Duncan Duo 5-26-24

Episode Transcript

(00:00):
I'd be Sunday, Tampa Bay.Thanks for joining us this week on the

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Duncan Duo Real Estate Show. I'mRobert Johnson, president of the Duncan Duo,
here with Joseph Gistella. Did Isay that right? He did?
Yeah? Okay, Gistella Guistella.Wow. I don't think I've ever pronounced
it like that. Who is oneof our top listing agents on our team.
I love having when we get thechance to have some of our agents
here because they're in the trenches everyday. You know, they're working specifically

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with a lot of clients, andespecially some of our listing agents that specifically
work with sellers, and it reallygives us just chance to delve into what's
happening in the market from people thatare on the ground. I mean,
Joseph's awesome with us. He's doingyou know, fifty sixty seventy sales per
year. I mean's He's really outthere working with all different people in all

(00:48):
different parts of our market and reallygives us a well rounded, you know,
insight into what's happening out there.So one of the things we wanted
to start talking about here today.Some of the real estate stats came out
this week from the National Association ofRealtors, and they said that existing home
sales retreated one point nine percent inApril, and that was kind of in

(01:11):
contrast to what they thought would happened. They thought that sales were going to
go up because inventory actually went upa good solid bit from last year.
I think I saw it went upsixteen point three percent from one year ago.
So inventory is up nationally, butexisting home sales are down nationally.

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Now, I will preface this bysaying that there is a long way to
go nationally. Now. Real estate'sdone on a very local level, so
we'll get into some local numbers ina minute, but real estate in general
has a long way to go beforeit catches up supply and demand. So
even though inventory is up and salesare slightly down, inventory is still at

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historically low levels, and a lotof times sales right now are actually down
because people cannot find the inventory thatthey want. So it said, actually
that inventory on the higher end ofthe market actually went up a good bit,
and actually sales on the higher endof the market went up a good
bit as well. So again,when there was more inventory, there's more

(02:20):
things that people can find and thenthey're actually able to go under contract and
close. So a little bit ofstark contrast from what we usually see because
in supply and demand, usually whensales are down and inventory goes up,
that's not a great sign. Butright now, we just need more inventory.
And I know, Joseph that yousee that when you're out there working
with people and when you're doing youknow, comparative market analysis of neighborhoods.

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Inventory is still really low. Yeah, that's right, it's really low,
especially in some of our hot marketsthat we're in. You know, today
it's all market dependent, right,but yeah, we still need homes.
We still need homes for sale,and if they're price correctly and marketed correctly,
there's still multiple off for situations inour market here in Tampa Bay.
Yeah, absolutely, so it saidin the South specifically, we're in the

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South. Home sales went down onepoint six percent from March to an annual
rate of about one point nine millionin April, which is actually down three
point one percent from the prior April. Now, I like to look at
year over year numbers because I thinkit gives you the most accurate representation of
what's happening sometimes months month over month. You know, if April is usually

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busier than March and whatever, it'seasier to look April over April. So
April over April year over year,it was down three point one percent.
The median price in the South wasthree hundred and sixty six thousand, two
hundred dollars, which is up threepoint seven percent from last year. So
again, sales are down, butthe average price is actually up, and

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we're seeing that all over the place. I mean that's typical, right,
Yeah, prices really aren't coming downthat drastically, right, especially in the
Tampa Bay area. Yeah, they'rereally they're really holding steady. Yeah.
No, It is interesting because whenyou looked at metro areas in general,
Tampa was the only one out ofthe top twenty that actually saw price stabilization

(04:14):
year over year. All the otherones went up slightly. I found that
pretty interesting. Now, again,I think that's because locally inventory is still
really low, where in some ofthose other areas inventory actually went up and
then their sales were able to goup. That it's kind of a weird
dynamic that's going on. But whenyou look at April's numbers for Florida specifically,

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closed sales and median prices rose,So even though the South was down,
Florida was up five point eight percentand four point nine percent for condo
townhome units. Excuse me, condotownhome units were one point nine percent up
and single family homes were up fivepoint eight percent, while single family home

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prices were up four point nine percent, all the way up to an average
price of four to twenty nine ninehundred. So Florida was the opposite of
the nation and opposite of the Southin that both our prices and our sales
went up together. I was alittle surprised with that because you know,

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again in Tampa, I do thinkit's a little more local. Again,
we were the only metro area outof the country that saw really priced stabilization.
So locally, I'm seeing a littlemore softness, not going down,
but a little more softness. WhereasI'm seeing stuff sit on the market a
little longer. Buyers are able toget a little better deal out there because

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inventory is a little higher in somespots. But again, I think that
that's a blip where the trend isstill up. Yeah, I agree with
you. I think in April andeven Now in May, there was a
little bit of but guess what,we're coming into the busy season. School
gets out, I know, themilitary start getting their orders. So we
have a lot going for us herein Tampa to actually see the prices rise

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again. Yeah, I think whereyou're seeing some softness is areas around new
construction. I was kind of explainingthis to our team and that that was
you know, prior to twenty twenty, there was always existing home sale softness
around new buildings because you know,when people think about it, Hey,

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do I want to go buy thisexisting home or do I want to go
over here to this new home that'swaiting for me where the builder's probably paying
down the rate, the builder's givingyou a design credit, the builders,
you know, pulling out all thestops in order to get that business.
Or do I want to go overhere and buy a home that's a year
or too old. You know whereI'm not getting all those incentives. So

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areas around new construction, which againEast Hillsboro, Wesley Chapel, some areas
of the outskirts of New Tampa,you know, Riverview, all those places,
those are the areas where I'm seeingthe most softness. Now when you
look at those areas, they mightbe having also the most sales because of

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new construction, but existing home salesin some of those areas I think have
really softened out. I think wherebuilders are really having a big impact are
being able to pay down the interestrates that people are able to get on
some of their new construction homes ifthey go through you know, their preferred
mortgage company. Yeah, I agreewith you. Those are some tough sales
out there, especially in the Riverviewmarket, just like you said, the

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Wesley Chapel area. Just like yousaid, we almost have to in our
listings. We have to kind ofbake in some sort of incentive to get
people to kind of choose ours,which we can do a we can do
rate buydowns and stuff like that,which you can contribute to. But yeah,
those areas are very competitive because atthat point, I believe a third
of them, I think you andI have talked about this before, a

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third of the sales or new construction, right, which is astronomical. Yeah,
well, and I think they itcould even get to be more than
that. Yeah. So, andagain this is more of a normalization of
the market. It was never normalto you know, have a new builder
not have any inventory, so peoplewould go over to the existing builds and

(08:16):
just overpay for them. I meanit was always where, hey, if
you're not going to be in thatnew build for five, six, seven,
eight years, it would be alittle bit of a tough sale because
you're you would be competing against abuilder, and the builder can do a
lot of stuff in order to movetheir inventory. A builder has a lot
of stuff that a regular homeowner doesn'thave. And the builder also, you

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know, is going to protect theirprices. I mean, the builder isn't
going to come down on their prices. They're going to throw out all these
incentives and they're going to get youto buy. And you know, their
showings are always going to be amazingbecause they can pull you into a model
and everything looks model perfect, andyou know, you walk in and you
think it just looks amazing, andthere's nothing wrong with that. It's just

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as a competing homeowner, the builderis the hardest to compete against. So
again, we do have strategies thatwe can go through with you. It's
not all like doom and gloom.There's plenty of ways to sell your home.
There's plenty of strategies that we havethat we usually discuss with you when
we come out and meet with you, and I always say, hey,
there's a menu of options. Wecan figure out what marketing works best for

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you, how we can get youthrough that. We've sold a ton in
all different areas. I mean backin the day, we sold more homes
in New Tampa when that area wasjust all new construction than anybody else.
You know, that area is reallyestablished now, but you know, we
really really got our feet wet inthose types of areas. And I think

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that it goes back to the daywhere you really had to look at each
home individually and figure out, hey, what's going to work for this home
so we can actually get it soldinstead of just throwing it on the MLS
and putting whatever price on it.You, as an experienced agent have to
work through and get that strategy goingbecause it's it's not like you can just

(10:05):
throw it out there. You reallyhave to put some thought into it and
really go through some of these differentoptions that the seller can have to move
the property. Right. Yeah,we're really We're really flexible with that,
right. So every home is unique, every situation is unique, So we
work with people to basically maximize theirequity and get their home sold in their
situation that they're in. Not everybodyhas a ton of equity. If you

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just bought a new construction home twoyears ago, you probably don't have a
ton of equity and your closing costswere high, But we're going to get
it sold for you. But ifyou have, say a home that's you
know, competing against new construction,that's a different marketing strategy too, right,
So we have a ton of options. We have a ton of like
Roberts said, a menu of optionsthat we can help you. Yeah,

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and we'll really sit down and lookat your financial situation and figure out what's
best for you and at least adviseyou on you know, some different options
that you have. So give usa call at our office. We'd love
to talk to you. Eight onethree three five nine eight nine nine zero.
That's our office number. You canalso find us on socials any of
our social channels. We're there,we can answer you. We're on Facebook,
Instagram, LinkedIn, I mean,we're everywhere. Find us on Google,

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find us on Zillo. We're allover the place. Again Duncan Duo
team. We'll reach out to youthere, or you can go straight to
our website, Duncan Duo dot com. You can go on there, you
can fill out a form about yourproperty. We can give you an estimated
market value of your property from thewebsite. Now, it's not going to
be as accurate as if somebody comesout and actually takes a look at the

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property, but it will give youa decent idea and we can call you
and get some information from you aboutthat too. So go on our website
Dunkin Duo dot com where you cando that, and we'll be right back
after this quick break here on theDuncan Duo Real Estate Show. Thanks for
sticking with us through that break.Here on the Duncan Duo Real Estate Show,
we're back with Joseph Gistella. Yougot it, I got it.

(11:50):
That's awesome, that's great to themfor like two years, still trying to
figure out his last name. Sothanks for sticking with us. Wanted to
talk to you now about out ourfavorite topic, what's going on with rates
right now. I know everybody issuper rate sensitive right now. It's it's
a topic that we discuss a lothere. I think it's super important to
discuss what's going on with rates,especially because of how it affects affordability so

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much, and it's so you know, it so affects affordability, mainly because
our prices are so much higher thanthey used to be. You know,
when you're looking at an average priceof four forty and change every little bit
the rate goes up or down,that changes that payment a lot. I
think I looked and it's like everyfive thousand dollars like thirty some odd dollars

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right now. So that's a big, a big change in payment, especially
when you look at rates a coupleof years ago, where you know,
rates were in the twos and we'llprobably never see that again. I mean,
that was historically insane, practically freemoney, which we all realize now.
But you know, what we didthink what happened this year is that

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rates would start to trend down,and they really, they really didn't.
It's really you know, I know, oh it's up, it's down,
it's up, it's down. Reallywhen you look, it's been really in
the same range all year. It'skind of been in this seven percent give
or take a little bit up tomaybe seven and a half, down to
like six point seven six point eight. But really, what we thought would

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happen as the year went on,especially we got closer to election time,
is that rates would be lowered.And I think they're dying to lower that
interest rate because obviously it helps alot of things and makes everybody much happier.
But I don't think that they canbecause the indicators show that inflation is
still too high. And they alsoknow that one of the biggest contributors to

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inflation is housing prices, so theyknow that if they lower the interest rate
and prices go up, it's goingto look really out of whack for inflation
purposes. So I think, again, the government's obviously very involved in it.
They're very involved in the housing marketin general in the US, FHA

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loans, VA loans, I mean, all these things are government backed things.
But right now interest rates are veryhigh and they haven't come down like
we thought. We also keep hearingthat, oh, maybe within the next
week they're going to start trending down. Just because mortgage rates aren't necessarily directly
tied to the interest rate of theFed, they usually do mirror it and

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follow it. So when the Fedlowers rates, a lot of times mortgage
rates go lower when the FED raisesrates, A lot of times mortgage rates
go higher. But I think thatright now they kind of went a little
too high from what people thought,and now that there's a lot of trends
that show that the rate might startto come down a little bit. But
again, we've kind of thought thisall year, so I know where I'm

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seeing the biggest impact on some ofmy listings that I have are really listings
on the lower end of that spectrum. I would say, what's definitely it's
affecting is listings like five hundred thousandand less. I mean, I have
some homes right now that I thoughtfor sure would have been under contract,
and I know that they're you know, it's very, very very rate sensitive.

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So Joseph, are you seeing thatout there where it's really affecting a
certain segment of your I do?I think the middle segment? I think
between four to eight. Maybe youagree with that, because I think anything
under three hundred, I think it'sthat first time home buyer. Maybe they're
getting some down payment assistance so they'reable to kind of buy that rate down,
or they get the down payment assistance. So at that price point,

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I feel that homes are flying offthe shelf, but it's almost like the
middle ones are kind of stagnant alittle or they're taking maybe a little bit
longer than we anticipated. Yeah,that's kind of what I'm seeing out there.
Yeah, I have a listing inthe three hundreds, and it's just
very rate sensitive. Yeah, Imean, right now, it's you know,

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of course I say, oh,that's price right, and at the
time it definitely was. But it'sbeen very rate sensitive. You know,
every time that rate goes up alittle bit, it takes buyers on the
lower end out of the market becausethey can no longer qualify. So then
again it's less eyes are able tosee the property less buyers, and again

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it does start to affect the priceof the home because less people can qualify
for it. And you'd think thatthat would bring stuff on the upper end
of the market, but a lotof times those people are like, uh,
what's another thousand, what's another twothousand. It's really the people on
the lower end that aren't wanting toget into homes that this is hurting.
And that's the part that isn't great, is that it's hurting the people that

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are right on the edge, andyeah, there's programs out there and there's
ways that they can I can dothat. There's things that sellers can do
in order to kind of credit someclosing costs towards that interest rates. We
mentioned that one by down earlier.Different things that we can do there,
but we got to get the offersin order in order to go do this.
Yeah, absolutely, so I thinkit's going to keep going on.

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I think that again, every timethe rates have trended down this year,
sales have spiked. Yes, haveyou seen that too? Absolutely. I
think in January, oh, justticked under seven. I think they were
six and a half ish, maybesomething like that. Of course, rates
are different, it's variable, right, So it's different rate for everybody.
It's depending on a lot of variables, right, So, but just the
average rate ticked under seven, andour team had a great month in January,

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so I could see that, right. But then ever since January it's
kind of started ticking back up.Right February, March, April, they've
all been a little bit higher.So once they if they ticked down or
when they ticked down back in evenin the sixes six and a half,
it's going to open up a reallyreally large buyer pool, because people,

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to your point, Robert, onthe lower end, I mean, they
need they need that six and ahalf, maybe it's seven. They don't
qualify for three hundred or three twentyfive, but at six and a half,
they're right, they're right in it, right, and it's you know,
I think that also, there's stilla lot of people who are holding
out on moving. There's still alot of people that don't want to give
up that rate, and there's stilla lot of people that they have,

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and there's still a lot of peoplethat are trying to hold out a little
bit longer. But I do thinkthat there is a point where they're like,
okay, held out long enough.You know, the market kind of
gets used to a certain level.Just like we got used to three percent
interest rates, We're gonna get usedto six percent, seven percent, eight
percent interest rates again because that's whatthey were historically, and people will have

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to decide, Okay, yep,this has gotta move, gotta put the
house up, yep, this isit. And it activity has been low.
We're going coming into our second yearwhere we keep saying, oh,
prices are up, inventory is down, or inventory stagnant, or maybe inventory
went up a little bit and pricesare still up. And I think eventually

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maybe that'll turn because more people cancan decide to move forward. But we'll
keep our eye on rates. Wedo expect them still to trend down,
at least mortgage rates. I don'tknow what the Fed's gonna do, but
mortgage rates, hopefully we'll start trendingdown. And if you are on the
fence, you know, give usa call now. You want to be
ready when they do trend down,because again, we do see activity spike

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once they're down. And maybe ifyou thought you qualified for only three point
fifty before and they trend down,maybe now you're looking at the same payment,
but you're qualifying for four hundred oror more. So again, same
payment, but it opens up yourbuying pool a little bit more so.
Again, give us a call eightone to three three five nine eight nine
nine zero. That's our office line. You can be connected to somebody on

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our team. We'll be able togive you some options and we'll be right
back after this break here on theDuncan Duo Real Estate Show. We're back
here on the Duncan Duo Real EstateShow. Thanks for joining us and sticking
with us through that long break.I'm Robert Johnson, president of the Duncan
Duo here with Joseph Gistella. Yougot it, one of our top listing
agents on our team. So oneof the things I want to talk about
while I had Joseph here, andbecause he's working with so many sellers out

(20:08):
there, is an article that Isaw this week that says, sellers,
here's how to spark a bidding warfor your home. And this is our
favorite thing to talk about because biddingwars are still very possible out there.
Yes, we still see them forgreat properties. Properties that are completely moving
ready. People don't because they're spendingso much money to get in a home,

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they don't want to do a lotafter they get in the home.
So homes that are beautiful, homesthat are priced well, we are getting
bidding wars on those properties. Soif you want to get a bidding war
that's going to get you the mostmoney for your home, I'll tell you
that that's going to put you inthe driver's seat. You want to be
in the driver's seat as the seller. You don't want the buyer to be
in the driver's seat. The wholetransaction, threatening to leave and all this

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other kind of stuff. So howdo you get a bidding war on your
home? So number one thing,Joseph, what do you think it is?
Number one thing? Price? Ofcourse, Yeah, yeah, price
your home to move, most importantthing to get a bidding war. So
I would tell you when inventory islow, you really truly cannot underprice the

(21:19):
home because what's gonna happen is peopleare going to come out of the woodwork
and drive that price up. They'regoing to throw that home into multiple offers
because they know it's a good deal. And other agents that are working with
those buyers are gonna know what you'redoing as far as strategy. So I'm
sure that that's what you advise sellersto do, right, And they're gonna

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give you the best terms right upfront. Right, you're gonna get to
pick, just like you said,you're gonna get to pick the best offer.
You're gonna be able to bid theseup. People want what other people
want, right, So if theysee somebody clamoring to get this home,
they know it's a good deal,like, oh my goodness, I want
that home, and it's gonna bebid up naturally, Yeah, the art
cool states that all you have todo to get a bidding war that's a

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great bidding war is price your homeabout five percent below market value. And
it says, I know that's scary, but pricing it five percent below market
value is going to cause a stampedeat the front door because they know that
that's a great deal. I wouldalso tell you you really have to work
with a skilled agent, an agentthat is very patient and knows how to

(22:29):
handle this strategy. This is wherechoosing the right agent is going to pay
off in a lot more money foryou. An agent that's very very patient
and does this as a marketing strategy, which we do, they're going to
get you a lot more money.And you just have to work with the
right agent for this. But alsoit's not all about the money too.

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Of course that's majority of it,but it's also the right term. So
say you need to go find aplace, you're able to negotiate a sixty
day close or a sixty five daycloser, what have you. So it's
it's basically all on your terms ofcourse within reason. Yeah, Number two
is set a deadline for offers.Again, this is part of pricing it
a little below market value. Youdon't want to have a deadline for offers

(23:15):
when you price it ten percent abovevalue, go back fire. And you
also want to make sure that ifyou have a deadline for offers and you
don't get something, you take thatout of the marketing, which I've seen
that many times. But you wantto make sure you have a deadline for
offers because a deadline creates, youknow, create a little urgency, a

(23:36):
little panic, a little Oh Ilove this house, I don't want to
miss it, and buyers come inand they're they're aggressive with it. So
again it's part of the strategy ofbeing patient, coming up with a plan
beforehand, and then executing that,you know, making the listing live on
a Thursday, doing open houses overthe weekend, getting those offers ready to
be submitted by that Sunday night,and then reviewing them with your agent on

(23:59):
Monday. I mean, there's awhole strategy behind this, and that we
would go deeper in, but youknow, it's about creating that urgency.
And again, people want what otherpeople want. That's right. So when
your house is priced very competitively ora little undervalue and other people want it,
other people are going to want it. They don't want to miss out.

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Whereas if you're over and it's beensitting on the market for sixty days,
ninety days, one hundred days,and you've lowered the price three or
four times and nobody's coming around,then when you get an offer, it's
going to be low because people think, oh, well, they've been on
the market that long, might aswell. Or I've seen them put multiple
offers into multiple homes and see who'swilling to play ball, right, Yep,

(24:45):
I've seen that too. I feelthe number one thing I hear Robert
is that, hey, you know, I don't want to price it five
percent below because then I don't leaveroom for negotiations, right, And that's
I think one of the biggest mistakes, because you're going to lose an entire
buyer pool. Right. So,say you want to price it at tenk
above what you feel it's worth.Traditionally, it's gonna end up actually lower

(25:07):
than if we just put it onat the five percent. Created the bidding
war and we would have just beenbasically sold on your terms with the price
or more at an earlier date.Yeah. Absolutely. The third thing on
here is focus on curb appeal.I tell sellers this all the time.
Yes, curb appeal of the house. I'm gonna tell you, when I

(25:33):
would go on a lot of listingappointments and I was working with sellers a
lot, you start that emotional connectionwith this house the moment you drive Upright
when I came up to a housethat had great curb appeal when I was
an agent like working for I mean, I'm still an agent, but working
full time with sellers. I wasso excited because I thought, oh my

(25:57):
gosh, this is a beautiful house. Naturally, you think in the article
states you think the house is bettermaintained, You think that it is desirable,
you think that it's pretty. Youthink there's a whole bunch of emotions
that start from the minute that youdrive up to the house, and that
starts with the curb appeal of thehouse. I agree with you. I

(26:21):
think it just gives a great feelingof the people that live there now really
maintain and care about the property,and a family wants to continue that with
that home. I think it givesyou a warm and fuzzy feeling. Yeah,
it says that there's plenty of waysyou can create this. You can
do some landscaping, and here Iwould say, make sure your grass looks
great, make sure it's freshly cut, make sure it's not dirt. It

(26:44):
doesn't have to be expensive. Yeah, no, no, It says maybe
some fresh paint and a fine lookingfront door go a long way toward creating
the vibe buyer's crave. I agreewith that completely. Yeah, I don't
think it has to be expensive.I actually don't think most of the time
you even have to paint the houseunless it's super old. I think pressure
washing goes a long way. Bya company you know, spend a couple

(27:06):
hundred bucks, get it pressure washedagain. You're selling your home and good
curb appeal I read one time cancreate a ten percent difference in price on
your home, which is crazy tothink about. Is it that way now?
I don't know. Maybe maybe ona five hundred thousand dollars home you
might get an extra thirty forty fiftythousand if your house looks great, especially

(27:27):
if you get into a bidding warand you price it five percent below.
Absolutely. The next one says,take a different view of listing photos,
so make sure that the home looksgreat in the photos. Don't just do
you know, boring stuff. That'swhat we talk about all the time.
You know, we do drone photos, we do videos, we do a

(27:48):
bunch of stuff that's not just aclose up of the couch. You know,
do something a little different in thephotos that sets your home apart from
every other home that they're seeing onrealtor dot com. You know, when
they've seen thirty homes, they're onlygoing to remember the ones that stand out,

(28:10):
the ones that they really like.Make sure that your home is one
of those. And again, workwith an agent that's making sure that they
have strategies to do that. There'sother ways to do that, which I'm
not going to go into that wekind of know, but you know,
make sure that you have an agentthat knows how to get your home in
front of as many eyes as possiblein the best light. Because it is
a price war and a beauty contest, and your home has to look beautiful

(28:33):
online because that's where the first showingis now, right, Yeah, the
second showing happens once they walk throughthat door. Yep. Absolutely, fuel
buyers interests ahead of time, youknow, do some advanced marketing to spark
interests in the property before it's listed. Make sure that you have an agent
that's really utilizing social media in alldifferent avenues. Social media is super important.

(28:55):
Make sure that your home is goingto be featured on there, make
sure they have a decent following.I know this sounds it's kind of crazy
to people that especially don't appreciate that, but it goes a long way into
creating a little buzz about your property. And you never know where the eyes
on your property are going to comefrom. And it is all about eyes
on the property because now, asJoseph mentioned, the first showing is from

(29:19):
their couch, they're looking at properties, they're picking out homes that they want
to see in person from their couch. You want to make sure your home
is one of the ones they pickout for their second showing, which is
in person. Right. But alsowe are on our team, we do
a huge pre marketing campaign within ourteam to create that urgency, right Yeah,

(29:40):
And we have buy a lot ofbuyer agents on our team. They
specifically work with buyers. Their jobis to bring buyers to our listing.
So some of the stuff we dois really creating that urgency with our buyer
agents talking about these listings that someof our meetings, presenting them to the
team, talking about them, gettingthem to bring buyers to our properties that

(30:00):
we have listed, because again,eyes on the property create that urgency,
get those buyers into the home.And the last thing on the list is
stage and over the top open house. Now I would go I think this
is very market dependent because we arebig believers in open houses, especially while
inventory is really low. But personally, I don't even think it has to

(30:22):
be over the time. It doesn'thave to be over the top. You
just have to be an agent that'swilling to do open houses, willing to
have designated time where people are ableto come in and people are able to
see that property where it's new onthe market, because again, inventory is
so low that people want to seewhat's new on the market. So if

(30:47):
you are an agent and you're havingan open house, it just has to
be open. You have to beready to go. You have to be
able to drive interest to that openhouse. So again, hopefully it creates
a buzz. People come in tosee it and then they want to put
an offer on it. Right,I want the open house to almost create
an urgency. I want four orfive or six people walking through there one
time saying how beautiful the house is. Right to create that urgency and drive

(31:07):
that price up right, and thatgoes back to what we talked about before.
People want what other people want.Correct. So if multiple people are
in that open house at the sametime, they all think it's great,
They're all there's a lot of emotionsthat are in real estate, right,
and open house is almost you know, we can do something like an over
you know overlap showings too, whereeverybody's just showing up fifteen minutes, you
know, back to back INCREMENTSIA,right, So that's something as well.

(31:32):
Again, create that emotional urgency,get people in there. I'd love to
go more in depth with you aboutsome of the other things that are not
on this list that we do again. Call us eight one three three five
nine eight nine nine zero is ourdirect office number. We'd love to talk
to you. Or you can goto our website Duncan Duo dot com.
Go through there, see some ofour listings, fill out forms and we

(31:52):
can get in touch with you fromthere. Or you can create actually an
appointment on our website where you canmeet with one of our agents without even
giving us a call. We'll beback right after this quick break here on
the Duncan Duo Real Estate Show.We're back here on the Duncan Duo Real
Estate Show. Thanks for sticking withus. We're glad you've joined us for
this show. I'm Robert Johnson,president of the Duncan Duo here with Joseph

(32:14):
Gustella nailed it, one of ourtop listing agents on our team. So
we were talking about the break.You know, there's all these different strategies
in order to you know, getthe most for your money. Joseph wanted
to know my opinion on what Ithought the best time to list a home
was, because let's fase it inFlorida. You know, we don't have

(32:35):
a typical real estate market. We'rekind of just busy a lot of the
year and we have some dips wherewe're not as busy. But a lot
of other markets they really, reallyreally get busy in the spring because they
don't necessarily want to list their homein the dead of winter when everything's dead,
nothing looks beautiful and there's not asmany buyers. Our market's a little
different because we have different populations differenttimes of the year. Some of our

(32:58):
markets are a little more vacation heavythan other parts of our markets, which
are much more traditional. So it'sjust different. So he was wondering what
my opinion was on the best time. I'll flip it back on you.
What do you think is the besttime to list a property? Anytime?
But I think that's right, right, But I think right now, obviously

(33:19):
the kids are getting out of school, and of course there's going to be
way more buyers moving school districts,maybe moving out of state, maybe they
got orders. Obviously McDill air Forcebases is right. So however, there's
a caveat to that, and thecaveat is more competition. And this is
what I tell people is that isMay in June our busy season. Typically

(33:40):
it ticks up a little bit.However, you are going to have more
competition. Yep. Yeah, Andso you do have more competition, there's
more inventory. I would tell you, ideally, when the best time to
list is. I actually think it'slike a weird normal year, like a
January February. Now, I saythat because most people are not listing that

(34:07):
time of year. Most people arethinking, oh, I'm going to list
in the spring. You know,we get start to get really busy April
May. Like you mentioned, it'sjust more convenient for me too, of
course, right, But I thinkif they're ready to go in like January
February, if you can beat thatrush of more people wanting to go on
the market. Yes, Now again, I'm thinking about a normal inventory market,

(34:29):
where right now it's low inventory.So anytime really is a good time
to list. Sometimes the sooner thebetter because maybe inventory is going to be
higher six months from now, wedon't know. But on a normal year,
I think January February, if youcan get a jump on the normal
spring market, I think you're goingto end up with more money because Hey,

(34:50):
if there's not five homes for salein your neighborhood and there's only one
or two, maybe you don't haveto paint that ugly bathroom. Maybe the
next buyer can paig it. Maybeyou don't have to fix those random things
because the buyer doesn't. Maybe theywant to be in your neighborhood, but
they don't have five or ten homesto choose from. It's really like,
hey, my home is the onlyone. You want it? You want
it, you don't, you don't, right, So I think that they

(35:12):
it's a lot less stressful if theycan get a little bit of a jump.
I like, this is going tosound weird, but I like December
too, I really, I reallydo. I think December there's not a
lot of inventory on the market.I think people still have to move before
the end of the year, right, so they're putting their homes on the
market that people absolutely have to move, right So I think it's a great
time to actually buy and sell inDecember. Yeah, December is actually our

(35:35):
second busiest closing. A lot ofpeople don't know that usually, but January
is our lowest closing month usually,and that's because a lot of people are
not looking for homes necessarily in December. But if you can get your house
ready to go and be ready tobe put on the market, especially like

(35:58):
right after the holidays, you're goingto get a good jump because usually right
after the holidays is when people startto call us and they're wanting to list,
or maybe they put us off andthey didn't want to talk in December,
but now they're ready. I reallythink if you can get a jump
on that inventory, you end upin a better spot. But I do

(36:19):
agree with you, but I wouldsay a little bit earlier. I would
say like November ish, because ifyou're going to list in December, you
usually can't close right away. Yougot to wait like thirty days, right,
so if you can get a littlebit of a jump. I think
that we do always get an influxof closings in December because of our tax
laws and everything else. A lotof people do want to close by the

(36:40):
end of the year, you know, claim residency or whatever. We always
see a huge influx with that.But I would also revert back to what
you said earlier and say right now, anytime is a good time to list.
I agree with you, I think. And also people visit us form
all over the world and all overthe country in our winter months. Oh

(37:02):
yeah, even if you're in Panella'scounty or by the beach, that's a
great time to list. Oh yeah. If you have a condo at the
beach, or if you have acondo in like Sarasota, something like that,
you need to be listed in likeJanuary. You need to be listed
in the winter. Are some populationsin those areas double or triple in the
winter because they're still very vacation homelike markets where it's snowbirds and there's people

(37:30):
that are down here those months outof the year and they're ready to buy
something. They come down here,they fall in love with the weather,
they want to go out and theywant to buy something. Don't fall into
the trap of Okay, now thatyou've used it the last year and it's
April or May, now you wantto put it on the market. Uh.
Yes, it will still sell.But I would tell you you're going

(37:51):
to get a premium if you canget it on while everyone's down here,
right, You're going to create thaturgency what we talked about. Yes,
absolutely, So thanks for joining usthis week on the Duncan Duo Real Estate
Show, Tampa Bay. We're gladthat you spent your Sunday morning with us.
Again, reach out to us atour office anytime eight one, three,
three five nine eight nine nine zero. You can go to our website,

(38:12):
go to our socials. We're theDunkin Duo team. Love to chat
with you there. We can answerall your questions. Thanks for joining us
this week and we'll be back nextweek here on the Duncan Duo Real Estate Show.