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Blocking & Tackling: Essential Fundamentals for Sales Success

The great football legend, Vince Lombardi, when asked about his coaching secret to the phenomenal success of The Green Bay Packers in the 1960s, replied simply:  “blocking and tackling.” He went on to explain that any sports team could achieve brief spurts of brilliance by clever plays and outstanding individual stars, but several years of continuing success requires excellence in the essential fundamentals of the game, which he summarized as “blocking and tackling.” Vince Lombardi’s insight about football is equally relevant to marketing and selling new homes.  Great advertising strategies and individual star sales persons may generate dramatic spurts in sales, but continuing success is inevitably accompanied by strong reliance […]

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Real Estate Trends for 2018

New Trends Emerging for 2018 As the real estate market continues to evolve, new trends are emerging for 2018 according to Forbes. Buyers will be more in control as the housing supply will finally catch up with buyer demand, according to a report by Realtor.com. Additionally, more millennials will be looking to get out of their parents’ basement and purchase a home of their own. Real estate agents have the challenging task of changing with the market and being responsive to their clients’ needs. Whether it is a buyer looking to purchase a new house or a seller looking to get the best price for their home sale, real estate […]

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Attracting Millennials

By 2020, Millennials will comprise 50 percent of the US Workforce. Typically, they are confident, educated, talented, motivated, competitive (on the upside), but tend to lack skills that previous generations take for granted. As part of our market research at Parker Associates, we have been asked to focus more and more on the Millennials. They are a tricky group to figure out, but we have uncovered a great deal of interesting information. Chances are you have hired at least one Millennial in your business in recent years, and there will be more of them in the future. In a recent Sales & Marketing article from Rieva Lesonsky, she states that […]

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New Tax Code – Winners and Losers

NAR Discusses the New Tax Code Winners and Losers Earlier this month, the National Association of Realtors held their annual Conference, Convention, and Board of Directors meeting in Chicago.  Parker Associates keeps a close eye on the NAR and what the latest news is. Normally a pretty passive affair, this year’s meeting coincided with the proposed federal tax reform.  So, you might imagine some excitement, and you’d be right.  However, a presentation by Iona Harrison, a realtor in Crofton, MD, was a wakeup call for many. Harrison focused on the new tax code proposal detailing a potential weakness in the code for middle class Americans; especially homeowners, who can expect […]

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Multifamily Sales Dipping

Multifamily Sales Dipping through 2017 Parker Associates has been involved in some market studies lately including researching the latest trends in multifamily sales. The US Multi-Family industry experienced strong investment sales totals in 2015 and 2016, combining for more than $310 billion.  But 2017 hasn’t been as lucrative.  Though the year isn’t over, the sales thus far in 2017 have lagged well below that for 2016 at this time.  So far in 2017, there appears to be a slow-down in the investment market as sales totaled roughly $63.6 billion through the end of June, a 13 percent drop from the first half of 2016 when sales totaled more than $72 […]

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Millennials & Retirees Have a Lot in Common

In the July 2017 issue of the Kiplinger Letter, they presented a list of the “Best Places to Retire” noting retirees and millennials have a lot in common. Key features of the most desirable environments in common are affordable homes, a selection of good restaurants, a vibrant arts scene, outdoor recreation, and good health care. The top features of the list are characterized by a “laid-back lifestyle, but only a short hop to big-city attractions.” Nearly all of the top markets identified are under 500,000 population (some under 50,000 and one under 10,000 residents) within an hour (or two) proximities to major metropolitan areas.  The list is as follows: Galveston […]

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Dr. David Forster Parker at work in the 2000s

Dr. David Forster Parker (1934-2017)

Dr. David Forster Parker (1934-2017) David Forster Parker died on July 13th after suffering a stroke in his sleep on the 11th while visiting friends and family while vacationing in Toronto, Canada.  Wife, Marilynn, was by his side along with family and friends. He had just enjoyed his 83rd birthday on July 4th attending a big party with friends as was his standard given a birth date that coincided with one of the biggest party days for the entire country. The Parker Family will be holding two ceremonies to celebrate the life and times of Dr. David Forster Parker to honor both of the places he liked to call home: […]

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What’s In a Word? Using Effective Selling Communications.

When Charlie Clark and I designed a training program for nationwide new home site agents several years ago, we devoted an entire segment to the power of words selected for use in sales presentations. There was and continues to be significant differences in the reception of specific words by consumers listening to a new home site agent or receptionist. A popular example of widespread usage by real estate agents of all kinds is the word “unit” with reference to an apartment, condominium or detached dwelling. It has Orwellian undertones suggesting a box of bland appearance without appealing features. And yet it continues as the most popular word in our industry […]

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Realtor Limitations

A major issue for small homebuilders and individual homeowners in this country is selecting a sales professional to sell their homes. The builder or owner is seldom skilled in the practice of selling and commonly even less skilled in selecting professionals for this role. The task becomes especially difficult insofar as selling homes from a fixed location requires different skills than the more common practice of selling a broad array of offerings. The “site agent” combines selling skills with specific knowledge of available offerings and, like general sales, income commonly is based upon performance — what you sell determines what you earn. Realtors are a well-known name for a substantial […]

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Designing a City for Mars

The Hyperion Project, a proposal to build a theme park in Takasaki, Japan, based on the concept of a Martian City of the future, was created by the architectural design team of Michels Bollinger Architecture. The designers envisioned a city that would allow visitors in 10,000 years time to stroll through gardens of mutant vegetation, celebrate the births of new species created through genetic engineering, watch robots engage in sumo wrestling, chat with killer whales, and intensify their awareness of sound by stepping into a chamber that surrounds then in complete silence. The project centered on a great pavilion — a single large pavilion for the theme park rather than […]

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