FUEL Vol. 2 by Carrington

R E F U E L I N G R E A L E S TAT E C A R E E R S VO L N o . 2

LEADERSHIP FOR ENTREPRENEURS

• STAY SAFE WITH HELP FROM TODAY’S TECH

• HOW TO WIN WITH ONLINE LEADS

• 15 TIME SAVING HACKS

• 3 CHARACTERISTICS OF GREAT LISTING AGENTS

TH E R E ’ S N O PL ACE LI K E HOM E .

THE CARRINGTON CHARITABLE FOUNDATION’S SIGNATURE PROGRAM, CARRINGTON HOUSE, STRIVES TO GIVE OUR WOUNDED MILITARY HEROES OF THE IRAQ AND AFGHANISTAN CONFLICTS A HOME THEY DESERVE AND CAN CALL THEIR OWN. In collaboration with the Gary Sinise Foundation, eleven homes since the inception of the partnership in 2014 have been built and our heroes and their families have a new place to call home. Each home is designed to ease daily living challenges with features like home automation, modified home access points inside and out, specially designed kitchens, bathrooms and more, in an effort to make daily life just a bit easier for the Veterans and their families or caregivers. To get involved and learn more about the Carrington Charitable Foundation, or to give a donation, please visit www.carringtoncf.org. Thank you!

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THIS ISSUE

STAY SAFE WITH HELP FROM TODAY’S TECH / Page 5 15 TIME SAVING HACKS / Page 6 CARRINGTON EXPANDS ITS LEADERSHIP TEAM TO BETTER SERVE YOU / Pages 8–10 HOW TO WIN WITH ONLINE LEADS / Page 11 CONGRATULATIONS THIRD QUARTER TOP 10 PRODUCERS / Pages 12-13

E D I TO R ’ S N OT E WE DID IT! Recently Real Estate Executive Magazine compiled a list of the nation’s top 200 real estate brokers and I am thrilled to announce that Carrington Real Estate Services ranked 98! This is a huge accomplishment given the fact there are 80,000 brokerages in the country. Our company is only eight years old, and to be ranked in the top 100 is something that each and every one of you should be proud of because you have played a key role in making this happen. Thank you and go #teamcarrington! I can't think of a better way to kick off this next edition of our

FUEL Magazine! These results are the proof that your Carrington

THREE CHARACTERISTICS OF GREAT LISTING AGENTS / Page 15

leadership is focused on taking your business to the next level! In this issue you will read more about your servicing team and their commitment to make 2016 your best year ever!

HOW’S THE MARKET / Page 16 CAN YOUR CLIENTS AFFORD TO WAIT? / Page 18

You’ve heard me say it many times, Never Stop Learning. In the pages that follow we have included some powerful coaching articles that you can integrate into your 2016 business planning. Plus our family of companies are showcasing more ways you can grow your brand and exceed your client's expectations!

Third Quarter 2015, VOL No. 2. FUEL is a publication of Carrington Real Estate Services, LLC. 1600 S Douglass Road, Suite 120, Anaheim, CA 92806. 877.330.2773 Editorial or advertising does not constitute advice but is considered informative. ©2015 Carrington Real Estate Services, LLC. All rights reserved.

So find a comfy chair and write down the top five ideas to put to work in your business today! Happy Selling!

Wendy Forsythe EVP/Head of Global Operations Carrington Real Estate Services Wendy.Forsythe@carringtonres.com

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system. These alert buttons can be obtrusive, but a new product, Cuff, provides a line of “smart” accessories that can send an emergency alert while appearing inconspicuous. There are also a wealth of smartphone apps designed to both locate you and allow you to reach out for help. Recently, the new Companion app has been making news by offering users a way to allow friends or family to virtually walk them home, but there are also apps designed specifically for real estate professionals. Agents Armor, for example, allows you to let your designated contacts know when you are on a showing and periodically checks in during the appointment to make sure you’re safe. If you prefer something less interactive, Real Alert is an app that allows you to dial 911 or hit an alarm from one screen, or the Safe-Fi app turns your phone’s power button into an emergency call button.

STAY SAFE

WITH HELP FROM TODAY’S TECH

The need for real estate agents to be aware of safety issues on the job is more critical than ever. Being alone in houses, sometimes in remote areas and often with clients that are unknown to them, puts real estate agents at risk regularly. Luckily, technology is moving forward in the safety arena in ways that can help many real estate agents be proactive in their approach to safety. Today, there is a wide variety of products and smartphone apps that can help agents take precautions against possible crimes and get help should they need it. Safety inventions can range from vehicle alert systems that agents working in remote areas may require, to products that keep doors from closing and creating a confined space. Other products offer to send alerts and GPS locations with the push of a button, like V.ALRT, an emergency response

R E F U E L I N G R E A L E S TAT E C A R E E R S

In addition to all the technology available to agents, there are numerous resources that can help agents educate themselves about the safety issues inherent to their job. Coupled with a variety of articles, videos, and webinars, NAR® offers an online safety course to teach risk assessment and help you develop safety protocols. Local real estate boards may also provide safety classes or booklets on crime prevention. Many communities offer self-defense courses, as well. Of course, being safe should start with practicing a few simple safety precautions:

1. Meet clients in your office. If you’ve had no interactions with prospective clients before, do not meet them at a property. Instead, bring them into the office, get their name and information (potentially even their license plate number), and make sure a coworker has access to that data.

2. Don’t identify properties as vacant on yard signs. 3. Don’t lead clients. When showing a house, make sure to keep your client in front of you, particularly on the stairs.

4. Always carry your cell phone with you, with easy access to emergency numbers or a safety app. Be sure to always keep your phone charged.

5. Don’t work alone at open houses. Plan to have a coworker or lender attend with you. You’ll be able to offer better customer service and be safe at the same time.

With help from today’s technology and a few common sense precautions, real estate agents can be safe and successful. For a list of safety products and smartphone apps, visit NAR’s Safety Resource page at realtor.org/topics/realtor -safety/safety-resources, or call 877.330.2773

TIME SAVING HACKS Time is one thing we can’t get back. Once a minute has passed, it’s gone forever. Spending our minutes wisely will not only result in being more productive,

but will also give us more freedom to focus on the

broader spectrum of activities that bring us happiness

and fulfillment.

Today we have to be equipped to work anywhere and everywhere. Time saving hacks help you stay focused on your overall goals.

Upgrade your mobile device to the latest and greatest version. You carry it everywhere with you. Invest in the latest device. Use apps instead of websites. Apps are usually faster, provide a better user experience, and are always available via that handy new smartphone you upgraded to. Stop multitasking. Do and complete one thing at a time. Use time blocking in your calendar. Block time not only for appointments and meetings, but for prospecting and other business-critical activities as well. And don’t forget time for yourself! Exercise and emotional well-being need time also. Send shorter emails. If emails had character limits, we would all save enormous amounts of time. Text more. It’s faster than email, and usually results in a faster reply. Avoid voicemail tag by answering your phone. You can’t answer it every time it rings, but commit to answering it as often as possible. Call people; it often takes less time than emailing them and then waiting for their reply. Have a to-do list and actually commit to doing the items on the list.

10 Do the most important thing on your to-do list first

every day. This time hack is an enormous energy saver. Once you have done the most important thing, the rest of your day will flow much more smoothly.

Check in on your social media accounts while you are standing in line to pay for groceries, get coffee, or buy lunch. Just a quick check a few times a day is all you need to stay updated.

If you have to hold or attend meetings, limit them to 30 minutes. Most meetings don’t require the default 60 minutes typically allotted. Set up filters on your email inbox. Use filters to reduce the noise by sending newsletters, promotions, and other noncritical emails that you can deal with later to a separate folder.

14 Wait in line less by doing more of your shopping online.

Learn more keyboard shortcuts. COMMIT TO MAKING EVERY MINUTE COUNT. To learn more, call 877.330.2773 or email customercare@carringtonres.com. 6

BUILD YOUR BUSINESS

with Co-Marketing efforts!

A host of business-building opportunities are waiting to be explored with your local Carrington Loan Officer. Contact your local CMS Loan Officer to find out how we can market together or call our CRES Concierge at

877-277-7256

PRE-SET, READY-TO-GO, CUSTOM CO-MARKETING PROGRAM

Professionally-designed marketing materials available for purchase n Advertise open houses, news listings and recently sold properties n

EVENT CO-MARKETING n

First-Time Homebuyer Seminar opportunities help educate your customers on the best financing options

© Copyright 2007-2015 Carrington Mortgage Services, LLC headquartered at 1600 South Douglass Road, Suite s110 & 200A, Anaheim, CA 92806. 800-561-4567. NMLS ID 2600. Nationwide Mortgage Licensing System (NMLS) Consumer Access Web Site: www.nmlsconsumeraccess.org. AZ: Mortgage Banker BK-0910745; 2159 McCulloch Blvd 4, Lake Havasu City, AZ 86403. CA: Licensed by the Department of Business Oversight under the California Residential Mortgage Lending Act, File 413 0904. CO: Mortgage Company Registration 2600 and Supervised Lender’s Licenses 989668 and 989668-001. To check license status of your mortgage loan originator, visit www.dora.state.co.us/real-estate/index.htm. GA: Georgia Residential Mortgage Licensee 22721. IL: Illinois Residential Mortgage Licensee. KS: Kansas Supervised Loan License SL.0000313. MN: This is not an offer to enter into an interest rate lock agreement under Minnesota Law. MS: Licensed by the Mississippi Department of Banking and Consumer Finance. MO: Residential Mortgage Broker License 09-1746-S. NH: Licensed by the New Hampshire Banking Department. NJ: Licensed by the N.J. Department of Banking and Insurance. NY: Licensed Mortgage Banker—NYS Department of Financial Services. New York Mortgage Banker License B500980/107664. NC: Carrington Mortgage Services, LLC is licensed under the North Carolina Agency Permits 102107 & 103455 and North Carolina Secure and Fair Enforcement Mortgage Licensing Act. OH: Ohio Mortgage Broker Act Mortgage Banker Exemption MBMB.850208.000 (FHA, DE & VA Automatic loans only). OR: Mortgage Lender License ML4886. PA: Licensed by the Department of Banking. RI: Rhode Island Licensed Lender and Broker. VA: Licensed by the Virginia State Corporation Commission MC-5382. WA: Consumer Loan License CL-2600 & Mortgage Broker License MB-2600. Also licensed in AL, AR, CT, DE, DC, FL, ID, IN, IA, KY, LA, MD, MT, NE, OK, SC, SD, TN, TX, UT, WV, WI, WY. NOTICE: All loans are subject to credit, underwriting and property approval guidelines. Offered loan products may vary by state. There is no guarantee that all borrowers will qualify. Restrictions may apply. This is not a commitment to lend. Terms, conditions and programs are subject to change without notice. This information is for industry professionals only and is not intended for distribution to consumers. Carrington Mortgage Services is not acting on behalf of or at the direction of HUD/FHA or any government agency. All rights reserved. 102015

today’s market, agents need and deserve strong leadership. Carrington Real Estate Services has a group of the best leaders in the real estate industry across the country, and we are committed to continuing to develop and expand our servicing team to offer our agents the very finest available in the business. To further that commitment, we promoted Tammy Powell and Russ Laggan from local office leaders to Regional Vice Presidents, joining existing Regional Vice President Larry White.

WENDY FORSYTHE

CARRINGTON EXPANDS ITS LEADERSHIP TEAM TO BETTER SERVE YOU. by Wendy Forsythe TAMMY POWELL

EVP/Head of Global Operations

Here at Carrington, we believe in leading by example, and as a company created and run by entrepreneurs, leadership at every level is fostered from within. We all share a passion for what real estate professionals do at a local market level because we’ve been agents. We’ve been managers. Now we’re executives, and just as Carrington has helped us take our careers to the next level, we are committed to helping our agents do that as well. A career in real estate can lead to many great opportunities. For me, it all started when I got my license in college to help pay for school. After I graduated, I continued selling real estate, went on to own my own brokerage firm and have worked with real estate professionals all over North America to grow their businesses. Passion and an entrepreneurial mindset are critical to success and are qualities I look for in building the team here at Carrington. That’s my story, and now, I’d like to introduce you to our three Regional Vice Presidents, so you can learn their stories and get to know better the leadership team serving you as Carrington’s latest executives.

LARRY WHITE

RUSS LAGGAN

LARRY WHITE Regional Vice President, West Coast. Larry may have started out as a real estate agent, but over the course of his career, his focus has shifted to helping other agents succeed and grow their businesses. As a Vice President of Sales at Red Crown Realty in Arizona in 2009, he transformed a struggling brokerage that had only eight agents and 15 closings a month into a booming office with 25 agents and 60 closings a month. Larry shares, “In order to really help a brokerage grow, you have to inspire everyone working there. We implemented coaching and training sessions for our agents to help them succeed at the next level—and they succeeded.” Under his leadership, agent-generated business at the company increased by more than 315 percent. In addition to increased training, he implemented more streamlined processes and procedures to ensure that superior service was provided to all buyers and sellers. He then moved on to being the owner and broker at Casa Blanca Realty before joining Atlantic & Pacific Real Estate (now Carrington Real Estate Services) in 2011 as the Vice President of the Nevada area. Larry led the successful and consistent growth of the company throughout the state, and was then promoted to Vice President of the East Coast region. Now the Regional Vice President of the West Coast, He is committed to helping Carrington agents take their business—and their careers—to the next level. Larry adds, “Carrington is made up of real estate entrepreneurs. We all started out as agents. We’ve been the boots on the street. We’ve worked our way up, and we want our agents to grow within Carrington. Helping others succeed is a true measure of success.”

TAMMY

POWELL

Regional Vice President, Northeast. With more than 17 years of experience, Tammy has seen nearly every aspect of the real estate industry, but she might not have gotten started in the business at all if it weren’t for a back injury that ended her career in restaurant management. As she considered what to do next, she realized she always wanted to work in real estate, and she went for it. “When I got into real estate, I had just moved to a new town, and I didn’t know anybody,” she says. “I had to learn how to prospect for clients real fast.” That prospecting paid off, and she soon became a successful real estate agent. That success in turn led to managing her own office and teaching. She joined Carrington in 2012 and opened the Orland Park office in Illinois. In the three years under her management, the office has grown to include 66 agents, consistently closing more than 60 sales per month. This past September, Tammy was promoted to supervise Carrington’s Northeast operations as Regional Vice President. “Most of the companies out there, if you’re not connected, you’re not going anywhere, regardless of how hard you work,” she says. A lot of other companies also hire from outside the company for management and executive positions, but with Carrington, there are opportunities for advancement. Carrington believes in advancing people who are already in the company. If you show you have the skills to do the job, there are numerous promotion opportunities at Carrington.”

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RUSS LAGGAN

Regional Vice President, Southeast. Russ started in the real estate industry in 2005 in the struggling Detroit area. He wanted to learn from the best, so he took the top three agents in his company out to lunch and asked them how they were selling so much. Their advice at that time? Give up and leave the business. Luckily for Carrington, he didn’t listen. Russ did, however, move to Tampa, Florida, where real estate was booming—but not by the time he got there. “I got to watch the beginning of the real estate collapse,” he says. “The beatings that I took and the lessons that I learned from that time really taught me what I had to do to survive.” And survive he did. In fact, by 2008, Russ was managing an office—and despite the terrible market, his office was making money. Then he struck out on his own to start his own business. “We made more money with less people because we had the right people,” he says. His company combined forces with Carrington earlier this year, and he hasn’t looked back since. Russ adds, “We did the research on what it would take to be an independent office. Marketing, websites, CRM systems—the costs of doing it on your own are astronomical, but Carrington has it all built in. The percentage of company-driven business was mindboggling, so it was an easy decision to join Carrington.” Now the Regional Vice President of the Southeast Region, Russ is looking for more agents and managers to train and inspire. “If you’re not standing out in the field, you’re not going to move up,” he says. “Top producers can be great, but we really need to look for people who want to help other people succeed—those folks make great leaders."

Carrington Real Estate Services is redefining how real estate is done. We’ve been refueling real estate careers here at Carrington since 2008. Since then, we’ve grown our network from a startup real estate brokerage to being named one of the top 100 real estate brokers in the country by Real Estate Executive Magazine. This is a great accomplishment since there are over 80,000 real estate brokerages in the nation! And we’re just getting started. In 2016, we’re going to take it to a whole new level thanks to each and every one of you! At Carrington, we develop tomorrow’s leaders, and we will continue to promote those entrepreneurs who provide innovative and exciting services to the real estate industry. What makes us different here at Carrington is we work together with you as a partnership to magnify your business and help you advance your career to new heights.

#T EA MC A R R IN GTO N !

Over 90 percent of consumers rely on the Internet as a primary source of information for real estate. Typically, consumers request more information through a website and it becomes an online lead. There are millions of online leads per month flowing into the inboxes and CRMs of real estate professionals all over the country. However,

79 percent of online leads never turn into sales.* Here are three simple but effective strategies to win with online leads. 1) Response Time: The Five-Minute Window. Studies confirm that there is a 90 percent or higher success rate in making contact with a lead if a response is sent within five minutes of receiving the inquiry.† The contact success ratio declines drastically after the initial five minutes, so be a proactive first responder! Obviously, it is unrealistic for someone to sit in front of a computer with a cell phone R E F U E L I N G R E A L E S TAT E C A R E E R S

in hand at all times. However, you can use a CRM that is equipped to send alerts whenever a lead hits your profile so you can respond as soon as possible. Most agents prefer text message alerts in addition to email alerts. 2) Number of Attempts: Six is the Magic Number. Forty percent of online leads are only contacted once. Typically, a consumer will receive a reply email (which is usually an auto response and not very helpful) or a voice mail, but that is it. This is a big contributing factor as to why conversion rates are so low for online leads. Research shows that a successful contact will be made with 93 percent of leads within six attempts.‡ If you only contact a potential client once, you’ve left the game before it has even started. Commit to those six attempts. If you are wondering what to say or how to make those attempts, email us at askmarketing@carringtonres.com, and we’d be happy to share some scripts that have been working for us here at Carrington.

To be successful with online leads, it is all about using a system, working that system, and creating good, leadnurturing habits. It takes commitment and focus, as does any worthwhile activity. The online world is not going away. Online contacts or leads will forever be a part of our business, and those who commit to working them will continue to excel. Sales professionals who don’t make a commitment to the online world will continue to be lead losers. Lead loser or lead winner…it’s up to you. I know which choice we are making here at Carrington. To learn more, call 877.330.2773 or email customercare@carringtonres.com *Source: BoomtownROI.com. †Source: The Lead Response Management Study, InsideSales.com. ‡Source: Six Calls Equals Success, Velocify.com/ leads360/.

3) Use e-Alerts: They Work. A lead is 2.5 times more likely to contact you directly when you set them up on an e-Alert. Leads with e-Alerts are 15 times more likely to return to your website than those without e-Alerts. 11

CONGRATULATIONS

THIRD QUARTER TOP 10 PRODUCERS JULY UNITS SOLD Holly Ruhlig Melody Kramer Noah Bates Craig Samador Kevin Watson Phillip Walker Jay Raman Bridgette Daniels David Creese George Brown & Deon Paul

Tampa, FL Vacaville, CA Henderson, NV Boca Raton, FL Lutz, FL Boca Raton, FL Houston, TX Tampa, FL Lutz, FL Palm Coast, FL

SALES VOLUME Ricardo Russian Dennis Keefe Steve Webber Scott Soulman Alice Greliak Melody Kramer Joseph Weinstein Holly Ruhlig Claudette Chemtob Sandra Hadley

Sunny Isle, FL Folsom, CA Escondido, CA San Jose, CA San Diego, CA Vacaville, CA San Jose, CA Tampa, FL Del Mar, CA Carlsbad, CA

AGENT GENERATED Ricardo Russian Steve Webber Joseph Weinstein Holly Ruhlig Alice Greliak Claudette Chemtob Sandra Hadley Angela Hamann Melody Kramer Joseph Limo

Sunny Isle, FL Escondido, CA San Jose, CA Tampa, FL San Diego, CA Del Mar, CA Carlsbad, CA San Diego, CA Vacaville, CA Riverside, CA

AUGUST UNITS SOLD Melody Kramer Paul Wallace Bronson Cheeks Sean Bates Crystal Moore Holly Ruhlig Victor Mineo Joseph Limo Demetrice Pearson Anna Zakarian 12

Vacaville, CA Houston, TX Tampa, FL Tampa, FL Boca Raton, FL Tampa, FL Boca Raton, FL Riverside, CA Dallas, TX Chicago, IL

SALES VOLUME Michael McCaffery Melody Kramer Cameron Abbott Alice Greliak Xinli Yang Jian (Jason) Zhang Nissan Shukrie Joseph Limo Sandra Hadley Joseph Weinstein

Del Mar, CA Vacaville, CA SD Downtown, CA SD Downtown, CA San Jose, CA Boston, MA Sunny Isles, FL Riverside, CA Carlsbad, CA San Jose, CA

AGENT GENERATED Michael McCaffery Cameron Abbott Alice Greliak Jian (Jason) Zhang Melody Kramer Xinli Yang Sandra Hadley Joseph Weinstein Michael Althof Joseph Limo

Del Mar, CA SD Downtown, CA SD Downtown, CA Boston, MA Vacaville , CA San Jose, CA Carlsbad, CA San Jose, CA SD Downtown, CA Riverside, CA

SEPTEMBER UNITS SOLD Melody Kramer Steve Webber Andrew Sawyer Brian Daddona Melitza Perez-Montes Joseph Limo Billye Edwards-Houston Joseph Diadema Bryan Ihrke Melanie Croft

Folsom, CA Escondido, CA Las Vegas, NV Great Neck, NY Palm Coast, FL Riverside, CA Houston, TX Boca Raton, FL Newport News, VA Chicago, IL

SALES VOLUME Steve Webber Vanessa Ainzuain Melody Kramer Joseph Limo Maria Nunez Michael Althof Shirley Vance David Hidalgo-Foster Elisabeth Ceja Rich Berland

Escondido, CA Sunny Isles Bch, FL Vacaville, CA Riverside, CA Riverside, CA SD Downtown, CA Carlsbad, CA San Jose, CA Long Beach, CA SD Downtown, CA

AGENT GENERATED Steve Webber Vanessa Ainzuain Michael Althof Shirley Vance David Hidalgo-Foster Rich Berland Melody Kramer Michael Willis Joseph Weinstein Cheree Dracolakis

Escondido, CA Sunny Isles Bch, FL SD Downtown, CA Carlsbad, CA San Jose, CA SD Downtown, CA Vacaville, CA Ashburn, VA San Jose, CA Carlsbad, CA

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CARRINGTON BUSINESS SYSTEMS

REFUELING REAL ESTATE CAREERS. As an entrepreneur in today's market, the only way you will maximize your earning potential year after year is to have a strong business partnership with your brokerage. At Carrington Real Estate Services, we think you deserve leadership, innovation, mentoring, and 24/7 access to resources that assist you in reaching your income goals. Our Carrington Business System is the hub for all the tools and services that we commit to and invest in for your success every day.

8 7 7. 3 3 0 . 2 7 7 3 / c a r e e r s @ c a r r i n g to n r e s . c o m c a r r i n g to n r e a l e s t a te . c o m / j o i n

f a c e b o o k . c o m /c a r r i n g to n r e s

t w i t te r. c o m /c a r r i n g to n r e s

Three Characteristics of Great Listing Agents

The ability to position yourself as a strong listing agent will serve you well over the long term in your real estate career. Working listings provides the ability to leverage one opportunity into several other opportunities. When you have a listing, you have a for sale sign on a front lawn, and you will receive inquiries because of that sign. You have a property to market both online and offline. You can hold open houses, and you can employ numerous other marketing strategies to attract leads that could eventually become sales. Additionally, there is a high likelihood that those sellers will need to buy another property after you sell their listing. One listing can easily lead to multiple sales. This is why listing agents are usually also the top producers in a market area. So, what makes a great listing agent? Here are three characteristics I’ve observed in all great listing agents:

1. CONSISTENT AND CONSTANT PROSPECTING Great listing agents are always prospecting. They have multiple systems in place to connect with possible sellers, and they work those systems consistently. Real estate is a relationship business, but prospecting is a numbers game. You have to connect with enough people to find the ones who are thinking about selling and are ready to sell. Without that commitment to prospecting, you will never build a consistent inflow of new listing opportunities.

2. COMMUNICATION

Great listing agents are great communicators. They ask questions in order to understand how they can help their sellers. They answer the sellers’ questions and they address their concerns. But most importantly, this communication doesn’t stop after the listing is signed. They keep the sellers informed every step of the way.

3. MARKET KNOWLEDGE

If you ask a room full of agents whether they work with more buyers or more sellers, most of the time you’ll see the majority of hands raise for the buyer side of the question. There seems to be a small percentage of agents who are consistently winning opportunities to list properties and represent sellers, and this is true in every market.

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Lastly, great listing agents are local market experts. They know the sales history of every house in the neighborhoods they specialize in. They know the schools, they know the organizations, and they know the community leaders. They are in the know about all the comings and goings in the area. Anyone can find property listings with a quick online search, but this type of local market expertise is what sets great listing agents apart. This type of information is not easily found online, and it is the information sellers need their agent to know in order to merchandise their property for maximum results. If you want to become a great listing agent, commit to developing these three characteristics in your business. Remember, you have to list, to last! To learn more, call 877.330.2773 or email customercare@carringtonres.com. 15

Market? How’s the

If you ask real estate professionals all over the world what is the most common question they are asked when someone finds out they are in real estate, the response will be, “How’s the market?” This is also the most common missed opportunity in our business.

These default-type answers show a real lack of expertise and drive from the agent. In some areas of the country, these answers would be straight up misleading, but more often, they just don’t reflect an understanding of what’s going on in today’s market. When someone asks you this question, they may genuinely have an interest in your knowledge and opinion. They themselves may be thinking of buying or selling, or know someone who is. Great agents see this question as a prospecting opportunity, as well as a way to demonstrate their expertise as a salesperson and local market expert. So, the next time someone asks, “How’s the market?” try this response instead:

“It’s complicated. Why do you ask?”

Somewhere along the way, real estate agents have gotten autoprogrammed to give a generic answer to this question. We will say things like, “great,” “really good,” or “fantastic,” but there are two big problems with these responses. One, it’s lazy, and two, it’s often untrue.

This response will engage a further dialogue, as well as give you a chance to have an in-depth conversation. You, in turn, can then ask a few questions to understand where their interest comes from. Just like that, you may have secured your next client! To say that today’s market is complicated is a more accurate summary. Inventory is challenging, financing rules are changing, loan products are numerous, the economy is a question mark—yes, it is complicated!

Let’s assume you are asked this question five times a week and just one of those opportunities converts into a client. That could be a new client every week. In theory, this is the most affordable prospecting and marketing strategy there is.

Now that you know how to respond to the “how’s the market” question, you’ll need to increase the odds of people asking you this magic question. You can do that by wearing your name badge, wearing clothing that identifies you as a REALTOR®, going to networking events, community events, etc. I recently met an agent who told me that he goes to his local Starbucks every day and engages in conversation with people until he has successfully given out five business cards. He said that every time he gives out a business card and exchanges information with someone, it is almost always a result of a conversation about the market. We put a lot of focus on using technology and online marketing today to generate business opportunities, and it is an important part of our profession. However, let’s not overlook the power of human interaction, curiosity, and conversation. To learn more, call 877.330.2773 or email customercare@carringtonres.com

WE’VE GOT YOUR CLIENTS’ BACK

Do you have clients that need PROPERTY MANAGEMENT SOLUTIONS?

Carrington Property Services is an industry leader with 7 years’ experience, specializing in single family only and managing 50,000+ properties since inception. Our unique business model provides our clients with a single point of contact that taps into services, resources, and expertise that are unparalleled in the industry.

CONNECT AT: 888.507.6485 / CarringtonPS.com / information@CarringtonPS.com

RESULTING IN: • Increased operational efficiencies • Reduced labor burdens and costs • Growth and scalability for market diversification • Opportunities for additional revenue with a variable cost structure • Positive rental experience that increases occupancy and tenant retention • Highest rating received from Morningstar Credit Ratings, LLC • SSAE 16/SOC 1 Type II Report

NATIONWIDE COVERAGE / ASSET MANAGEMENT / RENTAL MANAGEMENT VALUATION SERVICES / PROPRIETARY REPORTING

WE’VE GOT YOUR CLIENTS’ BACK. 17

CAN YOUR CLIENTS AFFORD TO

WAIT?

WITH AFFORDABILITY RATES DECLINING, BUYERS MAY WANT TO MAKE THEIR MOVE BEFORE THEY GET PRICED OUT.

are even offering unique loan products specifically catering to this market, with no closing costs or upfront financing fees. These types of loans simplify the mortgage process and remove some of the barriers to homeownership that the market has put up since the housing crisis.

With affordability numbers on the edge in many markets, now may be the time for consumers sitting on the bench to get into the game before prices and interest rates increase further. Real estate agents armed with knowledge of new and simplified loan products can help more clients get into a home sooner—and prevent buyers from getting priced out of buying a home.

Many first-time homebuyers or borrowers with low credit scores don’t have a lot of cash on hand for closing costs and the many fees that come up during the home-buying transaction, but real estate agents can help these clients by working with lenders that offer a wide variety of loan products to meet each borrower’s needs. These simplified loans not only help cover the upfront costs of purchasing a home, but they also help alleviate some of the stress of the process for borrowers. Finding the right financing without the anxiety and potential chaos of unexpected fees and increases means happy homeowners. And those homeowners are likely to not only return to the real estate agent who helped it all happen, but also refer friends and family to them, as well.

There are many existing programs for first-time homebuyers, and most real estate agents are aware of the financing resources offered by government agencies such as the Federal Housing Administration (FHA), state-sponsored down payment assistance programs, and more. But independent mortgage lenders are stepping in to help as well, particularly for those in underserved market segments, like borrowers with low credit scores. By offering simplified mortgages, lenders help inexperienced buyers navigate the complexities of home financing and take the leap to homeownership. Simplified loan products can help expedite and package the home-buying process for the consumer, which may be increasingly important as home prices (and interest rates) rise. Real estate agents can help clients get into the home of their dreams by researching and partnering with lenders who offer programs tailored to first-time homebuyers and creditchallenged borrowers. Look for lenders responding to market needs by lowering their credit-score requirements, extending eligibility, and minimizing financing overlays. Some lenders

As affordability factors more and more into home-buying decisions, now may be the critical time for first-time homebuyers and credit challenged borrowers to enter the market before interest rates and home prices climb further. Many are predicting home price increases at a single digit rate this year, and that interest rates may rise as well. Real estate agents should arm themselves with knowledge of the wide array of loan programs available to meet their clients’ needs, so they can help more potential homebuyers become homeowners before affordability declines further. To learn more, call 877.277.7256 or visit carringtonhomeloans.com.

BUILD YOUR BUSINESS

with Co-Marketing efforts!

A host of business-building opportunities are waiting to be explored with your local Carrington Loan Officer. PRE-SET, READY-TO-GO, CUSTOM CO-MARKETING PROGRAM n Professionally-designed marketing materials available for purchase n Advertise open houses, news listings and recently sold properties EVENT CO-MARKETING First-Time Homebuyer Seminar opportunities help educate your customers on the best financing options

Contact your local CMS Loan Officer to find out how we can market together or call our CRES Concierge:

877-277-7256

CONGRATULATIONS #TEAMCARRINGTON

NAMED ONE OF THE TOP 100 NATIONAL BROKERS BY REAL ESTATE EXECUTIVE MAGAZINE.

SUMMER 2015

Contact 877-330-2773 or visit: carringtonrealestate.com/office-locations

Carrington REfuels real estate careers across the country. ARIZONA Phoenix CALIFORNIA Carlsbad Del Mar Downtown San Diego El Dorado Hills Escondido Fresno Irvine Long Beach Los Angeles Modesto Redding Riverside Sacramento San Jose Vacaville COLORADO Denver FLORIDA Boca Raton Lutz

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