinate their interests to those of their clients. So when representing buyers, you must decide which properties you’ll show on the basis of their needs and desires, not the amount of cooperative compensation being offered by the listing broker.

5 WAYS TO GROW YOUR

REAL ESTATE EMAIL DATABASE BY WISE AGENT One of the essential parts of a successful marketing campaign is gaining an engaging quality email list. While this is one of the most critical aspects of marketing, it can also be one of the most difficult to accomplish. To help you become a successful marketer, let’s take a look at five out-of-the-box ways to grow your real estate email database. Utilize Your Current Email Database Everyone who sees your emails are already on your email list, but consider adding a button to your weekly or monthly newsletters that encourage people to join your email list. That way, if anyone in your current email list shares your newsletter, there is an option to subscribe, ultimately gaining you more quality and engaging people on your email list. Also, keep in mind that people may also share your newsletter on social media, encouraging an even wider audience to subscribe to your emails. A broader audience is another incentive to ensure that the content you include in your newsletters is of quality and content your audience would find helpful. Collect Emails When You Host an Event The next time you host a virtual panel or an event such as an open house, collect email addresses from the attendees. You can then easily communicate and follow up with attendees after the event. Collecting emails at an event is an efficient way to build a solid email base. You know these attendees are already invested in real estate because they are attending this event. All you have to do is ask for email addresses at registration for the event, and you’ll have countless new names to add to your email list.

Place a Sign-Up Form in Your Blog If you have a blog where you are posting original content, chances are you have followers who want to know more about your market knowledge and expertise. Add a simple form to your blog to gain new email subscribers. Chances are, if they are visiting your blog, they will be interested in receiving your emails which is an effortless way to build upon your email list and gain quality subscribers. Partner with a Local Business Cross-promotion can be a great tool to gain email leads. Contact local businesses and organizations in your city that may offer discounts and giveaways in exchange for promotion on your website or blog. Discounts and giveaways are great ways to capture more email subscribers. Sometimes all it takes is a little incentive! Leverage Social Media Use your business profile on Facebook, Twitter, LinkedIn, etc., to list special offers for content that requires an email address to access. This content could be a whitepaper or research material that will help increase your email database and encourage you to continue presenting valuable and meaningful content for your audience. Email can be a powerful marketing tool for connecting with prospects and turning them into clients. With Wise Agent, you can streamline your email activity with pre-filled, ready-to-go emails designed to build relationships, capture new business, and convert.

DO WE HAVE A RESALE

HOME SHORTAGE? WITH TODD MENARD

If you monitor the number of Active and Coming Soon homes in ARMLS, and other neighboring MLS’s throughout AZ there is one mutual perception… we have an inventory shortage! Is this really true? 2019 was one of the best real estate markets in recorded history. 2020 started off similarly with increased unit production and stable sales prices. In the second quarter, COVID-19 was initially anticipated to cause widespread panic resulting in low home sales, increased Active inventory, increased foreclosures, and a buyer’s market. Hindsight is 20/20… and we all know this didn’t happen. In fact, the opposite occurred! Throughout 2020, unit sales increased 35% above 2019 production, closed sales prices increased 12%. This meant not only were there increased unit sales, but the licensees made more money than in 2019. However, closed sales prices did not demonstrate an inventory shortage albeit being in a seller’s market. How could there be a growth in unit sales when there was an inventory shortage? This is the misunderstanding of what’s truly going on in the marketplace. We are strictly talking about closed resale unit increases. So, in short, we are NOT really in an inventory shortage. Due to increases in population we are closing more resale homes than ever before. This means there must be inventory coming from somewhere to have these increases. Keep in mind that these production numbers DO NOT include new home construction sales as they are not recorded in MLS! During the second and third quarter of 2020 amidst the increases in closings, sellers were not putting their homes on the market, so the increased closings consumed the then active inventory. In the fourth quarter sellers returned to the market stabilizing the inventory at record low levels. Today,

the Sellers are still putting their homes on the market at prior to COVID-19 volume. This inventory is being consumed at a rate equal to one month’s closed production resulting in inventory levels ‘appearing’ to be low. What is the current situation? Throughout 2021 we have seen increases in unit sales continue in double digits. Yearto-date we are 23% ahead of 2020. Add that to the increase of 22% in 2020 and we are selling 50% more homes in 2021 than 2019. Every price range of ARMLS is showing 50%150% increase in unit sales closings with the exception of the $1-$299,999 price range which shows the only reduction in unit sales. Basically, there are very few homes in the market at comparable values under $300,000. This reduction is not really due to COVID either! In 1994 the average sales price was $126,500 and today its over $300k. Californians have motivated the $750,000-$1.8M markets. In example, selling their 1350 SqFt homes for $800,000 and purchasing a 3500 SqFt home here fo rhte same price. And our cost of living is significantly less than in CA. Our Broker recommends that you provide your client/ customer with a copy of the AAR Market Advisory document and share the above reality about the market over the last two years. Consumers deserve to know what is really going on. Inventory is not forecast to change in the remainder of 2021. Population will continue to increase into the next 2-3 years at the current trend. AZ has the best economy in the Country which entices people to come to AZ. Companies are coming to AZ which will increase job growth and incomes. It’s a great time to be a real estate agent in AZ. Take advantage of this market and don’t let the negativity influence your success. Live Life On Purpose!

APRIL MARKET STATS

JULIE GROVE If you would like to nominate an agent that is doing great things in the community or making a difference, please fill out the nomination form on the Mywestusa.com website under the downloads tab and the Cares button.

Julie recently joined the West USA Cares Committee as a member and to represent the Ahwatukee office as their Ambassador. This is just icing on the cake of all the amazing things she is doing in our communities. She is a former Girl Scout Leader and Board Member of the National Charity League Ahwatukee Chapter. She currently serves as VP for Philanthropy for East Valley Boys Service Club where they help boys 6th grade through High School provide services to the communities through varies projects. One of those projects, Julie service has a Liaison for Rebuild Together Paint-A-Thon where they help re-paint low income, mostly senior citizens homes. She is a Member of the Staff Appreciation for Horizon Honors School and their Volunteer Lunch lady. She said she does it for the pizza but I believe it may be more than that. Lastly, she is a two time Monthly Give Back winner and has been able to give back to her charities of choice as the winner. We applaud you Julie and welcome you aboard the West USA Cares Committee. Thank you for everything you do for our communities!

WEST USA HAS SOME OF THE VALLEY’S

TOP TEAMS & COACHES! DO YOU LIKE WORKING ALONGSIDE TOP PRODUCERS? LOOKING FOR LEADS? WANT TO GROW YOUR BUSINESS? M I N DY T H O M P S O N DIRECTOR OF BUSINESS DEVELOPMENT

602.316.8826

CALL FOR INFO

M O N DAY

T U E S DAY

03 Prostart Training Session 3 9:00am - 4:00pm / Zoom West USA Weekly Webinar 9:00am - 10:00am / Webinar West USA Agent Orientation 10:30am - 12:00pm / Webinar Don’t Do Dat w/Broker Bob Stephens 2:00pm - 2:30pm / Webinar

West USA Weekly Webinar 9:00am - 10:00am / Webinar

Don’t Do Dat w/Broker Bob Stephens 2:00pm - 2:30pm / Webinar

West USA Weekly Webinar 9:00am - 10:00am / Webinar

Don’t Do Dat w/Broker Bob Stephens 2:00pm - 2:30pm / Webinar

W E D N E S DAY

Prostart Training Session 3 9:00am - 4:00pm / Zoom Broker Round Table w/ Dean Becker 10:00am - 11:00am / Zoom Creating Real Estate Wealth w/ Michael Douville 10:00am - 10:30am / Webinar Loan Updates & Quesiton Time with Fairway Mortgage 11:00am - 1:45pm / Zoom

Company Wide Office Meeting 10:00am - 11:00am / Zoom

Creating Real Estate Wealth w/ Michael Douville 10:00am - 10:30am / Webinar

Broker Round Table w/ Susan Herber 10:00am - 11:00am / Zoom

Creating Real Estate Wealth w/ Michael Douville 10:00am - 10:30am / Webinar

Don’t Do Dat w/Broker Bob Stephens 2:00pm - 2:30pm / Webinar

Creating Real Estate Wealth w/ Michael Douville 10:00am - 10:30am / Webinar

T H U R S DAY Clay Fouts Celebration of Life (all Offices Close at 12:00pm)

F R I DAY

Transaction Desk & AuthentiSign Class 10:30am - 12:00pm / In Person & Zoom

FREE Headshots, Tacos, & Tequila 10:00am - 1:00pm @ Fairway Independent Mortgage

FREE REMOTE CE CLASS Advanced Contract Writing 3Hrs Contract Law 9:00am - 12:00pm / Zoom

FREE REMOTE CE CLASS The NAR Code and the AZ Law (Triannual) 3Hrs RE Legal Issues 9:00am - 12:00pm / Zoom ARMLS Training - Monsoon 1:00pm - 2:00pm / Webinar

East Valley Happy Hour 4:00pm - 6:00pm @ The Hub Grill and Bar

West USA Weekly Webinar 9:00am - 10:00am / Webinar

05 FREE REMOTE CE CLASS Disclosure and the Law 3Hrs Disclosure Law 9:00am - 12:00pm / Zoom

MAY 2021

Facebook Basics for Real Estate Professionals w/ Keith Flynn 10:00am - 11:00am / Webinar

LinkedIn Basics for Real Estate Professionals w/ Keith Flynn 10:00am - 11:00am / Webinar

WestUSA Cares Paint Night 5:30pm - 7:30pm @ Arrowhead Bullpen

Wise Agent - How to Capture & Nurture Leads Online 11:00am - 12:00pm / Zoom

Transaction Desk & AuthentiSign Class 10:30am - 12:00pm / In Person & Zoom

Surprise Office Happy Hour 5:15pm - 8:00pm

FREE REMOTE CE CLASS High Fiduciary Representation 3Hrs Fair Housing Law 9:00am - 12:00pm / Zoom

Canva Basics for Real Estate Professionals w/ Keith Flynn 10:00am - 11:00am / Webinar

31 ALL OFFICES CLOSED Memorial Day

• CE- Continuing Education Renewal Training • Luxury Division Event

• Commercial Division Event • Office Meetings