Latest / The Jon Sanchez Show / Why Buyers Reject Your Home Before They Ever Walk Through The Door
Transcript
- Jon G. Sanchez: All right. Boy, what a day we had today, Aaron. we had it all thrown at us again today, and this market once again showed well, at least on the Dow side, a little bit of resiliency. Oil prices through the roof, bond yields. they were another story today, going to give you all the details there. And then I'll tell you what we're gonna have as far as the real estate side of the business today. Our topic today is why buyers reject your home before they even. Walk through the door. Right up Aaron Clark's alley. I mean, again, as I was joking with a client today, I said, you know, there's nobody I know that is more tech savvy in the real estate industry. And not saying there aren't others out there, but just that I know other than you. So I thought this would be a very, very timely topic with you, my friend, to learn again what is meant by why buyers reject your home before they even walk through the door. Give us a little A little tease, a little tidbit of why we have this topic today. Aaron Clark, Edge Realty: Well, I think the big thing that people don't realize is that you only get one chance to get that first in in t the the first option for people to be able to see like the the exactly. Yeah, and so Jon G. Sanchez: First impression, right? Kind of like when you meet somebody. You got one chance for the first impression. Okay. Aaron Clark, Edge Realty: because of it, if you don't take advantage of the opportunity by taking care of things on the front end instead of waiting until things fall apart before you come forth with it, then People lose the option for people to see the information about the the property itself. A lot of the stuff that we look at when we're presenting these things is making sure that in that per first per per first gosh, tongue tied today. I know. Jeez. No, I promise I didn't. anyways, so the point Jon G. Sanchez: You're gonna have troubles today, aren't ya? Aaron Clark, Edge Realty: is is that. We have to make sure that people are prepared so that they can know everything they can because you don't have that much time before people will move to the next piece of property or whatever it is that they're looking for. We want them to know right away. Jon G. Sanchez: They're th they'll literally re they'll literally reject Aaron Clark, Edge Realty: Absolutely. Jon G. Sanchez: the the the the listing in a matter of seconds if things just don't click with them, correct? Aaron Clark, Edge Realty: yeah, absolutely. I mean, that's the thing is if you don't get everything tied up and and present everything as quickly as possible, people will move on to the next one. And there's so much competition out there because, you know, even though we have extra properties that are hitting because the market's slowing down a little bit, we still have low inventory. And so because of that, Jon G. Sanchez: Sure, sure. Aaron Clark, Edge Realty: it people have an opportunity that if they they look at photos or op you know, whatever specific things that point out what that property is and they don't like it in just a short amount of time, they're gonna move on to the next one. It's done with the the whole sort of basket of okay, here's twenty five homes that I want to look at. Let's go look all of them. When in reality you can pretty much eliminate it put like right away by just pulling up the photographs and seeing what's available and and Jon G. Sanchez: Right, right, right. Aaron Clark, Edge Realty: moving on. Jon G. Sanchez: And and I ask and I assume you're gonna teach us as we go through this today, Aaron. I assume you're gonna teach us that these rules apply, you know, we're talking about a phone and just looking at a listing, but these same rules apply, that first impression within a matter of seconds, apply to social media advertising when it comes to listings. Is that correct? Yeah. Aaron Clark, Edge Realty: yeah. I mean social media is part of it. It's not just the the regular MLS stuff that that you know, we put a a property on and that's the end of it. People are really savvy and when they feel like they're not getting all of the information, if they at least get something that s that fits within their price range, budget area, et cetera, they're gonna Jon G. Sanchez: Mm-hmm, mm-hmm. Aaron Clark, Edge Realty: go to other avenues like looking at Zillow or social media ads, whatever we put in place to get more information. But To be perfectly honest, I think the reality of it is I would say at least 95% of a buyer that is out there looking for a property, their first go-to is going to be assimilated from the MLS. So that's going to be the number one place Jon G. Sanchez: Mm-hmm, mm-hmm. Aaron Clark, Edge Realty: that they're going to determine if they're going to move forward with something or not. Jon G. Sanchez: Just real quick question, then I'll get to the stock Aaron Clark, Edge Realty: Yeah. Jon G. Sanchez: market recap and then we'll come back to this. If you took every realtor in in Washoe County, we'll just narrow it to Washoe County, Aaron Clark, Edge Realty: Mm-hmm. Jon G. Sanchez: what percent are like you where they're using technology to advertise their clients home? And and I'm when I'm saying utilizing technology, I'm talking the full gamut, the the the emails, the text alerts. the social media, obviously the the normal listing on MLS, et cetera. Is it is it a given that everybody does it now, or is it still, you know, half of them do it or something? Which what's your kind of your best guess there? Aaron Clark, Edge Realty: I mean, I I'm shocked at some of the the homes that I look at where you would think that obviously they would have every single bucket full of idea ideas to go ahead and market it. And I would say it's probably about fifty percent really. And and the ones that aren't doing it, it's Jon G. Sanchez: No kidding, that low. Aaron Clark, Edge Realty: like listen, w we get paid good money for what we do because we do a lot. And I'm amazed Jon G. Sanchez: Yeah. Yes. Aaron Clark, Edge Realty: when I see a listing that has photos taken with some realtor's phone that they took when they walked through and their phone's like five years old, you know, so you're going, come on, like put some effort into this Jon G. Sanchez: Right. Right. I I'll tell you, I'll I'll I'll I'll I'll be I'll beat you on that one. I I tell you and it's a absolute pet peeve of mine and I I maybe you have a reason behind this, but I can't figure it out. I am on a lot of commercial real estate brokers email lists. How I got there, I don't Aaron Clark, Edge Realty: No, I'm sure. Jon G. Sanchez: know, but I get all kinds of listings. And I am shocked. I'll look at something and it catches my attention and I'll click on it and it's a PDF file of this pick your million dollar, you know, million plus dollar listing, right? That they're gonna make a whole bunch of commission money on. And it's a PDF file, it's a it's a map, maybe, maybe there's an aerial photo. Bottom line is I think it makes residential look like you know advertising stars compared to what I see. at least on the email chain, for again these multi-million dollar commercial properties. And I I I you know when drones became popular, I I I I thought, my God, this is the perfect use for drones, right? The commercial property could go, you know, fly the roof and obviously massive properties and everything. And I still don't see a lot of it, at least on the email side of it. But if you want to garner my attention or I think, you know, anybody else's attention, send me a click, send me a hyperlink. Of your drone photo of the multi million dollar industrial building, right? And that would gain my attention versus the same old thing, you know. I love LoopNet, but you go on go on Loopnet, pick a buy rent, whatever you want to do. And then everybody's the same thing. So it that that part's always just been kind of a pet peeve. So that's why this topic's really interested to me, you know, on the on the the the the retail side of things, because you're right, Aaron, and and I'm one of those. I love Craigslist. I'll just be Brutally honest. I love Craigslist. I love, you know, Saturday morning seems to be when I look at it, I look at heavy equipment on there. Just i I kind of do it because I love tractors and everything else. And it but I but I love it also because it gives me a gauge on how the local construction industry is doing. If there's Aaron Clark, Edge Realty: Yeah. Jon G. Sanchez: a lot of equipment you know listed, you know, hmm, and and it's newer equipment, things aren't going too well, or vice versa. Aaron Clark, Edge Realty: Mm-hmm. Jon G. Sanchez: But you know, Craigslist is a prime example, right? You can use these little little thumbnails. And and I'll thumb through. And if it's a lousy looking picture, I'll skip right past it. I don't care, you know, what it says or anything else. But that I think that's just human nature. And then I, you know, apply that to the to the real estate side and and you know what you do makes perfect sense. So I'm really excited to learn about you know how this first impression and again how they'll reject your home before they even walk through the door. Because frankly, I'm sure as you're gonna enlighten us on people don't walk through the door anymore. As you've said, you've had people buy property sight and scene, just through, you know. what they see on the internet from your listings, but also would you say what percent of people are already convinced that that's their house just by looking at the the the the postings before they even set foot in the driveway with you as the realtor? Aaron Clark, Edge Realty: Man, that's a good question. I I mean, I would say majority wise, that's where people are at because Jon G. Sanchez: Yeah. Aaron Clark, Edge Realty: you you do such a good job in this day and age with high quality everything to develop people's curiosity about a property. And so they're usually at the place where they're like, Okay, I wanna see it because this one could be the one. It it's the whole, you know, mindset of, yeah, it's not a shotgun approach, Jon G. Sanchez: Right. Yeah, this could be the one. That's right. My dream home. Aaron Clark, Edge Realty: it's a sniper approach, right? Like we're gonna be meticulous Jon G. Sanchez: Right. Aaron Clark, Edge Realty: and try to do that. So You know, back in the day it was like I would take a buyer and we might spend months and fifty homes that we look at before they make a decision. And now, I mean, I would say on average it's usually around five to ten homes before we end up putting something in writing. Yeah. Yeah, it's really not it's it's Jon G. Sanchez: Really? I'm surprised it's I'm surprised it's even that high, to be honest with you. I thought it'd just be a couple. Wow. so Aaron Clark, Edge Realty: changed a lot from that point because they get so much information, you know. I mean Quite honestly, Jon G. Sanchez: Yes. Aaron Clark, Edge Realty: people have so much access to information nowadays that you can pretty much handle everything. Even to the point of looking Jon G. Sanchez: You bet. You bet. Yep. Aaron Clark, Edge Realty: at satellite images to to determine what the distance is between two homes Jon G. Sanchez: Yes. Aaron Clark, Edge Realty: to see if an a you know, an R V'll fit or something like that, you know. Jon G. Sanchez: Yep. Yep. Yep. Yeah. Or, you know, hey, what does that backyard look like? 'Cause I I Aaron Clark, Edge Realty: Exactly. Jon G. Sanchez: drove by the house and I couldn't see it. But hey, you know what? Let's see if I can find a satellite view of the Aaron Clark, Edge Realty: Mm-hmm. Jon G. Sanchez: of the backyard or the Google street view. And yeah, you're right. It's but it's gotta you know, in a w in a sense it's made realtors' jobs a lot easier, right? Because there was nothing worse than trunching around, you know, every Saturday and and throughout the week and house to house to house to house. And I know that's tough on you guys. You know, I've I've been on the other side where you know my house has been listed. Hey, we got an open house. Great. What time? you know, five o'clock. geez, that's when the kids get home. And I get, you know, I mean, it it it wasn't easy for anybody. Let's put it Aaron Clark, Edge Realty: Yeah. Yeah. Jon G. Sanchez: that way. Not easy at all. All right. Well, it's gonna be a fascinating topic. we'll come back, give you the stock market recap for today, and then we'll get into this topic: why buyers reject your home before they ever walk through the door. Welcome back to the John Sancho Show on News Talk 780KOH with Aaron Clark of Edge Reality. Mr. Millard has the afternoon off. All right, let's get down to the stock market side. Then we'll transition to real estate why buyers reject your home before they even walk through the door if you don't do things right. All right, Aaron, what a interesting day it was. It's been an interesting week, I tell ya. if you're a trader and you're on the right side, you know, you may have made a lot of money these last few days because the volatility has been incredible. Significant weakness in the pre-market session, significant weakness at the opening bell at 630. And then all of a sudden, things will change and the market will start to go. Here's a prime example of what I'm talking about here. So I'm looking at my notes from my first stock update this morning at 523. Dow futures were down 398 points. NASDAQ's were down 242 points. and the Dow futures kind of hung there until the opening bell. And then they, you know, we drifted, I think, you know, right around the negative 300 mark for for quite some time. and then we had this bond auction. Today was the 30-year bond auction. All of you heard me talk yesterday about the 10 year bond auction. And like yesterday, where there was so much fear going into this bond auction that the world wasn't gonna be a buyer and yields were gonna skyrocket even further because they they really built up ahead of the auction. And then Buyers from around the world stepped in yesterday on the 10 year. It was about a, I think a $30 or $35 billion auction. and they loved it. They they grabbed everything up. So we saw bond yields come down yesterday, everything calmed down. Today it was the 30-year bond auction. It was the same scenario going to happen. Well, lo and behold, everything turned out fine. And we actually saw bond yields finish down for the day after being up. let's see. My first report, Aaron, we were at a yield of 532 on the 10 year. that was up five basis points. We finished. Down five basis points at a yield of 523. You just don't get that in a in a in a one-day movement of the of the bond market, right? That's what I mean. We're we're in such unusual times. So here's how we finish. Then I'm going to tell you the other big movements that went on here. So Dow, like I said, turned things around from that roughly 400 point loss in the pre-market to a closing with a gain of 52. So pretty remarkable. Our closing level is 51,231. NASDAQ, not quite so fortunate. I'll tell you that what was the driving force behind the weakness in the NASDAQ in a moment. We finished down 345 on the Nasdaq one and a quarter percent to 27,193. SP lost 36 points, 0.47% to close at 7,765. All right, let's hit the commodities and then I'm gonna I'm gonna play Dwight and give you the mortgage side. So oil was strong throughout the day. Again, I'm gonna give you the reasons in a moment. We finished up three dollars and twenty-five cents to ninety-one forty-seven a barrel. Gold rose fifteen dollars and thirty cents, four thousand one fifty-five fifty an ounce. As I said, five basis point decline on the 10-year treasury yield at 523. And the 30-year mortgage, according to Mortgage News Daily, lost man, of all days not to have Dwight Aaron down nine Aaron Clark, Edge Realty: Yeah. Jon G. Sanchez: basis points on the 30 year. He he would be in a great mood today. He'd be in a great mood today. Yep. He does. That's right. Aaron Clark, Edge Realty: I know. He needs that. We all need that. Jon G. Sanchez: That's right. Seven and a half percent, if we're happy about that. But yeah, that's what the thirty-year mortgage finished again, according to Mortgage News Daily. Okay, so let's get into the the hows and the whys of what happened today. So Let me tackle the NASDAQ side of things today. Again, pretty significant weakness. Here's what happened. About mid session, the Financial Times reported that open AI's annualized revenue is running. Ready for this one, Mr. Clark? Twenty billion dollars below earlier estimates. And this turned around, raised a bunch of questions about the pace of revenue growth supporting AI infrastructure build out. And I will also throw in here that I joked about this on one of my reports this morning, that you know, we're seeing a number of companies go into the go into the bond market, well, going to investors via bonds, capital various capital raises, et cetera, to raise money for either chips or AI infrastructure build out. So I think this news from the Financial Times regarding Open AI, which of course is the parent of Chat GPT, saying, Look at they're running twenty billion dollars below their annualized revenue estimates. I think it was icing on the cake to again the week where we've heard of a lot of companies trying to raise some money. So this again, I've said it before and I'll say it one more time, Aaron. I think, you you're as tech savvy as I am. This is the big risk that is out there in the economy right now. If if if if this raise these these capital raises start to sputter, they can't get what they want. If they have to pay more for what they need, that's gonna be a problem. So Nvidia pressured things today down six dollars and ninety nine cents two point nine four percent to two thirty forty eight based on that news you had corning down six point four percent, ten dollar and forty-four cent decline to one fifty-two eighty one, and you can just kind of go through the whole technology side. Amazon down five dollars and eighty six cents, another notable laggard. because we saw a half a percent decline in consumer discretionary sector today. That pressured Amazon or vice versa. Amazon closed at 254.06. And then here's an interesting one. If you're a Starbucks shareholder and you watch the stock go up and down and all over the place today, but you didn't know why, let me explain it. Let me start with. Chipotle Mexican grill because it's tied in with Starbucks, believe it or not. So Chipotle today finished up 6.1%. $1.88 gained to $32.65. Financial Times again reporting that Starbucks had worked with advisors on a potential takeover of Chipotle Mexican grill. So burrito, coffee, hey, not a bad mixture, Mr. Clark. Not a bad mixture. Aaron Clark, Edge Realty: Yeah. Jon G. Sanchez: I did not see if either company made any comments, denied, whatever the case is. All I saw was one comment by an analyst who said that was the stupidest if if that indeed happened, that was one of the stupidest things that Starbucks could do. The analysts, you know, I'm paraphrasing, but basically that's what they were saying. So we'll watch that one closely. Now let's go to the oil side. Like I said, big run up, three dollar and twenty five cent gain. So we we we had some pretty significant concerns this morning. earlier this morning, you know, we finished up about or we were up about five percent. So we came close to that today. And it all started there's overnight a number of additional attacks on tankers in the Strait of Hormuz. And then remember yesterday, if you didn't hear or see it, President Trump suggested that reaching a deal with Iran was not a priority. so oil retreated from its highs after President Trump said via Suit Truth social post that the US was engaged now in productive discussions with Iran and would not launch additional attacks before November third midterm elections. Go figure that one. Now I should mention earlier from yesterday from yesterday, he basically said and I forget his exact verbiage, but we're gearing up for a massive attack. The word massive was in his was in his his comments. But then today again he's saying, no, we're not gonna do anything until Or before the November third midterm elections. Isn't that crazy to think midterm elections are re Aaron Clark, Edge Realty: I know, it's so fast, man. It's crazy. Jon G. Sanchez: regulating you know, what we do for world peace and all the nuclear weapon fears. And yeah, it's all about the elections. It's always about the elections. All right. So that's your story behind oil. That's your story behind the weakness in technology. wrap you up with Pepsi, which had a great day today. 4.16% gain at $5.15 to $128.88. They reported better than expected quarterly earnings and revenue, but they did lower their fiscal 26 earnings out. All right, you're now up to date in the market, so we're ready to start fresh when we come back. Why buyers reject your home before they ever walk through the door with Mr Aaron Clark of Edge Reality? Aaron Clark, Edge Realty: Yeah. Jon G. Sanchez: Welcome back to the John Sanchez Show on Newstock 780 KOH with Mr. Aaron Clark of Adrility. We finished up 52 on the Dow. The NASDAQ lost 345. The SP declined by 36. Again, Mr. Millard not joining us this afternoon. All right, we're going to get into our topic now: why buyers reject your home before they ever even walk through the door. And again, it happens late night on a phone, Aaron. It happens late night on a computer. It happens at four o'clock in the morning for the early risers that are out of there. If things don't look right when they peruse the listings, they move on to the next one. So today, Aaron's going to reveal how pricing, photography, video, AI, and online data really are helping you determine whether your listing earns a real showing or not. But Aaron, before we get started on this, I got one question that's popped into my head. When you meet with a a new client and they're hiring you as the selling agent, the listing agent. Do you get in do they ask you or do you volunteer the information much as far as the I'll call it the the digital marketing plan, right? does that discussion come up much or do they just expect you to have a great digital marketing plan? Aaron Clark, Edge Realty: You mean as far as the seller or the buyer? yeah. yeah, absolutely. I mean we we kind of sit down and go through it. Jon G. Sanchez: The the seller. Yeah, you're you're you're the you're the listing agent. Yeah, you're the listing agent. Yeah. Okay. Do they bring it up or do you do do you you bring it up or do they do it? Aaron Clark, Edge Realty: Well, I mean, the especially now because there's just so many different variables of how people present information on how they're gonna market their house and list their house, especially if they're shopping agents. Jon G. Sanchez: Right. Right. Aaron Clark, Edge Realty: you know, it's funny because when I meet with a seller, sometimes they've met with a few realtors and and I'm somewhere in the middle or the end or even first. And I'll ask them all the time. I'm like, hey, so how many different realtors did you meet with that brought giant folders of information about your property? And they're like, all of them. And I go, and they're like, well, where's yours? And I go, Why would I bring anything? I don't know anything about what you're looking for. Yeah. And so I I always sit there and I go, I Jon G. Sanchez: Yeah, right right here and you show your phone. Yeah. No kidding. Aaron Clark, Edge Realty: just talk to them. I'm trying to find out what it what's their goal, what's their process, what's their timeline, why are they doing it? I mean, Corey and I do kind Jon G. Sanchez: Interesting. Yeah. Discovery. Yeah. Aaron Clark, Edge Realty: of the same thing. It's like most of the time these sellers Sometimes they'll sit there and say, I have to sell because I think it's my only way out of whatever situation. And by the time Jon G. Sanchez: Sure. Aaron Clark, Edge Realty: I've sit down and talked to them or Corey sit down and talk to them, we find out actually it's not. You have five other options that we can work at. So let's see if any of these Jon G. Sanchez: Wow. Aaron Clark, Edge Realty: work better because you actually don't need to sell your home and you can keep it and we could do this or we could rent it for a little while and then do this to accomplish your goal. Jon G. Sanchez: Right, right. Aaron Clark, Edge Realty: So I don't try to assume. I find that. The biggest mistake I see with a lot of people is they just come in and give all of these random answers to people that they're not even seeking. I always try to find out, you know, what's the plan, what's the goal? And then how can I give them a a a process of how we're gonna sell their home when I haven't seen it and I don't know what work it needs or who the best Jon G. Sanchez: Right. Right, right, exactly. Yeah, yeah. Aaron Clark, Edge Realty: candidate is gonna be to buy that property? Is it a duplex and it's gonna be a fantastic investment property for somebody? Or is it a a million, two million, three million dollar home and we're gonna appeal to a totally different buyer and the process gonna be very different and it might take longer than, you know, a five hundred thousand dollar home in Northwest Reno. So I try to really Jon G. Sanchez: Yep. Yep. Aaron Clark, Edge Realty: focus on what is it that you're looking to do to do and let's make sure that this is the best way to do it and then let's put our plan together. Jon G. Sanchez: Okay. That that absolutely makes perfect sense, obviously. All right. I've got six questions for you that I wrote down. You ready? Okay, Aaron Clark, Edge Realty: Okay. Yeah. Jon G. Sanchez: here we go. Number one, when a listing appears on a buyer's phone, what is the very first thing that a buyer notices? Aaron Clark, Edge Realty: The number one thing is they look at it and they notice the very first picture that presents the information on the property. Always. It's the number one picture. It's the main picture. Jon G. Sanchez: No kidding. Number one picture. Stop stop or proceed right from there. Aaron Clark, Edge Realty: From there they go because you gotta remember that they're looking at the pictures that have already been filtered on properties that they're interested in. So what Jon G. Sanchez: What do you mean by that? Already filtered. Aaron Clark, Edge Realty: What I mean is somebody calls me and says, a a buyer that I'm working with, and they say, okay, Aaron, I'm I've talked to Dwight. This is what he's approved me for, this is my price range, this is the area I want to be, these are the schools I want to be zoned for, whatever, whatever, whatever. Here's all the criteria. Once I've taken all that criteria and created a list of properties that fit within that criter criteria, then I'm sending them all of those homes that fit. So they're we already know that they're within their price range. Yeah, we've already filtered it. Jon G. Sanchez: So you did a filter, you y you just filtered. Yeah. Yep. Yep. Yep. Aaron Clark, Edge Realty: Exactly. So now they already know that everything they're looking at is a possible match. So now it boils down to, yeah. Jon G. Sanchez: Instead of big macro, yeah. Aaron Clark, Edge Realty: So now it boils down to which one of these are going to be the ones that make somebody go, I really want to see this one. Because I always tell sellers, the goal of the photos, the marketing, the social media, everything that we do is not to sell your house. That's the biggest mistake everybody makes. The goal Jon G. Sanchez: Great, great advice. Aaron Clark, Edge Realty: is to get somebody to look at your house in person. That sells it. It's it the marketing aspect is to get someone to go, I wanna see that house. Yeah. Jon G. Sanchez: Nice approach, my friend. Nice approach. I really like that. That's a very unique way to look at it. And I think the appropriate way to look at it. I love it. Okay, great answer. So that first picture. So now my second question. How quickly, how can I phrase this? How quickly do buyers decide whether to open the listing on their phone or skip the listing? How quickly? Are we talking minutes? Are we talking seconds? I think I know the answer, but I want to hear from you. Aaron Clark, Edge Realty: it's seconds. Jon G. Sanchez: Okay. I knew it. Aaron Clark, Edge Realty: It's a like I mean, I hate to say it 'cause it's really all generations, even if they don't think they're they're part of it. I always tell my kids this that everybody's Jon G. Sanchez: Yeah. Aaron Clark, Edge Realty: the TikTok the a t the TikTok Jon G. Sanchez: Yeah. Aaron Clark, Edge Realty: attention span, right? It's like if if they don't s yeah, if they don't if they don't grab Jon G. Sanchez: Okay. Were you sitting there scrolling one after the other? Okay. Aaron Clark, Edge Realty: their attention in the first five seconds and they move on to the next one and the photographs on property are no no different. If if it's not appealing, they move on. Jon G. Sanchez: You know, I'm I'm shocked. I I'm shocked and and debunked this myth 'cause I'm sure our our listeners are thinking of this too. So it's that first photo. That's how important that first photo is. You didn't say it's price, right? Is that is price usually on that first photo? Okay. Aaron Clark, Edge Realty: No, we've already filtered it. No, because we've already filtered it. So so again, we want to look at quality. We we don't want to waste time. And I always tell my buyers that I go, listen, you might think you want to look at 50 properties, but I will tell you, you will want to be you will want to quit very quickly. It's very frustrating. You get confused, it's Jon G. Sanchez: After five years done, yeah. Aaron Clark, Edge Realty: overwhelming. If I show a buyer five or six or more properties in one Time period on a Saturday afternoon. By the end, they're going, I really Jon G. Sanchez: Yeah. Yeah. Aaron Clark, Edge Realty: like the one that had this, this, this, and this. And I'm like, you just combined four different houses. It's just too much. So, yeah, so we want to fill Jon G. Sanchez: gosh, how funny. I don't have one of those. Aaron Clark, Edge Realty: it out, get it to them to the criteria that they've requested. And then from there, we might look at, I don't know, let's say there's 10 properties that are perfect matches. They're going to look at those first photos, and then from there, you know, if if they If they're really curious and they're digging, they're going to be a lot more specific. Even if the first photo doesn't get their attention, they're going to keep digging because they're Jon G. Sanchez: Right. Aaron Clark, Edge Realty: looking for stuff that's deeper, because it's already stuff that fits within what they want. But if they've got Jon G. Sanchez: Right. Aaron Clark, Edge Realty: a lot of abundance to look at, if they're very they have wide open spaces of what they're looking for, a budget that's massive, then yeah, they're going to dump it. If the pictures are terrible quality, ugly, they don't explain Jon G. Sanchez: Yeah. Aaron Clark, Edge Realty: anything, they don't get them interested, they're done. They move on. Jon G. Sanchez: Yep. Makes sense, just like in any other type of shopping. Aaron Clark, Edge Realty: Absolutely. Jon G. Sanchez: So full disclosure, I have not bought real estate and I can't tell you how much well since twenty ten. So obviously technology wasn't where it is today by any means. So here's a question. Do you ever get your clients that say, Okay, Aaron, we filtered it, we're down to these ten. Aaron, go out and video for me, or let's Aaron Clark, Edge Realty: Mm-hmm. Jon G. Sanchez: do a FaceTime. And because my time is busy or my time is is is is so limited. And then you narrow that ten down to maybe one or two that they physically go out because of technology. Now you can do that. Does that happen very often? Aaron Clark, Edge Realty: Yeah, because a lot of times people will say, okay, I think these are worth it. But one of the things I remember is they told me when we first discussed it that they need a spot where they could park their boat. So then now I'm looking at those and I go, you know, based on satellite images, I know you can't park your boat on these six. So that leaves us with three. So I'll try to eliminate things just because they forget or they don't realize it, or Jon G. Sanchez: Sure Okay. Nice. Yep. Aaron Clark, Edge Realty: one of the houses they picked backs up to the freeway. So I know they're not going to want to see that. Jon G. Sanchez: Right. Aaron Clark, Edge Realty: But as far as that goes, Jon G. Sanchez: Right. Aaron Clark, Edge Realty: unless they're out of town, like I have a buyer right now, they're looking for an investment property for their daughter who's going to the university and she works Jon G. Sanchez: Mm-hmm. Aaron Clark, Edge Realty: also in North Reno area. And they're gonna they're coming up like once a month. In that mean in the meantime, if I find something that I think works, then I go take a video, I send them a 4K video, I walk through it. It's nothing fancy, it's just enough to get them to go. Jon G. Sanchez: There you go. There you go. No. Aaron Clark, Edge Realty: You know what? That one might be worth us making a special trip on Friday to go look at that one place so we can write. Yeah. Jon G. Sanchez: That's right. That's right. All right. Perfect. All right. I'm gonna I'm gonna help you out here. I'm gonna I'm gonna I'm gonna give you a hint or or tell you exactly, not Aaron Clark, Edge Realty: Mm-hmm. Jon G. Sanchez: a hint, but I'll tell you exactly what I'm gonna ask you when we come back. What should the first five photos communicate? What should the first five photos communicate? Again, we're talking about why buyers reject your home before they ever even walk through the front door with Aaron Clark of Vidrility. Welcome back to the John Sanchez show on Newstock 780K, which we'll just continue our discussion why buyers reject your home before they ever walk through the door. But first, Mr. Clark, can we get your phone number, sir? Aaron Clark, Edge Realty: Yeah, six seven three sixty seven hundred. Jon G. Sanchez: Thank you so very much. Okay, so we've asked Aaron so far. When a listing appears on a buyer's phone, what does the buyer notice first? He said the first picture. How quickly do buyers decide whether or whether to open or skip a listing? Matter of seconds. What makes a strong lead photograph? I forgot to ask you that one. Let's get that one real quick before I go to my my big one. Okay. Okay. Just try to show as much as you can. Aaron Clark, Edge Realty: Main house. Yeah. Main house front, yeah. Mm-hmm. Jon G. Sanchez: All right. So now the question I teased you with: What should the first five photographs communicate? Aaron Clark, Edge Realty: I think it's gonna be something that needs to communicate the five best features of the property, or sometimes like if it's a special home, like a real standout thing, like maybe you have a view of the city of downtown Reno. Your first photo might be the main house, and then your second photo and third photo and fourth photo and fifth photo might all be views of downtown Reno. So it's it's whatever's Jon G. Sanchez: Got it. Aaron Clark, Edge Realty: gonna make that home stand out and be different from the rest. If it's a cookie cutter home. Jon G. Sanchez: Okay. Makes sense? Aaron Clark, Edge Realty: What I would say, you know, let's say Jon G. Sanchez: Yep. Aaron Clark, Edge Realty: it's a neighborhood where every home's kind of the same, then I Jon G. Sanchez: Yeah. Aaron Clark, Edge Realty: think your first five photos need to be the first five most important standout things, which is what people look at first. They look at the main house front, they look at the living room, kitchen, and then everything related to those. and then your bathrooms, bedrooms are always towards the end, right? Yeah. But what I notice Jon G. Sanchez: Masters, I'm sure, is at the top of the list. Aaron Clark, Edge Realty: is a lot of a lot of agents when they upload photographs of different properties and things like that, they'll just throw like a picture of the kitchen, a picture of a living room, picture of a family room, picture of a bathroom, and there's no context behind it. When I my photographer that I hire, I always want context as if they're walking through it. So I try to get from the front door all the way through the home. And then I have a picture of let's say the hallway showing where everything is and then the bedroom that goes off of the hallway and then coming out of the bedroom Back to the hallway. So I try to like lay it out that way. Jon G. Sanchez: I love it. Aaron Clark, Edge Realty: Cause I notice from all the years I've been doing this, buyers get more and more angry and frustrated and annoyed when they just see pictures of bedrooms but they don't know where they're located. Or they see a picture of the living room Jon G. Sanchez: Yes. Right, right. Aaron Clark, Edge Realty: and they don't know, well, where's the where's the kitchen related to this living room? It's driving me crazy. So I always do like a far Jon G. Sanchez: Exactly. Exactly. Aaron Clark, Edge Realty: back photo that shows like everything around it and then kind of each item within it in different angles. Jon G. Sanchez: Do do you try to do you do video? Do you try to get them to a video? Aaron Clark, Edge Realty: Again, I mean it goes back to what I said earlier. Your goal is to get people to see the home. You're never gonna sell a home sight unseen. No one's gonna do that. Jon G. Sanchez: Okay. Right. Aaron Clark, Edge Realty: so yes, in some instances photo or videos matter, but the reality of it is is unfortunately there isn't a great use of video unless you try to do it through social media where you see a lot of newer agents there jump on the TikTok wagon and doing TikTok photos of it. Jon G. Sanchez: Mm-hmm. Aaron Clark, Edge Realty: But there's not really buyers that are going to TikTok to find a house that they're looking for. It's not quite there yet. Jon G. Sanchez: True. Aaron Clark, Edge Realty: The the most important thing is those photos to get to see it. Jon G. Sanchez: What about I haven't seen this a lot, but I'm not looking for a house, so I may be wrong here. W what did the what'd you guys call it? It was the the fish eye where it was the virtual tour where Aaron Clark, Edge Realty: Mm-hmm. Jon G. Sanchez: you kind of scroll through the page and you like you're walking to your point, walking into the kitchen, et cetera. Is that still used very often? Aaron Clark, Edge Realty: Yeah. I feel like it was a a really popular thing for a few years and now no one really Jon G. Sanchez: Yeah. Yeah. Aaron Clark, Edge Realty: uses it because again, there's so many things that I think we sort of think if we just throw every single thing at it, then what's the harm in it? And the reality of it is is that's not necessarily the best usage of the space or time or energy. It's really about getting the best representation with the photos and then being available. I can't tell you how many stinking listing agents I will call on a property I have listed and I can't get them to call me. And I'm sitting here calling to sell Jon G. Sanchez: Right. Aaron Clark, Edge Realty: the home that they have listed. I have a buyer interested and I can't get a hold of them. Corey same thing. Jon G. Sanchez: Ha ha ha. Aaron Clark, Edge Realty: We talk about all the time. You know, it's like present the house, get the information out, and then start having conversations. Yeah. Yeah, exactly. Jon G. Sanchez: And answer your phone. Aaron Clark, Edge Realty: You know, and then if you do any sort of adjustments to the listing like price reductions or benefits or increase, you know, maybe some concessions the seller's offering to move it quicker, then you can get get that information out to every realtor that there's a special thing they're willing to do or something like that. Jon G. Sanchez: Okay. Okay. Perfect. Well, I haven't once heard you say, Boy, the open house is the way to do it. So I have a feeling and that's another discussion that that's Aaron Clark, Edge Realty: No Jon G. Sanchez: a that's a dying dying marketing plan there. But again, we'll do that in another discussion. Aaron, great job as always. It's fascinating. I'd I'd love two things talking with you among many others, but technology and marketing. It's it's just you you are a master at it, my friend. Congratulations. Take care. I will see you next Thursday, which will be here before we know it, Mr. Clark. And in the meantime, I'll be back with all of you tomorrow on the John Sanchez show. God bless. Have great evening.