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$1 Home Sale Program and GLUT of Homes Hitting The New Year’s Market (St. George Real Estate Morning Drive Show)

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Below is the actual St. George Real Estate Morning Drive show, hosted by St. George Real Estate Agent Jeremy Larkin, word for word! Enjoy and please share if you find it valuable! 

Jeremy Larkin and The Larkin Group @ Keller Williams Realty can be reached by calling 435-767-9821, or emailing sales@gostgeorge.com. 

Jeremy: Happy New Year. By the way, that was one of my favorite elements of the new year is we were at the grocery store last night at the Winn’s down there in the Washington Fields, and people are so fun. The produce guy was really cool. Theywere having a debate about sauerkraut by the way. I was a cilantro fan –
Jesse: What is there to debate about sauerkraut?
Jeremy: Well, I do not like it.
Jesse: Oh, okay. So that is in debate?
Jeremy: Yeah, it was a debate. Yeah, it was a debate. And then the produce guy started kind of pitching the sauerkraut. He was a great guy. And then as we walked away, he said Happy New year. I love that about the holidays. Happy Holidays and Happy New Year. It is fun.
Jesse: I would like to see it if people could keep that attitude or thought all year round. Why not be happy every day?
Jeremy: Yes, thank you.
Jesse: Well, I have been accused of that.
Jeremy: You do get accused of it, and you resemble the comment, and I will tell you that it is very similar to the whole 9/11. Remember when 9/11 happened –
Jesse: Yes.
Jeremy: Suddenly everyone in the country was fearful believer in God and very patriotic. That lasted about twelve months. But good morning to everyone out there. Jeremy Larkin, host of the St. George Real Estate Morning Drive. I have got multiple co-hosts in here. I have got Jesse Poll from the Larkin Group. Mike McGarry is here.
Jesse: I told Mike this morning we are happy he is back.
Jeremy: Yeah, it is nice to have him here.
Jesse: We do not like it when he is gone.
Mike: I will hang around for a little while.
Jeremy: Yeah, he has just has this thing dialed in. Yeah, I know. He is going to hang around about 30 days.
Mike: Pretty close to that, yeah.
Jeremy: Good morning, David. Love it man. Love it. 343 never forget. Absolutely right, David. Isn’t amazing, by the way, Dave, and Dave is a fireman, and one of my childhood friends. Literally, our families go way back. But this is not a political show. But it was crazy how patriotic and God-fearing we were for about twelve months and –
Jesse: And really how –
Jeremy: Then we were just like ah, we are busy now.
Jesse: And really how the country really came together.
Jeremy: The country came together. I will tell you. Crisis a very, very interesting gift and teacher for us. Is it not, Jesse?
Jesse: It is.
Jeremy: I want to share some New Year’s Resolutions. We ran a little Facebook thing where we said are you believer in New Year’s resolutions. I am going to share my theme for 2018. I think our listeners want to know what my theme is. Don’t you? Does anyone know, please say you do, The Christmas Story? I have it almost memorized, the movie The Christmas Story.
Jesse: We actually did not watch that this year.
Jeremy: It was on TBS and TNT for 24 hours straight. You do not even have to have the DVD, but I do have the DVD. So on the Larkin Group Facebook page, by the way, we will announce our winner this morning.
Jesse: Right on.
Jeremy: Somebody won $50 cash. The $50 cash is sitting –
Jesse: $50.
Jeremy: — on my desk.
Jesse: I saw that sitting on your desk.
Jeremy: Yeah, sitting on my desk.
Jesse: I thought it was for me. A gift.
Jeremy: Sorry, dude. Sorry. Sorry. Sitting on my desk. $50 cash. So I asked the question New Year’s resolutions or no? Chime in. Chime in. And I thought that this was very fun. We will talk about real estate. We are going to talk about selling a home for $1, and what happens every, $1. This is like, you know what you can get for a buck? You can get a drink at McDonald’s.
Jesse: Can you really still?
Jeremy: Oh, all the drinks are 99 cents. You can get some chicken nuggets. You can get a little French fry, a small shake, a parfait. Okay?
Jesse: Okay.
Jeremy: I do not even think you can purchase a pack of gum almost anywhere for 99 cents.
Jesse: I do not think so.
Jeremy: We will talk about that.
Jesse: Very few things can you buy for a dollar.
Jeremy: Yeah, for a buck. We are going to talk about $1 home sale program because we decided to have some fun in January. It is just for fun. But people, this is so interesting to hear what people said. Mark said yes. Natasha said yes, but not so much traditional New Year’s goals. More like intending to improve myself. I have chosen a word for the year. That is mine for the year. Mine is build. Relationships. Build our business. Build each other up. Beautiful. One of our past clients.
Jesse: I like that.
Jeremy: McKennon, did you know your daughter chimed in?
Jesse: Yes.
Jeremy: Yes, absolutely. We never know where we are going, but we always know where we have been, and we need new goals to set new heights to see how far we can get. It is all for naught. Is life even worth living? Right? I said kind of. What I do not like is the resolution because it is usually like a two-week campaign. I like more what she is saying which is we are looking, that idea of build. I love having a word for the year, and I have a theme, which I will share. But for me it is more like the new year is such a gift for new beginnings, and to kind of rethink and say where I have been. We know where we have been, she said. Andrew Young, absolutely yes. Cassie Segmiller, yes. Brett and Natalie Johnson, yes, and on and on. But let’s go ahead and let’s give congratulations to Cassie Segmiller who won the drawing for fifty bucks.
Jesse: Nice.
Jeremy: Yeah. We will respond on Facebook to her today. So here goes, Jess. I do not know how you say it. He is one of the famous, what do you call him, he is Tao. He is a Taoist. He is a Taoist. T-A-O. It is one of my favorite quotes. Watch your thoughts; they become words. Watch your words; they become actions. Watch your actions; they become habits. Watch your habits; they become character. Watch your character; it becomes your destiny. So that is my theme for the year. Rather than a word, it is this idea of monitoring how my thoughts become my words and actions and habits and character and destiny and how much we mess ourselves up.
Jesse: Without even knowing it.
Jeremy: Oh, we do not even know it.
Jesse: This stuff happens so gradually that one day we wake up and realize that somewhere over the last 20 years I have become somebody I do not really want to be.
Jeremy: Yep, yep. So yeah, like the boiling pot of water. So hey, happy January. We are waxing a little philosophical, but guess what? It is our show. We will talk about whatever we want to talk about. Right, Jesse?
Jesse: It is your show. I will just follow along.
Jeremy: It is my show. Good morning. So gang, you need to understand that we actually are now broadcasting. There are, I wish I had my other phone. I would take a picture.
Jesse: Yeah, where is your other piece of technology. You do not have enough here.
Jeremy: I have another phone in my car. There are two phones on the countertop right here in two different tripods. One is broadcasting Facebook Live, and one is broadcasting YouTube Live.
Jesse: Right.
Jeremy: So if anyone ever wanted to know where you could watch this on YouTube Live, I should have put that in the comments. It is YouTube dot com, of course, but it is Go St. George TV. G-O-S-T George TV. We have got about 1300 subscribers there or something, and we have done very little live. So if you want to be on YouTube Live and that is your preference, see our YouTube channel Go St. George TV. G-O-S-T George TV or hang out on Facebook Live, and of course, all of our radio listeners, you are already on with us at 94.9FM, 890AM. Jesse, it is January 3rd, and there is a phenomenon that happens, especially in St. George because the Parade of Homes is six weeks from now.
Jesse: It is coming right up.
Jeremy: What is happening? You brought some data this morning.
Jesse: The data –
Jeremy: Every January.
Jesse – that I brought this morning is peanuts compared to what is coming.
Jeremy: Can I show them?
Jesse: Yep.
Jeremy: Anyone who is looking. This is his data. Three days.
Jesse: During the last –
Jeremy: I hope everyone is looking at this.
Jesse: Hey, every genius scribbles.
Jeremy: It is a 4×7 –
Jesse: Ask Einstein.
Jeremy: — scratch paper. I like it.
Jesse: In the last three days you have had 36 homes hit the market.
Jeremy: Last four days or two days? It is really two days.
Jesse: Two days. Yeah. So since the first. The first and second.
Jeremy: But there was not a first. See, the first did not exist. You could not put a home on the market.
Jesse: That is true. Because everyone was off.
Jeremy: That means in the last 24 hours 36 homes hit the market.
Jesse: Yes.
Jeremy: I did not mean to correct you, but –
Jesse: That is true.
Jeremy: — if you think about this –
Jesse: That is true.
Jeremy: — one day 36 homes hit the market. Holy cow. Okay?
Jesse: And what is coming over the next two months will be probably 1100 homes. I am pretty sure last year it was about 1100 homes between January and February.
Jeremy: Good grief.
Jesse: But before the Parade of Homes, and by March, that number will be 1500.
Jeremy: 1500.
Jesse: Every year.
Jeremy: 1500.
Jesse: And it is just gearing up for our spring season. Especially the Parade of Homes.
Jeremy: I am just looking at some of this data myself. Wow.
Jesse: One thing that is interesting. We have been talking about this is the price reductions. I went and pulled those. There have been 29 reduced prices in the last two days.
Jeremy: Twenty-four hours.
Jesse: Well, this is from the 31st because some of us did work Monday.
Jeremy: Define a price reduction for the listeners.
Jesse: That is somebody that is on the market currently, and they have reduced their price because they realized they were too high.
Jeremy: Yeah. Because look if the market is not supporting what you are buying, what you are selling –
Jesse: What you are selling then you have got –
Jeremy: Yeah, it is very simple. There is Dillard’s had their big annual sale. Oh man, I wanted to go. I am such a shopper. Every January 1st, New Year’s Day, a lot of retailers are closed. They put all of their clearance on 50% of the clearance price, and the place is like a zoo. Right? Well, why? Because the product has not sold –
Jesse: Yep.
Jeremy: — and new product is coming into the store, and the challenge you have as a homeowner is that new product is coming in the store –
Jesse: Right.
Jeremy: — and it is called other people selling their house. Right? So this has happened for how many Januarys in a row?
Jesse: Geesh.
Jeremy: All of them?
Jesse: Yeah, probably since the Parade of Homes started.
Jeremy: Yeah, yeah.
Jesse: Because that is really what drives January and February is the Parade of Homes. So how long ago did that start? 20-25 years ago?
Jeremy: Yeah, and I want to be clear about this. He said it drives it. It drives people’s psychology. It does not actually drive sales in St. George.
Jesse: It does not drive the market, but it drives them wanting to be on the market by then.
Jeremy: Yeah, yeah, this is absolutely true, and it will be interesting to see because we had, for instance, one luxury real estate firm here in town put five homes on the market yesterday. Cancelled the listings in the fall, late fall, and they put them back on yesterday because the belief of every seller, and by the way, if you want to see a video of me talking about that from the chair lift at Bryant Head yesterday.
Jesse: Oh, a new one?
Jeremy: Yeah, you can check it out. A rash of luxury homes hitting the market after January 1. What does this mean? Published 18 hours ago. So I shot a video yesterday at Bryant Head. I was with my kids because the kids all went back to school this morning. Second greatest day of the year, by the way. First greatest day is when they go to school in August.
Jesse: Yes.
Jeremy: And it was interrupted by a phone call, which was fun. The live video. But you might want to check that out. It is right on the Larkin Group Facebook stream. Just look up the Larkin Group and you will find us. But I said what does this mean? Well it means that people believe –
Jesse: That they will sell their home during the Parade.
Jeremy: Yeah.
Jesse: They believe that more high-end, first of all, high-end buyers come for the Parade. And that might be true. But are they really buying homes?
Jeremy: Yeah.
Jesse: But people really believe that not only can they get a buyer at that time of year, they can get a buyer that will pay extraordinary prices.
Jeremy: Yeah. Oh yeah. Right. Let me share something cool with you folks. If you hop on our Facebook stream, we have, so we have been on this show for almost six years.
Jesse: Wow.
Jeremy: Five plus years we have been on the radio.
Jesse: Has it been that long?
Jeremy: It has been a long time, and we have been delivering content via the show, via Facebook, we have a really great video blog, and a lot of our listeners have received those video emails. I am looking at our Facebook stream. This is just the last few days. Excited about buying a home this year? Here is what to watch. These are articles that we have produced.
Jesse: Yep.
Jeremy: Let me share a few more. Selling For Sale By Owner. Questions and comments and concerns. Where is the market headed in 2019? Where is it headed? How to save thousands of dollars in interest on your mortgage. What makes a house a home for you and more and more. We have produced so much content for so long. And by the way, where is the market headed in 2019? A couple of things that we will give you, and then we are going to tell you about something really fun that we are doing. And folks, if you enjoy our program, we are going to ask you for your help today. For the amount of content that we put out compared to the ratio of that to asking for help is pretty low, pretty high to content and low asking for help. Where is the market headed in 2019? This is a really great infographic that we have on our Facebook stream, and again, look up the Larkin Group or Facebook dot com slash The Larkin Group. So what do they predict? They predict that home prices will appreciate across the country 4.8%. Historic home appreciation is 3.6, averaging all the years together.
Jesse: Averaging –
Jeremy: Every year.
Jesse: Okay.
Jeremy: 4.8%. St. George? Jesse says yes. I say no.
Jesse: Yeah, we have a debate there. It is going to interesting next January when we pull, when we come out to really see what happened this year.
Jeremy: Yeah, I say no. I say that we are not going to have any appreciation in Washington County. I think we are going to be exactly static. Interest rates have risen, but they are currently at the lowest point that they have been in six months.
Jesse: Yep, they just went down again.
Jeremy: Yeah, guys, the lowest point in six months. Interest rates right now. Interest rates, amazing, so home prices, Core Logic, which is like the biggest national prediction type firm saying 4.8% appreciation. All four major reporting agencies believe that total home sales will out pace 2018. That is interesting. And interest rates are projected to rise. Are projected to rise. However, let us remind you that in the year 2000, interest rates were 6.2%. In 1990, they were 8.1%. In 1980, they were 12.7%, and in 1970, 8.86. We are so far below everything. Now, I produced a video that has not been released yet, and it is about seven and a half minutes. It is four things you have to know about St. George Real Estate moving into 2019. It is upcoming, forthcoming. It will be on our YouTube channel and on our Facebook page in the next week. So, Jesse, the homes that hit the market this morning. Price ranges?
Jesse: Well, you have got six of them under 250, and that is going to be a problem for your average worker here in St. George.
Jeremy: So only 6, 36 homes hit the market, and only 6 of them –
Jesse: Were under 250.
Jeremy: — were under $250,000.
Jesse: Which is where your average worker can afford a home.
Jeremy: Yeah.
Jesse: You have got six between 250 and 300. That is a pretty good number. That is pretty solid.
Jeremy: Okay.
Jesse: You have got seven between $300,000 and $400,000, six between four and five, and then 11 over 500,000.
Jeremy: Holy smoke. Eleven –
Jesse: Eleven.
Jeremy: — of the 36. So our greatest, over $500,000.
Jesse: Actually, let’s break that down. You have got 3 between 5 and 6, and then 8 over 600.
Jeremy: So I need to say, folks, that is going to be a problem. Just so you know. It is going to be a problem for the average, like you say, the average worker.
Jesse: Yeah, because your average household –
Jeremy: I actually like the word worker. It is like the average, typical, employed human being.
Jesse: Right because your average household income in Washington County is 50,000.
Jeremy: Yep.
Jesse: So somebody making $50,000 a year, how much house can they afford?
Jeremy: 210.
Jesse: Right, so that is –
Jeremy: Maybe 250. If they have a good down payment, 250. So that will be a challenge, and I am here to explain to our luxury homeowners in Washington County, it is going to be tougher than you think it is, and you had better take the job of selling your home very serious. And if you are thinking oh well, this sounds negative, maybe it is not the year. No, remember values are at their highest point in ten years.
Jesse: Yep.
Jeremy: We are at the top. You know the waves out in the ocean if you have been on the ocean. They grow up and they go down. Kind of like when you swim out from the shore 50 yards, and you are floating out there with your friends.
Jesse: Especially –
Jeremy: We are at the top.
Jesse: Yeah, especially up in the higher price points because if you, once you step over $600,000, the amount of inventory just increases astronomically. It goes from 4 to 5 to 18 months.
Jeremy: Yeah, we are at the peak, so you had better take that very serious and work with an agent who is very serious about telling you the, it is funny, there is a script that we use in real estate. We are trained to use it. Hey, Jesse, on a scale of 1 to 10, how honest can I be with you? Well, what do people always say?
Jesse: They say ten until you do it.
Jeremy: There is a reason we are trained to ask this.
Jesse: Yeah.
Jeremy: Because we have to set up the homeowner to actually hear the truth. Hey Jesse, do these pants make me look fat? You are like the fact that you asked me that means that you already knew the answer. Right? The seller, does your price make you look fat and greedy? Kind of. It sounds so terrible, but here is why this is so important. Because if you are thinking well, isn’t it marketing that is going to sell my home? Oh, it is marketing with the right price, and if you are not priced correctly, you will not sell your luxury home in 2019. It is not happening.
Jesse: Yeah.
Jeremy: You will spend the next year of your life, you hear the passion, folks. I emphatically, you will not sell your home if you are not very competitive in that luxury home market. There is so much inventory. We are talking about years, and the market is at its peak.
Jesse: I cannot tell you –
Jeremy: Good grief.
Jesse: — how many homes in the luxury market that we have seen that have been on the market for a year or two off and on.
Jeremy: But we have seen homes that have been on 500 or 1000 days.
Jesse: What is interesting is that even the worst market, luxury homes sold within four months. Very rarely does it take a year to sell a home.
Jeremy: You are right. You are absolutely right. This is just a completely different market than say downtown St. George. All right. We are doing something fun.
Jesse: All right. Let’s do this.
Jeremy: McDonald’s Dollar Value Menu. The Larkin Group Dollar Menu. The Dollar Menu. Okay.
Jesse: We have a Dollar Menu now.
Jeremy: So here is what you have to do. Yeah, we do. And the dollar menu is just like this. We have got a program that we are running for January only. So I was sitting there over the holidays thinking why are we not having more fun? Seriously. We are dealing with people who are stressed out.
Jesse: Yeah, they are.
Jeremy: Think of some of the transactions we are dealing with right now. Folks, a domino succession, chain, they can only, we have a client. Incredible people who, think about this, the spouse is going to pass away in the very near future because of some serious health elements. The other spouse cannot physically afford to live, will be homeless or bankrupt if they do not sell the home now because the retirement and Social Security will go away when the husband passes away.
Jesse: Yep.
Jeremy: They have to sell the home. They cannot live somewhere if they do not sell the home first, but if they do not sell the home, she is going to be homeless. And by the way, prices are high in St. George, so now they are trying to figure out what she can possibly afford at her new income. Do you see this? And, of course, then you are depending on the buyer if their home, it is crazy. Right?
Jesse: Yeah, it is kind of emotional.
Jeremy: So then you have another seller on the other end who is hoping these people close on their sale so they can make the purchase of their home. It is very complicated. So I said why aren’t we having more fun? So we are going to have more fun. You can sell your home for as little as one buck. Now you do not need to sell it in January. You just need to enroll in the program in January. $1. I do not have time to get into all the details, but I will give you the one detail. The absolute specific criteria is you have to buy another home through us. And by the way, do you know that when you buy a home, you do not pay a commission? Because remember the seller pays the commission.
Jesse: Yep.
Jeremy: There are other terms and conditions. You have to be born in 1957. You have to have an odd number ending your Social Security number, and you have to have sandy blonde hair. I am kidding. You know those crazy, it is actually not that crazy. The terms and conditions are not crazy at all. But you do need to buy another home through us because we are literally going to charge on the listing side a dollar if you buy another home through us. Meaning no income for us on the listing side. Okay? Here is an alternate. If you are not buying home through us, we said okay, then what can we do? Because we want everybody to win.
Jesse: Right.
Jeremy: If you are not buying another home through us because meaning you are going to rent a home or you are moving out of town, you still can save up to $10,000 selling your home. And you will save no less than $1250. Right?
Jesse: Yep, $1250.
Jeremy: One thousand two hundred and fifty dollars at the lowest price point. It is based on price point. Most of our clients are going to save $2,500 selling a home. That is the most typical segment will be at $2,500.
Jesse: Right.
Jeremy: There is no gimmick. There is no qualification. If you sign a listing agreement with the Larkin Group in January, you will be getting that discount or you can be in the dollar program. And by the way, both apply. So the dollar programs applies if you are trying to buy another home. You can work through both. Now, here is the deal. We made a goal. We sat down as a team several days and said what do we want to do? And last year we helped about 180 clients buy and sell real estate. We decided we were going to procure 90 families in 90 days, in the first 90 days of 2019. We decided that for our families, now again, folks, earlier I said we have given you this content for years and years and years, and we are asking for your help. We are asking today for you to be mindful of the Larkin Group as, 90 in 90 is almost unheard of. Okay?
Jesse: Very few people –
Jeremy: Very few people have pulled this off. We want to find 90 great clients like yourself that need our services. It is a win-win situation. We are doing the dollar home sale program or the save up to $10,000. If you or someone you know has thought about selling, we are asking will you send them to us?
Jesse: Have them give us a call.
Jeremy: Will you let us talk to them? You do not have to commit them to anything. There is no obligation to talk to us, but you can reach us on Facebook dot com slash St. George Experts or at Sold in St. George dot com. It is going to be fun to report what happens when we get to the end of these 90 days to see what we do. We are going to have a good time this year.
Jesse: It is going to be fun.
Jeremy: It is going to be a great year in St. George real estate. Hope you guys can help us, and we will guarantee we will help you. Thank you.