spell
FF amilies and friends ďŹ rst RR eal estate is our passion, and our success is grounded in the relationships we forge with those around us
EE thical conduct to our clients, customers, and team of coworkers EE nthusiasm and a positive attitude every day, in every way D D edication to excellence and elite performance O O pportunity is something that we make happen M M omentum propels us toward continued growth in our markets
www.BecomeAnEliteAgent.com www.BecomeAnEliteAgent.com
Why RE/MAX ELITE?
What Does Your Company Do For You? With RE/MAX ELITE you know what you are getting up front. We are extremely open with our business model and don't hold anything back. The following are some of the many benefits that you will receive once you join RE/MAX ELITE:
Professional Office Staff On Site Technology & Social Media Marketing Guru Professional Office Facility BecomeAnEliteAgent.com Call Coordinator – 7 days a week Full-Time Property Management EliteResourceCenter.com E-Showings for your listing appointments StartHomeSearch.com NO "FLOOR” CocoaBeachPropertiesForSale.com Paperless Office Unique Office Phone & Fax Line (Melb) BrevardElite.com The Beast printer, copier, fax & scanner EliteCDPE.com Wireless Internet Negotiate your own Commissions! SearchBrevardRealEstate.com On-site Postage Machines facebook.com/REMAXElite No Weekly Meetings No Commissions on Personal Property facebook.com/DiscoverBrevardFL Sales Commissions paid at CLOSING twitter.com/REMAXElitefan Florida Today Discounts youtube.com/BrevardElite Overnight Shipping Discounts Agent Resource Website (Forms, logos & more) youtube.com/BecomeAnEliteAgent RE/MAX ELITE Trade Show/Event Package brevardelite.wordpress.com On Site Notary FREE Homes.com leads elitepropertymanagement.wordpress.com FREE Broker leads remax.com * homes.com Transparent Leads Rotation List Flexible Pay Plans Exclusive Pay-Per-Click Campaign for Lead Generation and a buyer’s dashboard on steroids! (Visit our fully functional demo site at www.BrevardTigerTeam.com to see what your customers will see).
Office Websites
Come join the winning team at RE/MAX ELITE. #1 RE/MAX office in Brevard County (2009,2010, 2011). Our Office Statement is to treat all of our Clients with Honesty, Integrity, and Professionalism. We understand that the Agent is our Client, so we set out to exceed your expectations. Although we are not perfect, we strive to give you the perfect office environment to thrive in. We pride ourselves in having an upbeat office environment and one where Agents understand the power of positive thinking. Negativity is all around us, so it is up to us to seek out all the positive things in life and business. We truly appreciate you taking the time to learn more about our Company. There is an old saying that if it sounds too good to be true, then it probably is. Although this may be the case with a lot of things, I can assure you that everything we share with you is the truth. Don't just take our word for it, please feel free to contact any of our Agents and ask them anything you want. I know seeing is believing, and if you take that leap of faith, I'm confident your life will change for the better! We are always available to meet or answer any questions you may have. You can reach Justin Brown directly at (321) 863-7653, Heather Holliday at (321) 704-4018, or Steve Romano at (321) 432-0342 . We respect your privacy and guarantee you that all meetings will be kept strictly confidential. We look forward to hearing from you soon. Visit www.BecomeAnEliteAgent.com for Agent testimonials, Office Staff Bios, Marketing & Commission Plans, etc. Respectfully, Justin Brown - Broker/Owner | Steve Romano - Broker/Owner | Heather Holliday – Director of Career Development / Trainer
Versus the Industry in Brevard County! -Top 10 OrganizationsSales Volume YTD
Transactions Per Agent (Avg)
Number of Agents per Organization
Total Transactions
$449,741,163
15.1
188
2846
Prudential
$172,054,547
9.5
111
1056
ERA
$162,970,318
7.7
145
1115
Century 21
$142,016,435
5.3
176
940
Coldwell Banker
$102,409,960
5.0
136
675
Pruitt
$88,361,213
6.1
105
636
South Island
$58,501,399
9.4
20
187
Keller Williams
$50,354,174
8.2
41
335
National
$50,763,473
4.9
73
361
Daignault
$48,569,534
8.1
36
293
COMPANY
Source: Per Brevard County MLS (01/01/2011 – 12/31/2011)
2011 Brevard County Market Share
Versus the Industry in Brevard County!
-Top 5 OfficesRE/MAX Elite is #1 in Transaction & Sales Volume Per Agent! COMPANY
TRANSACTIONS PER SALES VOLUME PER AGENT AGENT
13.2
$2,225,727
Prudential Sterling
6.5
$1,641,835
Showcase
7.7
$1,123,933
C21 Camelot
7.2
$944,076
Pruitt
6.1
$841,535
Source: Per Brevard County MLS (01/01/2011 – 12/31/2011)
2011 Brevard County Market Share
BREVARD COUNTY MARKET SHARE
TOP 10 ORGANIZATIONS - SALES VOLUME - YEAR END 2011 Per Brevard County MLS (01/01/2011 - 12/31/2011)
Sales Volume Daignault
KW
National
South Island
Pruitt
Coldwell
C21
ERA
Prudential
RE/MAX $0
$50,000,000 $100,000,000 $150,000,000 $200,000,000 $250,000,000 $300,000,000 $350,000,000 $400,000,000 $450,000,000
RE/MAX Prudential ERA C21 Coldwell Pruitt South Island National KW Daignault Sales Volume $449,741,163 $172,054,547 $162,970,318 $142,016,435 $102,409,960 $88,361,213 $58,501,399 $50,763,743 $50,354,174 $48,569,534
BREVARD COUNTY MARKET SHARE
TOP 10 ORGANIZATIONS - TRANSACTIONS - YEAR END 2011 Per Brevard County MLS (01/01/2011 - 12/31/2011)
Transactions 3000
2500
Axis Title
2000
1500
1000
500
0 Transac ons
RE/MAX
Pruden al
ERA
C21
Coldwell
2846
1115
1056
940
675
Pru 636
Na onal
KW
Daignault
361
335
293
South Island 187
BREVARD COUNTY MARKET SHARE RE/MAX IN BREVARD - SALES VOLUME YEAR END 2011 Per Brevard County MLS (01/01/2011 - 12/31/2011)
Sales Volume RE/MAX #10 Abacus
RE/MAX #9 Interactive
2000 RE/MAX #8
Service Team RE/MAX #7
Aerospace RE/MAX #6
RE/MAX #5 Beach Towne
RE/MAX #4 Absolute #1 RE/MAX IN BREVARD IN SALES VOLUME AND CLOSED TRANSACTIONS! 2009. 2010, 2011
RE/MAX #3 Olympic
RE/MAX #2 Alternative
Elite $0
$20,000,000
$40,000,000
$60,000,000
$80,000,000
$100,000,000
$120,000,000
$140,000,000
Elite Alternative Olympic#3 RE/MAX Absolute#4 Beach Towne Team 2000 #8 RE/MAX Interactive RE/MAX #6 Service RE/MAX #5 Aerospace RE/MAX #7 RE/MAX ELITE #9 RE/MAX #2 RE/MAX Sales Volume $144,672,252 $80,063,403 $54,069,099 $41,861,983 $41,370,688 $26,591,057 $19,304,055 $17,169,073 $14,795,978
$160,000,000 Abacus#10 RE/MAX $9,843,575
BREVARD COUNTY MARKET SHARE RE/MAX IN BREVARD - TRANSACTIONS YEAR END 2011 Per Brevard County MLS (01/01/2011 - 12/31/2011)
Transactions 900
800
700
Axis Title
600
500
400
300
#1 RE/MAX IN BREVARD IN SALES VOLUME AND CLOSED TRANSACTIONS! 2009. 2010, 2011
200
100
0 Transactions
Elite ELITE 857
Alternative RE/MAX #2 433
Absolute RE/MAX #3 311
Beach Towne#4 RE/MAX 288
Olympic RE/MAX #5 258
Aerospace RE/MAX #6 225
2000 RE/MAX #7 144
Service Team #8 RE/MAX 126
Interactive RE/MAX #9 104
Abacus RE/MAX #10 100
Got Leads? 2011 Year End Total Leads for our Agents
3871
(Does NOT include Rentals or Calls from their own listings)!
2976 386 397 105 5
Tiger Leads System BrevardElite.com (Homes.com) remax.com (LeadStreet) Walk-In (Melb of�ice) RE/MAX Referral (sent to Broker/Mgr)
RE/MAX Elite offers a transparent lead system with a database that is accessible to our agents. All agents are put in alphabetical order and leads are assigned to the agents as they come in!
NON-Competing Broker and Manager!
Any unassigned leads that come to us are assigned out to our agents!
"We Are Committed to Improving the Lives and Earnings of Real Estate Professionals"
System is less than 2 years old and we have almost 8k leads being incubated!
RE/MAX Elite Heather H Holliday General Manager 321-775-8110 (Direct) 321-775-8111 (Fax) heatherholliday@remax.net www.heatherholliday.remax.com
Profile / Banners
Not Only Do We Offer FREE Custom Fan Page Design, We Offer Training Classes IN - HOUSE on How to Utilize Social Media! We also offer Twitter Backgrounds, You Tube Channels and Wordpress Customization and Website Design Training Classes! We offer hands-on classes as well as individual one-on-one training!
Page Designs
To see more designs as well as social media & tech tips visit www.facebook.com/H3Designs
Past KW Star: 'That Balloon's Tough Competition' By Amanda Okker, RE/MAX Editor Posted 9/27/11 Brad Kuhns led the No. 1 team at his former Keller Williams office for seven years, competing against top RE/MAX agents in Florida's Brevard County. "It's tough to compete with that big balloon," Kuhns says. So when his team felt their existing brokerage model getting "stale," they decided, "instead of trying to beat RE/MAX, we should join 'em." In July, the team of five moved to RE/MAX Elite in Melbourne. Kuhns says the Keller Williams model focuses more on agent count than production, and that's tough for highly productive agents to get behind. At RE/MAX, his team is enjoying new energy and the motivation of working alongside other top professionals who are focused on helping people buy and sell homes. "Now we're with the No. 1 agents at the No. 1 real estate company," Kuhns says. "That can't be oversold." Kuhns' team has been impressed with the leadership, camaraderie and support at their new office, and the many tools and resources available to them. They're enjoying the "awesome and easy to use" RE/MAX Design Center, Kuhns says. When it comes to RE/MAX University, he can't imagine what education or designation isn't offered (He earned the CDPE soon after joining). Add to that the leads the team received through LeadStreet in their first month, and Kuhns knows they made the right move. He says they look forward to setting the bar higher than ever through their Short Sale, REO and conventional transaction divisions, and their cause marketing efforts. "Everything that was promised, and more, is here," Kuhns says. "Agents who think RE/MAX won't work for them would be better served by at least talking to someone. I'm so glad I did."
RE/MAX Affiliates may share this article, provided they do not charge for it and this notice is included. All other rights reserved.
We are proud to be a “Miracle Office”!
MIRACLE OFFICE PROGRAM Children's Miracle Network and RE/MAX are joined by their desire to provide local community hospitals with modern tools and information. Since RE/MAX became the exclusive real estate sponsor of Children's Miracle Network in 1992, RE/MAX Associates have raised over $100 million for the cause. The Children’s Miracle Network offers the perfect opportunity for your office to achieve cause-marketing goals, benefiting your local community and giving your associates an additional competitive edge. One hundred percent of the funds raised for the Children’s Miracle Network are dedicated to help hospitalized children in your community. When every Associate in an office participates in the Miracle Home Program, the office is designated as a Miracle Office. This is a wonderful method of supporting Children’s Miracle Network hospitals and demonstrating RE/MAX’s commitment to community citizenship. To be a Miracle Office each Sales Associate in your office must pledge to donate a certain dollar amount for each transaction to Children’s Miracle Network for a full year. The minimum amount of $1.00 or more per transaction or a one time annual contribution is requested. THE OBJECTIVE IS 100% PARTICIPATION. Nearly 70% of RE/MAX Offices in Florida are Miracle Offices. Last year, those RE/MAX Miracle Offices in Florida brought in over $400,000.00!
In today’s real estate market, consumers want to do business with an agent they can trust, and that is supported by a strong local, national and global brand. As a result, home buyers and sellers ranked RE/MAX #1 in overall satisfaction in both the buying and selling experience according to the J.D. Power and Associates 2011 Home Buyer/Seller Survey.
is #1 in: Total Volume Total Transactions Listings Sold Transactions Per Agent Volume Per Agent If you don’t think these numbers impact your business, think again.
NOTE: These charts are pulled from Brevard County MLS - January - June 2011
www.BecomeAnEliteAgent.com Visit Our Website for Marketing & Business Plans, Agent Testimonials, RE/AMX tools and More!
Heather H Holliday
Director of Career Development * Technology Trainer (321) 704-4018 heatherholliday@remax.net
Feel free to contact me for a confidential meeting and you will have my undivided attention to ask any questions you want about RE/MAX, the office, or Real Estate in general!
ABOVE & BEYOND
FULL SPECTRUM
BUILDING BLOCKS
INSIDE STORY X X X X X X XCXOX AX CX HX IX NX G X
Time to Shine
Q: H OW CAN YOU SET YOURSELF UP FOR A GREAT 2012? A: START NOW!
I
BY TOM FERRY
LOVE THE FOURTH QUARTER. THIS IS, BY FAR, MY
Check. Holiday parties. Check. Now, count up the
favorite time of the year. The summer selling season has
number of days you have left to build your business.
passed and the real gamers in real estate begin to shine.
Think about what you can do in that time frame. This
This is the time of year when the best get better and
the weak plan out their holidays. The fourth quarter is where the finishers step up, stand out, list and sell more, and close out the year. This is your time to shine. As always, this journey begins with a choice. You have to decide which agent you want to be, starting the new year: The depressed agent: Desperate for a deal, upset with themselves for not working in Q4, worried about finances after overspending without any pending sales; slithers back into the office around Jan. 15 wondering, “Where do I start?” Or … The agent who did the work in Q4 and is experiencing the benefits: They have a strong inventory of sellable homes listed, with several listings secured from December appointments set to go live in early January. Their scheduled closings from sales in November and December have them feeling bullish about 2012. Their lead pipeline of buyers and sellers is huge. They are in communication and have 10 pre-scheduled appointments
exercise is important. By scheduling time off, you can work in smaller bursts, knowing there are plenty of fun breaks along the way.
“This is 2. Create a B.S.G. the time of year when the best get better and the weak plan out 3. Tersus satus! (Latin for a “clean start.”) their holidays.”
for January. Their teams are feeling informed, involved, well trained and empowered to conquer the world. Actions in
That’s right: A Big Sexy Goal. Decide how many listings taken, listings sold and
buyer sales you want in Q4. Stretch your-
self. Remember, in Q4 your competition is winding down, so this is the time to step
it up. Once you’ve established your goals,
make them tangible and visual. Hang them in your office, laminate them and put them in your shower, give a copy to your man-
ager, your coach and, most importantly, to the people who love you the most. Create
incentives for completion and painful consequences for falling short.
Schedule a day to completely clean your
environment. In studying peak perform-
ance, we see that agents who have taken time to clean up, organize, throw away,
file away and reset their systems always create a breakthrough in production. So schedule a day for it.
Q4 have created a culture of success. As a RE/MAX agent, you’re choosing option two, I’m sure. So here are eight tips to help you finish the year strong:
4. Fish where the fish are.
In Q4, focus your marketing and lead generation activi-
1.
18
Mark out your path.
ties on the sources that have created the most transactions this year to date. Has it been your database? Open
The first step in your journey is to pull out your calendar
houses? Expireds? Your farm? Online campaigns? In Q4,
and schedule all the time off that you want in the fourth
it’s critical that you step it up on what works rather than
quarter. Thanksgiving. Check. Two weeks in December.
trying new campaigns or marketing strategies.
F A L L 2 0 1 1 A B O V E T H E R E / M A X M AG A ZI N E
5. Anticipate the obvious question:
Why should I list during the holidays? You know the objection is going to come up, so create a marketing campaign that answers it in a consumer-centric way. We all know the world-famous “Top 10 Reasons to List During the Holidays” flier: No. 10 – Only serious buyers look at homes during the holidays; No. 9 – Your house looks more like a home, allowing prospective buyers to fall in love with it; and so on. The bottom line is: If you have a flier, a blog, or a video post about this, you’ll be poised and ready to handle the objection.
6. Take inspired action. After coaching thousands of people, we
know there are three types of actions. (1) No action: Stuck in your head, which is
BOOST YOUR SALES POWER The RE/MAX exclusive “Tom Ferry’s Sales Power for RE/MAX” course helps agents diversify lead generation, increase skills, close more sales, and win over more buyers and sellers to establish a sustainable and predictable stream of business. THE 16 TRAINING MODULES COVER THESE TOPICS & MORE: trategies to generate S more referrals online How to drive more qualified buyers to open houses astering the buyer M presentation reating a powerful C listing presentation dvanced social media A lead-generation systems W inning expired listings
results. Prospects are more attracted to you. You schedule more appointments and win more business.
7.
Accept no drama.
If you want a big Q4, I’m going to strongly encourage you to post a few signs in your office and home that state, “Drama-Free Zone.” Now, the drama-free zone begins with you. Find your solution. It might be a combination of meditation (or prayer), exercise (break a sweat!), diet (eating five or six small healthy meals a day) and sleep (yes, I recommend seven hours a night).
8. Consider a program. When we are in a program, we do more, act more and produce more. Whether it’s an office sales competition or participating in a mastermind group, a coaching program, or a structured learning program like our new Sales
be. (2) In action: Making the calls, show-
istressed properties D marketing
ing a house, doing your thing, basically,
orking at level 10 W
simply do better when surrounded by
going through the motions. (3) Inspired
Increasing your business with a team
others who are going all out.
a pretty scary place for a salesperson to
action: Where you are radiating success, joy, expertise, professionalism and even some fun. When you operate in inspired action, you generate significantly better
Learn more at salespower.remaxuniversity.com
Power (exclusively) for RE/MAX, we
I promise you this: Take inspired action on these eight coaching tips and when I see you at RE/MAX R4 in March 2012, you’ll be grinning from ear to ear.
A B O V E T H E R E / M A X M AG A ZI N E F A L L 2 0 1 1
19
ABOVE & BEYOND
FULL SPECTRUM
BUILDING BLOCKS
INSIDE STORY X X X X X X XSXTX RX AX TX EX G X Y X
What’s the
Plan?
TOP 100 PRODUCERS AGREE THAT HAVING A SOLID BUSINESS PLAN IS ESSENTIAL. HERE’S HOW THEY MAP OUT THEIR YEAR.
BY AMANDA OK K ER
UST AS IT’S HARD TO GET FROM POINT A TO POINT B without a route in mind, reaching your full potential in real estate becomes infinitely more difficult – or impos-
PETER HOGETERP
sible – without a strong, strategic business plan in place. As 2012 approaches, it’s important to map out a direction
# 6 Canada Individuals
for the year. Where do you want to go? How do you expect
# 8 Individuals Worldwide
to get there? What sort of detours will you allow yourself
RE/MAX Escarpment Realty
on the way?
Stoney Creek, Ontario
Here are some business-plan ideas from seven members of
LIFETIME ACHIEVEMENT AWARD
the 2010 RE/MAX Top 100. Take their advice on goals, budgets and activities, determine what elements would work in your situation, and craft your own personal pathway to the top.
JESSICA CHAN # 33 Canada Individuals # 56 Individuals Worldwide
ASI ELGRESSY
RE/MAX Real Estate (Mountain View)
# 1 Commercial Individuals Worldwide
Calgary, Alberta
# 7 Individuals Worldwide
LIFETIME ACHIEVEMENT AWARD I set a new production goal at the beginning of each year. I look back at my goal for the previous year, and I determine a new amount that I think I can achieve without increasing my work hours. Although I base my goal on production, the most important thing to me is balance and time off. I have a new team, and I’m looking forward to developing our systems to free up my time even more. Good time management is a must for achieving our goals.
20
I’ve developed a sixth sense about how my production is looking throughout the year. If you’re systematic about your business, over time you see when something is not working out before you have to evaluate it on paper. It’s a good place to be; I can calibrate my strategies as needed and focus on service and diligence. I approach my plan a little conservatively, and I don’t get greedy. I give to receive, which I believe has helped me reach a magnitude of sales that made it possible for me to donate $100,000 to build a local arena.
F A L L 2 0 1 1 A B O V E T H E R E / M A X M AG A ZI N E
RE/MAX City Haifa, Israel LIFETIME ACHIEVEMENT AWARD Every year, I sit down with my agents and team members to go over their business plans, and when their transaction and sales volume goals are set I can build my own. With a volume estimate, I can take out expenses for advertising and other programs, and decide what new tools I can bring in for agents. Travel to international RE/MAX events always fits in my budget.
TRANSACTION SIDES PER U.S. AGENT
TOTAL U.S. TRANSACTION SIDES
NUMBER OF COUNTRIES
NUMBER OF OFFICES WORLDWIDE
NUMBER OF AGENTS WORLDWIDE
13.1
754,333
84
6,259
89,628
7.1
609,266
50
3,252
89,719
6.3
104,114
42
2,499
30,084
6.2
337,150
7
1,820
56,000
5.4
394,521
72
7,955
121,011
5.1
387,959
2
701
79,315
3.9
39,846
44
550
11,795
3.5
19,820
1
201
7,002
This chart of national franchise organizations is based upon 2010 data each organization provided to either REAL Trends, Inc., a leading industry analyst, or to the United States Securities and Exchange Commission on Form 10-K, Annual Report for 2010. Prudential data is based on REAL Trends estimates.
Copyright Š 2011 RE/MAX, LLC. Each RE/MAX office is independently owned and operated.
AROUND THE WORLD
February 2011
Š2011 RE/MAX, LLC Each office is independently owned and operated. 110226
Dear RE/MAX Colleagues: Once again, no one in the world sells more real estate than RE/MAX – a distinction we’ve held for more than a decade. While some of our competitors brag about their agent count, we’ve always understood what is truly important. It’s not about the number of agents, it’s about the families our agents help. In this category, nobody comes close to RE/MAX. And RE/MAX University is committed to ensuring that never changes. Our on-demand training platform – now given a boost with mobile apps for smartphones – enables you to take control of your own education. With three major new training programs debuting this quarter, RU continues to keep RE/MAX Associates out in front. “The Unfair Advantage of RE/MAX” is a four-month program, with live videos, downloads and other resources, that explores the many RE/MAX tools and services and how they can help build your business. “Tom Ferry’s Sales Power” is the creation of one of real estate’s top coaches, designed exclusively for RE/MAX. In this comprehensive 15-hour program, Ferry shows you how to generate more business in less time. For Associates with commercial business interests, we have a new course, “How to Successfully List and Sell Commercial Real Estate.” Leading to the RE/MAX Commercial Certified (RCC) certification, the course is a comprehensive introduction to commercial real estate. Like all RU programming, we believe this new course sets the standard for professional real estate education.
Dave Liniger (ABR, CDPE, CRB) RE/MAX Chairman and Co-Founder
Index
3 7 8
The Unfair Advantage of RE/MAX Spotlight on … Distressed Properties Spotlight on … Investors
Video
9 12 12 13 14 14
Courses Tom Ferry’s Sales Power Business Operations Buyers Community Citizenship Distressed Properties
17 22 25 26 26 29 29 32 33 36
International Marketing and Prospecting Motivational Referrals RU Originals Sales Skills Sellers Social Networking Teams Technology
37 38 39
Today’s Market Commercial For Broker/Owners & Managers
Classroom
48 49 49
Regional Training Events Management Education Tech Essentials Workshop
Webinars
50 51
RE/MAX World Headquarters Regional
Exactly what is so “unfair” about the RE/MAX system, and why are the industry’s most productive agents so well-served by it? Is it the high commission structure? The world-class training? The technology? The brand itself? Or is it all of the above – and more? Find out in this new four-month RE/MAX University series, hosted by Senior Training Consultant Kathy Baker. Through videos and other multimedia resources, you’ll rediscover what it was that attracted you to RE/MAX in the first place – as well as products and services you may not have known about. And how, when you take advantage of everything RE/MAX has to offer, your career can soar to heights you may never have dreamed of. Each of the four monthly videos – streaming live on the RE/MAX University platform via the “Learn” tab of RE/MAX Mainstreet and on TV through your Roku or PopBox digital media player – has a theme, modeled on the four days of RE/MAX R4. Following their initial airing, they’ll be available on demand using the keywords “Unfair Advantage.” Recharge Your Career (Wednesday, May 18, 7 p.m. ET) A comprehensive look at the RE/MAX toolbox. The top 10 things to do when you join the network. The importance of business planning and accountability. Farming using the RE/MAX Design Center. The bottom-line focus of RE/MAX University. An introduction to RE/MAX marketing and personal promotion resources. Revolutionize Your Business (Wednesday, June 15, 7 p.m. ET) An explanation of RE/MAX Technology and social media resources. An overview of LeadStreet, the RE/MAX lead-generation and management system. Making money through YouTube, Facebook and other social media. Blogging and tweeting strategies. The importance of viral marketing. An introduction to The RE/MAX Collection (luxury home marketing). Reward Your Efforts (Wednesday, July 20, 7 p.m. ET) Concrete strategies for using RE/MAX resources to make money. An explanation of the agent-to-agent referral system. A detailed look at RE/MAX University (the more you learn, the more you earn). Discussion of distressed properties and the RE/MAX network’s arrangements with national lenders that are producing solid leads for RE/MAX Associates.
Rethink the Way You Do Business (Wednesday, Aug. 10, 7 p.m. ET) Using RE/MAX resources in your listing and buyer presentations. Scripts and dialogs to explain to consumers how your RE/MAX affiliation benefits them. Producing sharp personal promotion pieces with the Design Center. The importance of time management and life balance. A discussion of teams: When should you consider forming one? For Broker/Owners and Managers (On Demand) Help your Associates get the most out of their “unfair” RE/MAX advantage. This kickoff video introduces the program, recommends ways to implement it, and encourages team-building and a sense of community. Also: suggested events you can organize to further build camaraderie within your office. This is a must-see for Broker/Owners. To view these videos, go to the RE/MAX University Channel on your digital media player, or click the “Learn” tab on Mainstreet, and select the “Unfair Advantage” icon under the “Live Event” channel. To view any video on demand, enter “Unfair Advantage” in the video search box. Other “Unfair Advantage” resources include: • An “Unfair Advantage” page on Mainstreet where all resources are compiled • Marketing materials and other downloads • Suggested team-building games and activities
RE/MAX University Catalog
3
15 - hour Course, 90-Day Program
Close More Transaction Sides in Less Time Designed exclusively for RE/MAX Sales Associates by one of the real estate industry’s premier trainers, “Sales Power” will help you: • • • •
Generate online referrals Generate business from expireds and FSBOs Become an appointment-setting machine Formulate clear and convincing price-reduction strategies • Learn powerful, profitable approaches to: open houses, listing and buyer presentations, lead generation through social media, helping at-risk homeowners, creating a team – and earning more business from your past clients and other spheres of influence The cost: $297 Questions? Call (888) 720-5192
Coming in June See page 10 in this Catalog for registration information
Tom Ferry (888) 866-3377 www.yourcoach.com
Viewing RE/MAX University Videos With RE/MAX University, you get world-class education from real estate’s best trainers and practical, businessbuilding tips from the top professionals in the industry: RE/MAX Sales Associates and Broker/Owners. Get your training how and when you want it – on demand, on your computer, your television or mobile device. With more than 1,000 videos to choose from – ranging from multiple-day courses to “Quick Hits” that get right to the point – RU is the industry’s best and most complete training program. On Your Computer
Pause and Resume RU
All you need is a laptop or desktop computer with a high-speed Internet connection. Start by selecting the “Learn” tab on RE/MAX Mainstreet (remax.net).
You can watch RU programs throughout the day – on any combination of devices – and never lose your place. For example, you could begin viewing at home on your desktop computer, pick up where you left off on your office’s television and continue watching the next day on your smartphone.
Browse the Library by channel for videos on specific topics (Distressed Properties, Buyers, Sellers, Sales Skills and so on) or search under Courses or the “New (30 days)” tab. When live videos such as RE/MAX Coaching Hall of Fame programs are being presented, the “Learn” tab automatically opens up to the Live Event channel. You can also search for videos by keywords, such as topic, title and presenters’ names. Create your own Favorites Channel and access those videos instantly. The video player can be expanded to fullscreen size.
On Your Television RE/MAX Affiliates anywhere in the world can view broadcast-quality RE/MAX University programs on their televisions through a digital media player. Global Affiliates can purchase a PopBox at www.popbox.com/remax. U.S. and Canadian Associates can purchase a Roku (preferred model: Roku XDS) at www.roku.com/remax or www.roku.com/remax-canada. View videos on your office or home television via a high-speed Internet connection. Access the RE/MAX University Channel through either device using your Mainstreet user ID and password.
New Videos Added Regularly RE/MAX University continually adds to its catalog of training videos. These include live sessions, coverage of RE/MAX conferences and other live events, including recruiting seminars featuring Dave Liniger and other top office leaders. To easily access recently posted videos, check the “New (30 days)” tab on the Learn home page.
Daily Playlist – NEW “Daily Playlist” is now available on your Roku device. This function enables you to turn on your Roku box and enjoy continuous play of video streams (which change daily) on your television. This feature will be coming to PopBox in the second quarter of 2011. It is only available on Roku and PopBox, not on Mainstreet.
More Resources Online – To access a PDF with more detailed information on making effective use of the Learn section, visit the Mainstreet Downloads and enter Guide to RU on Demand in the search box. For RU information: call (303) 770-5531 or e-mail ru@remax.net. Visit RU on Facebook: www.facebook.com/remax. Select the RE/MAX University tab.
See page 6 of this Catalog for more information on the Roku and the PopBox.
On Your Mobile Device Download the RE/MAX University application for Android, BlackBerry (only available on certain BlackBerry models), iPhone, iPad or iPod Touch from the device’s applications store. Having trouble? From your mobile device, go to http://remax.onmediafly.com.
RE/MAX University Catalog
5
How to Get the RE/MAX University Channel on Your Television Associates anywhere in the world can view RE/MAX University programming on their televisions. U.S. and Canadian Affiliates can purchase a Roku (www.roku.com/remax or www.roku.com/remax-canada), and global Affiliates can purchase a PopBox (www.popbox.com/remax). Then, once you set it up and sign up online for a free account, you’re ready to add the RE/MAX University channel. Here’s what you need:
• Your Roku account username and password (not needed for PopBox) • Your player and remote control • Your RE/MAX Mainstreet username and password. If you don’t know them, call (888) 398-7171
Q: Is a digital media player required to get RE/MAX University on Demand? No. RE/MAX University programming is available to any RE/MAX Associate in the world with a high-speed Internet connection – via the “Learn” tab on RE/MAX Mainstreet (remax.net).
Q: If I already own a Roku or PopBox, is there anything else I need? Yes. You need to activate the channel. Find instructions on Mainstreet under the “Learn” tab.
Q: Can game consoles, TVs or Blu-ray players with Internet connections access the RE/MAX University channel? No. At this time, the RE/MAX University Internet TV channel is accessible only through the Roku or PopBox set-top-box players.
Q: What’s needed to set up my Roku or PopBox player?
• Your RE/MAX Mainstreet username and password (click “forgot password” on remax.net if you don’t remember)
• A television with a composite (red, yellow and white RCA connectors), component (red, green and blue RCA connectors), S-Video or HDMI connection. Composite cables come with the Roku; an HDMI cable is included with the PopBox
• A high-speed Internet connection
• A wireless or wired router with available port
• An Ethernet cable if you’re using a wired connection to the router
6
RE/MAX University Catalog
• SSID (name) of the router if using a wireless connection
• A pass phrase or key if your wireless router has encryption enabled
Q: Which Roku player is preferred? To take full advantage of RE/MAX University content, the XDS is recommended. It can show programs in high definition, incorporate the latest wireless technology, and even more importantly, has a USB port, which will be utilized for future RU services.
Q: How fast should the connection be? For high-quality video and audio, a connection of least 2.5 Mbps is recommended (for a typical viewer at home). That gives you an idea of the additional demand a Roku player can place on an office’s Internet connection. You can test your current connection speed at www.speakeasy.net/speedtest or www.speedtest.net.
Q: Does the PopBox work on Standard Definition TVs? No. It will work only on HDTVs. You have two PopBox options: the standard PopBox, for wired connection to the Internet, or the PopBox Wireless.
More Resources Online – For detailed instructions on connecting your Roku or PopBox player to your television and computer, adding the RE/MAX University channel, managing multiple Roku accounts and using the Learn pages on Mainstreet, enter “Roku” or “PopBox” in the Mainstreet Downloads search box. The key downloads are The Complete Roku Setup Guide, Roku Quick Start Guide and PopBox Setup Guide.
How-To Videos – Check out the “How To” channel on the Learn page to view short videos explaining how to work effectively with RU and your digital media player.
DISTRESSED PROPERTIES RE/MAX University has gone all-out to train Associates to work with distressed properties. The wave of foreclosures and Short Sales of the last three years is perhaps the biggest development in real estate since the advent of buyer agency in the mid-1990s. By aligning with organizations with expertise in distressed properties, and identifying RE/MAX Affiliates who can provide their own real-world experience, RU offers the industry’s best training in this market. Associates have responded in a big way. More than 11,000 have earned the Certified Distressed Property Expert designation – far more than any other real estate franchise network. On the RE/MAX Mainstreet “Learn” page or the RE/MAX University channel on your digital media player, you can search for courses and videos covering every angle of the distressed property market.
COURSES RU offers courses leading to the Certified Distressed Property Expert (CDPE), Five Star Professional (FSP) and NAR’s Short Sales & Foreclosure Resource Certification (SFR).
Five Star Professional (FSP) (Five Star Institute) The Texas-based Five Star Institute is an educational and networking organization that serves real estate professionals, lenders, loan-servicers, asset managers, default attorneys and other industry providers. Its courses focus on four key areas: home retention, REOs, default servicing and foreclosures. Each course is worth one of the credits needed to earn the FSP designation (except the REO/Short Sale Summit, which is good for two). The CDPE also is good for one credit toward the FSP. Providing Broker Price Opinions Establishing a defaulted property’s market value is critical to getting it sold – and to obtaining the listing in the first place. Learn how to compute BPOs quickly and accurately by analyzing factors such as property type, comparable sales and repair costs. REO From A to Z The need for trained and motivated real estate agents to manage and sell REO properties is greater than ever. Whether you’re a new or a veteran REO agent, you can increase your expertise through these insights. REO/Short Sale Summit Discover how to break into – or increase – your Short Sale and REO business with intensive, insider advice on loan servicing, providing accurate BPOs, home-retention strategies, loss mitigation, foreclosure, property preservation and much more. Experts from the brokerage, lender, asset manager, marketing and legal sides of the process share their first-hand knowledge. Short Sales From A to Z Guide buyers or sellers through the Short Sale process. And gain the confidence to demonstrate that you have the skills to successfully oversee Short Sales from either side. REO Certification Handle all aspects of REO management: workflow processing, broker price opinions, property preservation, REO closings, marketing and more. To register: Visit www.fivestarinstitute.com/remax.
Short Sales and Foreclosure Resource (SFR) (Real Estate Buyer’s Agent Council) Gain competence and confidence in dealing with Short Sales, foreclosures, sheriff’s sales and REOs. Learn how to qualify sellers for Short Sales, develop a Short Sale package, negotiate with lenders, tap into buyer demand, safeguard your commission, limit risk and protect buyers. Also good for elective credit towrd the ABR designation. After taking this course – or “CRS 111: Short Sales and Foreclosures – Protecting Your Clients’ Interests,” available through the Council of Residential Specialists – you need to complete three free one-hour webinars and pay a $175 application fee to receive the Short Sales & Foreclosure Resource certification. See page 10 for course registration information. Equator Agent Certification (Equator Financial Solutions) Equator serves seven of the top 10 U.S. banks by offering them an online platform to manage their REO and Short Sale inventory. Earn priority in asset managers’ searches of the Equator database by earning your Equator Agent Certification in REOs or Short Sales. You can become certified at the Silver, Gold or Platinum level. For information or to register, visit www.equator.com/remax. CITIMORTGAGE SHORT SALE PROGRAM Through an agreement between RE/MAX and CitiMortgage, tens of thousands of at-risk homeowners across the U.S. are being offered Short Sales and provided with names of RE/MAX Associates. The potential result: tens of thousands of listings for Associates. These videos tell you more: CitiMortgage Webinar RE/MAX Vice President Shaun White and Director of Short Sales & REO Karen Pancost outline the program and explain the benefits to RE/MAX Associates. (44:05) Recruiting Through Short Sales Senior Training Consultant Kathy Baker provides scripts for Broker/ Owners to help them get face-to-face with recruits – whether or not they’re currently working the Short Sale market. (4:21)
DISTRESSED PROPERTY VIDEOS These include full-length programs and more than 70 “Quick Hits” that you can view when you have a few minutes. Presenters include experts such as Alex Charfen and RE/MAX Affiliates who’ve built successful careers working with distressed properties. See page 14 for more details.
RE/MAX University Catalog
Spotlight on... Video
Certified Distressed Property Expert (CDPE) (Distressed Property Institute) For homeowners facing foreclosure, their best possible ally may be a real estate agent trained in helping them take the right course of action. This recently updated course, complete with new statistics and trends, provides the tools and information you need to work with these clients. You learn how to enter the distressed property market, work with investors and market your expertise. Directing the course is Alex Charfen, co-founder and CEO of the Distressed Property Institute.
Short Sale Certification Signal to the industry that you’re prepared to walk homeowners and lenders through the Short Sale process. To register: Visit www.fivestarinstitute.com/remax.
7
RESIDENTIAL INVESTORS
The Certified Investor Agent Specialist (CIAS) Designation Course was created to bring YOU the training and tools to find, create and close with residential real estate investors.
Nearly 20 percent of real estate sales in the U.S. in 2010 involved investors. Investing accounts for $200 billion in sales annually, and the market continues to grow. Investors can become long-term and frequent clients, often closing one or more transactions monthly. To help you tap into this market, RE/MAX University has aligned with two organizations that offer professional education in the investor arena.
Certified Investor Agent Specialist Why You Can’t Afford to Miss Out • 1 out of 2 real estate investment deals does NOT close with an agent • Real estate investors close 3X more than the average homeowner • An extra $9.8 billion in commissions is waiting for Investor Agents!
Regular Price
In markets all across the country, investors are looking for qualified real estate agents who can help them take advantage of the incredible opportunities in today’s market. 1.800.482.0335 www.cias.com/remax
This two-day course helps you: • Identify investors and meet their needs • Turn your homeowner database into investor clients • Market real estate opportunities to build a qualified investor database • Package investor deals into a killer investment package • Calculate key financial figures, including ROI – compelling investors to take action
$799
Course takeaways include a 200-page field manual, investor presentations, investment marketing packages, deal-finding checklists, investor qualification worksheets, marketing materials and networking opportunities.
$399
INVESTMENT VIDEOS
Special RE/MAX Price!
Limited Time Offer!
Certified Agent for Real Estate Investors The CARI was created by the National Real Estate Investors Association. The course, taught by a long-time real estate broker and investor, covers: • Residential investors as clients • Qualifying residential investors • Professional support for investors • Income and expense analysis • Financing for residential investors • Contract writing for residential investors In addition to the educational benefits of holding the CARI, you can become a business associate of your local Real Estate Investors Association at a discount. REIA groups regularly bring together active investors for networking and education. The organization hosts a searchable database of CARI-holders for investors seeking professional representation.
RE/MAX University offers numerous video training resources related to real estate investing. To view them, enter “Investors” in the Search box located immediately below the player on the RE/MAX Mainstreet “Learn” tab or on the RE/MAX University Channel on your digital media player or mobile device.
Boost your business by connecting with INVESTORS RE/MAX University is offering the Certified Agent for Real Estate Investors (CARI) training. The certification is conferred by the National Real Estate Investors Association. CARI training provides the knowledge and tools you need to: • Attract and qualify residential investors • Complete and communicate income and expense analysis • Help real estate investors find financing
To Register
Cost to register: $299
To register, select the “Courses” channel on the RE/MAX Mainstreet “Learn” tab. Choose the course you’re interested in and follow the directions.
For More Information
See page 10 for detailed registration information.
8
The Certified Investor Agent Specialist (CIAS) was created by Alex Charfen, founder of the Distressed Property Institute.
RE/MAX University Catalog
www.caritraining.com (888) 762-7342
DESIGNATION AND CERTIFICATION COURSES BUFFINI & COMPANY
Buffini & Company’s 100 Days to Greatness – RE/MAX Edition The best way to thrive in real estate is to focus on lead generation, repeat customers and referrals. Five 90-minute video sessions set the foundation, and the next 13 weeks are devoted to implementing weekly activity plans, tracking activities and results, and viewing streaming videos and DVDs.
RE/MAX Ultimate Agent This is for Associates who are already doing well – but would like to do even better. Brian Buffini designed the course specifically for RE/MAX. In addition to presenting dozens of business-building ideas, he emphasizes taking full advantage of RE/MAX services such as LeadStreet, RE/MAX University and the RE/MAX Design Center. He explains how they give RE/MAX Associates a competitive advantage in today’s tough marketplace.
203k Specialist This four-hour session educates you on the FHA’s 203k program, through which homebuyers can wrap funds for home repair into a primary mortgage. Discover how this knowledge can become a competitive advantage. ABR: Buyer Agency Buyer agency pioneer Curtis Hall presents a comprehensive program for working with buyers – and building a prosperous career while doing so. Hall (ABR, ABRM, CDPE, CRP, CRS, Green, SRES), a Broker Associate with RE/MAX Achievers in Chandler, Ariz., helped design the original ABR curriculum. He explores every aspect of buyer agency, including legal and ethical implications. This basic course is required of all ABR candidates. ABR: Innovative Marketing Techniques for Buyer’s Reps Learn to identify homebuyers’ needs – and create a strong marketing strategy – from Rhonda Hamilton, a trainer with more than 20 years of real estate experience. Hamilton (ABR) shows you how to market for repeat and referral business based on the changing needs of today’s consumers. Certified Luxury Home Marketing Specialist The CLHMS designation helps position you as an expert in the luxury home market, and gives you the knowledge you need to be the agent of choice for affluent buyers and sellers. The instructor is Laurie Moore-Moore, author of “Rich Buyer, Rich Seller! The Real Estate Agent’s Guide to Marketing Luxury Homes.” Prior to registering, you should check with the Institute for Luxury Home Marketing to see if your transactions meet performance criteria. Bonus: Luxury Home Short Sales – How to get Short Sales started, whether or not the property falls under U.S. HAFA (Home Affordable Foreclosure Alternatives) guidelines. Bonus: Working the International Market – Numerous ideas for tapping into the international real estate market: working with international buyers, marking properties globally or networking for referrals. Certified New Home Specialist/Residential Construction Certified Achieve success in all areas of new-home sales and marketing. Taught by Dennis Walsh, it covers builder/broker relations, market research, sales and marketing strategies, creative marketing ideas and more. After completing the course and passing a test, you earn the CNHS certification as well as one elective CRS credit. The Residential Construction Certified course, a prerequisite to the CNHS course, covers materials, methods, terminology and details of residential construction.
CRS 200: Business Planning and Marketing for the Residential Specialist Instructor Gee Dunsten (CRS) focuses on budgeting and cost analysis, prospecting techniques and personal promotion techniques in this Certified Residential Specialist course. You need to have a standard calculator to participate. CRS 204: Building Wealth for the Residential Specialist Pat Zaby (CCIM, CRB, CRS) shows you how to build wealth through residential real estate investment: identifying the right opportunities, comparing potential investments and creating additional wealth – for you and your clients. A financial calculator is required. The HP-10bII or HP-12C are recommended. Course participants receive credit toward the ABR designation. CRS: Creating Value for Your Clients In this learn-by-doing course, you discover how to develop a business plan, conduct an effective listing presentation, develop negotiating skills, build a referral business and more. CRS: Putting Technology to Work for Your Clients This session examines the changing role of real estate agents, delivers tips on working effectively with online consumers and provides templates and strategies for utilizing today’s real estate technology. EcoBroker The EcoBroker program provides real estate professionals with tools to serve and counsel environmentally conscious buyers and sellers – and ultimately benefit their communities. Holders of the EcoBroker certification – or any of several other green designations – can market themselves as RE/MAX Green Specialists and use the RE/MAX Green logo on their advertising materials. e-PRO The online revolution has changed the rules businesspeople operate under. The e-PRO Certification Program helps you stay on top of these changes and thrive in the competitive world of online real estate. This program, sponsored by NAR, covers every aspect of online marketing, including risk reduction, legal, copyright, security and privacy issues. Facebook Essentials for Real Estate With more than 400 million users, Facebook is the world’s largest social network – and it’s free. In this seven-part series, Brad Hanks makes Facebook easy and accessible by walking you step-by-step through creating a profile, setting up a fan page, and developing a professional presence on Facebook. You’ll learn how to expand your contacts and organize them in a way that will help your business. Green Designation: Core Course NAR’s Green Designation certifies real estate agents as experts in “green” real estate – including eco-friendly building practices, solid knowledge of environmental fundamentals, and a firm belief in creating sustainable communities. To earn the designation, you must complete this course as well as one of three one-day electives: Residential, Commercial or Property Management. Course participants receive elective credit toward the ABR designation.
RE/MAX University Catalog
Video Courses
RE/MAX Profitable Broker Buffini & Company’s Profitable Broker program helps Broker/Owners run efficient, profitable offices – while at the same time becoming Certified Mentors for “100 Days to Greatness – RE/MAX Edition” and “RE/MAX Ultimate Agent.” Discover mentoring strategies that enable Broker/Owners, Managers and Team Leaders to use the systems, activity plans and marketing tools provided through the two programs.
CRB: Managing and Leading Teams Discover how to organize, develop and manage teams. Learn how the team structure affects your business; how to use management and leadership skills to improve team performance; how to develop a team structure – including job descriptions and a compensation plan – that matches your company goals; and how to improve communication, motivation, skill development, coaching and counseling.
9
Video Courses
DESIGNATION AND CERTIFICATION COURSES Green Designation: Residential Elective One of three electives for NAR’s Green Designation, this course gives you knowledge and awareness of green building principles. It helps you successfully market eco-friendly homes as well as guide buyers in their purchase of such homes. You’ll also be able to counsel homeowners wishing to remodel their homes.
RE/MAX Masters Edge This 10-module course, customized by Richard Robbins for RE/MAX, is designed to help you run your business like a business. You gain mastery of leads, sales, business listings, buyers, customers, the Internet, finances, and perhaps most importantly, yourself.
Introduction to Real Estate Auction More and more, auctions are becoming a viable option to market and sell properties of all types. This session, intended for agents with little or no experience using auctions, shows you the basics of using the auction method of marketing, including how to identify auctionable properties and network with auction professionals.
SRES: Seniors Real Estate Specialist The Seniors Real Estate Specialist designation, administered by the Real Estate Buyer’s Agent Council, helps you work with senior buyers and sellers, emphasizing the unique challenges posed by this demographic. Instructor Art Reed helps you develop skills in communicating and consulting with seniors and shows you how to build key skills for counseling them. Course participants receive elective credit toward the ABR designation.
I.R.E.S. RE/MAX Associate Audree Mevellec of RE/MAX Premier Properties in Plano, Texas, developed the International Real Estate Specialist certification. The course helps you work with international clients who want to buy or sell property in the United States; help U.S. clients buy or sell property abroad; market domestic and international properties around the world; and obtain legal and financial perspectives for international properties. Quality Service Certification Larry Romito explains what Quality Service Certification is and how it can benefit your business. Certification means training, resources, systems and solutions that make the delivery of better service a reality for real estate professionals. It provides a carefully researched, measured and developed strategy for providing exceptional service. REALTOR® University REALTOR® University is NAR’s exclusive provider of online courses. It offers more than 400 hours of real estate education and professional continuing education. Its catalog of more than 65 courses includes topics such as privacy protection, disclosure, safety, diversity, commercial real estate, home staging, marketing, time management, prospecting, sales skills and e-commerce.
YouTube: You Should In a series of seven programs, Brad Hanks provides step-by-step instructions for using one of the most-visited websites to get noticed online and build your business. Hanks shows you how to create your YouTube profile, customize your page, find content, upload video and syndicate your content.
CONTINUING EDUCATION
The CE Shop RE/MAX is the first major real estate franchisor to team up with The CE Shop to provide state-specific continuing education courses for U.S. Associates. The company offers approved online CE courses in more than 40 states – a number that eventually will expand to every state that accepts CE credits earned online.
TO REGISTER FOR AND TAKE A RE/MAX UNIVERSITY COURSE ON DEMAND 1. On the Learn page of RE/MAX Mainstreet, choose the Courses link. 2. Click on a course icon. You’ll see the description and pricing, plus links for more detailed information, preview links and the option to purchase the course. 3. To view a short sample of the course, select the Preview button. 4. Select the More Info button to see course details, including the program length and information on whether an exam is required. 5. To register, select the Purchase button, provide payment information and add the course to your shopping cart. 6. You’ll receive course materials within 7 to 10 business days (usually sooner). 7. Begin viewing the course via any connected device. For more information on RU courses, call (888) 720-5192 or e-mail rueducation@remax.net.
10
RE/MAX University Catalog
Video Courses RE/MAX University Catalog
11
Video
TOM FERRY’S SALES POWER Would you like to enjoy a predictable, sustainable, profitable business?
Coming in June
With Tom Ferry’s brand-new “Sales Power” training program, you can have just that. Ferry brings all his knowledge, experience and teaching ability to RE/MAX University. The author of several top-selling business books, including “Life! By Design” and “From Breakdowns to Breakthroughs” created this 15-hour course specifically for RE/MAX. The result for you? Not only more business, but more fun in your life. He helps you discover powerful approaches to: open houses, listing and buyer presentations, lead generation through social media, helping at-risk homeowners, creating an effective team, and earning more business from your past clients and other spheres of influence. After completing the course, you’ll be able to: • Get the appointment consistently • Generate more online referrals • Earn a greater share of expired and FSBO business • Fine-tune and simplify price-reduction strategies • Embrace the “Power of Right Focus” and achieve “Level 10” performance See page 10 for information on how to register.
BUSINESS OPERATIONS The $3 Million Challenge Dave Beson explains why it’s better to close 12 transactions a year that total $3 million than sell one $3 million house. (2:49) Attitude The importance of attitude when facing the challenges of dealing with the public. With real estate coach Mark Leader. (4:38) Being Successful in a Down Market Ten things you can do in trying times. Among them: have a business plan, establish a “client for life” program, embrace training, build on your sphere of influence and work on negotiating skills. With Connecticut Broker/Owner Jeff Wright. (2:44) Benefits of the Green Designation Associates who participate in the RE/MAX Green program describe the positives of “green” education. (5:17) Building a Big Business in a Small Market Master the art of working in a market where your client is also likely to be your friend and neighbor. With Associates Scott Hollinger and Julie Miller. (1:00:00) Create a Mission Statement Key words in a mission statement are critical, Judy LaDeur stresses. (3:38) Delegate to Succeed Be more productive by focusing on tasks that directly make you money and having others do the rest. With Dave Beson. (5:03) Goals Mark Leader examines the difference between goals and business plans. Goals should be short and energizing. (4:10)
12
RE/MAX University Catalog
Goal-Setting Real estate coach Bob Corcoran advises you to write down your goals – and share them with others. If you don’t do both of those things, you’ll never attain your goals. (4:20) NAR Green Designation Associates Curtis Hall, Bob Gordon and Leslie Jones describe the necessity of being educated in green issues and show you how to obtain NAR’s Green Designation. (4:54) Promises Dave Beson offers this advice: Avoid the need to apologize by never breaking a promise. (6:08) Properly Set Goals Judy LaDeur explains how to set goals and break through barriers. (5:14) Six Keys to Victory in Any Market Arizona Broker/Owner Tim Hatlestad outlines six areas to examine in your business. (4:58) SuperCharge 2004 Trainers Howard Brinton, Brian Buffini and Richard Robbins launched the RE/MAX Coaching Hall of Fame series with this session. (Part 1 – 56:58. Part 2 – 1:01:58. Part 3 – 55:27) SuperCharge 2005 Dave Liniger discusses Premier Market Presence and summarizes the book “Everybody Wins: The Story and Lessons Behind RE/MAX.” (Part 1 – 1:24:57. Part 2 – 1:08.33)
BUSINESS OPERATIONS SuperCharge 2006 A comprehensive plan for business success, with a strong emphasis on the RE/MAX competitive advantage and online marketing. (Part 1 – 1:25:25. Part 2 – 1:09:19)
Real Estate IRAs, Part 2 Make real estate IRAs work – for yourself and your clients. One critical factor is that the investments are in the name of the IRA, not the individual. With Jenn Dizmang. (6:07)
SuperCharge 2007 Dave Liniger, Howard Brinton, Brian Buffini and Richard Robbins deliver their best business-building tips. (Part 1 – 1:30:14. Part 2 – 1:27:08)
Uncontrolled Expenses Brian Buffini helps you avoid spending your way into financial problems. He advises you to plow profits back into your business as much as possible – and avoid spending on luxury items. (6:08)
SuperCharge 2008 Alison Levine reveals the life lessons she learned during a nearly successful attempt to summit Mount Everest in 2002. (1:30:01) Three Filters to Use When Hiring During the interview process, you should ask candidates to complete tasks such as answering an essay question and taking a math test, Brian Buffini says. (4:08) Utilizing Buyers & Sellers to Grow Your Business Howard Brinton suggests using surveys to get valuable feedback from clients. (4:52)
FINANCIAL PLANNING Build Your Business = Secure Your Future Make your finances work for you: Grow your assets, control debt and keep pace with taxes. With Jenn Dizmang. (3:47) Control Cash Flow and Create Sustaining Wealth Avoid extreme ups and downs by creating and maintaining a listing inventory chart. When listings sell, focus on replenishing your inventory. With real estate coach Darryl Davis. (3:31) Preparing Your Business for Sale or Active Retirement Get ready to sell your business and set the stage for a rewarding retirement. With Brian Buffini. (6:17) Real Estate IRAs, Part 1 The ins and outs of adding a real estate investment – or helping clients do so – to an IRA. With Jenn Dizmang. (8:31)
Unearthing Private Money Help buyers with solid financials – but who don’t qualify for credit under the stricter standards many traditional lenders are applying today – by tapping into your client database to secure financing. With Jenn Dizmang. (3:46)
TIME MANAGEMENT How to Increase Productivity Richard Robbins suggests focusing on working with sellers since they consume less of your time than buyers. (4:26) Majoring in Majors Richard Robbins details behaviors that will help you earn more money. (4:41) T.I.M.E. Management It’s actually about personal management. Bob Corcoran delivers tips on controlling your most valuable asset. (3:14) Time Management Operate a productive business and enjoy a personal life too. Mark Leader’s basic principles: get the highest possible return for time invested, and follow his Formula for Success. (3:40) Time Management Manage time more efficiently with techniques such as making lists and delegating. With Judy LaDeur. (2:22) You Control Your Schedule Take control of your time with the help of Howard Brinton. Ask clients to work around your schedule rather than the other way around. (2:10)
BUYERS
Building Green Partnerships Working in concert with a builder and developer, St. Louis Associate Richard Rolfingsmeyer has created a niche in the green real estate industry. He describes the partnership and provides tips for working with buyers interested in green homes. (4:51) Buyers Are Not Liars Find the right home for your clients by keeping the lines of communication open. With real estate trainer Daryl Rouse. (3:31) Buyers Rule: Succeed With a Buyer Focus Hall of Famers Wayne Babb and Sandie Hea, who specialize in working with buyers, outline their strategies. (59:30)
Choose How You Live With Changing Markets Howard Brinton urges you to become an expert on the state of the market and inundate your clients with useful information. (58:01) Convention 2011 Rewards: Thank You, RE/MAX Happy homebuyers express their love for their new homes and thank the RE/MAX Associates who assisted them. (2:59) Creating Buyer Urgency Ensure that you’re working with motivated buyers with this advice from Howard Brinton. Ask probing questions such as why they want to buy and how quickly they want to move. (5:44) Creating a Powerful Credit Profile Give your customers tools to help them manage their credit and increase their chances of getting the loan they need. Financial services industry expert Jeff Mandel shows you how credit really works. (5:17) Credit Optimization Financial services industry expert Jeff Mandel shows you how to help your clients achieve the best possible credit score. He provides simple tips on managing credit cards and what to avoid when opening up new lines of credit. (4:08)
RE/MAX University Catalog
Video
203K Profit Potential Colorado Associate Sherri Hopper outlines the 203K program, under which U.S. homebuyers can combine purchase money with repair funds into one mortgage loan. Become a hero to your buyers, build your business and help turn blighted properties into neighborhood assets. (3:40)
13
Video
BUYERS Designing an Attractive Credit Profile Help your buyers maximize their credit scores by understanding what lenders look for in a credit profile. Take a short quiz that will boost your knowledge of the credit system. With financial services industry expert Jeff Mandel. (5:17) Dominant Buying Motives Discover the four common reasons people want to become homeowners – and how to appeal to each one. With real estate coach Julie Ryan. (6:59) Endless Buyer Benefits of 203K Loans Your buyers can combine rehab money with a primary mortgage loan. Dennis Walsh of REbuild USA shows you how. (8:15)
Mitigating Credit Risks Financial services industry expert Jeff Mandel explains the pitfalls of “authorized users” on credit card accounts. (4:02) Prospering Through the Buyer’s Market Real estate coach Jared James and Colorado Broker/Owner Alan Smith outline strategies for attracting and closing buyers. It starts with paying close attention to two types of clients: investors and first-timers, who together comprise a large percentage of buyers. (53:13) Setting Pre-determined Standards for Buyer Agents Buyer agents should get equal numbers of leads from three sources: the Team Leader, their own marketing, and transactions through their own actions. Find out why from real estate coach Dirk Zeller. (3:27)
Finding and Signing Qualified, Motivated Buyers Arizona Associate Curtis Hall reveals Commandment No. 7 of real estate sales: Absent a value proposition, the consumer will go cheap. But if you can prove your value beyond doubt, you’ll command top dollar. (57:58)
Strategy for Putting In a Low Offer Putting in an offer that’s lower than the list price can be effective. Here’s how to make the strategy work. With Dave Beson. (4:41)
Help Buyers Write Better Offers Make sure your buyers understand the benefits of submitting fair offers. With real estate coach Daryl Rouse. (3:17)
Understanding Personality Types Judy LaDeur explains four different personality types and how to cater to each. (6:05)
How Do You Sell a Buyer the First Time? Avoid multiple home-hunting trips with the help of Judy LaDeur. (4:40)
Work the House, Not the Buyer Show fewer houses but make more sales. With real estate coach Darryl Davis. (3:08)
How to Sign the Buyer Get buyers under a representation agreement early in the process. With Arizona Associate Curtis Hall. (59:52) Key Components of Credit Scores Understand credit score basics with the help of financial services industry expert Jeff Mandel. Make sure your clients know how their score affects their ability to obtain financing with favorable terms. (5:27)
COMMUNITY CITIZENSHIP 100 Million Miracles RE/MAX is only the third major sponsor to raise more than $100 million for Children’s Miracle Network Hospitals. Here’s an inspiring look at this extraordinary fundraising effort. (2:25) Celebrate Miracles RE/MAX President Vinnie Tracey and Senior Vice President Mike Reagan demonstrate the many ways your contributions to Children’s Miracle Network Hospitals benefits sick and injured children. (52:51)
Fundraising Can Boost Your Business Kentucky Broker/Owner Janice Mueller explains how her involvement in Children’s Miracle Network Hospitals has not only provided personal satisfaction, but also boosted profitability. (2:50)
DISTRESSED PROPERTIES Agents Dealing with Agents in Foreclosures Tips for working with other agents when working with foreclosures. With Michigan Associate Nathan Boji. (5:23) The Auction Option Strategies and techniques for working with auction companies to market homes, whether homeowner listings or REOs. With auctioneer Tom “Spanky” Assiter. (59:52) The Auction Process An auction can be an effective way to get your listings sold quickly. Real estate coach Chuck Boles outlines the differences between auctions and the traditional real estate process, and explains why it’s important to understand how auctions work. (5:48)
14
RE/MAX University Catalog
Courting Asset Managers Marketing strategies from several Associates who successfully list and sell REO properties. (5:54) Dealing With Lenders To work the REO market, you must develop relationships with asset managers. With California Associate Mike Novak-Smith. (3:53) Equator REO Short Sale Platform Explore the online platform to manage REOs and Short Sales created by Equator Financial Solutions. Listing agents and asset managers can enter data, upload documents and track transactions from start to finish. (5:26)
DISTRESSED PROPERTIES continued... A New Perspective Today’s economy has created the greatest opportunity to help homeowners in the history of real estate. Alex Charfen tells you why. (3:56) New Vista: Q&A Distressed Properties New Vista Asset Management helps turn foreclosed homes into new beginnings for first-time and minority buyers. Find out how to work with the company. (3:12) New Vista: Working With Buyers REOs can be attractive purchases because of low prices, low interest rates, low closing costs and bargaining leverage. (5:16) New Vista: Listing Agent Guidelines Get on the company’s database of listing agents and discover what you must do to list a New Vista home. (4:38) Pitfalls of Foreclosed Homes You must inform clients about possible complications when buying a foreclosed home. With Michigan Associate Nathan Boji. (3:38) Preventing Foreclosure Dave Liniger advises you to reach out to clients with information on how to prevent foreclosure. (3:03) Short Sale Commander Explore the Short Sale Commander software, customized for RE/MAX, which helps you organize and manage your Short Sales and efficiently share information with your clients. (3:05) Successful Bank Negotiations … Unlocking the Door Bank negotiator Shawn Morgan shows you what it takes to present a successful offer to a lender. (3:11) Understanding the Bank’s Perspective Texas Associate Steve Craven discusses what happens when a lender forecloses on a property. (3:42)
FANNIE MAE/ FREDDIE MAC/HUD Fannie Mae: Getting Started Q&A Here’s a primer on how Fannie Mae works. (1:43) Fannie Mae: Working With Buyers Help your clients purchase Fannie Mae properties. (1:59)
Freddie Mac: Getting Started Q&A Get your name in Freddie Mac’s database, where buyers can find you. (2:48) Freddie Mac: Working With Buyers Get on Freddie Mac’s list of selling agents and explore the process of selling a Freddie Mac home. (1:40) Freddie Mac: Listing Agent Guidelines Freddie Mac works with Realtors to market and sell homes it owns. Find out how to get in its database. (1:36) HUD: Getting Started Q&A The basics of listing or selling a HUD home. (2:05)
BPOs: Painting a Picture Detailed comments are critical to the BPO process and keeping distressedproperty sales on track. The goal is to specifically answer the asset management company’s likely questions – not create more questions. Get the details from Sarah Goodwin, a trainer with an asset management company. (2:33) Building Your Business through Advanced BPOs Put together complete, accurate and concise Broker Price Opinions with the help of Brad Froelich, chief appraiser for US Real Estate Services. Your goal is to get your BPOs right the first time to avoid callbacks and make servicers happy. (43:55) Exterior BPOs Denver Associate David Savoie outlines the process of completing exterior BPOs. Take your time, be observant and write detailed descriptions of what you see, Savoie says. (3:50) Interior BPOs David Savoie walks you through a home and shows you how to create an accurate interior BPO through good photography and pertinent comments. (4:00)
PROPERTY MANAGEMENT RPM Introduction A basic look at the relationship between RE/MAX and Real Property Management, the No. 1 property management franchise in the U.S. Associates receive referral fees by introducing property owners and tenants to RPM. (3:17) RPM Explained More detail on the partnership between RE/MAX and Real Property Management. Discover how you can offer property owners options other than selling and receive referral fees while retaining the lead if the owner decides to sell down the road. (6:29) RPM FAQ Your questions about the partnership between RE/MAX and Real Property Management are answered. (7:24) Refer a Property Nuts of bolts of referring a property to Real Property Management; how to track referrals and collect payments. (2:33) Refer a Tenant Referring a tenant to Real Property Management; how to track referrals and collect payments. (2:13)
REOS REOs & The Cash for Keys Option Develop and maintain an REO business, and understand the “Cash for Keys” concept. With Ohio Associate Debbie Johnson. (6:43) REOs and Their Effect on the Market Make your sellers understand that the large number of REOs and other distressed properties on the market drives prices down. With real estate coach Bob Corcoran. (3:46)
Video
Fannie Mae: Listing Agent Guidelines Be included in Fannie Mae’s database of agents to list and sell homes. (2:28)
BPOS
HUD: Selling a HUD Home Any agent can submit a purchase contract on a HUD home. Find out how. (2:53)
RE/MAX University Catalog
15
Video
DISTRESSED PROPERTIES continued... REOs: Getting Your Foot in the Door Make sure your clients achieve the best profit, your co-op agents are always happy, and title companies and lenders want to keep doing business with you. With Arizona Associate Scott Gibson. (3:11) REOs: Handling Evictions California Associates Chad Costa, Doug Goss and Randy Miller explore the tricky task of evicting homeowners or renters from foreclosed homes. (2:31) REOs: One Point of Contact Arizona Associate Scott Gibson describes how he structures his team of distressed-property experts: Team members are nearly autonomous in their ability to serve their specific accounts, yet each member remains fully committed to the team’s success. (3:12) REOs: Property Management Successfully manage REO properties with the help of California Associate Mike Novak-Smith. (3:49) REOs: Team Setup REO specialists discuss their strategies for listing and selling REO properties. (2:52)
SHORT SALES Foreclosure vs. Short Sale Consequences – Part 1 Alex Charfen of the Distressed Property Institute dispels myths about the effect of foreclosures and Short Sales on homeowners. (2:50) Foreclosure vs. Short Sale Consequences – Part 2 Alex Charfen cites several critical differences between the two transactions. Most importantly, a foreclosure can result in a job loss. (4:53) Gaining a Lender’s Attention Alex Charfen lists five tactics that will give you the best chance of getting Short Sales approved by lenders. (4:51) Getting Leads for Short Sales A good source of Short Sale leads is the Clerk of Courts. With Short Sale specialist Jeanny Campbell (2:28) HAFA: What it Means to You This program debuted in April 2010, when the U.S. Treasury Department’s streamlined Short Sale initiative went into effect. Laurie Maggiano of the U.S. Treasury, one of the architects of HAFA, provides her perspective. Bank of America’s Mark Vernon explains how the institution modified the way it handles Short Sales. (1:34:02)
Join the more than 60,000 Associates who have completed designation or certification classes through RE/MAX University. It couldn’t be more convenient. Simply register and then view the course online in your home or office – or anywhere else. On your computer, TV or selected mobile device.
No matter what niche you want to pursue, RU has a course for you. Distressed Properties • Investors • Residential • Commercial • Green Real Estate Luxury Homes • Seniors • Social Media • International • New Homes
Find course information on pages 7-10 of this Catalog. Registration information is on page 10. For more information, University Catalogcall (888) 720-5912 or e-mail rueducation@remax.net. 16 RE/MAX
DISTRESSED PROPERTIES continued... HAFA Streamlined Short Sale Initiative Update Get up-to-date on the changes to the Treasury Department’s Short Sale guidelines, which went into effect in April 2010. Margaret Kelly outlines the plan, which includes an incentive for homeowners who complete a Short Sale. (2:31) Highs and Lows of Short Sales Working Short Sales requires twice the work of a standard transaction, according to Texas Associate Steve Craven. He advises you to make sure lenders know they’re working with a pro by providing all the information they need in a timely fashion. (4:14) Listing Short Sales Alex Charfen lists the reasons you must become familiar with Short Sales: You can help homeowners, control your market and gain clients for life. (4:14)
Short Sales: A Negotiator’s Perspective Shawn Morgan, a loss mitigation attorney, explores the Short Sale process from the primary lender’s perspective. To avoid delays, he stresses the importance of due diligence on the agent’s part during the initial data collection. (4:21) Short Sales: Advising and Guiding Your Clients Help sellers in danger of foreclosure avoid that stigma – and counsel buyers who may be interested in a Short Sale. With Alex Charfen. (59:20) Short Sales: Why Now? Understanding a lender’s motivation – and accepting or rejecting Short Sale listings based on that insight – is the key to closing sales and not wasting time. With Arizona Associate Scott Gibson. (2:24)
Must-Have Qualifications for a Short Sale Alex Charfen outlines three mandatory conditions for a Short Sale. (3:16)
Show Compassion With Short Sales You can become a hero by turning a family’s tragedy – losing their home – into a victory. (3:12)
Protecting Your Clients Arizona Associate Frank Dickens emphasizes the importance of making sure your clients receive appropriate advice in a Short Sale situation. (3:08)
Tips for Agents Handling Short Sales Prepare a Short Sale package that will give the sale the best chance of success. With Arizona Associate Frank Dickens. (3:14)
A Short Sale Listing Presentation Tailor your listing presentation for someone facing a Short Sale. With Texas Associate Steve Craven. (4:48)
Valuing Short Sales Short Sale specialist Jeanny Campbell lays out the fundamentals of pricing and negotiating Short Sales. (4:44)
Short Sale Myths Alex Charfen dispels the seven most dangerous misconceptions about Short Sales. (6:27) Short Sale Pitfalls Alex Charfen examines the 10 most common reasons why a Short Sale doesn’t go through. (5:53)
INTERNATIONAL
Premier Web Presence Margaret Kelly outlines the role the Internet plays in real estate, and how the RE/MAX network’s online presence provides a competitive advantage. (2:28)
Italy: Svilluppo di una mia giornata tip Alessandro Lanzarini walks you through his day as a RE/MAX Associate. (Presented in Italian) (2:09)
EUROPE Italy: Come vanno mantenuti I contatti Alessandro Lanzarini describes the importance of maintaining and using a database. (Presented in Italian) (2:42)
Portugal: Back to Basics Associate Nuno Morais Cardoso examines the importance of cultivating clients and shows you why marketing today is more critical than ever. (3:04) Portugal: Conociendo sus clientes Nuno Venceslau discusses different ways that you can connect with clients, ensuring that they’re clients for life. (Presented in Spanish) (2:13)
RE/MAX University Catalog
Video
The Internet and Real Estate Greg Braithwaite of RE/MAX Australia discusses how the Internet affects the real estate industry. (4:25)
Italy: Promozione personale Alessandro Lanzarini examines the different types of personal promotion and how they can distinguish you from the competition in your marketplace. (Presented in Italian) (2:09)
AUSTRALIA/ NEW ZEALAND
17
Video
INTERNATIONAL continued... Portugal: Consejos de Agentes con Experiencia Associate Nuno Venceslau explains the importance of training. (Presented in Spanish) (2:33) Portugal: Marketing Nuno Venceslau details marketing techniques and why they’re important. (Presented in Portuguese) (3:49) Portugal: Promocao Pessoal Nuno Venceslau explains how important an effective personal promotion campaign is to your business. (Presented in Portuguese) (3:04)
LATIN AMERICAN/ CARIBBEAN PRESENTADO EN ESPAÑOL Being Successful in a Down Market Aquí se presentan 10 cosas que lso agentes pueden hacer en un mercado a la baja. Entre ellas: tener un plan de negocio, tener un programa de “clientes de por vida”, capacitarse, apoyarse en su esfera de influencia y trabajar en sus habilidades de negociación. Con el Corredor/Propieatrio de Connecticut Jeff Wright. (2:42) Beneficios De afiliacion Conozca cuáles son los beneficios de RE/MAX que le pueden ayudar a ganar más dinero rápidamente. (Parte 1 – 8:05. Parte 2 – 7:40) Califique Para Vender Mas Aprenda cómo cuidar el activo más valioso de un agente de bienes. (7:22) Cazador o Agricultor Ante un recurso limitado, que es su tiempo, ¿qué conviene más, dedicarse al corto o al largo plazo? (5:36) Cómo Desarrollar Una Red de Franquicias Aprenda aquí la clave para el éxito de una región RE/MAX en cualquier país del mundo. (11:04) Comparacion de Sistema RE/MAX Sí, RE/MAX es diferente, pero ¿en qué consiste exactamente esa diferencia? Véalo aquí. (6:51) Compel Prospects to Contact You Sus anuncios deben ofrecer a los clientes potenciales algo que ellos desean y hacérselos fácil de obtener sin que se sientan amenazados. Atraiga clientes a una página web o línea telefónica, no directamente a usted. Con Craig proctor. (3:45) Compete to Be Unique No compita para ser el mejor. En su lugar afánese en ser único. Explicando lo que es convergencia competitiva, Richard Robbins le muestra como proveer valor con experiencias memorables, de manera que no tenga que competir en precio. (4:22) Consiguiendo Exclusivas/Presentando Ofertas Cómo lograr que el dueño lo contrate sólo a usted para promover su propiedad. (7:21) Contrata un asistente Un asistente puedo ayudarle con las tareas que le atrasan. Este video le ayudará a determinar si necesita un asistente y cómo contratorlo y capaciatorlo para llevar su negocio al siguiente nivel. (28:31) Creando Lazos En visitas de captación y venta veamos a los clientes como algo más que un signo y olvidémonos de la casa. Si nos centramos en los clientes como personas, la captación o venta vendrá sola. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (7:51)
18
RE/MAX University Catalog
Creando urgencia en el comprador Prepárese y cree urgencia con sus listados de propiedades, construyendo su caso lógicamente y teniendo una estrategia bien pensada. Con Howard Brinton. (5:53) Cree el Futuro que Desea Lulu Sorbara ofrece numerosos ejemplos del mundo real, obtenidos a lo largo de 16 años de carrera en el negocio immobiliario, part respaldar sus teorías. (57:20) ¿Cuál es nuestro negocio? Trabajamos con propietarios y compradores. La forma de tratar a cada uno es diferente. Este vídeo analiza por qué somos necesarios para los dos y cómo ofrecer nuestros servicios. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (10:07) Defienda su Comisión Cobre las comisiones que usted merece, ¡ni un centavo menos! (3:32) Despues Podemos Bajar El Precio Aprenda a responder esta objeción, que es una de las más comunes en el momento de captar propiedades. (2:16) Dominant Buying Motives Julie Ryan expone cuatro razones comunes por las que la gente quiere convertirse en propietarios y explica cómo adecuarse a cada una de dichas razones. (6:57) Dreamin’ Is Believin’ “Una meta es un sueño con una fecha definida”, dice Brian Buffini. Brian usa esta sesión para proveer una guía práctica para alcanzar sus sueños. (1:00:01) El Secreto Para Buenos Avalúos Hacer avalúos realistas es clave para hacer más ventas; aprenda aquí cómo hacerlos. (6:21) El viaje al nuevo milenio Futurista Ed Barlow presente la forma en que podemos enfrentar las rapidamento cambiantes condiciones de nuestro negocio. (53:35) Farming the Community and Neighborhood La Asociada de Arizona Becca Linnig explica cómo las actividades comunitarias benefician su negocio. (4:50) Formula for Online Success Haga su modelo de negocio por internet fácil para que los visitantes hagan lo que usted desea que hagan. Con Susan Sweeney. (5:05) Gana Mas Dinero Como Un Especialista Los doctores especialistas ganan más dinero que los generalistas. Vea aquí por qué y cómo aplicar esto a los bienes raíces. (5:20) Get Your Listings Sold Today Darryl Davis, experto coach de bienes raíces, dice que la comunicación es tan importante como el precio para poder vender sus listados. (4:33) Haga Ventas Con Su Sitio de Internet Hay miles de agentes que tienen su propio sitio de Internet, pero sólo unos pocos ganan dinero con su sitio. (Parte 1 – 7:30. Parte 2 – 9:09) Herramientas para Ganar Aproveche las herramientas que tiene disponibles para aumentar sus ingresos. (10:32) Ideas De Marketing de Bajo Costo Estas ideas son de principal utilidad para quienes quieren alcanzar resultados invirtiendo poco. (10:05) Intentemos a Un Precio Mayor Aprenda a responder esta objeción, que es una de las más difíciles a la hora de la captación. (2:55)
Mandalay Bay
resort & CASINO
RE/MAX R4 Monday, March 5 - Thursday March 8, 2012
Download the RE/MAX R4 Mobile App to see what we are all about!
Video
MARCH 2012
For information:
Visit RE/MAX Mainstreet and select the Events tab 2011 RE/MAX, LLC. All rights reserved. Each RE/MAX® real estate office is independently owned and operated. 110254
©
RE/MAX University Catalog
19
Video
INTERNATIONAL continued... La Mejor Casa Del Vecindario Aprenda a responder a los dueños creen que pueden pedir un precio exhorbitante por su casa. (3:31) La Entrevista Escuchar es vital cuando entrevistamos a un candidato que quiere trabajar con nosotros. Si queremos atraer a alguien debemos saber qué le gusta y para eso es vital que hagamos muchas preguntas y escuchemos. Después tendremos que hacer algo; Este vídeo muestra que es. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (11:57) Live Out Loud Amanda Gore utiliza su sentido del humor, estilo contagioso y carisma para enfatizar la importancia de estar energizado tanto en casa como en el trabajo. (1:00:01)
Profesionalismo Nunca mentir. Ser honesto desde la primera cita es la mejor herramienta para tener clientes satisfechos. Dar información exacta y presentada de forma profesional nos asegurará el negocio. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (10:59) ¿Qué Hacer Cuando un Cliente Dice No? Combia un “No” es un “Si” require un trabajo fino y la aplicación de una técnica especifica. Saber cómo avanzar y arrar la venta, aun cuando su cliente inicialmente haya dicho “No.” (2:34)
Mejorando La Condición de la Propiedad Todo mundo prefiere una casa en buen estado que una casa descuidada. Aprenda a convender al dueño para que haga los arreglos necesarios. (3:40)
Que Me Hagan Una Oferta Responda efectivamente a los dueños que no quieren poner un precio realista sin antes recibir una oferta por su casa. (3:09)
Mostrando Propiedades/Consiguiendo Ofertas Algunos agentes consiguen más y mejores ofertas que otros. Aprenda cómo hacen. (7:04)
¡Querer es Poder! Aprenda cómo nuestros afiliados más exitosos logran sus increíbles resultados aún bajo las condiciones más difíciles. (4 partes)
Negociación y Cierre Los sentimientos pueden arruinar una negociación. La preparación de la reunión para pasar una oferta es vital y el manejo inteligente de la información nos puede asegurar una venta. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (12:09)
RE/MAX Comercial Aprenda a usar la marca comercial de RE/MAX para vender bodegas, terrenos, edificios, incluso negocios. (6:45)
Numeros que debe Saber Ricardo Cárdenas, Vicepresidente de RE/MAX para Latinoamérica y Caribe, habla acerca de los cuatro números que usted debe entender para poder conocer bien su mercado. (5:50) Nunca Se Quede Sin Clientes ¡No hay nada mejor que tener un flujo constante de clientes! Aprenda aquí cómo lograrlo. (Parte 1 – 9:31. Parte 2 – 8:37) Objeciones comunes Vea las objeciones mas frecuentes cuando tratamos de captar agentes y respuestas eficaces. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (10:24) Oficina Tradicional Conozca cómo funcionan las oficinas inmobiliarias de la competencia y qué le puede ofrecer usted a los candidatos cuando los entrevista. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (Parte 1 – 14:10. Parte 2 – 9:30) Olvidese de la tecnologia Preocúpese por las necesidades del ser humano que tiene en frente en vez de verlo como un cheque. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (11:08) Pasado, Presente y Futuro del Negocio de Bienes Análisis de alto nivel que explica la ubicación de nuestro negocio a través de las décadas. (6:02) Piense y Hágase Rico Dave Liniger, co-fundador de RE/MAX, explico cómo ha alcanzado un éxito increible y cómo usted tamibén puedo lograrlo. (37:05) ¿Por Qué No Compran? Descrubra las cinco razones por las qué un cliente puede decidir no comprar y aprenda a manejar estas razones a su favor. (3:21)
20
¿Por qué RE/MAX? Conozca las ventajas que puede ofrecer a sus clientes que nos hacen diferentes y superiores. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (10:12)
RE/MAX University Catalog
Repetidos y Referidos: El Camino Mas Seguro para Más Ingresos El instructor Ignacio Castillo de RE/MAX España explica al público de RE/MAX sus efectivos sistemas para hacer qué los clientes vuelvan y para generar nuevos clientes a través de recomendaciones. (50:32) SAFER Los asaltos pueden occurrir en cualquier lugar en cualquier momento; no discriminan por edad, sexo, religión, ocupación o raza. Aprenda en este video los pasos específicos que, como profesional inmobilario, usted puede tomar para evitar ser víctima de los asaltantes. (55:11) Seguimiento Que Produce Ventas Evite el error No. 1 de los agentes inmobiliarios: no permanecer en contacto con sus clientes antiguos. (4:30) Sistema Para Generar Referidos La red RE/MAX tiene alcance global y usted puede aprovechar esto para generar comisiones por referidos. (5:36) Sistema RE/MAX Libertad, capacidad de crecimiento y posibilidad de ganar mucho dinero. Todo esto es RE/MAX. Aprenda por qué. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (13:25) ¿Somos necesarios? ¿Es usted consciente de que es necesario como agente intermediario en negociaciones inmobiliarias? Aprenda cómo vender su profesionalidad. Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (5:25) Su Nombre es Importante En RE/MAX reconocemos que su nombre es importante, y aquí se explican formas de explotarlo al máximo. (4:16) Ten Confianza en Tus Sueos Brian Buffini presenta esta video que ayuda a tener un buen balance en lost distinctos aspectos de la vida. (59:46) The RE/MAX Collection Una intriduccion al programa de RE/MAX para trabajar con clientes compradores y vendedores de propiedades de lujo. (4:20)
INTERNATIONAL continued... Trabajar con compradores ¿Cómo preparar una casa para la venta? ¿Cómo cerrar una cita para visitarla? ¿Qué hacer en la primera entrevista con los compradores? ¿Cómo enseñarla? ¿Cómo hacerles saber el proceso de compra? ¿Cómo se hace y negocia una oferta de compra? Con Rodrigo Pinto, Broker y propietario de RE/MAX Ágora en Madrid y instructor de la Universidad RE/MAX de España. (Parte 1 – 11:14. Parte 2 – 8:41. Parte 3 – 9:23) Use Impatía para Vender Más Aprenda qué es la empatía, por qué es importante para su éxito en las ventes, y cómo utizarla para cerrar más ventas. (2:36) Vendedores Motivatos Cheryl Fairbanks esboza cinco signos clave que usted no está trabajando con un vendedor motivado. (5:04) CÓMO VENDER FRANQUICIAS RE/MAX Calificación de su prospecto Aprenda cómo cuidar el activo más valioso de un agente de bienes raíces: su tiempo. Evite trabajar sin ser debidamente recompensado. (7:01) El cierre de la venta ¡Nadie gana sin anotar goles! Vea aquí las mejores técnicas para anotar goles en ventas. (3:05) Ideas para un inicio exitoso El inicio de su profesión de ventas requiere unas técnicas particulares. Apréndalas aquí para facilitar sus primeros meses. (6:42) La entrevista personal Una vez usted está cara a cara con su cliente, ¿qué le dirá? ¿qué observará? ¿cuál es su objetivo? (6:04) Manejo de preguntas y objeciones Los clientes son diferentes, pero las objeciones son las mismas. Aprenda las mejores respuestas para cada situación. (5:47) Prospección ¡Nunca se quede sin clientes! Aprenda las mejores fuentes de clientes para que siempre esté haciendo ventas. (8:52)
APRESENTADO EM PORTUGUÊS Comparação da Sistema RE/MAX com o Sistema Tradicional Sim, a RE/MAX é diferente, mas o que exatamente é a diferença? Véalo aqui. (5:15) Curso nunca fique sem clientes Não há nada melhor do que ter um fluxo constante de clientes! Saiba como aqui. (Parte 1 – 10:07. Parte 2 – 11:24) Tecnologia e Educao Este é um dos mais importantes vantagens competitivas do RE/MAX. Saiba como usá-lo para seu benefício. (15:10)
PRESENTED IN ENGLISH The Art of Delegating Associates Kim Lund of the Cayman Islands and Anthony Askowitz of Miami show you how to delegate your way to a bigger and better business. (3:09) Become a 200-Foot-Tall Oak Tree Inside everyone, Fred Grosse says, is a 200-foot-tall tree waiting to sprout. All it takes is the right nurturing – including the RE/MAX system. (2:43) Dollar Productive Behavior Most agents spend most of their time on unproductive activities. Fred Grosse shows you how to turn that percentage around and spend most of your working time on activities that produce income. (8:37) E-mail Etiquette You must respond to e-mail inquiries immediately. Make sure the response is professional and thorough. With RE/MAX Latin America/Caribbean Regional Vice President Ricardo Cardenas. (3:42) Knowing the Language Bob Bartikoski of the Netherlands Antilles explains how important it is for his office to have a multilingual sales staff. (3:24) The Law of Attraction Fred Grosse helps you discover the talents and abilities that are inside everybody. (2:23) New Behavior Paradigm Fred Grosse outlines a plan for making the changes you want to make. After deciding what you want to change, analyze whether you’re doing what you need to do. If not, make a commitment to do so. (3:49)
Su actitud mental “Todo está en la mente” no es sólo una frase bonita. Este video confirma la importancia de su actitud mental. (3:44)
The Next Level Kim Lund of the Cayman Islands shows you how to take the next step after becoming successful as an agent. The solution: Form a team. (3:14)
LA MAGÍA DE LOS BIENES RAÍCES Curso práctico de venta de bienes raíces. Ideal para exportos y novatos. Parte 1 – Introducción (5:07) Parte 2 – Mejorando La Condición de la Propiedad (3:40) Parte 3 – Presentando el Avalo – Parte I (4:39) Parte 4 – Presentando el Avalo – Parte II (4:40) Parte 5 – Presentando el Avalo – Parte III (5:50) Parte 6– Presentando el Avalo – Parte IV (4:47) Parte 7 – Defienda su Comisión (3:32) Parte 8 – Consiguiendo Exclusivas/Presentando Ofertas (7:21) Parte 9 – Mostrando Propiedes/Consiguiendo Ofertas (7:04) Parte 10 – Ganando la Lealtad de los Compradores (5:30)
Numbers You Should Know Getting accurate data in the real estate market can be difficult. Ricardo Cardenas discusses the four numbers you should know to know your market well. (5:44)
TODOS GANAN Serie de 10 episodios presentados por Ricardo Cárdenas, Vicepresidente de RE/MAX para Latinoamérica y Caribe, en los que discute el contenido del libro “Everybody Wins: The Story and Lessons Behind RE/MAX” (Todos Ganan: La Historia y Lecciones detrás de RE/MAX).
Referral Generation System Ricardo Cardenas shows you how to tap into the global referral market. (5:35) The Right Stuff Kim Lund of the Cayman Islands and Anthony Askowitz of Miami outline a process for hiring the right team members. (3:25) Small Poppy vs. Tall Poppy Mentality Fred Grosse analyzes the attributes of a “Tall Poppy.” They externalize their beliefs, goals and talents, while “Small Poppies” are content to take life as it comes. (2:47)
Video
Solicitando la entrevista El objetivo del teléfono es llegar a la entrevista. Aprenda cómo solicitarla. (3:43)
Turn FSBOs Into “Sold by RE/MAX” Darryl Davis shows you how to approach FSBOs and provides a dialog for when you get them on the phone. (5:44)
RE/MAX University Catalog
21
Video
INTERNATIONAL continued... Value of An Assistant Kim Lund and Anthony Askowitz describe when and why they first hired an assistant. It saves them time and money and enables them to work on dollarproductive activities. (3:45)
When There’s a Will, There’s a Way Successful Associates explain how they’ve remained that way in spite of a market downturn. (4-part series)
Wealth to the Power of 3 There are several types of wealth, Fred Grosse says. And only one of them is financial. (18:14)
MARKETING AND PROSPECTING
Certified New Home Specialist Real estate agents need to have a firm understanding of new homes to serve clients looking for both new construction and existing homes. With Dennis Walsh. (4:26)
Lead Management: Focus on “A” Leads Real estate coach Bob Corcoran outlines the differences between “A,” “B” and “C” leads and advises you to concentrate primarily on those in the “A” category – customers who are ready to buy or sell in the next 30 days. (4:21)
A Changing Society Real estate consultant Phil Ruthven outlines generational differences and explains how they affect the way you interact with clients. (7:19)
Lead Management: Managing ‘B’ and ‘C’ Leads Stay in contact with clients who are ready to buy or sell up to 180 days out with the help of Bob Corcoran. (3:50)
Country Club Farm Pennsylvania Associate Art Bodman farms an 850-home country club community. His strategy evolved from being a member of the club. (5:34)
No More Cold Calls Craig Proctor encourages you to replace cold calling and image ads with low-cost newspaper advertising. (2:53)
Farming the Community and Neighborhood Community activities significantly benefit Arizona Associate Becca Linnig’s business. (4:51)
Prospecting as a Team Bob Corcoran offers tips on prospecting with other agents in your office. As a group, choose one night a week that everyone can make calls from the office. (2:06)
Certified Luxury Home Marketing Specialist If you work the luxury home market, the CLHMS designation can be an invaluable asset. Laurie Moore-Moore explains how to earn the designation and how it helps your business. (5:31)
A Fresh Start for Your Real Estate Career Three factors – less competition, low prices and low interest rates – have created a tremendous opportunity for real estate agents, Brian Buffini says. Take advantage of these conditions by honing your marketing skills and modernizing your business. (1:18:54) RE/MAX Agents Outperform the Competition Margaret Kelly delivers the good news– RE/MAX Associates once again lead the industry in productivity – and explains what it means to you (4:05) What Gen-Y Wants New Jersey Broker/Owner Mark Scuderi lists characteristics of Gen Y members and gives tips for successfully marketing to them. One hint: If you’re not into texting, you’re losing out among the young crowd. (4:26) Wow Clients With Flip Videos Missouri Broker/Owner Dan Vick shows you how to use Flip videos to sell homes to clients – in some cases sight unseen. It’s a simple process with a big payback. (3:52)
Sales Peter McLaughlin explains the negative emotions agents can feel when hunting for new business. (5:07) Scouting the Neighborhood Arizona Associate Curtis Hall takes you on a tour of a neighborhood, where he describes features that make homes appealing. (2:23) Timely and Effective Follow-up Follow up on leads every day with one goal in mind – set a face-to-face meeting. With Richard Robbins. (4:44) Work Internet Leads Colorado Associate Vicki Westapher outlines her strategy for generating and managing online leads. (5:52) Working the Market From the Bottom Up Convert renters into buyers with a strong marketing campaign. With Judy LaDeur. (2:15)
Written Marketing Plan A detailed marketing plan can secure listings, Judy LaDeur says. (7:19)
PERSONAL PROMOTION LEADS Handing Off and Following Up On Leads The purpose of a team is to distribute leads while keeping agents accountable. Brian Buffini explains. (6:34) Lead Follow-Up Systems Richard Robbins’ follow-up system includes staying in touch with potential clients on a regular basis. (4:24)
The Art & Science of Prospecting Trainer Cheryl Fairbanks reveals her techniques for integrating a variety of marketing vehicles into a comprehensive strategy that keeps customers coming through the door. (30:00) Back to Fundamentals The most important invention in real estate is the telephone, Brian Buffini says. Pick up the phone and stay in touch with your database. (3:49) Be Famous for Being Creative Employ these strategies to ensure that your ads grab attention. With real estate coach Julie Ryan. (5:40)
22
RE/MAX University Catalog
MARKETING AND PROSPECTING continued... Building Inventory Every type of prospecting works if you follow through with it. With real estate trainer Mark Leader. (5:09) Dominate Your Market by Setting Yourself Apart From the Competition Craig Proctor outlines his Unique Selling Proposition, which can distinguish you from other agents. (52:30) Harnessing the Brand Brian Buffini stresses the importance of informing customers of the benefits of working with you and the RE/MAX brand. (3:43) How to Market Yourself Alberta Associate Terry Paranych shows you how to market yourself and create an effective website. (2:52) Pizza Box Delivering her homeseller kits in pizza boxes has significantly increased Arizona Associate Marsee Wilhems’ listings. (3:42) The Real Value of RE/MAX The RE/MAX brand benefits Affiliates in four distinct areas. Rick Yohn, Regional Vice President for the RE/MAX California & Hawaii region, explains. (7:28)
SOCIAL MEDIA The Five W’s of Facebook You should be using Facebook – the world’s No. 1 social networking site. Brad Hanks tells you why. (3:55) The Five W’s of LinkedIn In contrast to Facebook, LinkedIn is a business-oriented site. But like Facebook, you need to have a LinkedIn presence, Brad Hanks says. (4:01) The Five W’s of Social Networking Facebook, YouTube, LinkedIn, Twitter … What are they all about? Brad Hanks explains. (6:09) The Five W’s of YouTube Expand your marketing reach by creating a personal channel on YouTube – the world’s No. 1 video-sharing platform. With Brad Hanks. (2:57)
Social Media 101 The ins and outs of social media and why you should use them in your business. With Cory Jo Vasquez, RE/MAX Senior Public Relations Manager. (3:55) Solving the Social Media Mystique Washington Associate Patrick Weeks’ comprehensive social media strategy includes a tool that automatically updates his Facebook page when he adds a new listing to his website. He also posts a tweet on Twitter to steer visitors to the new listing. (3:15) What’s Up With Twitter? With more than 100 million users, Twitter is the fastest-growing social networking site. Brad Hanks shows you why you need to start using the site today. (4:25) You Too Can YouTube The RE/MAX YouTube Brand Channel (youtube.com/remax) provides a great opportunity to market your listings and your services on one of the world’s most-visited websites. Discover how to navigate the site, subscribe to the channel, check out videos in your area, and link to your website or social networking page. (44:59)
STRATEGIES Connecting to the Web All your advertising should accomplish one goal: driving people to your website. With Dave Beson. (2:10) Converting Expireds and FSBOs Dave Beson details follow-up dialogues to use when calling these prospects. They need the help of a professional real estate agent, he says. (3:20) Customers Remember Me Ensure that past clients don’t forget you’re around. One solid idea: reminding clients of what you’ve done for them in the past year. With Dave Beson. (3:08) Dalton’s Don’ts and Do’s of Real Estate Marketing Allan Dalton advises you to change the way you do business to account for the Internet-enabled consumer. (1:00:01) Dominate Your Marketplace Craig Proctor describes his Guaranteed Sale Program and offers advice for implementing a similar program in your market. (3:17) Effective Prospecting A prospecting regimen that works includes devoting time to the task every day and practicing your scripts. With Real estate coach Bob Corcoran. (4:19) Fearless and Effective Online Marketing and Prospecting Market yourself and your business on the Internet. With Errol Samuelson. (59:15) Featured Home of the Month Featuring one home per month on your website can enhance your marketing and help sellers make their homes more appealing. With Judy LaDeur. (3:22) Give Back and Reap Rewards Participating in the Miracle Home Program has given Arizona Associate Treedah Magee’s business a big boost. (5:12) Have Documented Systems for Everything Your team’s business must be system-dependent – not people-dependent. With Richard Robbins. (3:20) Holiday Marketing This idea can set you apart in your marketplace. With Judy LaDeur. (1:28) Mining for Platinum: Enrich Your Career Associates Tom Cowan and Al Legg deliver their secrets for success, including marketing tips, prospecting advice and ideas on setting up effective systems. (59:00) Moving With the Times Arizona Associate Becca Linnig advertises on at least 15 websites – and for each of her listings, posts video tours, slide shows and online marketing documents. (2:15)
Video
Make Friends & Money on Facebook Through his Facebook page, Missouri Associate Dan Vick constantly has his name in front of potential customers and helps them get to know him on a personal basis. (5:13)
You Too Can YouTube: Getting Started The RE/MAX YouTube Brand Channel (youtube.com/remax) provides a great opportunity to market your listings and your services on one of the world’s most-visited websites. (5:04)
The Power of Viral Videos Take advantage of consumer-facing videos on the RE/MAX YouTube Brand Channel to connect with clients in an engaging manner and affirm your expertise. (3:08)
RE/MAX University Catalog
23
Video
MARKETING AND PROSPECTING continued... Thinking Out-of-the-Box Associates describe their unique marketing strategies, including a radio program, a regimen of fun monthly postcards that people tend to keep, and a weekend retreat tied to one of the Associates’ son’s competition in a rodeo. (5:16) Tying in to Big Events Nevada Associate Dan Schroeder takes advantage of local events such as the RE/MAX Long Drive Championship to draw attention to his business. (2:59)
In a series of RE/MAX University Quick Hit videos, Internet marketing guru Susan Sweeney outlines the process of creating an effective website.
Using Numbers Aggressively go after new business with a unique strategy: tracking statistics. Some of the numbers you should follow are monthly home sales in your MLS, interest rates, time on the market, and list-price-to-sale-price ratio. With Bill Barrett. (4:39) Video Home Tours Virtual open houses have helped Texas Associate Sam Ferreri develop a strong personal brand. (4:31)
Increasing Your Web Traffic Associates Bob Bartikoski and Laura Murray explain what they’ve done to drive consumers to their websites. (4:20)
What Do You Do to Stay Connected? Dave Beson offers simple strategies to say “thank you” to people who’ve done business with you. (6:05)
Optimizing for Search Engines Give your website the best chance of attaining a high ranking in the search engines. With Susan Sweeney. (6:09)
Working With Qualified Prospects Why you should work only with qualified customers. With Richard Robbins. (4:18)
Pay-Per-Click Advertising Generate traffic for your website through search engines such as Google and Yahoo. With Susan Sweeney. (6:57)
Your Database is Your Goldmine More than a list of names, your database is a list of relationships. Stay in contact with people in your database regularly, whether it’s with a simple phone call or an item of value. (2:03)
Permission Marketing Turn website visitors into permanent customers using permission marketing. With Susan Sweeney. (4:28) Podcasting for Realtors Put together and deliver effective podcasts. With Susan Sweeney. (6:55)
YOUR WEBSITE Choosing a Web Developer Principles for selecting a vendor to build your website. With Susan Sweeney. (6:30) Cool Web Tools: Parts 1-4 Want to discover some of the latest online tools that can help you make money? Real estate technology consultant Marc Davison introduces you to 20 of them – all free or at minimal cost – that can help you do business effectively and efficiently. Formula for Online Success Make it easy for visitors to do what you want them to do on your website. With Susan Sweeney. (5:07)
24
RE/MAX University Catalog
Repeat Traffic Generation Ensure that consumers return often to your website. With Susan Sweeney. (4:14) Stand Out With RE/MAX Design Center Discover the benefits of the RE/MAX Design Center – a powerful tool that helps Associates stand out from the crowd, all at no additional charge. (58:35) Viral Marketing Help visitors to your website share your message with their friends. With Susan Sweeney. (4:16) Website Design and Development Directions for putting together a compelling website, from conception to implementation. With Susan Sweeney. (8:37)
MOTIVATIONAL The American Dream From an Indian Heart Krish Dnaham, who arrived in the United States from India in 1986 with only $9 in his pocket, brings his global message of hope, humor and balance to a RE/MAX audience. (1:14:11) Beyond Success: The Path to Mastery Brian Buffini outlines the importance of growth in five life circles – spiritual, family, business, financial and personal – to reach your full potential. (1:00:01) Breaking Out of Mediocrity Emerge strong and productive by leaving the cycle of fear and doubt behind. With Jenn Dizmang. (4:26) Build a Mastermind Group Create your internal support system with the help of Jenn Dizmang. Find people who inspire you and motivate you to do your best. (3:19) Counter Attack – 7 Steps to Creating an Unstoppable Mindset Richard Robbins reveals ways you can gain on your competitors while they’re struggling to survive. (58:31) Demand Success, Today and Tomorrow Dave Liniger and Margaret Kelly outline the trends that will shape real estate in the future – including distressed properties, first-time buyers, Gen Y clients, social media and more – and show you how to prosper. (Part 1 – 1:05:04. Part 2 – 56:32) Dreamin’ Is Believin’ Brian Buffini describes a goal as “a dream with a deadline.” He uses this session to provide a practical guide to accomplishing yours. (1:00:01)
edrial at te
Investing in Your Best Appreciating Asset Your best asset is you, Richard Robbins says – and you can dramatically change your life by focusing on yourself. (3:29) Live Out Loud Australian dynamo Amanda Gore uses her humor, infectious style and charisma to emphasize the importance of being energized at home and at work. (1:00:01) Quantum Physics Judy LaDeur talks about the power of positive thinking and how it can make your goals become reality. (6:09) Resilience Dave Beson offers metaphysical advice that drums out negative thinking in favor of positive results. (6:53) The Value of Mentoring Texas Associate Matt Carreras demonstrates the importance of having a coach or mentor. It’s like going on a journey with a guide, he says: The coach can keep you from going down the wrong path. (4:03)
s!
d Ma & Up e rs
Co
Five Things That Make a Difference RE/MAX Chairman Dave Liniger outlines strategies he uses to adjust his attitude to stay focused on success. (1:37)
1 out of 7
Homeowners are Facing Foreclosure.
u
You Can Help.
Now more than ever, homeowners need educated real estate agents who understand the issues they are facing and can help them find solutions.
e Regular Pric
$599
Special ce! RE/MAX Pri
$399
Limited Time
Offer!
Join more than 11,000 RE/MAX Associates who have already earned their CDPE Designation! “I’ve attended 5 short sale classes and this was the only one that really equipped me to hit the ground running with all the correct information and documentation I needed to help people avoid foreclosure and make some money in the process.” - Gwen Daubenmeyer, RE/MAX in the Hills
Video
The Certified Distressed Property Expert (CDPE) Designation Course is built around a ready-to-use, functional system that you can implement in your business to be immediately effective in any market.
Alr a C eady DPE ? couRetake
u pd r s e & t he a g for ted maet the onl y $1 terial 49 ! s 1- 8 Ca 0 0 - ll : 482 - 03 35
Register at www.cdpe.com/remax or 1-800-482-0335 or visit the Learn section of RE/MAX Mainstreet. RE/MAX University Catalog 25
Video
REFERRALS Building Your Base For Referrals Write down recommendations for services on the back of your business cards, Judy LaDeur recommends. (3:54) Business Building Through Referrals Geometrically expand your business with virtually no marketing costs. With RE/MAX veterans Kitty Moring and Susie Nelson-Crowley. (58:49)
How to Work Referrals Judy LaDeur explains how she worked her referrals by sending thank-you notes and gifts to the referring client. (3:02) Referrals: The Lost Art Mark Leader discusses the art of customer service, and how it can benefit your business. (4:45)
RU ORIGINALS 60 MINUTES WITH DAVE LINIGER Liniger presents a monthly live seminar for you to sit down and participate in with your recruits. Archived sessions are available on demand.
RE/MAX COACHING HALL OF FAME Stacey Alcorn Recruiting & Retention Bootcamp: 52 Weekly Steps to Have Your Best Year Ever It takes time, energy and ambition to build a company that attracts great agents in droves, says Alcorn, a Massachusetts Broker/Owner with 11 offices. She outlines weekly steps to build a one-of-a-kind business. (1:37:10) Howard Brinton Creating the “Wow” Experience for Your Clients Techniques for far exceeding your customers’ expectations of your service. (1:23:13) H ow to Develop Systems That Guarantee Your Business Future Systematize your business by developing forms for everything: buyers, listings, showing responses and more. (1:18:45) H ow Top-Producing Agents Are Overcoming and Adapting to the Changing Market With the help of several successful Associates, Brinton shows you how to adapt to the changing market and provides insight to increase your success. (1:37:44) Leveraging Human Behavior Knowledge for Outstanding Results The Platinum Rule explained: Do unto others as they would like to have it done unto them. (1:23:57) Listing Presentations A successful listing presentation, including a menu of services, pricing metaphors and specific scripts. (1:48:37) Negotiating as an Art Form Different approaches to negotiation and how they apply to listing and buyer presentations. (1:23:58)
Premier Community Citizenship and Your Real Estate Business Brinton, Dave Liniger and Margaret Kelly describe the personal and professional benefits of charitable and community involvement. (1:28:59) Up Close and Personal Brinton and three RE/MAX Associates discuss the benefits of coaching. (1:43:24) Brian Buffini 3 Keys to Success in Today’s Market How to generate leads, work by referral and use the power of the RE/MAX brand. (1:17:04) Doing Business by Referral A comprehensive working-by-referral strategy, including proactive referral systems and advice on sorting and qualifying your database. (1:34:57) How to Build Your Fortune Achieve financial freedom by running your business like a business and managing your money intelligently. (54:18) How To Stay Motivated The keys to remaining highly motivated are to surround yourself with positive people and focus on personal growth. (1:24:29) Learn How to Better Manage Your Time The importance of planning your time on a daily and monthly basis and focusing only on dollar-productive activities. (1:218:09) Party Your Way to the Top Client parties and appreciation events can propel your business into the stratosphere. (1:18:13) The Path to High Performance The power of goal-setting in getting what you want and achieving personal and professional growth. (1:55:28) Put Your Business on Auto-Pilot Build customers for life. It starts with establishing trust with your clients, who then will become a referral machine for you. (1:49:12) Referral Systems Build a referral-based business by putting together a dynamite database, creating word-of-mouth buzz and expressing tangible appreciation for your clients. (1:27:53) Thriving in a Changing Market Buffini describes the differences between good and bad salespeople, defines two types of clients, and shows you how to be great. (1:23:08)
26
RE/MAX University Catalog
RU ORIGINALS continued... Turning Good Clients Into Great Clients Buffini’s A-Plus Essentials that will make your clients think only of you for their real estate needs. (1:40:38) Jack Canfield The Success Principles The co-author of the “Chicken Soup for the Soul” series helps you visualize success and take specific actions to realize it. (1:46:14) Alex Charfen Save Homeowners and Explode Your Business Charfen, who created the Certified Distressed Property Expert program, helps you help homeowners avoid foreclosure. (1:29:03) Jean Chatzky Can Money Buy Happiness? Financial guru Chatzky discusses wealth vs. happiness, and shows you how to handle credit and make your money work for you. (1:13:42) Darryl Davis How To Dramatically Increase Your Production Develop and remain focused on goals, handle objections and get your listings sold. (1:39:12) Tom Ferry Generate Leads the New-Fashioned Way Ferry discusses lead generation and ways to stay in touch with your sphere of influence. He outlines five cutting-edge lead-generation systems and shows you how to build a website that really works. (1:20:00) Jared James No Limits: 7 Ways to Grow Your Business Now! James outlines several techniques to keep your business going strong. Among them: systems, accountability, and prospecting that doesn’t seem like prospecting. (1:54:26)
Connie Podesta Making Choices That Count: Courage, Character and Commitment Podesta advises you to associate with the right people, communicate openly and directly, and develop sales skills techniques. (1:28:30) M astering the Game of Life Podesta outlines a program for success in all areas of life, including work and relationships, and describes a healthy lifestyle. (1:52:24) Craig Proctor Building Your Ultimate Buyer Business A comprehensive strategy for working with buyers, starting with generating leads and concluding with the post-buyer agreement period. (1:35:17) G enerating Prospects Proctor’s prospecting techniques, including open houses and 24hour talking ads. He also reveals the biggest mistakes you can make. (1:28:36) How to Beat Commission-Discounters and List Price Inflators A nine-step process to get the listing contract without reducing your commission or agreeing to an unrealistically high price. (1:40:00) Richard Robbins The Art of Listing Property Obtain listings by setting yourself apart from other agents and proving to sellers that they need your services. (1:23:42) Converting Leads to Appointments A system for following up on leads and getting that appointment. (1:27:47) Creating Financial Freedom Master financial problems and make your money work for you. (1:21:05)
Margaret Kelly Balancing Life and Career Kelly interviews several Associates who do well in business while maintaining rewarding personal lives. (1:46:48)
Future Focus Build a business to sustain you for the rest of your life. (1:29:59)
Personal Promotion Kelly discusses techniques with several top producers. (29:43)
How You Can Start Building a Business and Stop Earning A Living The business side of real estate – compensating team members and writing contracts. (1:20:55)
David Knox Mastery of the Game of Selling Knox describes techniques for being in harmony with prospects and paying attention to your customer’s reactions. (1:38:29)
S ell a Buyer the First Time Out The essential steps to selling a home without making numerous homehunting trips. (1:12:09) Dave Liniger Coaching Special Edition A compilation of moments from Coaching Hall of Fame shows. Liniger is joined by industry leaders Brian Buffini, Richard Robbins and Howard Brinton to talk shop and share their visions. (1:25:45)
Keeping the Fire and Drive Alive Put the fun, excitement, enthusiasm and profit back in your business, and ultimately your life. (1:44:55) Magnetic Marketing Build a business network, nurture relationships and utilize testimonials to keep your business humming. (1:43:08) Moving Customers Beyond Loyalty Quit trying to be the best at what everyone does. Instead, compete to be unique. (1:47:37) Richard Wants to Know Your Objections Upgrade your skills in overcoming common objections. (1:20:23)
Coaching Special Edition – Time Management Analyze your use of time, determine the value of your time and make the best use of it. (26:53)
Strategic Marketing Prosper by generating new business. The best way to do so is through strong relationships with clients, referrals and trust. (1:20:49)
Financial Planning for Business Success Manage your money, put together a workable budget and plan for retirement. (28:31)
Nick Washienko The Human Side of Effective Communications Develop a strong business presentation that contains an effective delivery style. (1:46:30)
RE/MAX University Catalog
Video
Judy LaDeur Formula for Success in Any Market LaDeur outlines a comprehensive business strategy. In addition to business techniques, the formula includes a belief system. (1:43:46)
Ignite, Perform, Achieve Robbins touches on the power of moving from the negative to the positive with the idea of changing the future from within. (1:10:01)
27
RU ORIGINALS continued...
Video
THE SHADOW SERIES Samantha Alley Alley, with RE/MAX Integrity in Corvallis, Ore., and her team have systems to make sure no detail falls through the cracks and to ensure that they stay in constant touch with clients. (48:57)
GREAT OFFICES RE/MAX Vice Chairman Gail Liniger visits with the network’s top brokerages, picks the minds of Broker/Owners, explores their systems and finds out what makes their offices great. RE/MAX Achievers Tim Hatlestad, a former CCIM Institute president, seamlessly merges his residential and commercial operations in the Phoenix area. (58:54) RE/MAX Action Realty Broker/Owner Chuck Fox has guided this Greenwood, S.C., office for nearly two decades – consistently holding No. 1 market share. (23:33) RE/MAX Allegiance A 2003 merger brought three Washington, D.C.-area brokerages together to create a 30-office giant under the direction of Judy Austin, Charlie Bengel and Bob Blount. (40:23) RE/MAX Associates Plus Broker/Owner Dennis Anderson emphasizes community activities at his eight-office brokerage in the Twin Cities of Minnesota. (31:49) RE/MAX Equity Group Broker/Manager Jim Homolka shows you how he operates this Oregon and Washington brokerage, one of the RE/MAX network’s largest. (58:30) RE/MAX Executive Realty Charlotte, N.C., Broker/Owners Scott Sadler and Cindy Sikorski are committed to providing cutting-edge technology and resources. (1:00:01) RE/MAX Gold Coast This Southern California powerhouse, under the direction of Fred Evans and Glenn Sipes, offers a full-time trainer among many other services. (55:27) RE/MAX Hallmark Realty Ken McLachlan and Kent Sheppard keep this Toronto-area brokerage thriving by providing a quality work environment and recruiting by referral only. (59:46)
RE/MAX The Woodlands & Spring Broker/Owners Debbie Bates and Rocky Del Papa encourage their Houston-area Associates to become involved in their community. (36:32)
RE/MAX TOWN HALL MEETINGS Buyers in the New Market Discover the impact of immigrants and Generation Y first-time buyers on the coming real estate market, and explore FHA’s 203(k) program for folding repair and renovation funds into mortgage loans. (1:51:08) Distressed Properties Make the foreclosure and Short Sale market work for you. (1:57:15) Foreclosures and Short Sales Illinois Broker/Owner Nancy Freeman helps you work with buyers and sellers of distressed properties. (1:32:22) Mergers & Acquisitions Dave Liniger and Margaret Kelly are joined by Broker/Owners who’ve successfully negotiated a merger or acquisition. (1:49:41) Pricing Homes to Sell In a buyer’s market, getting the price is all-important. Experienced listing agents provide their tips. (1:53:11) Social Networking The social media phenomenon – Facebook, Twitter, YouTube, LinkedIn and other sites – can help you expand your marketing reach. (1:53:45)
TUESDAYS WITH KATHY RE/MAX Senior Training Consultant Kathy Baker presented these regular recruiting seminars. You can view archived sessions on demand. Become a Master Recruiter With Behavior Profiles Baker advises you to pay attention to your prospects’ behavior styles – amiable, analytic expressive or driver – and tailor your presentations accordingly. (1:36:56)
RE/MAX Realty Affiliates Gardnerville, Nev., Broker/Owner John Fisher enables Associates to customize their own office space, inspiring their creativity. (30:01)
It’s Great to Be a Shark Referencing the book “The Shark and the Goldfish” by Jon Gordon, Baker shows you how to use the “unfair” RE/MAX advantage to recruit agents. (1:00:59)
RE/MAX Realty Group By recruiting only the best agents, Jeff Hoffman and Michael Haymes have built the No. 1 office in Rochester, N.Y. (31:53)
Secrets to Effective Recruiting & Crafting Your Hit List A recruiting presentation role-play in which Baker stresses the RE/MAX return on investment. (1:38:11)
RE/MAX Regency Chuck and Helen Cornwell of this Warrenton, Va., office keep their Associates well-informed by sending monthly e-mails on the state of the market. (59:53) RE/MAX Right Choice Real Estate Trumbull, Conn., Broker/Owners Janet James and Jeff Wright provide strong in-house training and promote team development. (51:22)
28
RE/MAX Select Realtors Paul Caldwell creates a family atmosphere in his Greenwood, Ind., office. (1:00:01)
RE/MAX University Catalog
SALES SKILLS The #1 Secret to Sales Success What’s the one thing all motivational speakers have in common? They use stories, metaphors and analogies. With real estate coach Darryl Davis. (4:00) Achieve Success With MPF Create mastery through the Model-Practice-Feedback method. With David Knox. (4:25) Assertive Closing Techniques Effective techniques you can use to get a decision from a buyer or seller. With David Knox. (56:01) Being Successful in a Down Market There are 10 things agents can do in a trying market. Among them: have a business plan, have a “client for life” program, attend education training, build on your sphere of influence and work on negotiating skills. With Connecticut Broker/Owner Jeff Wright. (2:44) Destination Platinum Club: Get Directions Now Associates Marilyn Kohn and Chris Schlueter outline ways to reach Platinum level performance. (59:46) Don’t Ask, Don’t Sell David Knox shows you how to close the deal by getting a “yes” or “no” answer. Make it OK for the client to say no. (4:03) Don’t Make These Mistakes Richard Robbins describes three errors Sales Associates commonly make – and helps you avoid them.(3:46) Face-to-Face Selling Art Bodman balances technology demands with the “real estate gene” that compels him to stay connected with clients in person. (4:20) Keeping it Simple Real estate is like a grilled cheese sandwich, real estate coach Daryl Rouse says. It’s about keeping things simple and doing them well. (4:10) Nudging a Prospect Richard Robbins explores the four factors that influence whether a prospect will turn into a client – and provides strategies for addressing each one. (4:05) Outwit and Outplay Your Competition Tips on keeping yourself in sellers’ minds while they interview other agents. With real estate coach Daryl Rouse. (3:28)
Staying Connected to Your Clients What kinds of questions to ask clients to determine their specific needs, gain their trust and close more sales. With real estate coach Daryl Rouse. (2:23) Top 100 Agents’ Tips, Part 1 Seven top agents discuss strategies for navigating today’s real estate markets and for staying connected with consumers. (6:18) Top 100 Agents’ Tips, Part 2 Top agents deliver further ideas and strategies for navigating today’s real estate markets and for staying connected with consumers. (5:31) What Kind of Agent Are You? Chuck Boles compares different kinds of agents, from part-time to full-time and everything in between. By knowing which one you are, you’ll understand what it takes to be successful. (3:53)
NEGOTIATING AND OBJECTIONS Handling Objections Overcome objections and preserve the sale. With real estate coach Daryl Rouse. (8:10) Handling Objections in Six Steps Dialogues for answering different types of objections. With real estate trainer Mark Leader. (7:02) How to Negotiate in Tough Situations Remove barriers during negotiations with the help of David Knox. (57:16) Negotiation Dave Beson offers tips on mediating between the seller and buyer to reach the right price. (5:13) Negotiating Fees Using a story or analogy can help clients understand why you won’t reduce your fees. With Judy LaDeur. (5:24) Negotiation Skills To succeed in the Information Age, you need to brush up on your marketing and negotiating skills. With real estate consultant John Abbott. (3:44)
SELLERS The Adjusted Formula Cheryl Fairbanks explains why knowing how to adjust comps will help you develop a more accurate price range. (2:30) Buyer Profile System In this market, you need to change your language in listing presentations. Tell sellers how many buyers receive daily updated home information from you and show them a printout of your delivery list. With Craig Proctor. (2:10) Dealing With Sellers Associates Ruby Darr and Brian Flynn outline keys to successfully working with sellers, including these: Stay in constant contact and reassure them their home will sell. (2:31)
Declining Listings Over the Phone Chuck Boles offers questions to help you decide if you should pursue a listing. Find out if the property has already been on the market and why it didn’t sell. From there, explore the situation a little more and decide if it’s worth your time to visit the home. (6:13)
Video
Overcoming the Addiction to Avoidance Behavior Salespeople fail not because of what they don’t know, real estate coach Mark Leader says, but because they don’t put into practice what they know. (6:06)
Post-Sales Services Richard Robbins focuses on service after the transaction, arguing that it’s more important than pre-sale service. (3:47)
Dominate Your Marketplace Craig Proctor explains how to set yourself apart from other agents by offering a guaranteed sale program. (3:17)
RE/MAX University Catalog
29
Video
SELLERS continued... Dream Features Can Close the Deal Emotional decision-makers decide what home to buy after a logical decision-maker chooses what homes to look at. Appeal to the emotional decision-makers. With Julie Ryan. (4:01) Educate the Seller Cheryl Fairbanks and Colorado Associate Lois Bradbury advise you to stay in constant communication with homesellers. (5:14) Get Your Listings Sold Today Communication is just as important as price in selling your listings. With real estate coach Darryl Davis. (4:35) Green: Sold in 5 Days Colorado Associate Chris Ratay reveals strategies that helped him sell a home in less than a week. (6:27) Handling the Lowball Offer Dave Beson shows you why it’s best to not pre-judge an offer and just present the offer to the seller without saying it’s too low. (3:26) Hook Buyers With a Home Book Oregon Associate Samantha Alley leaves a nearly 40-page “Home Book” in each of her listings that details not only the home but the neighborhood. (4:29)
Systematic Market Analysis Cheryl Fairbanks explains how her systematic market analysis can boost your business. (2:48) The RE/MAX Collection Brand your high-end properties with The RE/MAX Collection. (4:01) Turn FSBOs Into “Sold by RE/MAX” Darryl Davis shows you how to approach FSBOs and provides a dialog for when you get them on the phone. (5:45) What’s a Good Comp Arrive at an accurate price estimate when perfect comps just aren’t available. With Colorado Associate Dan Clarke. (2:33) Why Is the Seller Selling? Cheryl Fairbanks and Texas Associate Camille Ulmann advise you to work only with motivated, realistic sellers. (5:06)
HOME STAGING
How to Educate Sellers About Your Fee Real estate coach Bill Barrett explains how to show the seller that your commission fee matches the service you provide. (4:28)
The 3 C’s of Home Staging You can’t go wrong if you keep in mind these three C’s: clean, clutter-free and color (use only as an accent). (2:49)
King Of Pain People buy to ease pain first and find pleasure second, David Knox says. Use this human characteristic for the benefit of your business. (3:28)
How to Introduce Home Staging to Your Client How to explain the benefits of staging a home. Staging makes the home stand out against the competition and helps it sell faster and for more money. (3:34)
Managing Unrealistic Seller Expectations In today’s buyer’s market, listing agents often have to prepare their sellers for lowball offers. Ohio Associate Marcia Rubini takes you inside a transaction in which the seller’s expectations have to be lowered in the face of a low offer. (8:16) Mastering the Art of Listing Expireds Darryl Davis describes the advantages of working this niche. (6:40) Motivated Sellers Cheryl Fairbanks describes five key signs that you’re not working with a motivated seller, including the one you’ll hear most: They’re thinking about selling but don’t really have a timeframe in mind. (4:56) Questions to Ask the Sellers Bill Barrett suggests questioning sellers before taking a listing. Among questions you should ask: What are your biggest concerns about selling your home? What criteria will you use in choosing an agent? (4:54) Regaining Control in Today’s Market Judy LaDeur shows you how to control what buyers see online by posting only the best photos and using emotional language to describe homes. (4:15) Selling in a Buyer’s Market Real estate coach John Abbott emphasizes the importance of adjusting your presentations based on market conditions and keeping buyers and sellers informed of the state of the market. (7:55) Seller Survey Judy LaDeur explains the importance of conducting a seller’s survey over the phone before visiting a home. (4:13) Seller Systems: Making Your Life Easier Six different checklists you can use during listing presentations to help make you more efficient. With Howard Brinton. (4:02) SWAT Friday Associates at RE/MAX Prestige in Chelmsford, Mass., help get listings sold through SWAT Friday (Still Without a Taker). The Associates take a weekly tour of listings that have sat unsold for 45 days or more and provide
30
feedback that can help the listing agent persuade sellers to reduce the price. (6:40)
RE/MAX University Catalog
How Not to Introduce Home Staging to Your Client The wrong way to suggest to your sellers that their home should be staged. You might advise the seller to engage a professional stager – removing you from the equation. (2:52) How to Stage Around a Focal Point Create a “wow” factor in each room using a permanent architectural feature as the central point. (3:41) How to Stage a Closet Make a closet look bigger by packing up out-of-season clothing and minimizing the pairs of shoes in the closet. (3:41) How to Stage a Garage De-clutter; paint or clean the floor; use walls and ceilings for storage. (3:45)
LISTING PRESENTATIONS Creating a Positive First Impression Discover what’s most important to sellers by asking probing questions during your presentation. Represent yourself as a caring, competent advocate for your clients. With real estate coach Daryl Rouse. (3:44) How to Work With the Analytical Mind By understanding how analytical sellers think, you can successfully work with them and get the listing. Judy LaDeur explains. (4:14) Leverage Your Competitive Advantage For the 13th year in a row, RE/MAX agents have blown away the competition, selling more real estate than agents from any other competing network. RE/MAX Senior Training Consultant Kathy Baker and Senior Public Relations Specialist Allie Musso show you how to use this powerful data in your listing presentations – and get the word out via social media. (4:43) List it Right Coach Fred Peterson provides key phrases that can help you get a listing at the right price. (4:10)
SELLERS continued... Listing Presentation Role-Play Dave Liniger and Margaret Kelly act out a typical listing presentation and show you how to deal with difficult questions potential clients may pose. (14:05) Listing Presentations: Nail It Every Time Associates Donna Barclay and Terry Paranych open up their listing presentation toolboxes and share ideas that differentiate them from the competition. (1:00:01) Listing Tactics and Tools Alberta Associate Terry Paranych details how certain tools, such as a prelisting packet, can bolster your listing presentations. (5:26) Prelisting Packages with a Punch Cheryl Fairbanks suggests ways to wow the seller before even making your listing presentation. (5:12) Realistic Listing Presentations That Soothe Stressed Sellers David Knox shows you how to build credibility, trust and rapport with sellers – before and during your listing presentation. (50:30) Seal the Listing Deal Oregon Associate Samantha Alley takes you through a typical listing presentation. It starts with a thorough walkthrough with the seller. (7:17)
Don’t List Too High Why it’s beneficial to list homes close to market prices. With Judy LaDeur. (3:26) Getting a Price Reduction Always request a price reduction in person, Daryl Rouse says. Doing it by phone or e-mail just isn’t effective. (4:09) The Importance of Pricing Properties Correctly Judy LaDeur explains why it’s so critical to know how to price homes using the human touch. (4:24) Preparing the Best SMA It’s more than selecting the three best comps. Check out the competition in the seller’s neighborhood and then expand it to a larger area in the same price range. With coach Cheryl Fairbanks. (3:57) Price Aggressively and Stay Ahead of the Market Darryl Davis shows you how to persuade homeowners to price their properties realistically. (5:18) Price Reductions Cheryl Fairbanks discusses ways to approach your sellers about price reductions. (4:58)
Seller Interview Cheryl Fairbanks explains how a seller interview survey helps you price homes more accurately and better prepare for listing presentations. (4:10)
Price Is Right – Part 1 Chuck Boles outlines four types of buyers and ways you can attract the right buyer for your listing. When you price your listing at or just below market price, you’ll attract the right type of buyer. (3:55)
Set Yourself Apart To distinguish yourself from other agents, Richard Robbins says, you should focus on the results you’ve achieved. He illustrates this theory by providing dialogs for your listing presentations. (3:15)
Price Is Right – Part 2 Chuck Boles explains how critical it is to price listings correctly. The right price, he says, will create excitement in the marketplace. Boles outlines his profit-margin strategy for helping sellers determine a price. (4:27)
Success Dialogue: Committing a Seller Judy LaDeur explains how to sign the seller in one listing appointment. (2:36)
The Price Is Right Cheryl Fairbanks offers tips and advice on making sure homes are priced correctly. (5:40)
Success and Your Listing Presentation Dave Beson says that it’s important to be truthful with sellers. He offers three scripts to explain what might happen when you start marketing their home. (3:53) Two-Step Listing Presentation Florida Associate Brett Ellis details his listing presentation, which includes first visiting the home and then doing the presentation at his office. (4:35) What Can You Do New in a Listing Presentation? Bill Barrett shows you how to set yourself apart. Ideas include bringing a gift bag and providing personalized documents – even before you have the listing. (4:23)
Realtor Open Houses: What’s Your Hook? Agent-focused open houses can pay off in many ways, but it takes effort to ensure attendance. Here’s how Ohio Associate Marcia Rubini gets attention – and results. (5:12) Savvy Ideas Real estate coach Julie Ryan explains the 15-minute open house idea and other tips to stand out in your marketplace. (8:07) Video Home Tours Texas Associate Sam Ferreri explains why he developed virtual open houses and how they’ve helped brand him. (4:31)
PRICING Compete to Be Unique When seeking listings, Richard Robbins says, you shouldn’t compete on price. Rather, you should set yourself apart by providing value that your competitors don’t. In short, be so good that you can’t be ignored. (4:22)
Pricing Listings to Sell Every Time Nail a home’s listing price to within $500 of the eventual selling price – every time – with expert tips from real estate coach Cheryl Fairbanks. (57:30) Values for Pricing Residential Properties Cheryl Fairbanks explains the difference between opinions of value and actual value. (4:51) What Counts in Home Improvement Cheryl Fairbanks and Colorado Associate Lois Bradbury emphasize the primacy of location and square footage over home improvements in pricing. (4:05) What Is the Difference? The difference between an upgrade and an improvement explained. With coach Cheryl Fairbanks. (3:22) When Sellers Want to Overprice Property Daryl Rouse shows you how to educate sellers on the state of the market. (3:43) When There Aren’t Any Comps Cheryl Fairbanks suggests following an appraiser’s lead if there are only two comps in the seller’s subdivision. (3:43) Why Overpricing Costs You Dave Liniger describes the consequences of accepting overpriced listings, and Associates Lois Bradbury and Jimmy Dulin emphasize the importance of knowing the market. (3:44)
RE/MAX University Catalog
Video
OPEN HOUSES
Pricing Use metaphors with sellers to help get the price right, Howard Brinton advises. (4:34)
31
Video
SOCIAL NETWORKING Blogging for Fun and Profit Connect with readers and build your business by blogging. With Associates Linda Davis and Brett Ellis. (59:14) Social Networking Best Practices Discover how to make social networking one of your best marketing tools – on as little as an hour a day. RE/MAX Associates Brian Block and Kathy Jackson join social networking consultant Brad Hanks and Scott Reese of Wool.labs in a wide-ranging discussion, which covers YouTube, Facebook, Twitter, LinkedIn and other social networking sites. (1:06:30) Using Social Networking Effectively in Your Business Colorado Associate Tom Downing outlines a comprehensive social media strategy embracing all the popular sites: Facebook, YouTube, Twitter, LinkedIn and more. (1:08:11)
Favoriting, Friending and Subscribing Find relevant existing videos to place on your YouTube site. With Brad Hanks. (14:53) Finding Your Content for Your Channel Create videos that consumers will be interested in and that will keep them coming back often. With Brad Hanks. (17:49)
Using the Web’s Social Network Power Enhance your personal branding power through social media. With Agent Services Manager Tavia Ritter. (4:22)
Getting Started Why YouTube is so important today, and how you can use it to promote and expand your business. With Brad Hanks. (22:34)
Why Embrace Social Media Broker/Owners Barry Grooms, Bob Colvin and Richard Prigal are focused on making social networking work for them and their agents. (3:46)
Listing Videos That Sell Well-produced, compelling videos can give your listings a competitive advantage and help them sell quicker. Colorado Associate Laurie Stahle shows you how to accomplish that. (4:04)
Wow Clients With Flip Videos Use Flip videos to sell homes to clients – in some cases sight unseen. It’s a simple process with big payback. With Missouri Broker/Owner Dan Vick. (3:52)
FACEBOOK Close Deals Using Facebook Colorado Associate Gigi Williams uses Facebook to create relationships and expand her sphere of influence – with the inevitable result being more closed transactions. (4:43) Communicating With Millennials Missouri Broker/Owner Dan Vick explains how and why he went from tech neophyte to leading-edge social media user to ensure his continued success with today’s customers. (5:16) Facebook Live! Massachusetts Associate Juliet Leydon merged online and personal networking by organizing a gathering of her Facebook “friends.” (4:00) Walking Through Facebook Colorado Broker/Owner Tom Downing usually uses Facebook for recruiting, but his tips are just as applicable when you’re building a database of prospective buyers and sellers. Here are his tips for quickly adding friends and establishing yourself as a real estate expert. (8:21)
YOUTUBE Boost Exposure With YouTube Want to show off your listings – and your expertise – in the best possible light? Nicole Nicolay of Agent Evolution explains how to embed YouTube videos in your blog or website, and share them on your Facebook and Twitter pages. (3:25) Create Buzz Via Profile Videos Convey your professionalism by producing compelling videos that give potential customers insight into your personality and enthusiasm. Michigan Broker/Owner Bob Plesscher describes a four-step process for creating and posting videos. These tips will help you produce videos that will drive customers to you. (2:19) Creating Your Profile Create a YouTube profile that will compel consumers to visit your site and view your videos. With Brad Hanks. (22:06)
32
Customizing Your YouTube Brad Hanks delivers marketing and branding tips to make sure your YouTube site stands out over that of competitors. (12:21)
RE/MAX University Catalog
RE/MAX Brand Channel Expand your networking reach by taking advantage of the RE/MAX YouTube Brand Channel (www.youtube.com/remax). Connect with YouTube’s audience, 100 million strong. Post your own videos and embed RE/MAX videos on your website. (2:10) Shoot Your Own Video Tours Showcase your listings online by producing video tours that will display them in the best light. Mark Passerby of HDhat.com provides tips. (3:35) Shooting Neighborhood Videos Sure, the house is important. But homebuyers want to know about the neighborhood as well. Colorado Associates Kevin and Laurie Stahle show you what buyers want to see and how to create videos that show off the neighborhood around your listing. (2:52) Syndicating Your Content Across Multiple Platforms The wider you distribute your videos, the better. Brad Hanks shows you how to add video links to other social networking sites and how to use “BudURL” to determine how many views your videos are getting. (13:31) Uploading Video Directions for uploading videos to YouTube once you’ve created them. With Brad Hanks. (15:45) Videos Sell Houses! If a picture is worth 1,000 words, a video is worth 100,000, says Kentucky Associate Bob Sokoler. He describes how his listing videos appeal to buyers, sellers and prospects alike. (3:24) Which Camera Should I Buy? You won’t believe how easy and inexpensive it is to shoot dynamic videos that produce results. RE/MAX Public Relations Manager Ronda Scholting shows you how you can do it with less than $250 worth of equipment. (4:07) YouTube Insight and Hot Spots Patrick Grandinetti describes two free Goggle tools. With YouTube Insight, you can see how your videos perform and understand how to cater to your audience. With YouTube Hot Spots, you can figure out which scenes in your videos are the “hottest” and edit accordingly. (10:07) Why RE/MAX? Viral Videos How to use the series of humorous “Why RE/MAX?” videos, available on the YouTube RE/MAX Brand Channel (youtube.com/remax), to connect with potential customers and add punch to your marketing. (3:16)
TEAMS Advantages of Having a Team Team Leaders Jan Bellamy, Melinda Duncan and Christopher Invidiata explain how their teams enhance their businesses. (5:20) At What Point Do You Consider a Team? If you’ve reached the point where you feel like the business is controlling you, it’s time to begin thinking about a team. With Richard Robbins. (3:29) Circle of Excellence Team Advance your career with a circle of resources, including an attorney, a CPA and a financial adviser. With real estate coach Chuck Boles. (3:49) Have Documented Systems for Everything Your team’s business must be system-dependent – not people-dependent. With Richard Robbins. (3:20) It’s All About the Team Teams are the future of RE/MAX, according to Dave Liniger. More and more RE/MAX training is focusing on building successful teams and helping Team Leaders. (2:16)
Building My Team Oregon Associate Brian Tienken tells you how he went from a single agent to a Team Leader. (2:33) Creating a Champion Team Your team’s success depends on you – not your Team Members. With Dirk Zeller. (3:23) Creating Compensation Plans for Administrative Personnel Clearly define your compensation package up front. With Dirk Zeller. (4:19) Creating Strong Organizational Accountability Make sure Team Members are accountable for their performance. It starts with regular meetings to go over goals and challenges. With Richard Robbins. (4:45) Developing Your Hiring Philosophy Create a systematic plan for expanding your team. With Dirk Zeller. (3:32)
Key Thoughts on Administrative Assistants Richard Robbins suggests hiring an unlicensed but experienced administrative assistant over a licensed assistant. (4:34)
Do I Need a Buyer Agent? Eight questions to examine when thinking about hiring buyer specialists. With Dirk Zeller. (5:01)
Matching Personalities: Finding the Right Fit Assess your team members’ personalities so you can assign them appropriate duties – and also ensure their compatibility with key contacts in the distressed-property sector. With Arizona Associate Scott Gibson. (3:27)
Establishing Your Hiring Process Develop a solid strategy for adding to your team. With Dirk Zeller. (4:16)
Pros and Cons of Using Your Own Name for Your Company Jan Bellamy and Christopher Invidiata show you how they transitioned from single agents to using their names for their teams. (2:37) Refocusing Your Team Toward a Buyer’s Market Jan Bellamy, Melinda Duncan and Christopher Invidiata have repositioned Team Members based on their individual strengths and the current market. (3:47)
Growing Your Team Team Leaders Jan Bellamy, Melinda Duncan and Christopher Invidiata explain when and why they hired assistants. (3:58) How Do You Hire Someone? What you should do when interviewing potential Team Members. With Brian and Kevin Buffini. (4:59) How Do You Pay Your Team? Brian Buffini walks you through two sample split models to help you decide how you want to pay your team. (4:50) Key Thoughts on Buyer’s Agents Richard Robbins’ theory is that agents want to become buyer agents because they enjoy serving the client. (4:02)
Team Training You must be invested in Team Members’ potential to be successful. With Richard Robbins. (4:26)
Seven Keys to the Right Size Team Ask yourself these questions when you’re considering expanding your team. With Dirk Zeller. (4:00)
What’s Your Team Worth? Nevada Associate Tim Kuptz explains how he learned to buy and sell teams for a profit. (2:44)
Six Tips for Starting a Team Taking these steps can get you off on the right foot when starting a team. With Brian Buffini. (6:39)
Why Are Teams Becoming So Popular? When you form a team, you transition from being self-employed to being a businessperson. With Richard Robbins. (3:58)
Three Ways to Compensate Your Team Team Leaders Jan Bellamy, Melinda Duncan and Christopher Invidiata outline their varying strategies for compensating Team Members. (4:37)
BUILDING TEAMS Attracting and Keeping the Wrong People Brian Buffini shows you how to hire the right agents. They may not be the ones you’re initially drawn to, but they’ll be the ones who are best for your team. (6:18) Building a Team Discover the kind of people you need to build a successful team. With real estate coach Peter McLaughlin. (5:27) Building an Extraordinary Team Five keys to building an outstanding team. With Richard Robbins. (5:11)
Where Do You Go to Hire? Find Team Members through current members and other real estate offices, and by networking in the community. With Jan Bellamy, Melinda Duncan and Christopher Invidiata. (5:06) Winning Performance Establish guidelines and boundaries before ever starting a team. With Dirk Zeller. (4:20)
Video
Sell Your Team’s Value It’s important to have a written value proposition that clearly outlines the benefits your team can provide to prospective members. With real estate coach Ken Goodfellow. (3:36)
LEADERSHIP Brian’s Top Tips on Leadership Brian Buffini explains the five traits that can help Team Leaders ensure the success of their teams. (6:12)
RE/MAX University Catalog
33
TEAMS continued...
Video
Common Abilities of Team Members – Part 1 Brian and Kevin Buffini show you how to choose your team. (6:38) Common Abilities of Team Members – Part 2 Brian and Kevin Buffini detail additional traits of Team Members. (4:34) High-Performance Team – Part 1 Assess your leadership skills to ensure you’re able to successfully guide a high-powered team. With real estate coach Ken Goodfellow. (3:46) High-Performance Team – Part 2 What it takes to build a great team: setting high standards and holding Team Members accountable; determining your strengths and weaknesses; defining team roles; and celebrating accomplishments. With real estate coach Ken Goodfellow. (4:42) Hire Slow, Fire Fast Deadbeat staff members drag down the entire team, Calgary Associates Brian Flynn and Simon Hunt say. (2:01) Managing My Team Like a Broker Virginia Team Leader Sherry Wilson runs her 24-member team as an S-Corporation. (4:46) Paul Wells Team Profile Illinois Broker/Owner Paul Wells provides numerous tips on building and running a team. (5:37) Tips on How to Have a Successful Team The most successful teams have Team Leaders who delegate tasks to others. With Brian and Kevin Buffini. (5:10)
TEAM MODELS The Agent and Assistant Team Brian Buffini outlines a system for hiring the right assistant. (3:53) The Group Model and Mega Group Model At this level, each agent has his or her own database and is self-sustaining. With Brian Buffini. (3:40) Having the Wrong Model You’ve handcuffed yourself before you start if you have the wrong model, Brian Buffini says. He advises you to focus on the task at hand: production. (5:15) The Husband-and-Wife Team To be successful, you need to isolate your strengths, match up your job descriptions, get help with your weaknesses and know how to separate your home and work times. With Brian Buffini. (2:38) Partners as a Team Make sure that both parties are producers. With Brian Buffini. (1:39) Profile for Team Leaders Successful Team Leaders are ones who formed teams that had clearly defined purposes. With Brian and Kevin Buffini. (4:51) Profile for Team Members Brian and Kevin Buffini discuss different types of Team Members. (6:29) The Referral Agent Model Start a team without going broke using this hybrid model. With Brian Buffini. (4:11) The Right Job Description for Your Models Brian Buffini outlines Team Leader job descriptions for different models. (2:03)
34
RE/MAX University Catalog
Seven Types of Teams Capsule summaries of the team models you should consider when structuring a team. With Brian Buffini. (4:39) Structuring Your Team Team Leaders discuss three different ways they structure their teams for success. (4:42) The Team Model – Part 1 This is the classic team model: One agent acts as the Team Leader and CEO. With Brian Buffini. (5:34) The Team Model – Part 2 Implement a weekly “five-minute meeting” where you review all the pertinent information driving the week. With Brian Buffini. (2:36) Teams: Use the Collective Power Dave Liniger and Brian Buffini help you decide if your market is conducive for a team, select the correct team model and have the right leadership mindset. (1:29:50) To Team or Not to Team? Team Leaders Andee Hausman and John Wood help you decide if now is the right time to go teaming. Will the additional revenue justify the expense? What’s the best structure for a team? (52:19)
TEAM MANAGEMENT Compensating Team Members Team Leaders Ruby Darr, Simon Hunt and Brian Flynn describe their payment structures. (5:40) Five Reasons to Expand Your Team Circumstances under which you should add Team Members. With Dirk Zeller. (3:19) Four Principles for Running Your Team Brian Buffini outlines the core philosophies for operating your team. (6:31) Getting Clients to Accept Your Team Convince clients that your Team Members will take good care of them. With Team Leader Jan Bellamy. (2:42) Growth Pattern of a Highly Productive Team Start expanding your team with this advice by Richard Robbins. (4:31) Hitting Your Team Targets Winning teams need to be honest about what their goals and objectives are and where they’re falling short. With Dirk Zeller. (3:33) How to Create a Successful Team John Lesniewski and Joyce Tourney explain why they decided to go the team route and reveal their strategies for maintaining a productive and dynamic team. (59:01) How to Recruit the Best People Every Time Brian Buffini outlines his Ability Management Systems program to help create a winning culture, retain Team Members and match the right employees with the right positions. (6:32) How to Run Your Team and Not Lose It Four principles for ensuring team longevity – and sanity. With Brian Buffini. (6:15) Market Yourself to Get an Assistant Have fun hiring your assistant. With Brian Buffini. (4:25)
TEAMS continued... Mentor vs. Manager Learn to play both roles in your capacity as a leader. With Brian Buffini. (2:20) Over-Committed to Office Space Having too much space can put you in the poorhouse. Team Members should be able to serve clients without being tied to a specific location. With Brian Buffini. (6:36)
What Is a Champion Team? You need to become a champion agent first, and then form a championship team. You have to be out there every day producing revenue, opportunity and income. With Dirk Zeller. (3:47) Working Well With an Assistant Help your assistants thrive. Lead them, don’t manage them. A great assistant will help your business grow. With Brian Buffini. (6:13)
Seven Deadly Sins Common mistakes Associates make in a team situation. With Brian Buffini. (3:42) Six Characteristics of a Championship Team Dirk Zeller describes common attributes of teams that work. With Dirk Zeller. (3:41) Supplement Your Weakness Team Leaders Ruby Darr, Brian Flynn and Simon Hunt have hired assistants to do paperwork and take calls – freeing them up to work with clients and close more transactions. (4:26) Tracking Leads Hold your agents accountable for every lead and keep the pipeline flowing. With Team Leaders Ruby Darr, Brian Flynn and Simon Hunt. (2:29) Uncontrolled Expenses Don’t cripple your business with personal expenses. You need to put profits back into the business. With Brian Buffini. (6:08)
Brian Buffini offers sound advice for teams, whether agentand-assistant, mega-teams or any model in between.
Unnecessary Advertising You must get a return from every dollar you spend on marketing. Know where your leads are coming from to enable you to make decisions about where to invest your money. With Brian Buffini. (6:37)
Video RE/MAX University Catalog
35
Video
TECHNOLOGY 20 Tools and Technologies That Save Time, Save Money and Make You Look Cool Take a fascinating trip with Marc Davison of 1000Watt Consulting through the latest websites and tech products that can help you do business more effectively. Davison notes that traditional marketing methods don’t work anymore – and that doesn’t apply just to younger consumers. Baby Boomers and seniors are becoming just as wired as Gens X and Y. (1:01:24) Cool Web Tools: Parts 1 through 4 Marc Davison shows you high-tech tools, most of which are free, to help market your business. Excellence in e-Mail Matthew Ferrara demonstrates how to maximize your Microsoft Outlook tools to make e-mail a central part of your marketing strategy. (1:00:01)
Add Open Houses To Your Listings Give your next open house a marketing boost. Learn how to promote upcoming open houses on your website and remax.com. (4:12) Campaign Manager How to communicate effectively with your contacts via e-mail with pre-written automated and branded marketing e-mail campaigns. (Not available to RE/MAX Florida/Carolinas or RE/MAX California/Hawaii) (5:28) Campaigns Plus Campaign Manager Communicate effectively via e-mail with your clients and prospects. This powerful tool includes pre-written drip e-mail campaigns that allow you to automatically send a series of scheduled e-mails. (Available only to RE/MAX Florida/Carolinas and RE/MAX California/Hawaii) (7:23)
Google Analytics, Goggles and Docs Explore three free Google tools: Google Analytics, which tracks visitors to your website; Google Goggles, an image scanning tool; and Google Docs, which allows you to create and edit documents from anywhere. (9:01)
Campaigns Plus Flyers Create professional-quality e-mail marketing pieces to promote open houses and New or Just-Sold listings in minutes, using the Campaigns Plus Property Flyer Wizard. (Available only to RE/MAX Florida/Carolinas and RE/MAX California/Hawaii) (4:23)
Google Tools – You Gotta Have, Gotta Use It’s time to Google-ize. Discover the full suite of free tools available for real estate professionals and why it pays to use Google in your business. (45:38)
Campaigns Plus Profile Enhance your LeadStreet Campaigns Plus Profile with your photo, logo, slogans, contact info and more. (Available only to RE/MAX Florida/ Carolinas and RE/MAX California/Hawaii) (2:59)
IDX Policy: Data Transmission and Security Issues Mark Lesswing examines every facet of Internet Data Exchange (IDX), wherein brokers publish all their market’s listings on their website while allowing competitors to do the same. (59:01)
Click-To-Call Setting up Click-to-Call, a service that allows customers who are browsing listings on remax.com to initiate contact with a RE/MAX agent via telephone. (5:33)
DESIGN CENTER Design Center Kristi Graning shows you how to use the RE/MAX Design Center to market yourself effectively and efficiently. (4:27) Design Center, LeadStreet In Sync Create listing marketing documents with information and photos on the property automatically populated. (2:08) Discover the Design Center Find out how easy it is to create professional marketing pieces. (00:58) Getting the Most Out of the RE/MAX Design Center Explore advanced applications of the RE/MAX Design Center, such as the Image Assistant and Phrase Assistant. (24:30) Getting Started With the RE/MAX Design Center Learn the benefits of the RE/MAX Design Center, which features more than 1,500 customizable marketing materials, and find out how easy it is to create and distribute high-quality marketing documents and multimedia projects. (25:30) Stand Out With RE/MAX Design Center Discover the benefits of the RE/MAX Design Center – a powerful tool that helps Associates stand out from the crowd, all at no additional charge. (58:35)
LEADSTREET LEADSTREET SKILL SERIES Information in the LeadStreet Skill Series programs applies only to
36
states in which eNeighborhoods administers the LeadStreet system. Associates in other states should contact their region for training and support. To find out which company administers the system in your state, visit the Downloads section of RE/MAX Mainstreet and enter “Vendor Breakdown” in the search box.
RE/MAX University Catalog
Customizing Your About Page Promote your business and expertise to clients and prospects by personalizing the About page on your LeadStreet website. Learn how to add text, links and images to create a unique page all about you. (8:31) Enhance Your Listings on remax.com Discover how to add additional photos, a virtual tour, or even modify the property description to engage website visitors and professionally market your listings. (7:04) Featured Properties Showcase your listings on your LeadStreet website’s home page. Learn how to modify your featured properties, giving you the flexibility to promote specific properties for your sellers. (6:26) Foreclosure Leads Access inquiries from consumers looking to purchase a foreclosure, and provide valuable information about these properties through the RE/MAX partnership with RealtyTrac. (3:29) How to Accept a Pending Lead Quickly and efficiently accept new leads via e-mail or through your enabled text-messaging service. (3:32) LeadStreet and Design Center Integration Create listing marketing documents with information and photos on the property automatically populated. (2:08) Managing Your Contacts Learn the many options available to you when using LeadStreet as your contact management system. (5:36) My Agent Options This menu maximizes your ability to receive and accept leads. Set up e-mail lead notification, configure your text message lead notifications on your mobile device, and associate yourself with your MLS listings. (9:01)
TECHNOLOGY continued... My BizCard Options Discover how to access and set up your BizCard (the information that is prominently displayed above each of your listings on remax.com and on your LeadStreet website). (6:15) Viewing Lead Information Discover how to identify the information new leads are looking for and how to provide additional information that will help you serve them. (7:11)
TECH PARTNERS TOP PRODUCER SKILL SERIES The Web-based Top Producer 8i, RE/MAX Edition software is a comprehensive agent-productivity product with contact-management, timemanagement and marketing tools – including a Top Producer website. In the four-segment series, Top Producer representative Gregg Paul shows you, step by step, how to get the most out of the product. Creating Presentations, Managing Listings, Closing Deals Use the software to work effectively with buyers, increase listing inventory and keep your transactions on track. (27:42) Increase Your Web Marketing and Sales Power Explore the customizable designs of Top Producer websites, which help you increase your online reach and capture more sales leads. (29:57) Leverage Your MLS to Give Prospects What They Want, When They Want it Provide real-time MLS market updates and trend analyses to your prospects and clients on demand. (30:00)
WEBSITE DESIGN Choosing a Web Developer Internet marketing expert Susan Sweeney outlines principles for selecting a vendor to build your website. (6:30) Formula for Online Success Susan Sweeney explains how you can make your e-business model easy for visitors to do what you want them to do. (5:07) Optimizing for Search Engines Here’s how to give your website the best chance of attaining a high ranking in the search engines. With Susan Sweeney. (6:09) Pay-Per-Click Advertising Susan Sweeney presents a strategy for generating traffic for your website through search engines such as Google and Yahoo. (6:57) Permission Marketing Turn website visitors into permanent customers using permission marketing. With Susan Sweeney. (4:28) Podcasting for Realtors Provide content for consumers to access how, when and where they want. With Susan Sweeney. (6:55) Repeat Traffic Generation Ensure that consumers return often to your website with techniques from Susan Sweeney. (4:14) Viral Marketing Help visitors to your website share your message with their friends. With Susan Sweeney. (4:16) Website Design and Development Susan Sweeney provides step-by-step directions for putting up a website. (8:37)
TODAY’S MARKET 3 Keys to Success in Today’s Market They are generating leads, working by referral and using the power of the RE/MAX brand. With Brian Buffini. (1:17:04) Adjusting to This Market Associates Ruby Darr, Brian Flynn and Simon Hunt discuss how they’ve reacted to a shifting market. (5:03) Choose How You Live With Changing Markets Howard Brinton urges you to become an expert on the state of the market and inundate your clients with useful information. (58:01)
Demand Success, Today and Tomorrow Dave Liniger and Margaret Kelly outline the trends that will shape real estate in the future – including distressed properties, first-time buyers, Gen Y clients, social media and more – and show you how to prosper. (Part 1 – 1:05:04. Part 2 – 56:32) Economic Issues and Business Trends Forum Economist and veteran real estate agent Carter Murdoch explains that the mortgage crisis, inflation, rising energy costs and the devaluing dollar have had the greatest impacts on the downturn in the U.S. economy. (47:54) Orlando Opening General Session (2010) Dave Liniger provides his industry perspective, and an inspiring interview with Howard Brinton illustrates the value of motivation and positive thinking. (Three-part series)
R4 Opening General Session From the 2011 RE/MAX R4 in Las Vegas, Dave Liniger and Margaret Kelly describe the new ventures RE/MAX has initiated to stay on top of the market. (2:06:45) REAL Trends Roundtable Steve Murray, editor of the REAL Trends newsletter, moderates a wide-ranging discussion about the future of the real estate industry. (1:16:48) Regaining Control in Today’s Market Judy LaDeur advises you to control what buyers see online by posting only the best photos and using emotional language to describe the home. (4:15) RE/MAX Agents Outperform the Competition Margaret Kelly delivers the good news– RE/MAX Associates once again lead the industry in productivity – and explains what it means to you. (4:05) Today’s Consumer: It’s Not About You They’re interested in one thing: what you can do for them. (5:00)
RE/MAX University Catalog
Video
Counter Attack: The Contrarian Approach to a Changing Market To be successful these days, Richard Robbins says, you need to create your own game rather than compete to be the best in everybody else’s. (52:23)
The Real Estate Cycle: Past, Present and Future Carter Murdoch simplifies the economic and real estate environment as TALF, TARP and the Economic Stimulus Plan take effect. (58:48)
37
Video
COMMERCIAL Analyze Financials With REI Wise Make your presentations and marketing materials stand out with the help of REI Wise, the leader in online financial analysis. Investment and lease analysis, financial websites, flash websites and analysis tools are seamlessly integrated in a single online platform. (7:22) Becoming a Good Commercial Agent Broker/Owners who oversee commercial offices or divisions list attributes of successful commercial brokers. (3:05) Benefits and Risks of the Commercial Transaction Commercial experts discuss the issues residential agents should consider when handling commercial transactions. (4:59) CCIM – Certified Commercial Investment Member David Bickell, Tim Hatlestad and Richard Juge explain the benefits of holding the prestigious designation. The CCIM education helps you perform financial, market and investment analysis, which in turn makes you a credible adviser for commercial real estate investors. (4:38) CCIM Explained Past CCIM Institute Presidents Tim Hatlestad and Richard Juge, both RE/MAX Commercial Practitioners, discuss how the Certified Commercial Investment Member designation benefits your business. (5:31) Did You Know? The RE/MAX Commercial Real Estate Edition Facts and figures about the productivity of RE/MAX Commercial Practitioners and the status of RE/MAX Commercial within the industry. (2:16) How to Beat Your Biggest Competitors for the Business Commercial real estate coach Jim Gillespie outlines a multi-pronged approach to attract sellers and investors, including using your entrepreneurial spirit to attract like-minded customers; reframing the perception of RE/MAX Commercial in their minds; and preparing dynamic presentations that will compel people to work with you. (56:40) How to Create a Commercial Listing Video Practical, step-by-step instructions for shooting and editing a video to promote your commercial listings and posting them on the RE/MAX YouTube Brand Channel (www.youtube.com/remax). It can be done more quickly and easily than you might think. (5:57) Mark Hulsey – FAQ About Adding Commercial to Your Office Hulsey, a Minnesota managing broker, outlines the many ways in which RE/MAX Commercial benefits his business, including the brand itself and the income potential. As an entrepreneur, he says, RE/MAX provides what he needs to build his business. (9:53)
How to Successfully List and Sell Commercial Real Estate This new 12-hour course, a comprehensive introduction to commercial real estate, leads to the RE/MAX Commercial Certified (RCC) certification. Learn to work knowledgably and professionally with commercial clients and fellow commercial practitioners. Topics include: estimating market value, prospecting for listings, the listing presentation, serving your sellers and working with buyers or tenants. A 270-page training and resource guide is the key course takeaway. CCIM: Introduction to Commercial Investment Real Estate Analysis RE/MAX Associates David Bickell (CCIM) and Tim Hatlestad (CCIM) review the fundamentals of investing, and show you how to capitalize on your expertise through tenant representation and the marketing process. You learn how to estimate net operating income, cash flow and sale proceeds – all after taxes – as well as internal rate of return. An HP-10bII calculator is required. CCIM: Troubled Assets Workshop Find out what’s behind the state of the commercial market and what you can do about it. Topics include the lifecycle of a troubled asset, finding business opportunities, lender and owner objectives, development of an asset management disposition plan, best marketing and pricing practices, and more. For course registration information, see page 10.
FOR BROKER/OWNERS AND MANAGERS Benefits of a RE/MAX Commercial Division The advantages of launching a Commercial Division in a residential office from the perspective of Broker/Owners who’ve successfully done it. (5:08) Commercial Insight Webinar A live monthly recruiting session with Dave Liniger, also available on demand. Invite prospects to your office to hear Liniger’s market insights and to discover how RE/MAX Commercial can benefit their careers. Double Your Edge: Adding Commercial Agents Tap into a new revenue stream by adding a Commercial Division to your residential office. With Kevin Bair, RE/MAX Commercial Development Supervisor. (3:47)
Richard Juge: Commercial Insight Richard Juge of RE/MAX Commercial Brokers in Metairie, La., explains why the commercial real estate market has potential – and why RE/MAX Commercial Professionals are well-positioned to take advantage. (17:33)
Increase Your Income With a Qualified Commercial Division Now is the right time to establish a Commercial Division in your RE/MAX office, Minnesota Broker/Manager Mark Hulsey says. RE/MAX Commercial is on the cusp of major growth, he notes – and technology has leveled the playing field, enabling RE/MAX to compete well with the traditional commercial big hitters. (1:39:20)
Six Keys to Victory in Any Market Arizona Broker/Owner Tim Hatlestad outlines strategies for success no matter what’s happening in the marketplace. Among them: focus on training and business planning and revise your tools and resources. (4:57)
Recruiting the Commercial Practitioner Attract commercial professionals and build your brokerage through an expertise in commercial real estate. (5:10)
Use STDBonline to Build Your Commercial Business Explore the vast information capabilities of Site To Do Business Online. An annual subscription to STDB Online includes unlimited access to demographics, financial data, consumer expenditure, aerial imagery and much more. (4:14)
38
COURSES
RE/MAX University Catalog
Recruiting Process for the Commercial Broker Florida Sales Associate/Owner Michael Frye outlines the essentials of recruiting a commercial agent. (2:45)
FOR BROKER/OWNERS & MANAGERS RECRUITING It’s the Small Things That Make a Big Difference in Recruiting By making subtle changes to your recruiting style, you can instantly improve your results. With Judy LaDeur. (49:00) Justifying Fees When recruits ask about fees, says Florida Sales Associate/Manager Barry Grooms, you should turn it around and make it about return on investment. (3:03) New Associate Announcement Letters The sooner your new recruits send out announcement letters to their mailing lists, the sooner they get business. With Indiana Broker/Owner Paul Caldwell. (2:14) Open Recruiting Through Webinars Massachusetts Broker/Owners Stacey Alcorn and Andy Armata find success by conducting webinars two to three times each week, inviting all the prospects in their database to view them. (5:11) Piggyback Hires Turn one recruit into several more from the same office. With Kathy Baker, Debby Cernich and Kim Hawkins. (7:24) Recruiting Strategies With Judy LaDeur LaDeur presents a seminar on successfully recruiting under current market conditions. (55:38) Recruit the Next Generation of Superstars Understand and recruit the younger generation of top-producing agents. Some suggestions: Make them feel they’re part of the office, provide a structured atmosphere and update your technology. With real estate coach Jared James. (4:40) Recruit and Retain Agents in a Down Market Recruiting is a never-ending game – a process that includes your current agents, says Michigan Broker/Owner Nathan Boji. (2:27) Recruiting by Referrals This strategy might change the way you think about getting new Associates into your office. With Brian Buffini. (9:48) Recruiting During the Holidays Judy LaDeur describes smart strategies to tie your recruiting efforts into holidays – from Christmas to St. Patrick’s Day. One hint: Take advantage of the RE/MAX Design Center. (5:21)
Recruiting the Next Generation Start recruiting Millennials now to avoid being caught off-guard when your Boomer agents start retiring. The same old strategies aren’t going to work with younger agents. With real estate coach Ken Goodfellow. (4:39) Retention-Based Recruiting Strategies Tips from office owners Howard Lein, Otto Lugo and Jan Meyers. All three have experienced great success in recruiting and keeping agents. (58:56)
BUILDING YOUR HIT LIST Attract Agents With Educational Events Phoenix-area Broker/Owner Troy Reeves kills two birds with one stone in organizing educational events. By inviting selected recruits to the classes, he brings together top producers who share ideas while creating a unique recruiting opportunity. (5:27) Building and Categorizing Your Recruiting List Recruit both logical and emotional agents by customizing your approach. With Judy LaDeur. (4:37) Experience Counts The quickest way to get cash is to use the RE/MAX brand to attract experienced producers, Brian Buffini says. But don’t let market conditions tempt you to ignore former corporate professionals. With a little guidance, they can hit the ground running. (4:55) Find the Next Superstar Identify high-quality agents who’ll fit into the RE/MAX system. Tap into your current Associates, Brian Buffini advises, and team up with other Broker/ Owners in your market to put together a career fair. (6:12) Finding Agents to Recruit Judy LaDeur discusses ways to scout out difficult-to-find, high-quality prospects. (4:54) The Litmus Test An initial interview with a prospective agent, conducted by Massachusetts Broker/Owners Linda O’Koniewski and Steve Chuha. (7:31) A Program That Works Brian Buffini lists seven tips to recruit winners and describes a powerful marketing piece that can attract the agents you want. (4:37) Recruiting Agents The recruiting process begins with self-examination, real estate coach Bob Corcoran says. (2:38) Recruiting Equals Farming To become a successful recruiter, you should go back to your real estate roots – farming, marketing, cold-calling, mastering dialogues. With Judy LaDeur. (6:18) Recruiting Incentives Fifty percent of your recruits should be referrals from your existing Associates, Kathy Baker says. But paying them for helping recruit agents doesn’t work. A thank-you and a simple gift such as a pair of movie tickets are much more effective. (6:32) Recruiting Through Short Sales RE/MAX Senior Training Consultant Kathy Baker explains the CitiMortgage Proactive Short Sale Program, which is resulting in tens of thousands of potential leads for RE/MAX Associates, and defines strategies for approaching recruits and explaining the advantage it gives RE/MAX agents. (4:21)
Secrets of a Master Recruiter Judy LaDeur outlines the steps involved in getting prospects into your office, then delivers tips on conducting the interview and explains how to close the deal. (56:48)
Recruiting Via Facebook A strong presence on Facebook contributes to recruiting success. Here’s how and why. With Colorado Broker/Manager Tom Downing. (7:29)
The Subtle Side of Successful Recruiting Little things can make a big difference. With Florida Broker/Owner Barry Grooms. (2:52)
Recruiting With Pink Slips Indiana Broker/Owner Paul Caldwell finds success with a low-tech strategy: telephone pink slips. (1:37)
RE/MAX University Catalog
Video
Recruiting: The Lifeblood Now is the time to recruit top agents, Dave Liniger says. RE/MAX is the solution to many of the problems agents face today. (4:03)
What Do You Say? What Broker/Owner Paul Caldwell says to new recruits that scares them – and ultimately lures them to his office. (2:35)
39
FOR BROKER/OWNERS & MANAGERS
Video
RECRUITING continued... Retain Through Recruiting Strategies Many brokers find themselves babysitting unproductive agents these days rather than helping productive ones. That creates a recruiting opportunity for RE/MAX Broker/Owners. (2:40)
CULTIVATING RELATIONSHIPS Agent Personality Types Distinguish between personality types and cater to their different needs. With Judy LaDeur. (6:06) Build Your Office With New Tools Make sure recruits know all about the resources RE/MAX offers, Virginia Broker/Owner Chuck Cornwell advises. (2:56) Five Steps to Mastering Your Dialogue Improve the effectiveness of your telephone dialogue and build relationships with agents. With Judy LaDeur. (5:35) Help Your Agents, Help Yourself Associates need your support and training help. Broker/Owners Jay Blessent, Barry Grooms and Brad Marsh describe their strategies. (3:26) Making More Effective Phone Calls The art of making calls that produce results. With Judy LaDeur. (3:54)
Handling Objections Role Play What to do when a recruit says, “I love my broker.” Kathy Baker and Debby Cernich role-play a recruiting presentation that reveals the real objection to joining RE/MAX. (8:10) Join RE/MAX How To The strategy behind the joinremax.com recruiting website and ways you can make it work for you. With RE/MAX Senior Vice President Mike Reagan. (3:24) Overcoming Fee Objections The way to overcome recruits’ concerns about fees, Florida Associate Barry Grooms says, is to convince them they’ll make more money with RE/MAX. (3:01) The Real Value of RE/MAX Four areas in which the RE/MAX brand benefits Affiliates, with Rick Yohn, RE/MAX California & Hawaii Vice President. (7:19) Recruiting Against RE/MAX: Fact & Fiction Broker/Owners Michael Freidman and Debbie Stevens explain why they returned to RE/MAX, and discuss techniques that the competition is using to recruit against the network. (1:13:49)
Networking Works! By establishing connections with agents at networking events, Texas Broker/Owner Gayla Skates improves her recruiting success. (3:13)
RE/MAX Recruiting Tools Effectively present the competitive advantage Associates in your office enjoy – emphasizing both the RE/MAX tools and the unique services your office offers. With Judy LaDeur. (3:38)
A New Approach to Recruiting In this day and age, you should build recruiting into everything you do, Judy LaDeur says. (3:42)
The RE/MAX Value Proposition Forcefully define your office’s competitive advantages, Brian Buffini advises. (4:04)
Recruit With Your Ears Listening, and asking the right questions during a presentation, is the key to recruiting, according to Illinois Broker/Owner Paul Wells. (3:53)
Roundtable Presentations: Recruiting Against RE/MAX Broker/Owners share the results of group discussions regarding the best recruiting techniques they’ve discovered. (44:16)
Recruiting by Probing for Pain Discover what’s causing agents pain at their current office, and show them how being with RE/MAX will take it away. With Judy LaDeur and Kathy Baker. (4:22)
Sell the Strengths of RE/MAX Answer the still-persistent myths about RE/MAX. With Broker/Owners Alex Karavasilis and Paul Mydelski. (4:13)
Recruiting Sideways Stay in constant touch with recruits, Illinois Broker/Owner Paul Wells advises. You never know when an agent will be ready to join your office. (2:46) Recruiting Through Unique Marketing Strategies Texas Broker/Owner Gayla Skates has a recruiting business card that reads “Shouldn’t Your Name Be Here?” that she hands out to agents she’s interested in. And she sends out mock checks to agents who’ve closed a transaction indicating how much their commission would have been if they were with her office. (5:07) Supportive Brokers = Successful Agents Texas Broker/Owner Gayla Skates provides a professional and supportive working environment. She offers training classes, including “Buffini & Company’s 100 Days to Greatness – RE/MAX Edition,” for free, and even enables Associates to teach classes in their areas of expertise. (3:25)
SELLING THE BRAND Confronting the RE/MAX Myth Judy LaDeur advises you to face the untruths about RE/MAX head-on. (2:42)
40
Defining Your Value Proposition Having a unique return-on-investment proposition can make or break your ability to recruit the right people. With Ontario Broker/Owners Ken McLachlan and David Pearce. (55:46)
RE/MAX University Catalog
The Why Behind Why RE/MAX Margaret Kelly and British Columbia Broker/Owner Debbie Stevens outline strategies for recruiting against the competition. (1:32:53; Quick Hit: 16:51) Trumpet the RE/MAX Competitive Advantage Kathy Baker outlines strategies for promoting the news that RE/MAX agents significantly outsell the competition. She shows you how to use this powerful information, not only in your recruiting presentations, but also as a retention tool. (4:11)
RE/MAX BRAND MESSAGES These videos, available on the RE/MAX YouTube Brand Channel (YouTube.com/remax), have received more than 100,000 views. They are also available on the RE/MAX Design Center and you can customize them for recruiting by adding your contact information and e-mailing or hosting them. To find them on the Design Center, follow this path: Design Gallery >> RE/MAX Library >> Videos >> Recruiting. Business Card An independent agent is proud of his new business card, but soon realizes his brand can’t begin to compete with RE/MAX. (1:41) Castle Trends This animated video shows a RE/MAX knight conferring with a competing knight who claims his organization is No. 1 in the kingdom. Not in the ways that count, though. (2:25)
RECRUITING continued... Closing Room A busy RE/MAX agent continues working other transactions while at the closing table. The cooperating agent is stunned when comparing his commission check to the RE/MAX agent’s. (2:05)
60 MINUTES WITH DAVE LINIGER
Convention The contrast between a busy RE/MAX Convention and a competitor’s sparse gathering is striking. (1:47)
TUESDAYS WITH KATHY
Dealer’s Choice A poker game in which the dealer rakes off huge percentages of the pots from other agents while giving the RE/MAX player the full proceeds. (3:12)
Become a Master Recruiter With Behavior Profiles Baker advises you to pay attention to your prospects’ behavior styles – amiable, analytic, expressive or driver – and tailor your presentations accordingly. (1:36:56)
Disappearing Agent A RE/MAX agent encounters a competing agent dodging a client at the supermarket. (2:00) Downline A pitchman for “Peer-Mid Realty,” bragging on his company’s downline, ridicules RE/MAX. All RE/MAX agents do is sell houses, he says. Imagine that! (2:53)
Liniger presents a monthly live seminar for you to sit down and participate in with your recruits. Archived sessions are available on demand.
RE/MAX Senior Training Consultant Kathy Baker presented these recruiting seminars. You can view archived sessions on demand.
It’s Great to Be a Shark Referencing the book “The Shark and the Goldfish” by Jon Gordon, Baker shows you how to use the “unfair” RE/MAX advantage to recruit agents. (1:00:59) Secrets to Effective Recruiting & Crafting Your Hit List A recruiting presentation role-play in which Baker stresses the RE/MAX return on investment. (1:38:11)
Leaving RE/MAX Associates at a RE/MAX office remind an agent who’s leaving about all the benefits of being with RE/MAX. (1:44) New Guy A new hire at an independent company struggles with incoming listing calls, to the amusement and detriment of a colleague. (1;26) Open House A RE/MAX agent shows up at a competitor’s open house, where the best thing going is a three-bean salad. (2:31) The Problem With RE/MAX Chewing the fat with a competitor, a RE/MAX agent laments that he’s just making too much money. (4:15) RE/MAX Is Wack A discussion between a RE/MAX agent, his client and a competing agent sets the stage for a rap song. (2:50) RE/MAX Reject They should have gone with RE/MAX. A couple’s results are far from outstanding when they use a relative’s friend to help in their home search. (1:30)
This 2010 meeting at RE/MAX World Headquarters brought together 100 of the top Broker/Owners in the RE/MAX system for two days of intense idea-sharing. Video segments include panel discussions and summaries of group roundtable discussions:
The Art of War in Agent Recruiting Recruiting Against RE/MAX Recruiting Panel Discussion Relating to Your Agents and Recruits Staying Connected With Your Agents The Why Behind Why RE/MAX
CATALYST SUMMIT Benefit from the innovative strategies of 100 Broker/ Owners – a mixture of experienced Affiliates and young up-and-comers – who gathered at RE/MAX World Headquarters for brainstorming and idea-sharing. Video segments include panel discussions and summaries of group roundtable discussions: Great Ideas in Retention, Office Development & Profitability Recruiting Against RE/MAX Recruiting Panel Discussion The Why Behind Why RE/MAX
Video
Short Sale Short Sales are the wave of the future, a competing agent says. But he doesn’t know what he’s doing. The RE/MAX agent, on the other hand, has already closed several Short Sales. (1:43)
PREMIER BROKER SUMMIT
Support Group A group of homebuyers and sellers who didn’t use RE/MAX seek solace in one another’s tales of bad service and transactions gone awry. (2:09)
RETENTION 4 Keys to Retention Brian Buffini goes over California Broker/Owner Dale Ostertag’s recruiting and retention challenges. (4:00) Control vs. Influence In today’s environment, your leadership techniques can make or break your success. With Brian Buffini. (5:28) Fill Your Tank Make sure you maintain a high energy level, because everyone at the office feeds off your attitude. With Brian Buffini. (4:18)
Fostering Positive Attitudes Keep your office atmosphere upbeat. With Colorado Manager Kim Hawkins. (7:42) Keep Agents From Straying To keep agent turnover to a minimum, first take stock of how your office does things. With Colorado Broker/Owner Chad Ochsner. (3:58)
RE/MAX University Catalog
41
FOR BROKER/OWNERS & MANAGERS
Video
RETENTION continued... Keep Morale High in a Tough Market Display leadership to keep your Associates upbeat during trying times. Most agents are emotional decision-makers; if you’re positive, they’ll be the same. With Judy LaDeur. (2:00)
Retention Is in the Details For Illinois Broker/Owner Paul Wells, it’s the little things that count. For example, he sends birthday cakes not only to his Associates, but also to their spouses and children. (2:42)
Keep Your Agents Focused By developing an office plan quarterly, says real estate coach Darryl Davis, your agents will be consistently focused on their goal. (2:50)
SWAT Your Listings Massachusetts Broker/Owners Stacey Alcorn and Andy Armata started a SWAT tour (“Still Without A Taker”) to help agents justify price reductions or convince homeowners they should make repairs. The tour also exposes the properties to the entire office. (6:03)
Keep Your Agents Forever Broker/Owners Frank Christensen and John Mangas describe creative retention methods, such as team-building activities, monthly birthday parties and turning commission checks around quickly. (59:54) Recruiting and Retention Strategies for Growth and Profitability Richard Robbins delivers strategies to help you build a more profitable business. (58:56)
Training Agents to Work Smarter Judy LaDeur tells you why and how you need to train your agents to work differently than they did five years ago. (2:02) Vulnerable Recruits Strategies for making new recruits feel welcome. With Kathy Baker, Debby Cernich and Kim Hawkins. (8:46)
BUSINESS OPERATIONS Diversity and Inclusion, The Business Case Dave Liniger explains why diversity and inclusion are among the most important issues facing RE/MAX today. (30:01)
FINANCIAL PLANNING Adjusting the Business Ask yourself these questions to determine if you’re reacting adequately to a changed business climate. With real estate coach Ken Goodfellow. (4:49) Budgets: Reviewing Maintenance Contracts Every year, Pennsylvania Broker/Owner Jack Fry evaluates maintenance contracts for electronics such as phone systems and computers. (3:18)
42
RE/MAX University Catalog
Business Planning A blueprint for building an effective business plan. With real estate coach Bob Corcoran. (4:15) Clever Ways to Cut Costs Broker/Owners describe how they reduce expenses without cutting services. (5:21) Collecting Fees During the interview process, Broker/Owners have a responsibility to thoroughly review the process of collecting fees and outline the consequences of nonpayment. With Kathy Baker. (4:48) Cost Cutting for the New Marketplace Dave Liniger and Broker/Owners Howard Lein, Jim Homolka and Brad Whitehouse outline strategies to boost profits by reducing expenses. (7:10)
BUSINESS OPERATIONS continued... Five Secrets to Extraordinary Profits Richard Robbins helps you claim your office’s share of the business in your market, thereby unlocking the door to profitability. (59:36) In Office vs. Home Office: A Profit Comparison Jim Homolka, Howard Lein and Brad Whitehouse explain their differing strategies for dealing with in-office agents and those who work remotely. (5:05) More-Than-Normal Profits in Normalizing Markets Turn your accounting books around by tightening the purse strings and encouraging Associates to invest in the office. With Broker/Owners Butch Dailey and Brad Whitehouse. (58:39) Office Space Fees Top RE/MAX Broker/Owners discuss how they define and designate space that generates fair and equitable fees. With Joe Clement, Rosalie Daniels and Howard Lein. (1:35) Pay Off Debt and Increase Revenues Dave Liniger shows you how to withstand the market downturn by reducing debt and enhancing income. (4:34) Profitability Checkpoints Ask yourself key questions to determine if you’re making adequate adjustments for today’s business climate. Among them: Have you cut expenses enough? Are you recruiting daily? Do you have a business plan? With coach Ken Goodfellow. (5:39) Think and Grow Rich Using the classic 1937 book, “Think and Grow Rich,” by Napoleon Hill as a reference point, Dave Liniger inspires you to plant the seeds of tomorrow’s success – right now. (3:50) Two Key Questions Brian Buffini reveals the questions every Broker/Owner must know the answers to. (3:01) answers to. (3:01)
LEGAL ISSUES
Broker/Owner Responsibility Broker/Owners’ duties in protecting the RE/MAX brand and trademarks. With RE/MAX Trademark Counsel Adam Scoville. (8:17) Embezzlement Protection What to look for – and what to do when you realize embezzlement has occurred. With Lorne Wallace, president of Lone Wolf Real Estate Technologies. (2:46) How Has Embezzlement Affected Your Business? Sales Associate/Owner Richard Rolfingsmeyer discusses how embezzlement can happen to anyone and explores the issue in depth. (2:37)
Independent Contractor Agreement Join top RE/MAX Broker/Owners for a look at how the ICA is used with Team Leaders vs. Team Members. (2:00) Protecting the RE/MAX Brand and Trademarks Stay “on brand” and protect the RE/MAX trademarks. With RE/MAX Trademark Counsel Adam Scoville. (4:51)
MANAGEMENT Accountability Broker/Owner accountability takes two forms, says trainer Bob Corcoran. There’s your accountability to agents – and the tools you provide to help them be accountable to themselves. (3:28) The Art of Transparency Pennsylvania Broker/Owner Jack Fry meets annually with his Associates to go over the office budget in detail. (4:40) Avoiding the Coming Management Gap Why turning top Sales Associates into managers isn’t always a good idea. With Steve Murray of REAL Trends. (6:25)
Firing an Associate Role Play Kim Hawkins shows you how to let an unproductive Associate go. She performs the task with compassion and sensitivity. (6:32) How and When to Fire Dismissing a long-time staff member who isn’t performing as needed – but is well-liked by your agents. With Kim Hawkins (7:47) How to Increase Production Immediately By tapping into to your Associates’ competitiveness with friendly contests, real estate coach Mark Leader says, you can raise everybody’s game. (3:37) Increasing Your Productivity Setting minimum transaction-count standards in your office can be a powerful motivator for your agents. It’s also an effective way to initiate strategy sessions with individuals who might benefit from a focused, 90-day work plan. With real estate coach Ken Goodfellow. (3:58) In-House Services Pennsylvania Broker/Owner Jack Fry offers marketing, listing and administrative services to his Associates on an a la carte basis. (5:05) Making Telecommuting Work About 12 percent of the Associates in Jack Fry’s office are home-based. Fry and one of those agents, JoAnn Schmura, describe how the process works. (4:30) The New Office The era of the headquarters office is rapidly disappearing, Dave Liniger says. The managers and owners who will thrive are those who focus on cutting costs, consolidating, merging and acquiring. (4:54) Small Market Multi-Office Operations Broker/Owner Brad Marsh explains how he manages his far-flung sevenoffice company in British Columbia. (4:24) Use Dots to Increase Office Production Put all your Associates’ names on a “dot board” and put colored dots by their names when they list a home, sell a property or help a buyer purchase a home. With real estate coach Darryl Davis. (3:12)
MERGERS & ACQUISITIONS Business After a Merger Peter Crowley and Ron Travis, who were involved in a merger that created a 400-Associate powerhouse in Sarasota, Fla., explain that there’s more to the process than financial analysis. (3:59) Complementary Mergers When Maryland Broker/Owner Alex Karavasilis considers a merger, he seeks to join forces with successful companies that fit his company culture and philosophy. (2:50) Determining the Value of a Company Steve Murray of REAL Trends provides formulas for determining the worth of a real estate brokerage. (4:30) Keeping Up on Competitors Broker/Owners Alex Karavasilis and Paul Mydelski show you how to stay on top of what the competition is doing in your market. (4:40) Putting Together a Successful Merger & Acquisition Steve Murray provides a basic blueprint for a merger or acquisition. (5:02) RE/MAX System Demands Growth Three Florida Broker/Owners explain why they merged their two RE/MAX brokerages into the multi-office RE/MAX Alliance powerhouse in Sarasota, Fla. With Dave Coupland, Peter Crowley and Ron Travis (3:16)
Video
How the ICA Protects the RE/MAX Marks The Independent Contractor Agreement keeps you and your Associates “on brand” and protects the trademarks. With RE/MAX Trademark Counsel Adam Scoville. (4:17)
Designate for Profit Texas Broker/Owner Jeff Bentley hired a designated broker to manage the office and handle other tasks such as agent training. (4:26)
Small Market Merger & Acquisition Opportunities British Columbia Broker/Owner Brad Marsh notes that merger or acquisition transactions are essentially the same in large and small markets. (5:00)
RE/MAX University Catalog
43
FOR BROKER/OWNERS & MANAGERS
Video
BUSINESS OPERATIONS continued... The Story of a Florida Merger David Coupland, Peter Crowley and Ron Travis explain the hows and whys of the merger of their two operations. (5:06)
OFFICE CONCEPTS Build Business With Property Management Nevada Broker/Owners Joan and Tim Kuptz encourage their Associates to add property management to their real estate brokerage skills. More than a dozen Associates have taken them up on it. (3:21) Building the Ultimate Office Brian Buffini discusses the three biggest issues facing Broker/Owners: recruiting, retention and profitability. (1:28:05) Create a New Home Profit Center The advantages of having a division focused strictly on new homes. With Phil Adams, director of a New Home Services unit. (4:23) Creating a Successful Office Texas Broker/Owner Gayla Skates describes her office-design strategy that promotes Associate productivity. (4:02) The Internet Café Massachusetts Broker/Owner Linda O’Koniewski explains why she built an Internet café in one of her brokerage’s four offices. (5:15)
Jumping Into a Paperless Office Texas Broker/Owner Jaci Coan has taken her office completely paperless and now has agents where file cabinets used to be. (4:00) Making Your Office a Destination When he built a new office, Virginia Broker/Owner Tom Donegan was determined to create a comfortable space for his agents and clients. He accomplished that objective while at the same time including a profitgenerating meeting center in the design. (5:38) The Office Café Indiana Broker/Owner Jimmy Dulin explains the process of combining three areas in his offices – the coffee room, mailroom/workroom and space for out-of-office agents – into “office cafés.” (4:40) Office Tour: RE/MAX Lake of the Ozarks Frank Christensen offers condo office suites that teams can purchase. Learn how this office annex has boosted the company’s success. (4:30) Office Tour: RE/MAX Masters (West Plains, Mo.) Rod Hamby reveals how to dominate market share in a small community. (8:22) Office Tour: RE/MAX Select Realtors Paul Caldwell provides a behind-the-scenes look at his Greenwood, Ind., brokerage. (7:16) Reducing Costs Colorado Manager Kim Hawkins advises total transparency in explaining an office’s finances to Associates and staff. (6:40)
TODAY’S MARKET Denver Opening General Session (2010) – Part 1 Margaret Kelly analyzes the real estate market and the economy. Her message: There’s still plenty of business to be had; you and your Associates just need to grab your share. (25:42) Denver Opening General Session (2010) – Part 2 Dave Liniger describes the initiatives and partnerships that will help RE/MAX offices and Associates develop business. Among these tools: support for recruiting, the investment market and property management. (1:05:08) Engaging Today’s Consumer REAL Trends Editor Steve Murray outlines the differences between today’s consumers and those of seven years ago. (4:01) Making Minorities a Priority Most of today’s REO homes are being sold to investors or first-time buyers – and many of those first-time buyers are minorities, Dave Liniger says. (4:32) Surviving a Down Market Broker/Owners Michael Frye and Richard Juge encourage their agents to go back to basics. (3:49)
Top Ten List: Competing in a Changing Market Dave Liniger outlines the techniques every Broker/Owner must adopt to be profitable in today’s market. (3:51) Training Trio Tackles the RAPP Program Strategies for implementing and administering the RAPP Program. With Kathy Baker, Debby Cernich and Kim Hawkins. (8:36) Trumpet the RE/MAX Competitive Advantage RE/MAX Senior Training Consultant Kathy Baker outlines strategies for promoting the news that RE/MAX agents significantly outsell the competition. She shows you how to use this powerful information, not only in your recruiting presentations, but also as a retention tool. (4:11)
TEAMS TEAM MANAGEMENT Building a Team The importance of prioritizing and delegating in creating a well-functioning team. With Massachusetts Broker/Owner Linda O’Koniewski. (4:41)
44
A Team Is Like a Marriage Owners Rosalie Daniels and Howard Lein ensure that Team Leaders and Team Members have agreements in place before the team ever forms. (2:39)
Defining Team Members Which restrictions define the capabilities of licensed and unlicensed assistants? Hear how three successful brokers handle Team Members. (3:06)
Three-Tiered Fee Structure Arizona Sales Associate/Owner Howard Lein outlines his company’s fee structure for teams. (2:29)
Growing Teams, Growing Profits Broker/Owners Amy Lessinger and Judy Thomas discuss ways to embrace the shift in agent mindset from being self-employed to being an entrepreneur. (1:00:06)
Training My Teams The importance of offering ongoing education and training opportunities within your brokerage. (3:03)
RE/MAX University Catalog
MARKETING AND PROSPECTING LEADS Capturing, Managing and Closing Leads With Your Online Office Increase business for your Associates by leveraging your social media presence. With Errol Samuelson. (1:00:01) Fundraising Can Boost Your Business Kentucky Broker/Owner Janice Mueller describes how her involvement in Children’s Miracle Network Hospitals has not only provided personal satisfaction, but also boosted profitability. (4:07) Get the Leads and Grow Your Business Missouri Broker/Owner Dan Vick discusses the value of LeadStreet and shows you how he and his Associates handle Internet leads for maximum effectiveness. (5:52)
STRATEGIES Broadcasting Your Business Massachusetts Broker/Owners Steve Chuha and Linda O’Koniewski benefit from having a TV program on their local-access cable channels. (5:14)
INTERNATIONAL EUROPE Austria: Recruiting & Retention Andreas Reindl approaches successful salespeople from any field – not just real estate – when seeking new agents. (2:32) Germany: Markdominanz ber Allgemeine Schilder und Flyer Harry Elgass outlines a way to dominate your market through a strategic sign and flyer campaign. (Presented in German) (3:24) Germany: Permanentes Rekrutieren Harry Elgass describes his recruiting system. (Presented in German) (3:24) Germany: Recruiting & Retention Alfred Petersen tells you how to go about recruiting agents from outside the industry who’ll fit into your office. (2:39)
LATIN AMERICA/ CARIBBEAN PRESENTADO EN ESPAÑOL
Ireland: Recruiting Through Referrals and Retaining Karl Mulligan believes foundation for recruiting is retention. That starts with hiring the right agents and ensuring that they make money. (3:15)
Keep Up With the Facebook Revolution Dan Vick, Corredor/Propietario en el estado de Missouri, entra en Facebook de primera cosa en la mañana y es también lo último que hace al final del día. Vick usa Facebook principalmente con una perspectiva de relaciones con los clientes, pero también lo aplica al reclutamiento. (6:12)
Italy: Come il marchio RE/MAX aiuta ad incrementare il business Alessandro Lanzarini shows you how to help the RE/MAX brand build your business. (Presented in Italian) (1:43)
Piense y Hagase Rico Usando el clásico libro de 1937 “Think and Grow Rich” de Napoleón Hill como punto de referencia, Dave Liniger lo inspira a que siembre la semilla del éxito futuro, ahora mismo. (3:57)
Italy: Identificare gli agenti giusti Massimo Minoletti explores the tricky art of finding the right agents to recruit. They may have great qualities, but are they right for your office? (Presented in Italian) (2:34)
Top Ten List: Competing in a Changing Market Dave Liniger enseña las técnicas que cada Corredor/Propietario debe adaptar para tener rentabilidad en el mercado actual. (3:51)
Italy: Reclutamento Massimo Minoletti delivers his best recruiting tips. (Presented in Italian) (3:43)
Por Qué Reclutar Produce Dinero Independientemente del país en que se encuentre, reclutar es la forma más fácil de aumentar sus ingresos. Descubra aquí por qué reclutar le puede ayudar a ganar más dinero. (7:43)
Malta: Recruiting RE/MAX Malta Region Owner Kevin Buttigieg shares his successful recruiting techniques based on years of trial and error. (3:53) Netherlands: Rekruteren en Begeleiden Recruiting and mentoring are important for a thriving business, no matter what type of market you’re in, says Gerda Mooij. (Presented in Dutch) (2:55) Portugal: Recruiting Open the door to recruiting by asking agents in your own office to recommend potential hires, Nuno Morais Cardoso says. (3:49) Portugal: Recrutamento Nuno Morais Cardoso presents tips for getting referrals for new hires from your current Associates. (Presented in Portuguese) (2:04) Slovakia: Networking Inside & Outside the Office Tatiana Chura believes that sharing information with other Broker/Owners is one key to running a successful business. (2:27) Switzerland: Recruiting Volker Nies takes a multipronged approach to recruiting – from placing newspaper ads to holding career nights. (2:25)
Preguntas hacia el éxito El mejor reclutador no sabe todas las respuestas, sino todas las preguntas. Avance rápidamente haciendo las preguntas correctas. (9:04) Reclutar es un Deporte de Contacto Reclutar requiere estar en contacto frecuente, a diferencia de otros deportes como la natación, que uno practica solo. Sus clientes le agradecerán por esta forma de contactarlos. (9:01) Reclutar es un Proceso, No un Evento Dé seguimiento en forma agradable para sus prospectos y para usted. Así se podrá mantener en contacto regularmente. (10:27) Reclutar es Vender Todos vendemos constantemente, ya sea que trabajemos en ventas o no. Cuando se trata de reclutamiento, hay técnicas específicas que debe saber. (9:47)
Video
Malta: Marketing RE/MAX Malta Region Owner Kevin Buttigieg’s marketing savvy includes capitalizing on the RE/MAX name, knowing how to use Internet search engines and good old-fashioned networking. (3:03)
GANE DINERO RECLUTANDO
Sea Flexible Cada prospecto es diferente y su presentación de reclutamiento no tiene que ser perfecta. Aprenda de sus errores y mejore sus resultados. (8:53) Use Ayudas Visuales Haga de las ayudas visuales su aliado para reclutar. Aprenda la forma de multiplican su impacto. (5:46)
RE/MAX University Catalog
45
FOR BROKER/OWNERS & MANAGERS
Video
SOCIAL NETWORKING Marketing the Gen-Y Way The more Internet exposure for listings, the better, Tavia Ritter says. The Agent Services Manager explains that younger consumers get almost all their information online. (4:27) Recruit the Next Generation Real estate coach Ken Goodfellow delivers tips on how to understand and recruit the younger generation of top-producing agents. (4:39)
REFERRALS Expand Your Market Globally Selling real estate internationally is good business – especially with RE/MAX tools. RE/MAX Vice President Larry Oberly shows you where to find simple, easy-to-use documents illustrating what you can accomplish by using the RE/MAX brand globally. (3:15)
FACEBOOK Keep Up With the Facebook Revolution Dan Vick signs on to Facebook first thing in the morning, and it’s the last thing he checks at the end of the day. Vick looks at Facebook primarily from a customer-relations perspective, but also touches on recruiting. (6:12)
YOUTUBE Why RE/MAX? Viral Videos How to use the series of humorous “Why RE/MAX?” videos, available on the YouTube RE/MAX Brand Channel (youtube.com/remax), to connect with recruits and emphasize the RE/MAX difference to your Associates. (3:05)
MOTIVATIONAL The Difference Between Good and Great The distinguishing factor, Richard Robbins says, is consistency. The “great” are on top of their game all the time; the “good,” some of the time. (4:22) Lead Your Agents to Greatness Motivate your Associates, and inspire them to produce at their highest possible level, with this advice from Jenn Dizmang. (4:02) Motivational Monday Massachusetts Broker/Owners Andy Armata and Stacey Alcorn send inspirational e-mails every Monday to Associates and prospects. These e-mails – which contain inspirational quotes and messages and something to work on – go a long way toward fulfilling their duty to motivate their Associates. (3:50)
Succeed Beyond Your Wildest Dreams Richard Robbins advises you to get to know successful people, take note of what they do and apply the lessons you learn to your own life. (3:48) Unstoppable Mindset Reaching your business and personal goals may require reprogramming your internal software, Richard Robbins says. Discover what Robbins means by this and how you can make it happen. (3:56)
DISTRESSED PROPERTIES Foreclosure Centers Nevada Broker/Owner Cindy Risinger shows you how a simple, ugly sign – combined with smart follow-up – upped floor traffic in her brokerage from near-zero to almost more than they could handle. (3:52)
REOS Help Agents Gain Foothold in REO Market Arizona’s Howard Lein devised a unique plan to help his Associates pursue REO listings. His office fronts the money for maintenance and repairs and collects from the lenders when the listings sell. (3:52) Managing the REO Boom California Broker/Owner Ted Boecker had to change the way his office operated when its property inventory expanded from 350 to 1,200 – almost entirely REOs – between 2006 and 2008. (5:26)
SHORT SALES Highs and Lows of Short Sales Texas Broker/Owner Steve Craven provides his strategy for helping agents oversee Short Sales. (4:24)
COMMUNITY CITIZENSHIP Community Involvement in Small Markets British Columbia Broker/Owner Brad Marsh explains how critical community activities are to his brokerage. (4:48) Freedom Walk Broker/Owner Jennifer Valerien and her brokerage participated in the first Freedom Walk in Spokane to commemorate 9/11. This event helped build camaraderie within the brokerage. (1:49) Fundraising Can Boost Your Business Kentucky Broker/Owner Janice Mueller explains how her involvement in Children’s Miracle Network Hospitals has not only provided personal satisfaction, but boosted profitability. (2:52)
46
RE/MAX University Catalog
“Miracle Homes” Boosts Bottom Line Arizona Broker/Owners Nate Martinez and Frank Russo outline the value of the Miracle Homes program to their business. (5:58) Operation RE/MAX: Career Fair RE/MAX offices in San Antonio participated in a career fair sponsored by the Non Commissioned Officers Association. (2:51)
TECHNOLOGY LEADSTREET LeadStreet Management For Brokers Configure your office lead distribution settings, assign unassigned leads, and use the Agent Management feature to view detailed agent LeadStreet account settings. (6:49) LeadStreet Reporting For Brokers How LeadStreet reports can help you manage your leads, analyze consumer activity on your office website, recruit and more. (5:11)
TECH PARTNERS
Bank Reconciliations and a Clean Set of Books Tips and tricks of bank reconciliation, and how to read and decipher the reports. Closing and Paying Out Transactions Close out transactions and issue checks to your Associates quickly and accurately. Entering Listings and Transactions Lone Wolf makes entering listings and transactions a breeze with its onepoint entry system.
LONE WOLF SKILL SERIES The Lone Wolf Skill Series offers instruction for using Lone Wolf Software – an integrated back-office management system that also includes an accounting system. The series features Lone Wolf President Lorne Wallace. Each segment lasts approximately 30 minutes.
Financial Reporting Learn which reports best reflect the financial status of your office. Franchise Reporting Lone Wolf software can make reporting to your regional office quick and easy.
Getting Started Installing Lone Wolf and learning how to set up agent fee structures and billing plans.
Performing Agent Billing and Processing Accounts Payable Handle recurring billing and office charges, producing an easy-to-read bill for Associates.
Analyzing Agent Production Generate reports on agent productivity, including “uncovered” expense reports, a commission-cutting report and a RAPP-fee target report. Analyzing Your Office Production Lone Wolf can help you analyze and compile reports on current, closed and pending transactions, and turn the data into meaningful information. Ancillary Products Add-ons such as the transaction coordinator, duty roster and task manager can add value to your Lone Wolf system.
WEBSITE DESIGN Website Design and Development Susan Sweeney provides step-by-step directions for building a website. First you should determine your objectives, then identify your target audiences, satisfy their wants and needs and provide a “wow” factor for each audience. Then analyze competitors’ websites and make sure yours is better. (8:52)
RE/MAX and Real Property Management: A perfect fit.
Video
RE/MAX Associates:
When property owners need residential property management services, simply refer them to Real Property Management.
Real Property Management will:
• Pay a referral fee when a property management agreement is signed • Manage the property to the owner’s satisfaction • Protect the future listing • Give the listing back to the referring RE/MAX agent when the owner decides to sell Real Property Management With our nationwide network of property management offices, owners can have property in any market and get consistent management services from one company. We’re both leaders in our respective professions. We understand the RE/MAX passion for excellence and professionalism. As the nation’s leading residential property management company, we want to share in your continued success.
Tel: 801-546-4200 • Fax: 801-546-2025 www.RealPropertyMgt.com
RealEstate@RealPropertyMgt.com RE/MAX University Catalog
47
Classroom Video
REGIONAL TRAINING EVENTS RE/MAX OF INDIANA
RE/MAX OF TEXAS
• June 1 – Design Center/Flip Camera Training – Ft. Wayne • June 2 – Design Center/Flip Camera Training – South Bend • June 15 – LeadStreet (for New Associates) – Indianapolis • June 16 – Design Center/Flip Camera Training – New Albany • June 22 – Design Center/Flip Camera Training – Columbus • June 23 – Design Center/Flip Camera Training – Indianapolis • July 12 – Judy LaDeur Follow-up No. 3 – Indianapolis • July 13 – Design Center/Flip Camera Training – Greenwood • July 14 – Design Center/Flip Camera Training – Merrillville • July 20 – Design Center/Flip Camera Training – Indianapolis • July 21 – RE/MAX & You – Indianapolis • Aug. 24 – LeadStreet (for New Associates) – Indianapolis • Sept. 19 – Day of Distinction – Indianapolis
• June 1 – LeadStreet Strategies with Pearland Sam – Austin • June 2 – LeadStreet Strategies with Pearland Sam – San Antonio • June 8 – LeadStreet Strategies with Pearland Sam – Houston • June 10 – LeadStreet Strategies with Pearland Sam – Dallas-Fort Worth • June 15 – Power Start/LeadStreet Basics – Austin • June 15 – LeadStreet Advanced – Austin • June 16 – Power Start/LeadStreet Basics – San Antonio • June 16 – LeadStreet Advanced – San Antonio • June 21 – Power Start/LeadStreet Basics – Dallas-Fort Worth • June 21 – LeadStreet Advanced – Dallas-Fort Worth • June 22 – LeadStreet Website – Dallas-Fort Worth • June 22 – LeadStreet SEO – Dallas-Fort Worth • June 23 – Power Start/LeadStreet Basics – Houston • June 23 – LeadStreet Advanced – Houston • June 24 – LeadStreet Website – Houston • June 24 – LeadStreet SEO – Houston • June 29 – LeadStreet Website – Austin • June 29 – LeadStreet SEO – Austin • June 30 – LeadStreet Website – San Antonio • June 30 – LeadStreet SEO – San Antonio • July 6 – LeadStreet Strategies with Pearland Sam – Austin • July 7 – LeadStreet Strategies with Pearland Sam – San Antonio • July 13 – LeadStreet Strategies with Pearland Sam – Houston • July 15 – LeadStreet Strategies with Pearland Sam – Dallas-Fort Worth • July 19 – Power Start/LeadStreet Basics – Dallas-Fort Worth • July 19 – LeadStreet Advanced – Dallas-Fort Worth • July 20 – LeadStreet Website – Dallas-Fort Worth • July 20 – LeadStreet SEO – Dallas-Fort Worth • July 21 – Power Start/LeadStreet Basics – Houston • July 21 – LeadStreet Advanced – Houston • July 22 – LeadStreet Website – Houston • July 22 – LeadStreet SEO – Houston • Aug. 3 – Power Start/LeadStreet Basics – Austin • Aug. 3 – LeadStreet Advanced – Austin • Aug. 4 – Power Start/LeadStreet Basics – San Antonio • Aug. 4 – LeadStreet Advanced – San Antonio • Aug. 10 – LeadStreet Strategies with Pearland Sam – Austin • Aug. 11 – LeadStreet Strategies with Pearland Sam – San Antonio • Aug. 16 – Power Start/LeadStreet Basics – Dallas-Fort Worth • Aug. 16 – LeadStreet Advanced – Dallas-Fort Worth • Aug. 16 – LeadStreet Website – Dallas-Fort Worth • Aug. 16 – LeadStreet SEO – Dallas-Fort Worth • Aug. 18 – Power Start/LeadStreet Basics – Houston • Aug. 18 – LeadStreet Advanced – Houston • Aug. 18 – LeadStreet Website – Houston • Aug. 18 – LeadStreet SEO – Houston
Information and registration: Leslie Payne, (317) 845-2005, lpayne@remax-indiana.com
RE/MAX OF MICHIGAN • June 9 – Tools for Success – Portage • June 9 – Design Center – Portage • June 9 – LeadStreet Level 1 Training – Portage Information and registration: Kristin Knotek, (800) 968-4148, kristenknotek@remax.net
RE/MAX OF NEW ENGLAND • June 1 – Tom Ferry’s Sales Power Mentor Certification – Framingham, Mass. • June 2 – RE/MAX & You and the Rapid Learning Series – Portland, Maine • June 7 – Judy LaDeur’s One-on-One Follow-up – Needham, Mass. • June 14-15 – Certified Agent Investor Specialist Designation Course – Worcester, Mass. • June 21 – Intro to RE/MAX Technology – Natick, Mass. • July 5 – Intro to RE/MAX Technology – Natick, Mass. • July 19 – Intro to RE/MAX Technology – Natick, Mass. • July 19-20 – Certified Distressed Property Expert Designation Course – Worcester, Mass. • Aug. 2 – Intro to RE/MAX Technology – Natick, Mass. • Aug. 3 – Platinum Plus Breakfast Series – Boston, Mass. • Aug. 16 – Intro to RE/MAX Technology – Natick, Mass. • Sept. 6 – Intro to RE/MAX Technology – Natick, Mass. • Sept. 20 – Intro to RE/MAX Technology – Natick, Mass. Information: Danielle Botticello, dbotticello@remax-newengland.com, (508) 655-940. Registration: www.remax-newengland.com (Agent Login) or Sarah Dulaney, (508) 655-9400, sdulaney@remax-newengland.com
48
RE/MAX University Catalog
Information: Mike Sumerlin, (281) 828-8888. Registration: www.remaxtexas.com/education
MANAGEMENT EDUCATION Each month, new Broker/Owners and Managers travel to RE/MAX World Headquarters in Denver for RE/MAX Management Training, a four-day course that provides an orientation on the RE/MAX system and covers every aspect of running a successful office. The course is free; your only costs are for travel and lodging. The advanced management training course, RE/MAX 501, will be presented in conjunction with the RE/MAX Broker Owner Conference.
RE/MAX 101: Basics of RE/MAX Brokerage Management & Recruiting RE/MAX World Headquarters Registration required This course gives you the tools and knowledge base you need to prosper and excel no matter what the market is doing. Instructors Kathy Baker and Amy Somerville roll up their sleeves to help you thoroughly understand and overcome the challenges of owning or managing a RE/MAX brokerage. Topics include: • Understanding and applying the RE/MAX Concept • Leveraging the power of the RE/MAX Brand • Breaking down your budget into categories of expenses • Billing techniques • Fiscal management using your own numbers • Break-even calculations • Recruiting and retention • Introduction to RE/MAX Technology • Benefits and services of the RE/MAX system • Current office and social media trends New Broker/Owners and Managers, as well as existing office leaders looking for a recharge or a lift for their business, are invited to take the course.
Check the Training Calendar under the “Learn” tab on RE/MAX Mainstreet for course dates. For more information, or to register, contact Ashley Harriman at (800) 525-7452 or aharriman@remax.com.
Hyatt Regency Central Plaza, Los Angeles Aug. 14 Registration required You set the agenda in this class, presented in conjunction with the Broker Owner Conference Aug. 14-16 in Los Angeles. It’s the only course in real estate in which participants call the shots. Learn how top Broker/Owners are adapting to various market conditions while increasing their profitability and credibility. Rub shoulders, and learn from, the world’s premier real estate office leaders. Topics typically include fiscal management, profitability and team-building through recruiting and retention. You must be registered for the Broker Owner Conference to take RE/MAX 501 in Los Angeles. Visit the “Events” pages on RE/MAX Mainstreet after June 1 for online registration.
TECH ESSENTIALS WORKSHOP RE/MAX World Headquarters Denver, Colo. June 22-23 Registration Required Learn how to use technology to propel your business forward in this two-day course. In addition to advanced discussions regarding LeadStreet and the Design Center, the workshop addresses challenges facing real estate agents today, and how RE/MAX Technology tools can help, including:
• Taking your marketing to the next level • Technology trends and analysis • Successful Internet lead capture and conversion • Leveraging social networking to build your business • Search engine optimization You’ll need to provide your own laptop computer for this hands-on session. Internet access will be provided.
To Register
E-mail techtraining@remax.net. The cost is $25 and attendance is limited.
RE/MAX University Catalog
Classroom
Course takeaways include a printed workbook, as well as a flash drive with comprehensive resources for recruiting and retention, office management, profitability and more.
RE/MAX 501: Maximizing Your Office Potential
49
Webinars
WEBINARS RE/MAX offers regular tech training webinars covering services such as the RE/MAX Design Center, LeadStreet, remax.com and Mainstreet. To find RE/MAX World Headquarters webinar schedules, select the Training Calendar link under the “Learn” tab on the RE/MAX Mainstreet home page. For any sessions labeled region-specific, check Mainstreet or contact your region to see if they are applicable to you. Many regions offer their own webinars or classroom training sessions. Check with your region or visit your regional intranet for information.
RE/MAX World Headquarters The following LeadStreet webinars are intended for Associates in states in which eNeighborhoods administers the LeadStreet system. Associates in other states should contact their region for training and support. To find out what company administers the system in your state, visit the Downloads section of RE/MAX Mainstreet and enter “Vendor Breakdown” in the search box. LeadStreet: First Steps to LeadStreet Success This introductory session introduces you to LeadStreet, which captures leads from remax.com and helps you manage them. Discover how to configure your “My Agent Options” feature, set up lead notification and how to accept and manage leads. LeadStreet: Fundamentals of LeadStreet Discover additional features within LeadStreet, including how to further manage your contacts and enhance your listings. Use the preloaded drip campaigns and reports to increase your online marketing strength. LeadStreet: Click-To-Call Enable consumers to contact you by clicking on the “Connect Now” button in your remax.com listings and Agent Microsite. Find out about sending realtime website pages to consumers’ browsers and understand lead capture from Click-to-Call. LeadStreet: Contact Management Manage your contacts within LeadStreet, including adding or importing contacts, tracking activities and importing email listing alerts.
LeadStreet: Manage Your Office Website Audience: Owners and Managers only Personalize the appearance of your office website by customizing existing items or creating custom pages and menus, adding graphics and internal and external hyperlinks. LeadStreet: Management for Brokers and Managers Audience: Owners and Managers only Generate new business for your office and agents and stay connected with the RE/MAX brand. Explore the back office of the LeadStreet Management System and discover how to request your office MLS/IDX data feed. LeadStreet: Maximize eMarketing with Campaign Manager Maximize your online marketing initiatives by creating custom drip e-mail campaigns and recipient lists. Master setting up campaign frequency and add hyperlinks to direct consumers to related resources. LeadStreet: Tools and Techniques to Enhance your Website Audience: Region-specific Customize the appearance of your website with themes and graphics. Set up Featured Properties and add internal and external hyperlinks. LeadStreet: Welcome to your Agent Website Customize the appearance of your website with themes and graphics. Set up Featured Properties and add internal and external hyperlinks. LeadStreet: Your Path to LeadStreet Success Your LeadStreet includes a contact management system designed to capture leads from remax.com. Here’s an introduction to LeadStreet and an explanation of the fundamentals behind configuring agent options, including lead notification (e-mail, cell phone text messages, etc.), and accepting and managing leads. Design Center: Multimedia and Online Projects Set yourself and your listings apart by utilizing Web-based projects. Create Web commercials, virtual tours, slide-show tours and e-cards. Then explore distribution options.
LeadStreet: Customize Your Microsite Acquire the skills you need to customize your microsite, including setting up your Showcase Properties and Featured Searches, and incorporating custom content to your “About, Home and Contact Us” pages with images and hyperlinks. Explore your domain name options. LeadStreet: Enhance Your Microsite with Multimedia Once you know microsite basics, this advanced course guides you through adding multimedia options to your site, along with widgets, Google Analytics tracking code and search engine optimization for your microsite. LeadStreet: Foreclosures and remax.com Discover the RealtyTrac foreclosure feature on remax.com, which provides consumers with the latest foreclosure listings. Receive and manage foreclosure leads. LeadStreet: Introduction to Campaigns Plus Audience: Region-specific Add this powerful online tool to your e-marketing business plan. Organize your contacts and generate e-mails and drip campaigns. Effectively use electronic property flyers, postcards, greeting cards and newsletters. LeadStreet: Listing Management Set your listings apart by managing and enhancing them. Discover how to create professional marketing materials through integration with the RE/MAX Design Center.
50
RE/MAX University Catalog
Design Center: Print Marketing A-to-Z basics, from accessing Design Center, to configuring your agent profile and creating custom print materials with the help of the Phrase and Image assistants.
Technology Technology: Flex Your Social Networking Muscles Put the power of Facebook, YouTube, Twitter and other social media to work for you. Your clients and prospects are there – and so is your competition. Expand your marketing reach with these popular social networking tools. Technology: Mainstreet Training Take this guided tour of RE/MAX Mainstreet and its many resources and tools. Create referrals with the Web Roster. Tap into the comprehensive education from RE/MAX University. Pick up on the latest news and network with other agents on the message boards. Technology: New Sales Associate Training Get off to a strong start with introductions to RE/MAX Mainstreet, LeadStreet and Design Center. Come away knowing the fundamentals to tap into training, leads, networking and marketing tools.
REGIONAL WEBINARS Contact your region, or visit your regional intranet, for times and dates, details and registration information for these webinars. RE/MAX CALIFORNIA & HAWAII
RE/MAX OF GEORGIA
RE/MAX CAROLINAS
RE/MAX OF KENTUCKY/TENNESSEE
RE/MAX CENTRAL ATLANTIC
RE/MAX OF SOUTHERN OHIO
RE/MAX CENTRAL & NORTHERN OHIO
RE/MAX OF SOUTHEASTERN MICHIGAN
RE/MAX FLORIDA RE/MAX MOUNTAIN STATES RE/MAX PACIFIC NORTHWEST RE/MAX PENNSYLVANIA & DELAWARE RE/MAX SOUTHWEST RE/MAX ST. LOUIS Success Webinars These Success Webinars, customized for each region, are open to all Affiliates from that region. Each session has a message from a regional leader and a presentation by a real estate industry expert. Past Success Webinars have featured RE/MAX Executive Vice President William Soteroff; REAL Trends Editor and industry consultant Steve Murray; and real estate trainer Tom Ferry. Each region will conduct a Success Webinar in June. For specific dates and times, visit your regional page on RE/MAX Mainstreet under the “Connect” tab.
For All Associates • Basic LeadStreet Training • Advanced LeadStreet Training • Agent Website Training • Employing Basic Search Engine Optimization With LeadStreet Agent Websites • Incubating Leads (Prerequisite – Welcome to LeadStreet) • Design Center Training • Tying it All Together – Using Design Center with LeadStreet (Prerequisite – Design Center) • Exploring MainStreet Information and registration: Jodi Hendrixson, (800) 347-362, jbell@remaxregional.net
RE/MAX OF TEXAS • LeadStreet Basics – First Wednesday of each month • Design Center Basics – Second Wednesday of each month • LeadStreet Advanced – Third Wednesday of each month Information: Mike Sumerlin, (281) 828-8888 Registration: www.remaxtexas.com/education
The RE/MAX University Catalog is published by RE/MAX, LLC, a real estate franchisor serving the industry’s most productive Sales Associates.
Editor Phil Smith Art Director Don Alles
Copyright © 2011 RE/MAX, LLC. All rights reserved. The material herein may not be duplicated, copied or reproduced – in whole or in part – in any way without written permission. The RE/MAX University Catalog is provided to RE/MAX Affiliates as one of many benefits. The opinions of guests appearing in RE/MAX University classes are their own and not necessarily those of RE/MAX, LLC, or its Affiliates, or any of its owners, officers, employees or agents. RE/MAX, LLC, is an Equal Opportunity Employer and supports the Fair Housing Act. Each RE/MAX® Office is independently owned and operated.
To reach the RE/MAX University staff, call (303) 770-5531. E-mail: ru@remax.net.
Legal Notice: RE/MAX, LLC, is not responsible for the content of advertisements and assumes no liability for any claims arising therefrom.
To order additional subscriptions to the RE/MAX University Catalog: Call the RE/MAX Order Desk at (303) 796-3672. If your RE/MAX University Catalog doesn’t arrive, contact Membership Services at (303) 770-5531.
RE/MAX World Headquarters 5075 S. Syracuse St. Denver, CO 80237
RE/MAX, LLC P.O. Box 3907 Englewood, CO 80155
remax.com® 110430
Please recycle
When you purchase a Roku digital media player, available in the United States and Canada, or a PopBox, available globally, you have on-demand access on your television to more than 1,000 RE/MAX University® training videos, including designation and certification courses.
With the PopBox, you also get:
And that’s not all. Both players open up a vast new multimedia world.
Home Media Library – If you have movies, home videos, pictures and music files on your hard drive, PopBox finds them and plays them back
With the Roku, you also get:
Please note: PopBox players work only on HDTVs
Netflix – (U.S. only) Choose from more than 17,000 movies and TV shows on demand (monthly subscription)
To Purchase a Roku
Amazon Video On Demand – View more than 50,000 hit movies and shows on a pay-per-view basis (no subscription required) MLB.TV – Through MLB.TV Premium, watch live and archived major league baseball games (annual subscription) And much more …
Internet Apps – An ever-expanding lineup of the Internet’s most popular entertainment, sports, games and social media content
• Visit www.roku.com/remax or www.roku.com/remax-canada • Select Buy Now. The Roku XDS model is your best choice to take full advantage of RE/MAX University programming.
To Purchase a PopBox
• Visit www.popbox.com/remax • Under Add to Cart, select PopBox or PopBox Wireless Trademarks not owned by RE/MAX, LLC are the property of their respective owners.