Frank Yan of Sacramento on Home Prices Grown Rapidly Winthin 7 Years

Frank Yan of Sacramento posts a related article: Sacramento Real Estate in 2013

Frank Yan of Sacramento read that home prices in the fourth quarter of 2012 showed a rate of annual appreciationgreater than in any quarter since the end of 2005 the National Association of Realtors®(NAR) said today. There were 133 metropolitan areas in which median prices rose during the quarter out of the 152 tracked by NAR. Prices increase in 120 areas in the third quarter and only 29 one year earlier. Twenty-nine areas posted price declines in the recent period.

Themedian price of an existing single-family home was $178,900 in the fourth quarter, up 10.0 percent from $162,600 in the fourth quarter of 2011. The annual increase in the third quarter was 8.8 percent. In the fourth quarter of 2005 the median price increase was 13.6 percent. NAR uses median price, where half of the homes sold for more and half sold for less, because average prices can be skewed by a relatively small share of upper-end transactions. The median price of a condo/cooperative was $179,900, an increase of 12.2 percent since the fourth quarter of 2011. Condo prices increased in 47 metro areas.

Lawrence Yun, NAR chief economist, said all the conditions for strong price growth are at play including increasing home sales, record low interest rates, and the lowest inventory of unsold homes in 12 years. "Home sales are being fueled by a pent-up demand and job creation, along with still favorable affordability conditions and rents rising at faster rates," Yun said. "Our population has been growing faster than overall housing stock, so supply and demand dynamics are very much at play." He added that more housing construction is needed to relieve some of the pressure in the market and keep home prices from overheating.

Some of the price increases arise from a smaller market share of lower priced homes. The share of foreclosures and short sales, which usually sell at deep discounts, fell to 23 percent of sales in the fourth quarter compared to 30 percent a year ago.

Fourth quarter existing-home sales rose 5.0 percent to a seasonally adjusted annual rate of 4.90 million in the fourth quarter from 4.66 million in the third quarter, and were 12.1 percent above the 4.37 million pace during the fourth quarter of 2011. The last time there was a higher rate of existing home sales was 4.95 million in the fourth quarter of 2009.

Theunsold inventory of existing homes was at the lowest level since January 2001. At the end of the fourth quarter there were 1.82 million existing homes available for sale, which is 21.6 percent below the close of the fourth quarter of 2011 when 2.32 million homes were on the market.

NAR's national annual Housing Affordability Index, established in 1970, rose to a record high 193.5 in 2012 from 186.4 in 2011. The index is calculated on the relationship between median home price, median family income and average effective mortgage interest rate. An index of 100 is defined as the point where a median-income household has exactly enough income to qualify for the purchase of a median-priced existing single-family home, assuming a 20 percent downpayment and 25 percent of gross income devoted to mortgage principal and interest payments. The higher the index, the stronger the household purchasing power.

"The housing affordability index shows that the national median income of families was almost double the income needed to buy a median-priced home in 2012, so most buyers are able to stay well within their means," Yun said. Despite rising prices the index is expected to average 161 in 2013, which would be the third best on record.

Existing-home sales in the Northeast increased 2.2 percent in the fourth quarter and are 12.9 percent above the fourth quarter of 2011. The median existing single-family home price in the Northeast rose on an annual basis by 0.7 percent to $228,400.

Midwest sales rose 5.6 percent in the fourth quarter and are 18.3 percent higher than a year ago. The median existing single-family home price increased 9.2 percent to $143,800.

Sales in the South were up 5.0 percent from the third quarter and 13.2 percent from a year earlier. The regional median home price was up 9.1 percent to $160,100.

The West was impacted most by limited housing supplies and had the strongest price increase, jumping 20.1 percent year-over-year to a median of $245,200. Sales were up 5.9 percent from the third quarter and are 5.0 percent higher than a year ago.

Frank Yan of Sacramento on Effective Time Management

Sacramento business man, Frank Yan says, 24 hours in a day isn’t just enough. And 8 hours for work just barely covers the follow up’s, emails, paperwork, client calls, voice mail messages, etc.

Any of this sound familiar? Other salesmen constantly tell Frank at his Alldata office that they are on the run the moment they get in the office. Opening up their email can take them on a hour journey away from what they should be doing to drive sales like the prospecting and closing.

The true answer to this is in effective time management. Frank just spoke to a friend on this subject, and has boiled down the fundamentals to help you leverage the time you time so you can get the important things on your calendar done sooner.

You should identify the most important things to do each and everyday, and then do them. Identifying these priorities is easy. Each and every night before you leave the office to go home, make a list of all the things you need to do the next following day.

As soon as you’ve identified the important tasks, you should make them your top priorities for the next following day and commit to getting them done. Unlike most people who struggle with many conflicting activities that rob them of their time, by adopting this habit, you’ll move into the top 5% of your peers.

You should begin each day with your top two priorities and work each one diligently through until it’s absolutely completed. Then mark it done and complete the next one. Try to resist any temptations to multitask other activities while you are working on your top priorities first, and never begin the next one until you are finished with the first one. Working each one at a time through completion is the key ingredient to success.

This will definitely build a lot of momentum, a huge sense of empowerment and accomplishment,and the most important you will actually be getting your important priorities done each day.

Then begin with your most difficult priority first. Accomplishing most difficult yet important task will always lead to more success and always frees up the most energy. Once those difficult ones are out of the way, you can easily and more enjoyably take on your other tasks of the day.

The majority of people tend to the opposite: they put off the hard tasks and get all caught up in the time. This is a sure recipe for feeling overwhelmed. Do the opposite and begin with the hard ones first, and watch your day get simpler

Group your other activities. Checking email, paperwork, checking voicemail, etc. these activities can be incredible time drains. The worst thing to do is to continuously check them every few minutes. Especially emails. Come up with a schedule. Maybe after you mark one priority done, allow 15-20 minutes to check these minor things and then immediately go right back to your next priority. Non-essential activities are especially are best at the end of the day.

Although many of these things seem important you should not get all tied up in them. You must stick to your top priorities. Grouping your activities allows you to get all of the other ‘stuff’ done but not at the expense of your priorities.

Last but not least. Prepare your next day the night before. Right before you leave the office at the end of the day, be sure you have your written a list of priorities and grouped activities timed and written down. This will help you stick to a set schedule when you get to the office the following day, and that’s effective time management.

This also allows you to get more rest because you’re not worrying about or planning your day when you arrive the next morning at the office.

These are the effective time management skills that Frank Yan adopts in his daily routine at his Alldata office. Any one of these habit will make you more productive, reduce your stress, and help you get more out of your day. If you use them all together, you’ll be amazed by how much more successful you’ll be as well.

Frank has practiced these important traits from his first sales career at Ameriquest to his sales at Alldata and mastered this as it has always positioned him on top of his sales.

Frank Yan of ALLDATA on Sharing Your Goals of Success

This early morning at the ALLDATA office located near Sacramento, Frank Yan had the great experience of sharing a sales success story. Frank loves the opportunity to share with his group because not only do they help him get be a better salesman, but Frank can hopefully help the other members get better at selling as well.

Frank’s topic today was sharing your goals for you success. This is some thing that Frank has often thought about, some times talked about with other sales people. Frank started out by quoting “I float like a butterfly and sting like a bee, Joe Frazier will go down in 3”, From the greatest heavyweight boxer of all time, Muhammed Ali. Frank asked why would the heavyweight, Ali would make this bold comment. One of Frank’s peers answered, to get inside Frazier’s head. Frank agreed that this was one reason, but also included that there was a more important reason. No one answered so Frank mentioned, “It forced Ali to perform at a level that was necessary to fulfill his goal by knocking Frazier out in 3 rounds”

Lets just say that what if Ali did not make his goal of knocking out Frazier in the 3rd round. And in the 2nd round the unexpected happens, Frazier throws a powerful right at Ali and stuns him. Now all of a sudden in Ali’s head his saying “Float like a butterfly and sting like a bee, Joe Frazier will go down in 3″ changes to, “Float like a butterfly sting like a bee, I really for sure hop Frazier goes down in 3” Now here is a huge difference between these 2 quotes. The 1st quote is a statement of a goal, the 2nd quote is a wish.

So Frank Yan asked his ALLDATA team if any of they had any goals, and majority of them said they did. Frank then asked if any if them had their goals recorded or written down, and again the majority of them said yes. Then Frank asked the team if they had there goals with them, NO ONE did. Frank then proceeded to ask if any of them have shared them, and again NO ONE did. This was a perfectly normal. Most business professionals will have there goals and the majority of them will have them written down. However, very little people will ever have their goals with them at all. This here is an extremely important step in helping to keep your goals.

Frank Yan says the having your goals with you will work as a reminder to you that first you have these goals and what these goals are. Another question is, how many people have shared their goals as the finishing touch to achieving there goals at ALLDATA.

A statement that Frank made during was, since ALLDATA is a software company that cloud computing is a very interesting technology, however cloud goal setting there could be a disadvantage. Goals that are sent in the clouds are not shared or written down. They are nothing but dreams. The problem with dreams is that we can always change them on a whim. The smallest obstacle, slightest setback, the most modest problem will always have us switching our goals and the goals, such as targets, that can be hard to hit when they keep changing.

Frank ended by telling his team what the ingredients of a attainable goals are:

1) Goals must be very specific.
2) Goals must and should be realistic as well as attainable.
3) Goals must and always should be written down.
4) Goals must have a time frame.
5) Goals must and should be shared with the people who will hold you accountable.

Of all the sales people in Sacramento that Frank knows, he has yet to find any successful salesmen without any goals that were set using the 5 steps above.

Frank is confident that you use the by 5 steps above and believe in your goals, this will help make you become more successful in your sales.

Frank Yan of ALLDATA on A Sales Exercise

Frank Yan’s Sales Exercise. Here’s a fun little exercise for every salesman to try, Frank saw this in sales meeting he attended in the Powerbalance Prvilion Arena in Sacramento, formally Arco Arena, home to the Sacramento Kings.

In 10 words or less, what do you do? You have 60 seconds, GO! These are the responses that Mr. Yan has heard;



- I help you hire better sales people. I help people protect all they’ve worked to get.
- I help businesses control costs with systems, software & solutions
- I drive your corporate communications, and get messages to your shareholders.
- I help people reduce their electric bill and generate income.
- I help professionals struggling with social media win more business.
- I improve resident communications and retention in the Multi-Family industry.
- I help merchants reduce expenses related to electronic payments
- I provide cost effective internet service solutions for corporate organizations.


From these statements Frank Yan was able to tell what these people do in sales? However, were these Sacramento based sales tactics from Sacramento our sales force? Hmmm…. In some cases it is very easy to identify, but in others Frank still had no clue. Frank Yan knew that every one of these people knew what they did, the problem comes in saying it in a short 10 word sentence. Why was this so difficult? Simple, it is hard to select the one thing we do that is the MOST important. Every one of us sells something, the product or service we sell usually has multiple features and benefits. Selecting the ONE feature or benefit about our product or service and then saying it is what we do is at best difficult.



That is why this exercise that Frank chooses is so important? If you can’t say what you do in a short and simple sentence, how is a customer or client supposed to have a clear understanding after a 30 minute sales presentation?

Here is a useful tip from Frank making your 10 word statement, write out what you do in as many words as you want to. Then keep reviewing what you wrote and take out unnecessary words as you see that does not fit. Keep going through it over and over, always rewording or removing words. If you find you can’t get it to 10 words, stop working on it for a day or two, when you come back to it you may find it easier to dwindle it down further and further until you have your 10 word job description.


Knowing what you do and being able to clarify it in a short statement will help with those prospects and customers, who just never seem to have the time to speak with you.

Frank Yan of ALLDATA on Knowing Your Customer Prior to Intviting Them to Lunch

Frank Yan an Account Executive of ALLDATA says as AE’s we try do our best to portray a good image. Sure, we build rapport, explain benefits tell jokes, and share other clients successes. However we as AE’s never offend anyone inside our customers businesses or our competition. Then, without even knowing it, our image could be dragged through the ditches because of a snap decision on asking the prospect to go to lunch to soon.

The problem Frank Yan describes is that we as AE’s need to be careful of is not knowing our prospect and future client. The problem is we do not have control over what the prospect may say as well as who the prospect tells about lunch.

We all make decisions that can reflect who we really are and how we do business on an everyday practice. We should all be aware and should to be careful of the decisions we make around our business decisions. In this circumstance like this where I invite a business prospect for lunch, it is a shame when the peripheral things we do and say kill opportunities we have that can sometimes takes months and build.

Frank Yan preaches, “get to know your customers first”. Within Franks career in sales at ACC Holdings, Tribecca Holdings, and ALLDATA, Frank has carefully screened all prospective customers and built the rapport he needed prior to a lunch.

Frank Yan of Sacramento Sharing Your Successes and Goals

This early morning at the ALLDATA office located near Sacramento, Frank Yan had the great experience of sharing a sales success story. Frank loves the opportunity to share with his group because not only do they help him get be a better salesman, but Frank can hopefully help the other members get better at selling as well.

Frank’s topic today was sharing your goals for you success. This is some thing that Frank has often thought about, some times talked about with other sales people. Frank started out by quoting “I float like a butterfly and sting like a bee, Joe Frazier will go down in 3”, From the greatest heavyweight boxer of all time, Muhammed Ali. Frank asked why would the heavyweight, Ali would make this bold comment. One of Frank’s peers answered, to get inside Frazier’s head. Frank agreed that this was one reason, but also included that there was a more important reason. No one answered so Frank mentioned, “It forced Ali to perform at a level that was necessary to fulfill his goal by knocking Frazier out in 3 rounds”

Lets just say that what if Ali did not make his goal of knocking out Frazier in the 3rd round. And in the 2nd round the unexpected happens, Frazier throws a powerful right at Ali and stuns him. Now all of a sudden in Ali’s head his saying “Float like a butterfly and sting like a bee, Joe Frazier will go down in 3″ changes to, “Float like a butterfly sting like a bee, I really for sure hop Frazier goes down in 3” Now here is a huge difference between these 2 quotes. The 1st quote is a statement of a goal, the 2nd quote is a wish.

So Frank Yan asked his ALLDATA team if any of they had any goals, and majority of them said they did. Frank then asked if any if them had their goals recorded or written down, and again the majority of them said yes. Then Frank asked the team if they had there goals with them, NO ONE did. Frank then proceeded to ask if any of them have shared them, and again NO ONE did. This was a perfectly normal. Most business professionals will have there goals and the majority of them will have them written down. However, very little people will ever have their goals with them at all. This here is an extremely important step in helping to keep your goals.

Frank Yan says the having your goals with you will work as a reminder to you that first you have these goals and what these goals are. Another question is, how many people have shared their goals as the finishing touch to achieving there goals at ALLDATA.

A statement that Frank made during was, since ALLDATA is a software company that cloud computing is a very interesting technology, however cloud goal setting there could be a disadvantage. Goals that are sent in the clouds are not shared or written down. They are nothing but dreams. The problem with dreams is that we can always change them on a whim. The smallest obstacle, slightest setback, the most modest problem will always have us switching our goals and the goals, such as targets, that can be hard to hit when they keep changing.

Frank ended by telling his team what the ingredients of a attainable goals are:

1) Goals must be very specific.
2) Goals must and should be realistic as well as attainable.
3) Goals must and always should be written down.
4) Goals must have a time frame.
5) Goals must and should be shared with the people who will hold you accountable.

Of all the sales people in Sacramento that Frank knows, he has yet to find any successful salesmen without any goals that were set using the 5 steps above.

Frank is confident that you use the by 5 steps above and believe in your goals, this will help make you become more successful in your sales.

Frank Yan on Sacramento Real Estate

Frank Yan of Sacramento posts a related article: Frank Yan on Making Money in Residential Real Estate

Real Estate in Sacramento has always been fascinating to Frank Yan, and the changes brought about in the last few years have only made it more so. There are so many challenges facing buyers and sellers these days, however Frank Yan is familiar with most of them and prefers dealing with trustee sales and rehabs.

Today’s market is dominated by short-sales and other distressed sales. This reality complicates almost every transaction and must be handled carefully in order find success. Frank has handled many short-sales/ trustee sales and has worked with all of the major lenders, and several minor ones. Whether if it’s Wells, Chase, B of A, and many others, Frank likely negotiated successfully against them, and assisted many listing agents do their job when representing buyers. It’s not easy and it’s quite a challenge at times. But it’s the reality of today’s market and Frank has pleased many of his clients achieve their goals.