“i can’t wait for the downturn!”agent friendly ibuyers carmax for real estate opendoor...
TRANSCRIPT
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“I can’t wait for the
downturn!”
- Patrick Ferry
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“These unicorns are not
recession tested.”
- Me
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Agenda
▪ 2018 CAR Report
» E.M.B.R.A.C.E – State of the industry
» R.E.A.C.T – State of the Consumer (buyer, seller, homeowner)
» Compare with 2015 data when possible
▪ Tech disruptors
▪ Marketing, ideas, niches, and deep thoughts
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The Landscape
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Economy Mortgage Construction Prices
Wall Street Media Politics Technology
So many things to stress about…
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The Disruptors
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Wall Street
▪ Discount brokers &
iBuyers
▪ Pain points addressed
» Speed
» Timing
» Ease
» Privacy
» Cost
» Friction
» Flexibility
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Opendoor
2013
$1b (softbank)
New job or life
event
Heavy advertising
Open Listing (50%
refund)
Keller Williams
2019
“no other
choice”
2nd quarter 2019
$1 billion in tech
investment
Offerpad
2015
$410m (2018)
24 hour offer
Free move (50mi)
Bellhop moving
partnership
Zillow Offers
2018
Predictive biz intel
#1 destination
Increased
customization
Fully integrated
CRM
Knock
2015
$35m
Trade-in/Buy 1st
“Dream Home”
Buy new cash
Repair current
Move then sell
Agent friendly
iBuyersCarMax for real estate
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Opendoor Purchases since August 2018 (35)
City # Bed Bath SQ-Low SQ-High Price-
Low
Price-
High
List/Sold
Banning 1 3 2 1,092 $221,000 $357,000
Beaumont 2 5 3 2,243 2,625 $350,600 $379,800
Cherry Valley 1 4 2 1,311 $299,000
Hemet 7 2-4 2/3 1,103 2,084 $223,600 $307,100
Lake Elsinore 4 4 3 1,963 2,727 $342,300 $482,500
Menifee 2 3-6 3-5 2,497 3,992 $399,600 $452,400
MoVal 2 3 3 1,520 1,850 $318,000 $352,200
Murrieta 3 3-5 3 1,427 3,306 $342,100 $525,400
Riverside 3 3-4 2-3 2,188 2,617 $414,400 $560,300
San Jacinto 2 3-5 2-3 1,779 2,210 $280,600 $414,400
Temecula 6 3-6 2-4 1,197 4,115 $333,200 $655,600
Winchester 1 5 3 3,109 $436,000
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1645 Midnight Sun Dr
Beaumont, CA 92223
▪ 4 beds, 3 baths,
2,243 sqft
▪ Purchased: $343,000
▪ List
» 11/20 “purchase”
» 12/10: $366,000
» 1/3: $365,000
» 1/18: $360,000
» 1/24: $357,000
▪ 5 open housing this
week
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40470 Rome Beauty Way
Cherry Valley, CA 92223
▪ 4 beds 2 baths 1,311 sqft
▪ Purchased: $299,000
▪ List
» 11/21: $299,000
» 12/10: $312,000
» 12/27: $309,000
» 1/3: $305,000
» 1/7: pending
▪ “Upgraded features include
fresh interior paint and new
carpet in select rooms.”
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Offerpad Purchases since August 2018
City # Bed Bath SQ-Low SQ-High Price-
Low
Price-
High
List/Sold
Corona 2 3-4 3 1,954 2,595 $485,000 $521,500
Norco 1 3 2 1,864 $480,000
Hemet 1 2 2 1,398 $229,000
Winchester 1 5 3 3,109 $436,000
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640 VISTA DE LOMA
HEMET, CA 92543
▪ 3 beds 2 baths 1,398 sqft
▪ Purchased: $192,000
▪ List
» 10/09: $48,500
» 8/18: $192,000
» 10/2: $265,000
» 10/27: $260,000
» 12/27: pending
▪ Kitchen cabinets,
countertops, some floors,
new bathrooms
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4020 MOUNT TOBIN CT
NORCO, CA 92860
▪ 3 beds 2 baths 1,864 sqft
▪ Purchased: $480,000
▪ List
» 12/6/18: $480,000
» 1/16: $525,000
» 2/4: pending
▪ No rehab done.
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iBuyers: What we know?
▪ First-time buyer range
▪ Avoid major rehab/historic areas
▪ No creative transactions
▪ Forced to adjust position on local
Realtors (for now)
» You will enter in all data into mobile app for
offer for tenant
» Think CarMax
▪ Vertical integration entire transaction
▪ Major marketing dollars spent to
drive traffic
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Local Investors vs. iBuyers
▪ Be one or get one. Main Street can offer:
» Fast close, all cash, lower fees, flexibility, privacy
▪ What we can’t
» Buy clean houses all cash all the time and not make a profit
▪ Do things Wall Street can’t:
» Heavy rehabs
» HGTV rehabs
» Creative transaction (seller financing)
» Hire local
» Give local
» Sell to owner occupants who cares about house and neighborhood
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Purple Bricks
2012 in UK
$4,950 for 92501
No upfront fee
“plumbers”
unqualified to
represent buyers
and sellers
Rex
2015
2% fee
AI and machine
learning
Salaried agents
Customer-first
International
philanthropy
Redfin
2004
$167m pre IPO
1% list fee
Sell for $3,000
more on average
Full service
Matterport
Mortgages
Compass
2012
$1.2 billion
37 to 122
6,000 agents ‘18
51 engineers
Agent focused but
backing of 20/20
eXp Realty
2009
2018 IPO, $1b
Cloud-based real
estate brokerage
Nationwide
network
“Amazon of real
estate”
RE DisruptorsHigh tech, low cost, deep pockets
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Predictive Data
Identify potential
sellers
70% accuracy
Territory
subscription
Chatbots
Realtor
Assistants 24/7
Assisted search
Voice search
Predictive
Search
Based on style
Collaboration
Customer
notifications
Enriched CRM
Functionality
Predictive biz intel
Increased
customization
Fully integrated
CRM
Voice Assistance
Mortgage
Docs library
Search
General questions
Data and AIReal Estate Applications
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Buyer 4.0 Coffee
Dog
Gym in 37HiCan Bed
€63,404
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Web 4.0
$1.2 million
75% ARV
Emailed Sally to 2x-end
Live VR tour with
Zenny @ 2pm
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Zenny by Zenplace
Robot is driven by agent on the other end of
the screen. December 2017
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Local Realtor vs. Discount Brokers
▪ 1st: Main Street can offer:
» Speed/cash, as-is, ease (because you have an investor in your back pocket)
» Free market analysis
» Lower fees – possibly, time to really think what 3% should get
▪ 2nd: Do things Wall Street can’t/won’t:
» Customization/listen: because you can see the entire picture
» Community/Networked
» Estate planning
» Creative transactions
» Deep local insights (quality vs quantity)
» Hire local
» Give local
» Focus on Main Street owner occupants who care about house and neighborhood
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The Buyers
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Buyer Highlights
Millennials
(28-38)
Gen X
(39-53)
Boomers
(54-74)
Median Age 29 42 60
Median Income $90,000 $100,000 $90,000
% SFH 67% 71% 77%
% Single Story 63% 63% 69%
Median Bedroom 3 3 3
Median Sq.
Footage
1,500 1,600 1,630
Median Final
Price
$350,000 $400,000 $379,500
Average time
needed to save
for down
payment?
4 yrs 5 yrs 5yrs
Like the city/state
Job/family/friend
Familiarity/hometown
Money/Quality home
Weather
38%
20%
11%
9%
5%
Source: California Association of Realtors.
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Buyer Considerations: Reasons for Purchase
0% 10% 20% 30% 40% 50%
Downsizing
Desired stairs
No Stairs
Change in family status
Investment/tax advantages
Cheaper than rent
Favorable financing
Better location
Tired of renting
Affordable price
Desired larger home
Millennials Gen X Boomer
Source: California Association of Realtors.
# of bedrooms
Price range
Central AC
# of bedrooms
Private outdoor space
1
2
3
4
5(23-38) (39-53) (54-74)
1
3
5
2015: #2 Have a place to live (14%)
#4 Changed jobs (8.4%)
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Buyer Considerations: Neighborhoods
0% 10% 20% 30% 40% 50% 60% 70%
Has farmer's market
Has walking paths/trials
Preferred school district
Offers parking
In my preferred neighborhood
Close to family/friends
Close to shopping
Close to job/school
In my budget
In safe neighborhood
Millennials Gen X Boomer
Source: California Association of Realtors.
Safety
Budget
Close to job/school
Close to shopping
Close family/friends
1
2
3
4
5(23-38) (39-53) (54-74)
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Buyer Considerations: Property
0% 20% 40% 60% 80%
Green home
No stairs
Office
Smart home
Stairs
Private outdoor space
# of bathrooms
Central AC
In price range
# of bedrooms
First-time buyer Repeat
Source: California Association of Realtors.
# of bedrooms
Price range
Central AC
# bathrooms
Private outdoor space
1
2
3
4
5
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Reasons for not buying sooner?
• Save for down payment33%
• Wait till financing approved32%
• No urgency to buy24%
• Waited to see if market would stabilize22%
• Couldn’t find dream home20%
• Not stage in life to purchase before18%
• Needed to sell previous home14%
• No urgency to buy22%
• Wait till financing approved21%
• No good options13%
• Waited to see if market would stabilize13%
• Need to save down payment12%
• Needed to sell current home8%
• Difficulty qualifying for mortgage5%
2015 2018
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How long was the home search?
(in weeks)
4 4 5 5 5
7
9
10 11
8
910
10
12
8
0
2
4
6
8
10
12
14
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2018
Average Weeks
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Number of homes viewed?
1110
910
11
1514 14
15
12
10 10
20
109
0
5
10
15
20
25
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2018
Median homes viewed
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Most Useful Websites for Buyers
47%
24%
19%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
2007 2008 2009 2010 2011 2012 2013 2014 2015 2018
Zillow realtor.com Brokerage Redfin
Q. What was the single most useful website that you visited during your home buying process?
Source: California Association of Realtors.
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You’re Website is Terrible
4 4 4 4
3
4 4 4
3
1 1
00
0.5
1
1.5
2
2.5
3
3.5
4
4.5
2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017
Number of Customer Inquiries Realtor Receives on Personal Website (Median)
LeadSource: National Association of Realtors.
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Redfin Zillow Realtor Estately Remax YOU
Map x x x x x x
Price x x x x x x
Price trends x x x
Comps x x x x x
Pros/Ads x x
Details x x x x x X
Sales History x x x x x
Taxes x x x x
Activity x x Yelp Yelp
Schools x x x x x
Neighborhood x x x x x
Stats x x Form x
Pics x x 1 x x X
Calculators x
Crime
2017 #1 #2 #5 New New
#1 #2 #3 #4 #52019 ???
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Buyer Takeaways
▪ 34% found home through an agent
▪ 83% reported visiting a website during the process
▪ Millennials more likely to use tech disruptors because
» Cheaper
» Faster
» Easier
» Assured move-in date
▪ But, 94% still used an agent during transaction
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More Buyer Takeaways
▪ Buyer worked with first agent they spoke to
» 90% of Millennials want to own, are you there first
» ~35, 75% diverse, 50% relationship
» Wall Street has data, you’ve got street smarts
▪ Knowledge about the market/neighborhood most important service
» 50% engaged up front for that purpose
» What can you provide that Wall Street can’t (Qualitative = history, texture, connections)
▪ 50% needed help with negotiations
» When you know the qualitative, makes negotiations far more interesting
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Top Realtor Characteristics for Buyers
1. Listen
2. Quick response
3. Worked hard
4. Help
5. Negotiate
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Where they find agent?
14%
32% 29% 33% 32% 31%
10% 10% 13%29%
21%28% 28%
61%
20%
37%
31%29%
28% 26% 28%
21% 20%21%
12%
11%9% 7%
12%
39% 38% 43% 39% 42% 41%
70% 69%55% 59%
66%63% 65%
11%
21%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2018
Relationships/Contacts Advertising Internet Other
Source: CAR.
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The Seller
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Seller Considerations: Reasons for Selling
0% 5% 10% 15% 20% 25% 30%
Job transfer/relocation
Downsizing
Get highest price for home…
Change in family status
Better/other location
Investment advantages
Desired larger home
Millennials Gen X Boomer
Source: California Association of Realtors.
Best price
Find qualified buyer
Quick sell
Selling
Finding new place
1
2
3
4
5(23-38) (39-53) (54-74) 2015: #2 Have a place to live (14%)
#4 Changed jobs (8.4%)
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Sellers Needed Most Help with Negotiation
7%
10%
12%
16%
17%
18%
20%
0% 5% 10% 15% 20% 25%
Other
Negotiating the price
Preparing transaction…
Preparing home for sale
Marketing the property
Setting the right price
Negotiating terms of sale
Source: CAR.
1%
28%
31%
33%
40%
49%
51%
0% 10%20%30%40%50%60%
Other
Timing or sequencing of…
Help with legal issues
Home staging
Advice on selling
Determining listing price
Negotiating terms of sale
2015 2018
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Realtor Takeaway: Sellers
▪ 85% used an agent
during sales process
» 62% referral driven
» 21% marketing
▪ 50% with 30 minutes
▪ 75% by phone or in
person
15%
1%
3%
9%
9%
16%
20%
26%
0% 5% 10% 15% 20% 25% 30%
Did not use an agent
Other
Internet
Agent brochure, flyers, mailers,…
Agent "For Sale" signs
Previous agent transactions
Referral from friend, relatives, etc.
Personal contact
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Reasons for choosing agent?
• Trustworthy#1
• Previous work#2
• Recommended#3
• Personal referral#4
• Good reputation#5
• Fast response#6
2015 2018
• Reputation#1
• Trustworthy#2
• Personal referral#3
• Personal contact#4
• Pervious transaction#5
• Fast response#6
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Top Seller Pain Points?
• Buyers/Agents#1
• Price/Financial#2
• Waiting/Timing#3
• House Prep/Paperwork#4
• Selling/Buying#5
• Leaving Location#6
• Stress/Personal #7
• Legal/Inspection/Process#8
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Co-Living
Major metros develop “dorms for grown up”
or “Hacker Houses”
Co-Living)
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Common, San Francisco, CA
$2,600 month
Co-Living
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Micro-Living
Micro-living
Arcade Providence
Providence, Rhode Island
300 sf studios for $1,500
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Short-Term Rentals
Podshare.co / Podestrians
$50 per night
“We make decisions based on trust (reviews)
+ value (location) + price point (affordable).”
“The Future is Access NOT ownership”
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ADUs
Accessory Dwelling Units
Regs not over yet
Seniors, boomerang
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Local Buyer Expectations
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Local Expectations
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Standing Out as a Buyers Agent
▪ Really awesome network of designers
▪ Reliable and skills contractors
▪ Tech-focused and regulation-minded property managers
▪ Estate planners and attorneys
▪ Relationships with Realtors in hot out-migration states (FL, TX, TN, etc.)
▪ Real estate investors
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PRADMARK
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Marketing Mix
PAIDAdvertising
EARNEDPublic Relations
OWNEDProperties
SHAREDSocial
AUTHORITYOptimized content
Shareable content
Engaging content
DIGITAL
PROPERTIESWebsite
Podcast
Blog
Email list
CRM
EMBASSIESFacebook
Youtube
Google+
SnapChat
ADVERTISINGSEM – Google, Facebook, Bing,
Yelp, etc.
Digital displays
Display
Billboards
Paid Endorsement
Direct Mail
Advertorials
CONTENTBuild trust
Educate
Curate
Reviews
Location-based servicePARTNERSHIPS
Charities
Co-branding
Celebrities
INFLUENCER
ENGAGEMENTResponse
Advocacy
Loyalty
INCENTIVEAffiliate
Brand Ambassador
PUBLICITYMedia relations
Press releases
Blogger relations
Influencer relations
Government relations
Internal communications
Attract
Nurture
Convert
Engage
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Funnels
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Time Spent Per Day for 18+Mobile
4:10
4:21
4:31
4:34
0:36
0:33
0:33
0:33
1:46
1:52
1:52
1:51
0:39
1:00
0:58
0:48
2:22
2:19
1:39
1:02
0:47
0:33
0:31
0:19
11:06
11:18
10:39
9:39
0:00 1:12 2:24 3:36 4:48 6:00 7:12 8:24 9:36 10:48 12:00
Q1-2018
Q1-2017
Q1-2016
Q1-2015
Live TV Time-Shifted TV Radio
DVD/Blue-Ray Game Console Multimedia Device
Internet on PC App/Web on smartphone App/Web on Tablet
Total Source: Neilsen. Note: Some amount of simultaneous usage may occur across devices
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• Double
screening
• Distractions
• All ages
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Alexa/Assistant
Shopping
Entertainment
Reviews
Search engine
M/Assistant
Social + search
Shopping
Entertainment
Payments
Google/Assistant
Search Shopping
Entertainment
Maps Social
Home
Cortana
Business
Search (Bing)
Social Shopping
Entertainment
Siri/Assistant
Entertainment
Travel (Maps)
Artificial Intelligence(Deep learning, machine learning)
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Kid: “Alexa, play ‘dicker, ‘dicker’.”
Alexa: “You want to hear a station for porno detected…”
Parents: No, no, no!!!!
Artificial IntelligenceHOMEWORK
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Grandma: “Goo goo, what is raining today?”
Google: “Yeah”
Artificial IntelligenceHOMEWORK
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Real Estate
▪ “Sell my house fast”
▪ “Hoarder house”
▪ “what to do with an inherited house”
▪ “Mold”
▪ “House fire”
▪ How will they find you?
▪ Which AI will they ask?
▪ What services will the use to make decisions?
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Top Apps for 2017
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Apps by Penetration
Source: comScore, June 2017.
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Top by Age Group
Source: comScore, June 2017.
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Adult Social Media Usage
2012 2013 2014 2015 2016 2018
Facebook 67% 71% 71% 72% 79% 68%
Twitter 16% 18% 23% 23% 24% 24%
Pinterest 15% 21% 28% 31% 31% 29%
Instagram 13% 17% 26% 28% 32% 35%
Linkedin 20% 22% 28% 25% 29% 25%
Snapchat 27%
Youtube 73%
WhatsApp 22%
0%
20%
40%
60%
80%
Source: PewResearch Center: Social Media Fact Sheet — 2018.
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IE Population vs Facebook 2018
31
9,5
04
21
5,2
13
20
4,9
50
20
2,9
76
17
4,3
05
16
9,0
89
16
1,4
86
12
1,9
01
10
9,4
28
10
8,3
68
10
2,7
41
0
50,000
100,000
150,000
200,000
250,000
300,000
350,000
0
50,000
100,000
150,000
200,000
250,000
300,000
350,000
Riv
ersi
de
San
Be
rnar
din
o
Fon
tan
a
Mo
ren
o V
alle
y
Ran
cho
Cu
cam
on
ga
On
tari
o
Co
ron
a
Vic
torv
ille
Tem
ecu
la
Mu
rrie
ta
Ria
lto
13-30 31-46 47-64 65+ Population
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614,000
432,000
282,000
87,300
1,889,961
100,000
0
200,000
400,000
600,000
800,000
1,000,000
1,200,000
1,400,000
1,600,000
1,800,000
2,000,000
13-30 31-46 47-64 65+ Population Press Enterprise Daily Circ.
Source: Facebook, Echo Media Group, Aaron Norris.
Inland Empire
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Marketing To-Do List
▪ Understand where your conversions come from
» Do more of that and spend money wisely
▪ Know what channels work (and don’t)
» Phone
» Live meetings
» Referrals
» Emails
▪ Prepare to leverage AI
» Geotargeting – local wins!
» Social clues
» Ratings
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What’s Next?
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InvestingRipple
SmartREREAL
Caviar Brickblock
AtlantSlice
EscrowSmart Contracts
CPROPSMARTRealty
ZillowPropy
BrickblockShelterZoom
TitleVelox.RE
PropyUbitquityBrickblock
Atlant
RealtorRexMLS
Midasium
CPROPSMARTRealty
PropyCryptoRealty Grp
HousehodlShelterZoom
NotaryTelia
ChromaWayLantmäterietKairos Future
Blockchain & Smart Contracts
Speed Ease Security Global Immutable
Death of the middle man/woman
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Nov. 2018
“First American Financial
announced Wednesday that it
is launching a shared
blockchain system to be used
in the title insurance process.
And the first company to sign
on to use First American’s
blockchain system is Old
Republic Title Insurance
Group, the nation’s third
largest title insurance
underwriter..”
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Be Human
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Interested & Interesting
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CustomerRelationships
CareGreat service
CreativeFun
TechLeverage to drive relationshipsTech is last
Good at giving human
TrioRating
Location nicheSocial clues
StoryAuthenticity
Differentiation
InvolvedBe a pro
Be a resourcesBe an expert
Interested & Interesting(Business)
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StupidMindless
consumptions
Show UpYourselfFamily
RelationshipsCommunityProfession
TryNew thingsWeird stuff
Make it a gameTrick tech
StoryWhat makes you
interesting?
Interested & Interesting(Personal)
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The Trio
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