Sales requires consistent outreach to prospects and clients. When your energy and effort are not producing more business, several factors could be at play. Here are 3 reasons you might be hitting a dead end, despite your commitment to close deals:


Targeting the wrong sales prospects can lead to wasted resources (time, money and effort spent on sales activities). Lower conversion rates will impact overall sales and revenue. To make matters worse, sales teams may become demotivated due to lack of success.

The solution: Identify your ideal customer profile (ICP). Define the age, income level, family size and occupation of your ICP. What are their buying habits and preferred ways of doing business? Pay attention to the details. They are all important for transforming your business development approach.


Not all leads are created equal. Sales teams waste time and energy on leads that don’t convert, which is a huge disappointment. In this instance, the sales process can become unnecessarily prolonged.

The solution: Determine which prospects are serious. Time spent on high-quality leads once your ICP is identified will make all the difference! Next establish specific criteria that define what makes a lead qualified, such as budget, need, decision maker(s) and timeline.

Finally, leveraging marketing automation tools to collect data helps to qualify leads accurately. For example, HubSpot can be used to send targeted email campaigns and track engagement. Follow-up can take place with the most engaged leads.


Marketing efforts to generate leads are wasted if those leads are not attended to properly. Prospecting involves multiple touchpoints. Follow-up is essential in sales. Neglecting to do so can also create a negative impression. You don’t want prospects and customers to feel undervalued, which is a sure way to lose business.

Solution: Use multichannel follow-up by engaging leads through text, phone, email, etc. All information must be recorded and analyzed. Details matter. Tools such as Salesforce, HubSpot, or Zoho CRM are great. Develop a structured follow-up schedule that includes a detailed plan with specific intervals (e.g., immediate, 3 days, 1 week, 2 weeks, or 1 month).

Solid communication will serve you well in sales. Pay close attention to what prospects share. Respond to customer inquiries in a timely fashion. Speak in a professional tone. Take good notes during all meetings and become an active listener.  Team sales training is powerful and should be used often. Invest in your team and yourself continuously.

Posted On Monday, 01 July 2024 09:47 Written by

NAR forecasts 4.26 million existing-home sales, and the median price will increase to a record annual high of $405,300 in 2024

Pending home sales in May slipped 2.1%, according to the National Association of Realtors®. The Midwest and South posted monthly losses in transactions while the Northeast and West recorded gains. Year-over-year, all U.S. regions registered reductions.
The Pending Home Sales Index (PHSI)* – a forward-looking indicator of home sales based on contract signings – decreased to 70.8 in May. Year over year, pending transactions were down 6.6%. An index of 100 is equal to the level of contract activity in 2001.
“The market is at an interesting point with rising inventory and lower demand,” said NAR Chief Economist Lawrence Yun. “Supply and demand movements suggest easing home price appreciation in upcoming months. Inevitably, more inventory in a job-creating economy will lead to greater home buying, especially when mortgage rates descend.”
U.S. Economic Forecast
NAR predicts mortgage rates will remain above 6% in 2024 and 2025, even with the Federal Reserve cuts to the Fed Funds rate.
The association forecasts that existing-home sales will rise to 4.26 million in 2024 (from 4.09 million 2023) and to 4.92 million in 2025 (from 2024). Housing starts are expected to rise to 1.382 million in 2024 (from 1.413 million in 2023) and to 1.492 million in 2025 (from 2024).
NAR anticipates the median existing-home price will increase to a record annual high of $405,300 in 2024 (from $389,800 in 2023) and to $412,000 in 2025 (from 2024). NAR forecasts increases in the median new home price to $434,100 in 2024 (from $428,600 in 2023) and $441,200 in 2025 (from 2024).
“The first half of the year did not meet expectations regarding home sales but exceeded expectations related to home prices,” explained Yun. “In the second half of 2024, look for moderately lower mortgage rates, higher home sales and stabilizing home prices.”
Pending Home Sales Regional Breakdown
The Northeast PHSI ascended 1.1% from last month to 63.6, a decline of 2.3% from May 2023. The Midwest index dropped 0.4% to 70.4 in May, down 5.6% from one year ago.
The South PHSI lowered 5.5% to 83.7 in May, falling 10.4% from the prior year. The West index increased 1.4% in May to 56.7, down 2.1% from May 2023.
About the National Association of Realtors®
The National Association of Realtors® is America’s largest trade association, representing 1.5 million members involved in all aspects of the residential and commercial real estate industries. The term Realtor® is a registered collective membership mark that identifies a real estate professional who is a member of the National Association of Realtors® and subscribes to its strict Code of Ethics.

# # #
*The Pending Home Sales Index is a leading indicator for the housing sector, based on pending sales of existing homes. A sale is listed as pending when the contract has been signed but the transaction has not closed, though the sale usually is finalized within one or two months of signing.
Pending contracts are good early indicators of upcoming sales closings. However, the amount of time between pending contracts and completed sales is not identical for all home sales. Variations in the length of the process from pending contract to closed sale can be caused by issues such as buyer difficulties with obtaining mortgage financing, home inspection problems, or appraisal issues.
The index is based on a sample that covers about 40% of multiple listing service data each month. In developing the model for the index, it was demonstrated that the level of monthly sales-contract activity parallels the level of closed existing-home sales in the following two months.
An index of 100 is equal to the average level of contract activity during 2001, which was the first year to be examined. By coincidence, the volume of existing-home sales in 2001 fell within the range of 5.0 to 5.5 million, which is considered normal for the current U.S. population.
NOTE: Existing-Home Sales for June will be released July 23. The next Pending Home Sales Index will be released June 31. All release times are 10 a.m. Eastern. View the NAR Statistical News Release Schedule.

Posted On Sunday, 30 June 2024 09:11 Written by

A huge buzzword in today’s digital age is “AI” or “artificial intelligence.”

AI excites some people and strikes fear in others. Yet whatever your position, this Hard Trend is undeniable and will shape the future of your business or organization in some way.

Applications like ChatGPT, deep data algorithms, and others are changing the face of work and how we approach business practices at an unprecedented speed. So, what does that mean for the roles we have at work? Better yet, how do employers acquire talent with the skills necessary to keep operations progressing into the future? And finally, how do employees adapt when many of the tasks they are used to completing are being transformed by AI?

AI Is Moving Fast

Organizations and employees alike find comfort in their tried-and-true operations, but the business world is never constant — change is the only constant. According to a recent report completed by Goldman Sachs, 60% of the jobs available today did not exist in the 1940s. With the accelerated rate at which AI is transforming our current roles, today’s positions will be exponentially different in the next 5, 10, 15, and 20 years.

We do not have the luxury of sitting back and becoming complacent in our current roles, no matter what level they are at. Instead, we need to take an Anticipatory approach to work, looking at the future of AI technology in the workplace and proactively promoting the education of our workforce to develop essential skills.

Do Not Let AI Lead You — Be the Leader

Because AI is progressing at such an exponential rate and will continue to do so, many organizations are still finding it difficult to obtain as well as retain top talent. Likewise, workers are finding it difficult to assimilate to their new roles in a technology-driven workforce.

Adaptation to AI is certainly on everyone’s mind; however, there is a slight problem with the concept of adaptation. It is a complacent and reactive approach to this digital disruption, and it will continue to be. Essentially, using agility to face AI will continue to put you in a place of professional anxiety.

With the uptick in AI applications, many companies have allowed AI to come to them. As a result, they wind up disrupted and feel that AI is at fault. Let me be frank: AI applications are not sentient beings. They merely exist, and it is up to people to decide whether to put them into action.

It is up to you to apply AI within your business or organization. But applying it is only half the battle. There is the human factor of the equation, where your employees are affected by those AI applications. What ends up happening is business leaders either replace employees with those who have the technical skills necessary to work with AI or they force their current employees to learn these skills at unrealistic speeds.

But in reality, no matter the option you select, you are already behind at this point.

High-Level Skills and Technical Knowledge Is a Powerful Combination

Implementing AI applications in Anticipatory ways is definitely part of the equation, but as a leader, you are dealing with humans at your organization. Humans need to be taught how to work with these AI applications.

Teaching the essential skills at the heart of AI encompasses more than just technical know-how of coding languages, data sets, and machine learning principles. These are valuable skills, but employers need to teach how to leverage the higher levels of cognitive domain that human beings bring to the table.

In 1954, psychologist Benjamin Bloom developed a taxonomy of six levels to the cognitive domain. These are:

•  Knowledge
•  Comprehension
•  Application
•  Analysis
•  Synthesis
•  Evaluation

Knowledge and comprehension are the lower levels, while application, analysis, synthesis, and evaluation are higher. By creating a space for employees to foster these higher levels, you not only encourage them to develop confidence in their use of these new skills, but employees will also have the advantage of examining data and filtering the most crucial information in a way that AI cannot. 

Bringing It All Together

Creative problem solving, decision making, and the ability to communicate effectively are key skills that AI cannot touch. A mastery of these skills gives you, your team, and your business or organization the competitive advantage in your industry!

As you can see, an Anticipatory approach to AI in your industry and others is not just about working AI into your system. Human employees will always be a valuable asset to any business or organization, but much like AI applications, they too need to evolve and “upgrade,” if you will.

Combine these high-level skills with modernized knowledge in your training, make it interactive, and give current employees downtime to explore and learn these competencies fully. How you mesh teaching critical thinking skills with learning new technology is the way of the future.

To learn more about how you can take advantage of AI and accelerated digital transformation while retaining high-value employees, join my Anticipatory Leader Membership. I dive deep into training about the future of AI and teach you how to use Hard Trend future certainties to turn disruption and change into opportunity and advantage!

Posted On Tuesday, 02 July 2024 00:00 Written by

Preparation and planning are important ingredients in a successful mortgage practice. Far too many in our industry live their entire careers in a reactive mode, and the stress and pain of always being behind the curve causes far more failure than it should. Right now, we are seeing the results across the country of those companies, branches, managers, team leaders, and originators who have failed to plan, prepare, and schedule themselves for success, and are now seeing that failure hitting their pipelines.

We have all heard the words that those who fail to plan, plan to fail; or those who ignore history are condemned to repeat it, but so many in our industry have ignored these famous quotes and are not prepared to succeed in the wave of activity that is out there or should be out there IF planning and preparation had taken place. I know this because there are people in the mortgage industry who are thriving because they were prepared!

I have stressed the importance of being aware. I point out things that may impact the markets and where the opportunities are being found by real people who are originating loans. The ability to overcome objections and deal with false narratives turns frustrations into opportunities. That said, you need to be prepared and aware of what those objections are, and why they are being presented. Each market can be different, but the reasons for success are in plain sight!

National news has an impact for sure, unemployment data and inflation information can certainly impact rates, and without knowing what is happening and why, you could be unaware or fail to share the big picture. Last week we saw how the price of gold versus the cost of homes and cars challenged the perception that homes are too expensive. We also have been hearing that “nobody” is going to get rid of a 3% mortgage to buy another house. If that is so, why are so many people doing it, not to mention the number of refinances taking place? 

Today we have unemployment numbers and GDP numbers, on Friday we will see PCE data. All of these numbers may impact the market. Also, next week is 4th of July holiday; do you have all your EV’s done for next week’s closings; are your PA clients going shopping? Questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Monday, 01 July 2024 00:00 Written by

-- Freddie Mac (OTCQB: FMCC) today released the results of its Primary Mortgage Market Survey® (PMMS®), showing the 30-year fixed-rate mortgage (FRM) averaged 6.86 percent.

“The 30-year fixed-rate mortgage continues to trend down, hitting the lowest level in almost three months,” said Sam Khater, Freddie Mac’s Chief Economist. “By historical standards, the economy is in good shape, and we expect rates to continue to come down over the summer months, bringing additional homebuyers back into the market.”

News Facts

  • The 30-year FRM averaged 6.86 percent as of June 27, 2024, down from last week when it averaged 6.87 percent. A year ago at this time, the 30-year FRM averaged 6.71 percent.
  • The 15-year FRM averaged 6.16 percent, up from last week when it averaged 6.13 percent. A year ago at this time, the 15-year FRM averaged 6.06 percent.

The PMMS® is focused on conventional, conforming, fully amortizing home purchase loans for borrowers who put 20 percent down and have excellent credit. For more information, view our Frequently Asked Questions.

Freddie Mac’s mission is to make home possible for families across the nation. We promote liquidity, stability, affordability and equity in the housing market throughout all economic cycles. Since 1970, we have helped tens of millions of families buy, rent or keep their home. Learn More: Website

Posted On Thursday, 27 June 2024 09:49 Written by

The income renters need to afford the typical apartment is the highest since 2022 amid a rebound in asking rents, which are now just $47 shy of their record high

The typical U.S. renter household earns an estimated $54,712 per year, 17.3% less ($11,408 in dollar terms) than the $66,120 needed to afford monthly rent for the median-priced U.S. apartment ($1,653). That’s according to a new report from Redfin (, the technology-powered real estate brokerage. Only 39% of renters make enough to afford the median-priced apartment.

The amount renters must earn to afford the median-priced apartment is at the highest level since October 2022. It’s up 0.8% year over year and up 22.9% from before the pandemic (May 2019), as that’s how much asking rents have risen. At $1,653, the median U.S. apartment asking rent in May was just $47 shy of its record high. Still, it’s worth noting that rent growth is essentially flat.

This is based on a Redfin analysis of median U.S. apartment asking rents as of the three months ending May 31, 2024, and estimated median incomes for renter households. We consider an apartment affordable if a renter spends no more than 30% of their income on rent.

“Rents are growing at a snail’s pace compared to the rapid increases we saw during the pandemic, and are unlikely to soar again anytime soon. As a result, wage growth should continue to outpace rent growth in the coming months, as it has been doing since 2022,” said Redfin Senior Economist Sheharyar Bokhari. “That will help narrow the affordability gap for renters, but for a lot of folks, the math still won’t check out. Many U.S. renters are and will remain burdened by the cost of having a roof over their head, and unlike homeowners, they’re not building wealth through rising property values.”

The income a renter needs to afford the typical apartment did drop last year, but is now rising again as rents rebound. It fell to as low as $63,920 in December 2023, when rents briefly dipped below $1,600, but that was still unaffordable for many renters.

Multifamily construction surged during the pandemic, which is what caused rents to fall, but rents are now being buoyed by resilient demand; many young renters are opting to stay put rather than confront an increasingly unaffordable homebuying market. Still, there’s still a backlog of new units that are hitting the market every month, which is putting a lid on how much prices can grow.

In New York and Miami, the Typical Renter Earns Roughly 40% Less Than They Need to Afford the Typical Apartment

In New York, the typical renter earns an estimated $67,358 per year. That’s 43.5% less than the $119,120 a renter needs to afford the median-priced apartment—the biggest gap among the 33 major metros Redfin analyzed. Next comes Miami (42.2% less), followed by Boston (38.7% less), Los Angeles (36.1% less) and Riverside, CA (30.8% less).

U.S. metro area

Income required to afford median-priced apartment

Estimated median renter household income

Median asking rent

New York, NY




Miami, FL




Boston, MA




Los Angeles, CA




Riverside, CA




New York is perennially one of the most expensive rental markets, but affordability challenges have been intensifying; rents rose 9.2% from a year earlier in May—one of the biggest increases in the nation.

In Miami, rents fell 4.2% year over year, but affordability remains strained because costs soared so much during the pandemic moving frenzy.

The Typical Renter Earns Enough to Afford the Median-Priced Apartment in Just Five Metros Redfin Analyzed

In Austin, TX, the typical renter earns an estimated $72,808 per year. That’s 16.8% more than the $62,360 a renter needs to afford the median-priced apartment (a big jump from 2023, when the typical renter earned just 2.7% more). There are four other major metros Redfin analyzed where renters earn enough to afford the typical apartment: Houston (10.2% more), Phoenix (9.2% more), Washington, D.C. (3.2% more) and Dallas (0.9% more).

U.S. metro area

Income required to afford median-priced apartment

Estimated median renter household income

Median asking rent

Austin, TX




Houston, TX




Phoenix, AZ




Washington, D.C.




Dallas, TX




Austin has seen one of the steepest dropoffs in rents in the U.S., helping to make apartments more affordable. The median apartment asking rent in the Texas capital fell 7.2% year over year in May—the third biggest decline among the metros Redfin analyzed. Rents also fell in Phoenix and Dallas, down 5.5% and 1.3%, respectively.

Rents are falling in the Sun Belt in part because the region has been building more apartments than other parts of the country (like the Midwest and Northeast) to meet demand brought on by the influx of people who moved in during the pandemic. But the pandemic housing boom is now in the rearview mirror, and property owners are facing vacancies, which is causing rents to cool.

Washington, D.C., which has a lot of high-income transient workers, is the most notable outlier in the table above. While the typical renter earns slightly more than they need to afford the median-priced apartment, the gap is shrinking as rents rise; the typical D.C. renter earns $2,656 more than they need to afford the median-priced apartment, compared with $6,487 more in 2023. Asking rents in Washington, D.C. rose 11.1% from a year earlier in May—the biggest jump among the metros Redfin analyzed.

To view the full report, including charts, methodology and more metro-level data please visit:

Posted On Wednesday, 26 June 2024 10:23 Written by

The evolution of technology has given us the ability to do the impossible, in both our personal and professional lives. We are doing things today that were impossible two years ago, such as generating content with artificial intelligence.

But while we live in an increasingly technological world, we also live in a human world, as I reference frequently. No matter how digitally advanced processes become, business growth relies on building relationships with our customers, business partners, and employees.

In a recent Opportunity Hour: Conversations with the Masters, I spoke with Terry Brock, a tech expert and longtime friend of mine, about using technological advancements like AI to build relationships with important stakeholders.

As I go through some of these technology tools and how Terry and I see them benefiting personal and professional relationships, I encourage you to keep your opportunity antennae up. Anticipatory business leaders are always looking to the future of technology, evaluating where it is today and anticipating where it is headed tomorrow. Remember: If it canbe done, it will be done, and if you don’t do it, someone else will!

Harnessing Technology for Human Connection

Traditionally, many people view technology as a relationship destroyer. You have likely heard individuals saying, “Everyone is always on their phone,” or “No one knows how to have a real conversation anymore.” This is often because users are not thinking about how to use technology to increase collaboration and communication for a more connected world.

In the way of human communication and relationship building, the key is to use technology strategically and think critically about it. Specifically, text, email, and video call software are designed for communication purposes, but by using these tools in the right way, you are able to build favorable relationships. Let’s explore six more critically:

Loom — Loom is a software that allows for sharing quick video content. Video is a great way to connect with others on a human level, though some individuals cannot always attend live video meetings. Making quick videos is more personal than email, as it allows you to capture the many important yet subtle elements of communication that emails and texts do not. This includes tone, facial expressions, and hand movements. On a professional level, this software is great for those in a sales, marketing, or support capacity.

Descript — With Descript, you record a video, and the application essentially edits it for quality. As you edit the transcription, Descript will alter the recording to reflect the edits in your own voice. This is ideal for cleaning up a quickly recorded video to achieve a more professional tone, enhancing effective communication in every way. Changing a phrase or eliminating filler words is made simple here.

Text-to-Text Generative AI — Generative AI has come a long way in the past few years with the introduction of ChatGPT, Google’s Bard, and several others. This type of AI application will only continue to grow and become more sophisticated — an undeniable Hard Trend. This is a more text-based way to streamline effective communication and aid in research. However, we must leverage it to become more knowledgeable as human beings, checking generative AI’s work to make sure the content created is authentic.

MotionIt AI — Similar to text-to-text generative AI, you give MotionIt a prompt, and it will generate content. However, instead of merely text content, MotionIt will create a sophisticated PowerPoint presentation with text, images, and graphics. Simplifying the creation of a slideshow will allow you to focus on making your presentation more engaging and dynamic.

Canva and Tome — Canva and Tome are text-to-image tools, where you tell the application what you want in a design, and it generates an image based off of the information you provided. The great thing about these tools is that the image is completely new and unique from anything else out there. You own all the intellectual property, and it is more of a design partnership between you and the AI application. You describe your idea in as much detail as possible to easily produce effective graphic communication.

ElevenLabs — ElevenLabs is a text-to-voice AI generator. The software will say text you have written in different voices with different inflections, essentially creating an authentic voiceover. It’s ideal for tailoring your content to different demographics or locations to help personalize connections with individuals or customers in those areas. In this case, AI is helping us be culturally effective in our communication efforts when it is hard to do so.

Find the Opportunity and Embrace It

The thing to remember about any form of generative AI or other digital advancement in communication is that you still need to think of it as your first draft. It will get you 85% to your final result very quickly, but the magic is not in that first 85%. This is where the human side of digital technology comes into play!

A machine may be able to accomplish a task, and that machine may do it in ways you never before thought possible. However, what a machine does not have is intent. Digital technology is a tool — it does not care that you have a presentation to make or a relationship to develop with someone else. You use technology, as technology is not sentient and does not think for itself.

The human element is what effectively builds lasting, meaningful relationships both professionally and personally. And further, with regard to generative AI and communication, not everything AI generates will be completely accurate. You need to put in the effort to check sources.

As you explore the transformative potential of AI in building meaningful relationships, don’t miss out on deeper insights and strategic guidance. Download Daniel Burrus’ comprehensive AI Strategy Report at to stay ahead of the curve and harness the full power of AI for your personal and professional growth. Empower yourself with the knowledge to navigate the future of technology and relationships effectively.


Posted On Tuesday, 25 June 2024 00:00 Written by

Housing costs could come down in the coming months, as mortgage rates are coming down a bit and there are signs price growth could slow

Pending home sales fell 3.8%, the biggest year-over-year decline in nearly four months, during the four weeks ending June 16. That’s according to a new report from Redfin (, the technology-powered real estate brokerage.

Buyers are shying away from earlier steps in the house-hunting process, too: Redfin’s Homebuyer Demand Index, a measure of requests for tours and other buying services from Redfin agents, declined 17% year over year to its lowest level since February.

Buyers are backing off largely because housing costs are high. The median U.S. home-sale price is up 4.8% to an all-time high of $396,000, and the median monthly mortgage payment is $2,781, about $60 below its record high. The weekly average mortgage rate declined slightly to 6.95% this week, but it’s still more than double pandemic-era lows.

The irony of near-record-high housing costs: They’re causing buyers to back off, and enough of them have backed off to give buyers who remain more negotiating power for certain homes. The other piece of good news for buyers is that housing costs could come down soon. There are signs that price growth could lose some momentum: The share of sellers dropping their list price is at its highest level since November 2022, and asking-price growth has already slowed. Mortgage rates have fallen a bit since last week’s cooler-than-expected inflation report, and they may continue declining.

New listings are still near historic lows. Another reason for the decline in pending sales is a lack of new, desirable listings for buyers to choose from. New listings are up 7.7% year over year, but they’re sitting well below typical levels for this time of year; the only time on record June listings have been lower was in 2023.

Many home listings are becoming stale, sitting on the market for 30 days or longer without going under contract; Redfin agents report that most buyers are willing to pay sky-high housing costs only for move-in ready homes in popular neighborhoods.

“A few years ago, I never would have told a seller they need to freshen up their paint, fix their furnace and make sure their roof is up to date before putting their home on the market–but now, I tell them to make the house as pretty as they possibly can,” said Des Bourgeois, a Redfin Premier agent in Detroit. “Buyers are still out there and they’re willing to pay today’s high prices, but only if the house is in really good shape. They don’t want to spend extra money on paint or new appliances.”

Homes that need work and/or aren’t in the most desirable locations can be a good opportunity for today’s buyers: They’re selling under asking price in some places–if they do sell. “Things have reversed since the pandemic,” said Jonathan Ader, a Redfin Premier agent in the Palm Springs, CA area. “Now, most homes—the exception is relatively affordable homes that are move-in ready—are selling under asking price.”

For Redfin economists’ takes on the housing market, please visit Redfin’s “From Our Economists” page.

Leading indicators

Indicators of homebuying demand and activity


Value (if applicable)

Recent change

Year-over-year change


Daily average 30-year fixed mortgage rate

7.02% (June 18)

Down from 7.16% a week earlier; down from a 5-month high of 7.52% 6 weeks earlier

Up from 6.94%

Mortgage News Daily

Weekly average 30-year fixed mortgage rate

6.95% (week ending June 13)

Down slightly from 7.03% 2 weeks earlier; down from a 5-month high of 7.22% about a month earlier

Up from 6.69%

Freddie Mac

Mortgage-purchase applications (seasonally adjusted)


Increased 2% from a week earlier (as of week ending June 14)

Down 12%

Report about Mortgage Bankers Association data

Redfin Homebuyer Demand Index (seasonally adjusted)


Down 5% from a month earlier to its lowest level since February (as of week ending June 16)

Down 17%

Redfin Homebuyer Demand Index, a measure of requests for tours and other homebuying services from Redfin agents

Touring activity


Up 19% from the start of the year (as of June 17)

At this time last year, it was also up 19% from the start of 2023

ShowingTime, a home touring technology company

Google searches for “home for sale”


Unchanged from a month earlier (as of June 17)

Down 21%

Google Trends

Key housing-market data

U.S. highlights: Four weeks ending June 16, 2024

Redfin’s national metrics include data from 400+ U.S. metro areas, and is based on homes listed and/or sold during the period. Weekly housing-market data goes back through 2015. Subject to revision.


Four weeks ending June 16, 2024

Year-over-year change


Median sale price



All-time high; biggest increase since March

Median asking price




Median monthly mortgage payment

$2,781 at a 6.95% mortgage rate


$58 below all-time high set during the 4 weeks ending April 28

Pending sales



Biggest decline in nearly 4 months

New listings




Active listings




Months of supply


+0.6 pts.

4 to 5 months of supply is considered balanced, with a lower number indicating seller’s market conditions

Share of homes off market in two weeks


Down from 47%


Median days on market


+3 days


Share of homes sold above list price


Down from 36%


Share of homes with a price drop


+2.1 pts.

Highest level since Nov. 2022

Average sale-to-list price ratio


-0.2 pts.


Metro-level highlights: Four weeks ending June 16, 2024

Redfin’s metro-level data includes the 50 most populous U.S. metros. Select metros may be excluded from time to time to ensure data accuracy.


Metros with biggest year-over-year increases

Metros with biggest year-over-year decreases


Median sale price

Newark, NJ (16.4%)

Anaheim, CA (16%)

Nassau County, NY (14.7%)

New Brunswick, NJ (14.1%)

Milwaukee (10.7%)

Austin, TX (-3.7%)

San Antonio (-1.5%)

Fort Worth, TX (-1.4%)

Portland, OR (-1.1%)

Declined in 4 metros

Pending sales

San Jose, CA (13%)

Columbus, OH (5.7%)

Pittsburgh (5.4%)

Anaheim, CA (4.5%)

Los Angeles (4.3%)

Houston (-14.5%)

West Palm Beach, FL (-12.9%)

Miami (-12.3%)

New Brunswick, NJ (-10.8%)

Atlanta (-10.7%)

Increased in 14 metros

New listings

San Jose, CA (44.1%)

Phoenix (23.6%)

San Diego (21.4%)

Miami (20.5%)

Seattle (17.1%)

Chicago (-9.2%)

Minneapolis (-6.7%)

Atlanta (-5.6%)

Newark, NJ (-4.1%)

Portland, OR (-3.9%)

Declined in 8 metros

To view the full report, including charts, please visit:

Posted On Sunday, 23 June 2024 06:50 Written by

There has been a great deal of discussion about homes prices and affordability. There are all kinds of ways to measure things like affordability or if a home represents true value or not. The reality is, since value is a subjective term, and that each of us bears the cost of shelter, we can use a variety of tools to measure and compare values.

I was speaking to one of my clients this week who shared some information he read in an article about inflation and prices. It was actually very interesting to look through a very specific and measurable lens to compare a very measurable set of values. I took the conversation a little further and wanted to just share what I discovered. The conversation was about the price of gold per ounce and the cost of an average house over time. To add a little more context to this, I inserted new car prices as an item to help add to the picture. While certainly not a scientific study or a deep dive into all the causation, I thought this might be interesting to share.

The USA came off the gold standard in 1971 when gold was about $36 per ounce. So, I took that number and made it a starting point. Then I took a point in time 25 years later in 1996, and then came to today.

1971 – Gold was $36 per ounce, an average house was $30,000, and the average car was $3,700. So, it took 833 ounces of gold in 1971 to buy an average house and 103 ounces to buy the average car. Oh yes, 30-year mortgage rates were about 7.5% and minimum wage was $1.60 an hour.

1996 – Gold was about $390 an ounce, the house was $140,000 so it took 359 ounces to purchase; the car was $18,000, so 46 ounces to secure, and mortgage rate was about 7.8% and minimum wage was $4.75 an hour.

Today – Gold is about $2,300 per ounce, the house is $400,000 so 174 oz to buy, the car is $47,500 and 21 oz to buy; rates on mortgages are 7% and the minimum wage ranges from $7.25 to $17.00 per hour.

Like I said, not scientific, but certainly an interesting discussion, Thanks G for the nudge to explore this topic. If you have any questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Monday, 24 June 2024 00:00 Written by

Sales should be fun and exciting. When your persistence in sales isn’t getting you the desired results in sales, several factors could be at play. Here are 5 reasons why you might be spinning your wheels:

1. YOU ARE TARGETING THE WRONG PEOPLE: If you target the wrong audience, they are not your people! Your sales efforts are a waste of time. It’s time to identify your ideal customer profile. Define the age, income level, family size, and occupation of your ICP. What are their buying habits and preferred property types? Pay attention to the details. They’re all important.

2. YOU ARE NOT QUALIFYING LEADS: Not all leads are effective. Spending time on the wrong contacts is a huge waste. Instead, determine which prospects are serious. Are they looking to buy or sell? What is their timing? Next, find out why they desire to move, such as family growth or downsizing, etc. Qualify them financially, too! Discuss their budget or price range. Identify all decision-makers in the real estate process.

3. YOU DON’T FOLLOW UP: Sales prospecting often involves multiple touchpoints. You don’t want potential deals to slip through the cracks. Take the necessary time to call prospects a couple of times. Following up with real estate leads is paramount for maintaining engagement and moving them through the sales funnel. Do so quickly, within 24 hours of an inquiry. Use multiple channels – text, phone, email, etc.

4. YOU DON’T COMMUNICATE EFFECTIVELY: Solid communication is key in sales. If you fail to pay close attention to what prospects tell you, you won’t be able to handle objections. Signs of poor communication include taking too long to respond to customer inquiries. Even an unprofessional tone can be off-putting. Learn to be an active listener and take good notes.

5. YOU DON’T BELIEVE IN SALES TRAINING: Continuous sales training is powerful and effective for keeping your sales skills sharp. Roleplay sessions may seem silly, but boy, can they put you on the spot. Challenge your current ways of doing things. Keep learning and investing in yourself.

Its time to improve your overall sales performance. Pay attention to your selling approach. Continue to learn about the competition to maintain your edge. Keep the learning process going. Most of all, enjoy the ride.


Posted On Friday, 21 June 2024 12:46 Written by
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