Guerilla Training Blog by Matt Jones


Absorption Rate for Dummies

Note: To use this calculator, enter the number of units sold in the last 12 months in your market or market subset, then enter the number of active listings for the same market or market subset. You may also use a shorter time period as long as you annualize the result. For example, you might use the last 3 months sales data multiplied by 4 to represent a full 12-month period. Want to impress your clients and stand out in a sea of average agents?  Who doesn’t?!  What if I ... Read More »

Advertising Made Easy

Let’s face it — we all know that much of what we spend our marketing dollars on is a complete waste of money.  And what’s worse is our advertising amounts to the single biggest expense we have as agents — as much as 20% of GCI or gross commission income!  That means if you gross $100,000 a year in commissions, you are likely spending up to $20,000 a year in advertising. With that much money being committed to marketing, spending it wisely is very important.  But how can we know ... Read More »

Calculating Appreciation the Easy Way

In a minute I’m going to introduce you to a very simple calculator that will have you figuring appreciation rates in seconds.  But before we get right into the calculator, let’s discuss why you might need to know an appreciation rate in the first place. Imagine yourself getting ready to go out on that listing appointment.  You’ve prepared a good CMA (comparative market analysis) and you’ve looked at all the recent sales in that area fairly closely, making mental notes in case the seller doesn’t like your price. What if ... Read More »

A Business Plan in a Box!

Show me an agent with a six-figure income and I’ll show you an agent with a business plan.  I know what you’re thinking… “But I don’t have the time to write a comprehensive business plan.” Well, now you do!  Introducing our brand new Business Planning Calculator.  Build your very own comprehensive business plan in less than 5 minutes.  No kidding.  I’ll show you.  But first, let’s talk just a minute about planning. Many of you know that I’ve written extensively on the subject business planning for agents, and have published ... Read More »

Build the Ultimate CMA Using this Tool

Let’s be completely honest… as a listing agent using the traditional method of doing a CMA, you can make the numbers say just about anything you want. I know that’s a pretty strong statement, so let me explain. With the traditional CMA method, the agent selects three recently sold properties that closely represent the subject home (or the home being valued). In most markets, it’s easy to find three properties that sold high, three that sold low, and three that sold somewhere in the middle and still have many other ... Read More »

OMG! My DOM is OFF by 311%!

Have you ever wondered why the average Days on Market (DOM) number from your local MLS never feels right?  Why the MLS always seems to paint a rosier picture than reality?  That’s because it’s not right!  Sometimes it’s off by a little; other times it’s off by a mile.  But it’s never accurate. Before writing this article, I thought I would pull the latest DOM figures from my local MLS and compare that statistic with the actual calculated DOM.  The latest number as reported in my MLS is 77 days.  ... Read More »

How to Know the Odds of Selling Any Home

What if you could actually know the odds of selling a client’s home in 30 days… or 60 days… or 90 days?  Wouldn’t that make advising that client a lot easier?  Well now you can!  And it’s easy. As a listing agent, one of the questions I was often asked by sellers when I was a listing their home was, “How long do you think it will take to sell my house?”  As a new agent I struggled with this, and I did a lot of research to see if ... Read More »

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