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Willie Snow Snow & Bernier Properties. 2011 President FRAR Owner Broker ABR, GRI, CRS, Ninja Coach US Army Veteran Retired (910) 977-1954. Generations Timeline. Silent Generation 1933 - 1945.

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Willie Snow

Snow & Bernier Properties

2011 President FRAR

Owner Broker

ABR, GRI, CRS, Ninja Coach

US Army Veteran Retired

(910) 977-1954





The most tenured generation in the workplace is still vital and valuable; they hold enormous reserves of knowledge about their jobs and remain interested in doing good work and learning new skills.


First regular TV broadcast

  • Stock Market crashes
  • Social Security Act
  • First worldwide radio broadcast
  • Penicillin invented
  • Microwave invented
  • Digital Computers invented

Baby Boomers

1946 - 1964


Ever since they were twirling hula-hoops, this generation has defined one side or the other of “the generation gap.” However, do not rush to stereotype the Boomers - they are both more complex and more adaptable than you may initially assume.


Meet The Press debuts

  • Drive Thru banking
  • Jackie Robinson breaks the color barrier
  • Peanuts Comic Strip
  • Polio Vaccine
  • Berlin Wall erected
  • Walmart opens
  • The Beatles

Generation X

1965 - 1976


In 1991, Douglas Coupland’s novel gave Generation X its name and unfairly labeled them as apathetic slackers, but this generation has proven that early stereotype wrong. They have grown up, proving to be hard workers and dedicated parents.


Monday Night Football

  • Woodstock
  • Hank Aaron Breaks Babe Ruth’s record
  • Neil Armstrong walks on the moon
  • US voting age to 18
  • Vietnam War


1977 - 1998


Managers in all types of work environments grapple with understanding and supervising their youngest workers. Recognizing what motivates Millennials will help everyone find a greater level of engagement and productivity.


Star Wars

  • BET debuts
  • MTV debuts
  • M*A*S*H* final episode
  • IBM PC
  • Fall of Berlin Wall
  • Nintendo Game Boy
  • Three Mile Island
  • Test Tube Baby

For most home buyers, the purchase of real estate is one of the largest financial transactions they will make. Buyers purchase a home not only for the desire to own a home of their own, but also because of changes in jobs, family situations, and the need for a smaller or larger living area.


Buyers continue to face tighter credit standards than seen in previous years. This year’s report continued to show an elevated share of married couples and suppressed levels of single buyers, similar to last year’s report.


Married couples who purchased a home have the advantage of more buying power and added financial stability—their typical household

incomes are higher than single households.


While the search time for buyers stayed the same length as in previous years, the selling time for

sellers dropped substantially.

Buyers need the assistance of a real estate professional to help them find the right home for them, help them understand the process, and negotiate terms of sale.


In July 2013, NAR mailed out a 122 question survey using a random sample weighted to be representative of sales on a geographic basis to 148,011 recent home buyers.


The recent home buyers had to have purchased a home between July of 2012 and June of 2013. A total of 8,767 responses were received. After accounting for undeliverable questionnaires, the survey had an adjusted response rate of 6.1 percent.


All information in this Profile is characteristic of the 12-month

period ending June 2013, with the exception of income data, which are reported for 2012.


Thirty-eight percent of recent home buyers were first time buyers, which is still at a suppressed level from the

historical norm of 40 percent.


Fourteen percent of buyers purchased a multigenerational

home due to children over the age of 18 moving back into the house, cost savings, and health and caretaking of aging parents.


The typical buyer was 42-years-old, while the typical first time

buyer was 31 and the typical repeat buyer was 52.


Sixty-six percent of recent home buyers were married couples—the highest share since 2001.


For 30 percent of recent home buyers, the primary reason for the recent home purchase was a desire to own a home.


New home purchasers bought a new home to avoid renovations or problems with plumbing or electrical, and the ability to customize their home.


Home buyers who bought previously owned homes purchased their home for a better price and overall value, and the charm and character their home provides.


The typical home purchased was 1,900 square feet in size, was built in 1992, and had three bedrooms and two bathrooms.


Fourteen percent of recent buyers over the age of 50 bought a home in senior-related housing, either for themselves or for a friend or relative.


When considering the purchase of a home, heating and cooling costs were at least somewhat important to 85 percent of buyers and commuting costs were considered

at least somewhat important by 73 percent of buyers.


For 42 percent of home buyers, the first step in the home-buying process was looking online for properties and 14 percent of home buyers first looked online for

information about the home buying process.


Real estate agents were viewed as a useful information source by 87 percent of buyers who used an agent while searching for a home.


For more than half of buyers finding the right home was the most difficult step in the home buying process.


Approximately nine in 10 recent buyers were at least somewhat satisfied with the home buying process.


Eighty-eight percent of buyers purchased their home through a real estate agent or broker—a share that has steadily increased from 69 percent in 2001.


Forty-two percent of buyers found their agent through a referral from a friend or family member and 12 percent used an agent they had used before to buy or sell a home.


Twelve percent of buyers used online recommendations when searching for an agent and it influenced half of those buyers.


Two-thirds of recent buyers only interviewed one agent before the found the agent they worked with.


More than half of buyers reported what they want most from their real estate agent is to find them the right home to purchase.


Eighty-eight percent of home buyers financed their recent home purchase. Among those who financed their home purchase, buyers typically financed 90 percent.


The share of first time buyers who financed their home purchase was 95 percent compared to 86 percent of repeat buyers.


More than half of home buyers reported they have made some sacrifices such as reducing spending on luxury items, entertainment or clothing.


Twenty-four percent of buyers reported the mortgage application and approval process was somewhat more difficult

than expected and 16 percent reported it was much more difficult than expected.


Twelve percent of buyers overall cited saving for a downpayment was difficult. Forty-three percent of buyers reported student loans, 38 percent reported credit card debt, and 31 percent car loans as the reason for the difficulty.

conversion ratios source national association of realtors
Conversion RatiosSource: National Association of Realtors
  • Cold direct mail 2,000:1
  • Cold internet lead generation 1,600:1
  • Cold phone solicitation (illegal) 500:1
  • Door knocking 100:1
  • Personal contact with friends 50:1
  • Ad calls 25:1
conversion ratios source national association of realtors1
Conversion RatiosSource: National Association of Realtors

Sign calls 20:1

Open houses 15:1

Walk-ins 10:1

Past buyers 9:1

Past sellers 4:1

Referrals 3:2

the challenge
The Challenge:

Each person knows 10.2 real estate agents.

hebert research study buyers and sellers 9 3 21 mo process
Hebert Research Study(Buyers and sellers 9.3 – 21 mo. Process)
  • Select a Realtor in 1 to 3 days
  • Choice is quick & arbitrary
  • based primarily on FLOW


You are either VISIBLE

or you are INVISIBLE

the best flow
The Best FLOW:
  • Valuable
  • Customized
  • Personalized
  • Combination of Art & Science
two parts to this business
Two Parts to this Business
  • Doing the business
  • Giving the business
ninja routine
Ninja Routine
  • Show up!
  • Work “On” your business (morning)
  • Work “In” your business (afternoon)
key to being able to work on your business
Key to being able to work on your business:

Your Data Base

The central nervous system of your business!



Willie Snow

CRS, ABR, GRI, 2011 FRAR President

RE/MAX Homeowners LTD.

(910) 977-1954

1 greeting
#1: Greeting

Coach receptionist

Connect and control

three steps this order
Three Steps(This order!)
  • Enroll
  • Acknowledge
  • Who you are
the first 2 minutes grand openings
The First 2 Minutes(“Grand Openings!”)
  • Connect
  • Take control - process
2 meeting
#2: Meeting
  • Different location
  • Gift
  • Buyer Interview
5 buyer questions
5 Buyer Questions
  • Own your home? How long?
  • How many homes purchased?
  • What was your process?
  • How did that work for you?
  • Know how real estate works here? The current market?
buyer packet
Buyer Packet
  • Locator maps
  • Websites
  • Mortgage application
  • Closing costs in Fayetteville
  • Contract & addendums
  • Agency disclosure
funnel process
Funnel Process

All Homes (MLS, New, FSBO)

Process of Elimination

Rolling Top 3 (CMA)

Don’t miss anything!

Don’t pay too much!

funnel process key points
“Funnel” ProcessKey Points:

“Elimination vs. selection”

“Don’t miss anything”

“Don’t pay too much”

Draw it! Be visual!

cutting through the fog
Cutting through the fog:

Internal & external dialogues

“Pretend States”

“If you could live anywhere….

“If you could wave a magic wand….

“Just for fun, on a scale of 1-10 …..

drill down 3 deep
Drill down – 3 deep.
  • What specifically ….?
  • Why is that important?
  • Tell me more about ….
7 two pieces of paper
#7: Two pieces of paper
  • Make a list of what you want
  • Star 3 things you can’t live without


  • Golf course
  • 4 bedrooms
  • 3 car garage
  • Large kitchen
  • Large lot
  • View, value, open space
  • Master, guest, 2 offices
  • 2 car + cart/motorcycle
  • Entertaining
  • Privacy
9 cash loan house to sell meet with lender 2 nd opinion
#9: Cash? Loan? House to sell?(meet with lender – 2nd opinion?)

“If you found a home

you like today…

they return from lender
They return from lender:
  • How did it go? Their loan?
  • Are you familiar with the 1% = 10% rule of thumb?
1 10 1 in rate 10 in mortgage
1% = 10%(1% in rate = 10% in mortgage)
  • 4.5%, 30 yrs., $1,013/mo = $200,000
  • 5.5%, 30 yrs., $1,013/mo = $178,476
  • 6.5%, 30 yrs., $1,013/mo = $160,326
  • A buyer’s greatest risk right now?
mls search
MLS Search:

18 – matches

7 – under contract

11 – available

discuss mls search
Discuss MLS Search:
  • View on-line
  • Drive-by
  • Show
refine mls search
Refine MLS Search:
  • Print “Show” properties
  • Print “Actives”
  • Print “Solds”
  • Give them the “Greenlight”